Real Estate Magazine - RE/MAX Anchor Realty - Sept. 2014 by RISMedia

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RE/MAX Anchor Realty

Pushes Past Debra K. Meredith-Peters and Philip Farhat RE/MAX Anchor Realty

All Obstacles

How One Florida Brokerage Continues to Succeed Page 76

SOLD A HOME BASED SOLELY ON A NEARBY DOG PARK. WELL PLAYED.

We’re always scouting for agents who realize there’s a smarter way to do real estate. Agents who should affiliate with a brand that is already the most recognized brand in the industry*, plays the marketing game on the world’s biggest stage and has all the tools to back it up. So, if being ahead of the game is the kind of thing that appeals to you, let’s talk.

C21.COM/CAREERS *Study Source: 2013 Ad Tracking Study. The survey results are based on 1,200 online interviews with a national random sample of adults (ages 18+) who are equal decision makers in real estate transactions and who have bought or sold a home within the past two years or, plan to purchase or sell a home within the next two years. Brand awareness. Results are significant at a 90% confidence level, with a margin of error of +/-2.4%. The study was conducted in two waves by Millward Brown, a leading global market research organization during the following time periods: Wave 1: February 4th- February 18th 2013 Wave 2: September 30th- October 14th 2013

©2014 CENTURY 21 Real Estate LLC. All Rights Reserved. CENTURY 21® is a trademark owned by CENTURY 21 Real Estate LLC. CENTURY 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunities Act. Each office is independently owned and operated.

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{Contents} September 2014/Vol. 30, No. 9 • www.rismedia.com

{On the Cover} 76 RE/MAX Anchor Realty Pushes Past All Obstacles

How One Florida Brokerage Continues to Succeed RE/MAX Anchor Realty has seen it all. From rebuilding after Hurricane Charley, which left a majority of the company’s agents homeless, to surviving the economic downturn in 2005, the Florida-based company has been through its share of tough times, and still manages to come out on top. So far on top, in fact, that in 2009 they were named the top RE/MAX Broker/Owner of North America. In this month’s cover story, broker/owners Debra K. MeredithPeters and Philip “Rocky” Farhat provide their winning recipe for real estate success.

{Highlights} 34 Positioned for Success: A Proactive Approach to Staying Ahead of the Growing Purchase Market

{Headliners}

As the housing market continues to evolve, Bank of America has its sights set on becoming a leader in home loans across the mortgage industry. Here, take a behind-thescenes look at what Bank of America is doing to pioneer the movement.

13 Policy Matters: Final Push on 3-Percent Cap on Fees and Points

International buyers are entering the U.S. housing market at a rapid pace, a trend that’s likely to continue. In this exclusive feature, we examine the importance of expanding your reach and working with foreign buyers.

14 NAR Power Broker Roundtable: The New Real Estate Landscape: Which Practices are Key to Profitability?

16 REBAC Report: Social Security

88 RE/MAX: Guiding the Way

19 Executive Appointments 20 The RREIN Reporter 22 How to Host a Successful Twitter Chat

28 Serious about New-Home Sales 46 Competing in the Online World of Real Estate

53 A Rise in International Homebuyers: Are You Ready?

57 Education and Celebration Mark

In business, as in life, it takes vision to imagine possibilities and hard work to make them a reality. It’s a simple, straightforward philosophy— and the foundation the RE/MAX network was built upon.

RISMedia’s 2014 Power Broker Events RISMedia’s REAL ESTATE September 2014 3

{Features} 24 I ndustry Insight: Better Homes and Gardens Real Estate Celebrates Its Candy Anniversary 38 Be Smart, Be Safe: Taking an Active Role in REALTOR® Safety 40 You Can’t Take It with You: How Brokers Should Prepare for Their Exits, and Why Most Still Don’t 49 Trending: Agent Teams: A Winning Model (or Not) 58 RISMedia’s Great Spaces 67 Strategies: Lumentus Social; The Personal Marketing Company; Realtors Property Resource® 70 Big Data and the Real Estate Media Titans: Crafting Your Big Data Marketing Strategy 76 RE/MAX Anchor Realty Pushes Past All Obstacles 96 Ask the Experts: Keys to a Successful Product Launch; Today’s Home Purchase Market; Online-Reputation Management; Remaining Relevant

{Interviews} 75 John O’Reilly, Base Camp Realty of Richmond

80 Linda Rocha, Realty ONE Group 81 Shirley Gary, Engel & Volkers,

{Online} Don’t miss what’s happening on HouseCall, RISMedia’s official blog. We’ve got you covered with an array of trending real estate topics and breaking news served fresh daily. Whether you want to creatively host your next open house, become an iPad whiz, boost garage curb appeal, moderate a Twitter chat, team up with a fellow agent, finally finish that DIY gallery wall or get the scoop on celebrity real estate, there’s something for everyone on our blog. Along with today’s news from RISMedia.com, themes include Industry Insights, Great Spaces, Life@Home, DIY Ninja and Home Turf. With HouseCall, you, your clients and colleagues really can have it all! Visit blog.rismedia.com.

Buckhead Atlanta

82 John Hummer, Steinborn & Associates Real Estate

83 Lisa Gartman, Better Homes and Gardens Real Estate Leading Edge Properties 85 Jen Dollar, Realty Executives Orlando

{Experts} 26 Margaret Kelly - Business Building: Help On-the-Fence Buyers Do the Rent-vs.-Buy Math 33 Verl Workman - Basic Training: How to Create an Environment of Success 45 Spencer Rascoff - Why We’re Better Together 72 Marvin Stone - CFPB Update for Real Estate Brokers 95 Amanda Guarino - Life in Mobile: Text Doesn’t Take Holiday

4 September 2014 RISMedia’s REAL ESTATE

{Every Issue} 6 REtrends 9 Publisher’s Desk 100 Service Profiles 111 Referrals 120 R E: Real Estate—REALTOR® Store Renovations Mean Significant Improvements for Brokers, Agents

We’re Better because of Better Homes and Gardens® Real Estate. For the last 26 years, I was an independent broker. I never had anybody who could help me develop my business, service my agents, strengthen my recruiting efforts, or help me analyze new business opportunities. But now, as part of the Better Homes and Gardens Real Estate franchise network, there is somebody there for me. The reason I chose Better Homes and Gardens Real Estate was simple: this was the only brand that made me feel like I was home. It offered the most to my agents and Better Homes and Gardens was already a relevant part of our clients’ lives. I’m really good at what I do, but with Better Homes and Gardens Real Estate… I’m even better. To find out how you can be better:

BHGREFRANCHISE.COM MIGUEL BERGER | PRESIDENT Better Homes and Gardens Real Estate Tech Valley

trusted brand

innovative tools

training & support

quality leads

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

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

{REtrends} Down Payments Go Up for Firsttime Buyers Fewer first-time homebuyers are finding a way to buy a house with a relatively low down payment as their options shrink and lenders’ down payment requirements rise. From April through June 2014, about 67 percent of first-time buyers made a down payment of 6 percent or less, down from 74 percent in 2009, according to a recent REALTOR® Confidence Index report from the National Association of REALTORS®. One reason the average down payment is growing may be that more and more first-timers are choosing conventional over FHA financing, which requires only 3.5 percent down. Higher down payments are one more factor making life difficult for first-time homebuyers, who accounted for 28 percent of June home sales, a slight uptick from 27 percent in May, but a long way from the 40 percent share that first-time buyers accounted for just two years ago. Source: www.realestateeconomywatch.com

Staging: Books Make it Better One conventional de-cluttering strategy includes packing up your books. Now your book cases, night stands, coffee tables, couch tables and end tables are ready to be staged…with books. Crazy, 6 September 2014 RISMedia’s REAL ESTATE

right? Here’s how it works. Much like the pillow-staging principle, which is founded on the number of pillows, the color of pillows and the placement of pillows, the staging-with-books principle follows suit. The color of the books, the number of books and the placement of the books is the key to effectively staging with books. 8The color of the books. Reflecting on your simple color palette for each room, choose hardbound books with cover colors that fit into your scheme. It doesn’t matter if they are hardbound novels, autobiographies or science books as long as they fit the color palette. 8The number of books. Just as with pillows, odd numbers are suitable for home staging with books. One, three, or five is as far as you need to go to stage appropriate spaces in your home with books. 8The placement of the books. For the large, coffee table book, flat on the coffee table, couch table, side board or kitchen counter would be the appropriate position. For those human hand-holdable books on the bedside table, a vertical position is proper. In the kitchen and in the bath tub, it can be very provocative to pose the book open, as if you’re inviting buyers to come cook in your kitchen or soak in the tub with a real page-turner. Source: www.realtyonegroup.com

Top 10 Affordable Markets for

The

Aspiring Millennial Homebuyers The National Association of REALTORS® (NAR) analyzed current housing conditions, job creation and population trends in metropolitan statistical areas across the U.S. to determine the best markets for aspiring, leadingedge millennial homebuyers. NAR analyzed 100 metro areas that have a large millennial presence, solid local job market conditions and strong migration patterns of young adults moving to that particular area to determine the best purchase prospects for young buyers. Housing affordability and inventory availability were also considered. The best purchase markets for aspiring millennial homebuyers are (listed alphabetically): 8Austin, Texas 8Dallas 8Denver 8Des Moines, Iowa 8Grand Rapids, Mich. 8Minneapolis 8New Orleans 8Ogden, Utah 8Salt Lake City 8Seattle Source: http://www.census.gov/population/estimates/metro-city/List4.txt

I’m Better because of Better Homes and Gardens® Real Estate. Working in an area as diverse as Houston, no two clients and no two transactions are ever the same. To offer the highest quality service in every circumstance, I have to be ready for anything, at any time. Thankfully, with the brand’s content, training and tools, I have everything I need to do just that. Whether it’s a young couple buying their first house in the suburbs, or a single pro athlete who is selling his party pad in the city, the brand offers me tools and training to best approach each transaction. This allows me to get the most out of every situation for my clients, and for me. I love to sell real estate and I’m really good at what I do, but with Better Homes and Gardens Real Estate... I’m even better. To find out how you can be better:

BHGRECAREERS.COM MICHELLE POSEY | REALTOR® Better Homes and Gardens Real Estate Gary Greene

trusted brand

innovative tools

training & support

quality leads

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

EXPERIENCE THE

ADVANTAGES OF BEING AN

EXECUTIVE

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

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

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

{Publisher’s Desk} What It Means to Be a Real Estate Agent

he roller coaster ride of the real estate downturn and the subsequent recovery changed a lot about this business—from the way brokers handle overhead to how consumers shop for homes. One of the most significant changes, however, involves the role of real estate agents. To succeed in the new real estate landscape, today’s agents and REALTORS® must redefine their jobs. They are no longer gatekeepers but guides. Their level of knowledge about everything from local market statistics to mortgage financing options must be broad and deep. Their technical capabilities must move beyond proficient to expert. And their relationshipbuilding skills must be multi-faceted, utilizing both old-school and contemporary tactics for creating client loyalty. Our cover story this month (page 88) takes a look at how real estate giant RE/MAX is supporting and nurturing its most valuable assets: its sales associates. RE/MAX has taken big steps to promote the value of working with a RE/MAX associate, including its new Leo Burnett-designed ad campaign, “Dream with Your Eyes Open,” which underscores through every media medium that RE/MAX agents are well-equipped to guide today’s buyers and sellers through a real estate transaction. As RE/MAX Co-founder Dave Liniger says, “When you give great agents the right tools and unique competitive advantages, anything is possible.” And this is exactly what RE/MAX has done— created the support mechanism necessary to help facilitate the success of agents operating in today’s evolved marketplace. From being one of the first to offer distressed-property training during the downturn, to preparing agents to maximize opportunities in today’s luxury market, RE/MAX continues to be on the forefront of the right training at the right time. We commend RE/MAX for focusing on agent success and we tip our hats to all real estate professionals who have changed with the times to better serve homebuyers and sellers. It’s not an easy path, but one that is sure to pay long-term dividends. Wishing you continued success,

John E. Featherston CEO & Publisher

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like the team at Alain Pinel Realtors, the fifth largest residential real estate firm in the United States based on closed sales volume and the largest privately-owned residential real estate company in California. Celebrating almost a quarter century in San Francisco Bay Area luxury real estate, APR was founded by CEO and President Paul L. Hulme and now has 1,400 agents in 32 offices throughout Northern California. The company’s owners include Paul’s sons Russ, corporate finance director; Allen, executive director; Mike, corporate operations director; and son-in-law Kevin Cole, broker of record – along with daughter Gina. Leaders like the management team at Alain Pinel Realtors are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation. LeadingRE.com | 800.621.6510

Challenges

REAL

your challenge making a difference in your community

REALTOR

sOlUTIOns

initiatiVeS that Build and Strengthen communitieS acroSS the country

NAR Housing Opportunity Program. Provides REALTORS® with tools and education to help them become leaders in identifying, developing, and advocating for programs and resources that expand housing availability and increase neighborhood stability. www.REALTOR.org/housingopportunity REALTOR® Magazine Good Neighbor Award. These awards recognize REALTORS® who make an extraordinary impact on improving the quality of life in their community through volunteer work. www.REALTOR.org/gna REALTORS® Relief Foundation. Dedicated to providing housing-related assistance to victims and their families in disaster situations affecting the U.S. and its territories. More than $25 million has been raised and distributed since 2001. www.REALTOR.org/programs/realtors-relief-foundation REALTOR® Safety. NAR designates September as REALTOR® Safety Month, and offers safety materials for use throughout the year highlighting safety at the office, with clients, and online. www.REALTOR.org/safety

Equal Opportunity and Cultural Diversity. This NAR program offers education, grants, partnerships and events for REALTORS®. www.REALTOR.org/programs/diversity-program

Put these REALTOR® solutions to work for you and your clients and customers today!

RREIN

RISMedia’s Real Estate Information Network®

RISMedia’s Top 5 in Real Estate Network®

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

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

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

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

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

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

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

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

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like Jeff Hyland, president of Hilton & Hyland, one of the preeminent real estate brokerages in Los Angeles’ exclusive luxury market. Jeff founded the firm with his business partner Rick Hilton in 1993, creating a real estate boutique with a philosophy of meeting the uniquely individual concerns of each client. In a career that has spanned over three decades, Jeff has served as president of the Beverly Hills Board of Realtors, president of the Los Angeles County Boards of Real Estate, as well as state director for the California Association of Realtors. He has also become an architectural historian of repute, whose most recent book is The Legendary Estates of Beverly Hills. Leaders like Jeff are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation. LeadingRE.com | 800.621.6510

FOCUS ON A SMARTER COURSE FOR YOUR SUCCESS

THE MORE YOU LEARN, THE MORE YOU EARN . RE/MAX University education sharpens your business skills so you can stay on top of the evolving needs of today’s clients. For the on-the-go agent, RU programming is available 24/7, on your mobile device, TV or computer. ®

{Policy Matters}

Final Push on 3-Percent Cap on Fees and Points This column is brought to you by the NAR Real Estate Services group.

by Ken Trepeta

n June, the House of Representatives passed H.R. 3211, “The Mortgage Choice Act,” which addresses discrimination against affiliate businesses in the calculation of fees and points under the Qualified Mortgage (QM) safe harbor. H.R. 3211 and its Senate companion, S. 1577, are a bipartisan compromise that reduces discrimination against mortgage firms with affiliates in the calculation of fees and points in the DoddFrank Ability to Repay/Qualified Mortgage (QM) rule. The QM rule sets the standard for mortgages by providing significant compliance certainty to QM loans that do not have risky features and meet certain requirements. A key requirement is that points and fees for a QM may not exceed 3 percent of the loan amount. The problem is that under current law and rules, what constitutes a “fee” or a “point” varies greatly depending upon who is making the loan and what arrangements are made by consumers to obtain closing services. As a result of these definitions, many loan originators affiliated with other settlement service providers are not able to make QM loans to a significant segment of otherwise qualified borrowers.

For those of you with an interest, please take the time to thank the sponsors who did a spectacular job navigating the gridlock in Washington: Representatives Bill Huizenga (R-MI), Gregory Meeks (D-NY), Spencer Bachus (R-AL), David Scott (DGA), Ed Royce (R-CA), Mike Doyle (D-PA), Steve Stivers (R-OH), Gary Peters (D-MI), Patrick Murphy (D-FL), and Betty McCollum (D-MN). Now it is time for the final push in the Senate. The lead sponsors of S. 1577 are Senators Manchin (D-WV), Johanns (R-NE), Levin (DMI), Kirk (R-IL), Stabenow (D-MI), Toomey (R-PA), Klobuchar (D-MN), Portman (R-OH) and Isakson (RGA). An attempt to attach the bill to legislation in the Senate Banking Committee was unsuccessful. As we head into the fall, we’ll be working to find other avenues to enact this important legislation. The discrimination in the calculation of fees and points is being felt by consumers who are seeing reduced choices and added hassles in their transactions. A spring NAR survey of affiliated mortgage lenders revealed almost half experienced problems due to the 3-percent cap, and in almost half those instances, consumers either were not able to complete the transaction or not able to complete the transaction with their preferred settlement ser-

vices provider. Where services were outsourced and charges known to the lender, nearly half of loans (43.8 percent) reported higher fees as compared to the same (12.5 percent) or unknown (43.8 percent). Worse than the data are the stories being told by REALTORS®. In one case, a buyer wound up paying $600 more a year for their homeowner’s insurance because they could not use the real estate affiliate. One real estate company is reporting that on deals where outside services are used, the additional costs are up to $500 more per transaction. Another company reports that borrowers were forced to use an outside title company simply because state law fixed the rates of title and it was impossible to adjust the rate to comply with the 3-percent cap. Needless to say, these situations limiting choice are not benefitting consumers. That is why S. 1577 is called “The Mortgage Choice Act,” because it restores consumer options in choosing a mortgage provider. Now that the House has passed the legislation, it is critical for the Senate to act. RE Ken Trepeta is the director of Real Estate Services for the National Association of REALTORS®. RISMedia’s REAL ESTATE September 2014 13

{The NAR Power Broker Roundtable}

The New Real Estate Landscape: Which Practices Are Key to Profitability? Moderator: Steve A. Brown Liaison for Large Residential Firms Relations, NAR Participants: Vinnie Tracey President, RE/MAX, LLC, Denver, Colo. Bill Soffel CEO/Broker, ERA Team VP Real Estate, Chautauqua, N.Y. Mark Stark CEO/Broker, Berkshire Hathaway HomeServices Nevada Properties, Las Vegas, Nev. The Power Broker Roundtable is brought to you by the National Association of Realtors® and Steve A. Brown, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Steve A. Brown: I don’t know that

there’s ever been a time when it was more exciting—or more challenging—to be successful in the real estate industry. There’s no question that technology, mobility and global reach have made our business increasingly innovative. At the same time, everybody wants to make the deal, and in an age when consumers are more market savvy and independent than ever before, it’s the agents who are best at selling their value who become the high achievers. So what do we as brokers need to do in today’s recovering market to ensure profitability?

Vinnie Tracey: We’re telling our bro14 September 2014 RISMedia’s REAL ESTATE

kers that a traditional environment has returned. It’s good for them to go back to the basics and focus on recruiting, retention and providing great value to their agents. Because agent count drives profitability, recruiting is the most dollar-productive thing they can do. And it needs to be a daily activity. Agents want either more time or more money (and sometimes both). Whichever they prefer, you have to show them how they’ll get it at your office—and then, after they’ve joined, help them make it happen. Retention is just as important, and it’s about closing the back door, re-recruiting your agents constantly and helping everyone achieve their goals.

Bill Soffel: Buyers and sellers are regaining confidence, and there’s a lot of pent-up demand. As a result, we’re seeing a lot of activity, especially in our high-end resort communities. But there’s still a shortage of inventory, at least in our local markets. We’re advising our agents to get back into the neighborhoods where homes are selling and list, list, list. Then get into the adjacent neighborhoods and list some more. Mark Stark: In our market, there’s

no shortage of inventory, but listings have always been and always will be the key to building your business. Also, short sales are not as common as in the past. We’re talking today to sellers with equity. They’re looking to get the best price for their homes, and they care very much how you plan to market their property. Good listing presentations and innovative marketing plans are absolutely crucial to profitability.

SAB: If we’re moving back to basics,

focusing on listings and recruiting, what else would you put into that category as a means to growing your business today?

BS: For agents, it’s time to reach deep down into your database. Reconnect with your sphere of influence. Knock on doors if you haven’t done that for a while. Redouble your efforts to get referrals and leads. VT: For brokers and agents alike, it’s also time to watch expenses. Be accountable to your partners or coaches, and be open to new, strategic partnerships that can minimize costs and help increase productivity. MS: Steve opened this talk with a

reference to selling your value. Building a skill set in some aspect of the business can be a powerful—and profitable—differentiator. What can you offer above and beyond what the customer can find online? What’s unique about your marketing plan? Do you guarantee your response times? Do you know the local neighborhoods better than anyone?

SAB: Good point. That’s one of the

reasons NAR recently launched its “Real People” national consumer advertising campaign. It’s designed to show consumers the value of having impeccably accurate information—and why now, more than ever, working with a REALTOR® is essential to consumers who want to realize their real estate goals.

BS: Now is the time to connect with buyers and sellers…up close and personal, not just with accurate information, but with customized services they can’t find online. VT: That’s correct. No excuses. No diversions. Just get the work done. If you can connect with people and provide great value, you’ve positioned yourself for success. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

OUR SIGN OF SUCCESS

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

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

{REBAC Report}

Social Security by Marc Gould

s you may already know, September is REALTOR® Safety Month. But hopefully, safety is not something you think about only once a year. Whether at a showing, in the office, meeting a client, or online, you and your agents should always keep safety and security squarely in mind. Markets are on an upswing, which means your office is juggling more prospects, more clients and more paperwork. As things speed up, it’s easy to let good online and technology safety habits drop down on your list of priorities. With that in mind, here are some tips for staying safe on social media and guarding your reputation online. 8Reputation is more than just you. Take the time to set up a social media policy for your office, spelling out what is appropriate and what is not. What seems obvious to you as a manager might be news to a staff member. Getting everyone on the same page will clear up misunderstandings down the road. 8Basic steps. Don’t list your home address or use social media to “check in” at your house. And make sure your photos don’t announce your address either; your real friends already know where you live. Likewise, don’t broadcast that you’re on vacation or away at work and the house is empty. If you blog or post about your family, make sure none of your passwords are linked to your children’s or pet’s names, your high school graduation year or your birthday. 8Speaking of passwords, we all know we shouldn’t use the same few passwords, and that we should change them periodically. Consider signing up for a password management system like 1Password or LastPass to generate and remember secure passwords for you. Once you install the widget 16 September 2014 RISMedia’s REAL ESTATE

in your browser, you only have to remember one master password to unlock your vault. 8Beware of single sign-on. More and more websites allow you to use your Facebook, Twitter, or other account information to gain access rather than having to register separately. While a time- and memory-saver, such features often allow these third-party sites to post on your behalf, access your contacts or track your online activity. Take the extra time to register independently. 8Viruses and spyware, also known as malware, have moved from email to apps, to links in social media and to streaming video. These days, malware can infect your smartphone as well as your laptop. So, before you click on a link or install an app, make sure it’s coming from a legitimate source. 8Privacy settings. Probably the most important way to keep yourself out of trouble is to periodically review your privacy and security settings. Websites are constantly tweaking their options and adding features that make the previously obscure readily searchable. Sign out of your account and then search for your-

self. You might be sharing more than you expect. Staying safe online is about more than just guarding your credit card information or avoiding the latest, long-lost Nigerian relative. It’s about assuming that all the careful roadblocks and privacy screens you have constructed will fail. Take some time to browse your history, your pictures and your posts to see what might cause trouble down the line. Keep safety top of mind throughout the year, and visit www.REALTOR.org/ Safety for more great tips, tools and resources. RE Marc Gould is vice president, Business Specialties, for the National Association of REALTORS® and executive director of REBAC. A wholly-owned subsidiary of the National Association of REALTORS® (NAR), The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

Extend your reach. Expand your network. The local market leadership of our agents and the global recognition of our brand come together to provide the highest level of international real estate service in markets around the world. Each of our 4,700+ agents operating in 38 countries throughout Europe, Africa, Asia, South America and North America, are truly connected by our propriety global technology and a culture that is united by our three core values – competence, exclusivity and passion. Join this extraordinary network and enhance the services you provide to your clients. Engel & Völkers USA 430 Park Avenue · 11th Floor · New York · NY 10022 · USA · Phone +1-212-234-3100 info@evusa.com · evusa.com

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

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

{Executive Appointments} Intero Real Estate Services, Inc., a Berkshire Hathaway affiliate and wholly owned subsidiary of HomeServices Dave Hobson of America, Inc., announced a number of leadership changes that will further advance the company’s growth strategies. Effective immediately, Larry Klapow Dave Hobson, former VP/sales manager of McGuire Real Estate’s Peninsula Office, assumes the role of VP and managing officer Alain Pinel of the Intero San Mateo Office. Hobson replaces Larry Klapow, who will be transferring to the Intero Saratoga Office as Tom Tognoli moves into his new role as CEO. In addition, Alain Pinel, gen-

eral manager of Intero Prestigio International (currently managing the Woodside and Menlo Park offices) will now oversee the growth of the Peninsula region in San Mateo, San Carlos, Woodside, Menlo Park and any new upcoming locations. Hobson joins Intero with more than 20 years of real estate experience throughout the San Francisco Peninsula. Klapow, who has managed the Intero San Mateo office for the last three years, has more than 20 years of experience in Bay Area real estate.

Todd Sumney (left) and Brad Clayton (above right) have joined HomeSmart International’s senior leadership team as Todd Sumney chief marketing officer and vice president of sales, respectively. Both Sumney and Clayton

come to HomeSmart International with more than 20 years of combined experience in the real estate industry. Sumney is joining Brad Clayton the HomeSmart International team after nearly a decade as the vice president of marketing for Realty Executives International, where he led the brand redevelopment and launched many of the company’s tools, systems and platforms that supported franchisees and sales during his tenure. Clayton comes to HomeSmart International after working with Better Homes & Gardens Real Estate, leveraging his expertise in mergers and acquisitions to grow the company’s presence in Canada. RE For more executive happenings, please visit www.rismedia.com.

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

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

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

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

in 15 master-planned communities before the year is out.

President & CEO, Berkshire Hathaway HomeServices Florida Realty Sunrise, Fla.

Keith Bass

CEO, WCI Communities

A Family of Services by Maria Patterson

From left to right: Russell Devendorf, senior vice president and CFO, WCI Communities; Rei Mesa, BHHS Florida Realty president and CEO; Keith Bass, WCI president and CEO

Maria Patterson: Rei, why is having WCI as a parent an important part of BHHS Florida Realty’s overall value proposition? Rei Mesa: Having a parent company that is publicly traded and a large homebuilder and master-plan community developer provides our real estate family of services with structure, economies of scale, discipline and access to capital. It also provides us with an opportunity to capture WCI new-home transactions and other core business that benefits our title and mortgage companies, for example. Being part of WCI also positions our sales professionals with access to premarket, new-home sales opportunities. MP: Keith, why is having BHHS Florida Realty under the company’s umbrella an important part of WCI’s business model? Keith Bass: It’s really strategic for us. We can look at a lot of reports on the real estate market and go out and get information, but owning a general brokerage business—especially one that has the depth that BHHS Florida Realty does under Rei’s leadership— gives us an opportunity to always keep an ear to the ground on current trends, but more importantly, know where the trends are headed. Having that knowledge gives us a great competitive advantage.

MP: Please give us an idea of WCI’s presence in the state. KB: As of March 31, WCI owns or controls over 8,700 home sites in the state of Florida and has just over $200 million in cash to continue to acquire land and grow our business. We are selling in 25 neighborhoods inside of 12 master-planned communities now in Florida and plan to be in over 35 neighborhoods 20 September 2014 RISMedia’s REAL ESTATE

MP: Rei, what role are newhome sales currently playing in your residential real estate markets? RM: Homebuilders are providing much-needed inventory. As I’m sure you are aware, resale inventories in the markets we serve in Florida are extremely tight, with five months or less supply.

MP: Do you anticipate that growth in new homes will play a big role in solving Florida’s inventory shortage? KB: I know brokers would love to have more inventory, but it’s going to take time for homebuilders to build that back up and put those new houses in place. But demand will continue to grow in Florida and put even more pressure on inventory due to the long-term demographic trends, above-average job growth, and unemployment rates that are going down statewide. We are already seeing increased demand from high-end and second-home buyers, as well as the active-adult purchasers moving into the marketplace. RM: We anticipate that homebuilders will continue to acquire land and “ramp up” construction, which, when you look at the increase in household formation, we are currently at an all-time low in housing for current and future buyers. I’m one of those REALTORS® who gets very excited every time I see homebuilders moving dirt and starting new communities. After all, this is our future inventory. MP: Keith, how do you feel about Rei’s recent switch to the Berkshire Hathaway HomeServices brand? KB: We got very lucky with the timing of being able to associate ourselves with the Berkshire Hathaway brand. That’s the most exciting thing that’s happened on the brand side for decades. For WCI, it not only helps our realty business, but as a public company, that association helps us when we talk to investors who understand the strength of the Berkshire Hathaway name. MP: How is being part of the BHHS family helping your firm grow both organically and through acquisitions? RM: Since our announcement of our new brand back in the third quarter of 2013, we have experienced a

“quantum leap” organically and through acquisitions. The Berkshire Hathaway brand has opened many opportunities for our enterprise. Since our announcement, we have completed four acquisitions in the markets that we serve, including two in Sarasota, a new market for us. Immediately following one of those acquisitions, we had the top sales professional for one of the leading independent companies join our team.

MP: As the BHHS brand grows across the country, how does this benefit your firm? RM: The rapid BHHS brand conversion across the country and, in the near future, internationally, provides our firm and our sales professionals with referral and relocation opportunities. As we all know, the great state of Florida is a destination state. There is a desire worldwide among real estate consumers to own a piece of our paradise. RE For more information, please visit www.bhhsfloridarealty.com and www.wcicommunities.com.

RREIN Network News This past July, McColly Real Estate agents, staff and ancillary companies Community Title and Wells Fargo Home Mortgage celebrated the top producers of 2013. The theme for this year’s Awards and Recognition Luncheon was “Happy Birthday McColly Real Estate,” as the company celebrated its 40th year in business. Platinum Award winners were: top producer from Illinois, Leanne Provost, Bourbonnais office; and the top producer from Indiana, Kelly White, Portage Willowcreek office. The Rookie of the Year was Cynthia Villasenor from the McColly Real Estate Crown Point office. The 2013 President’s Platinum Team Awards went to: Illinois top producers Michelle Arseneau Team; and Indiana top producers, The Lisa Grady Team. The McColly Real Estate Schererville office was recognized as the No. 1 overall office at McColly Real Estate. www.mccolly.com

The Meadowlands Board of REALTORS® (MBOR), formerly based in Rutherford, N.J., will join forces with the Eastern Bergen County Board of REALTORS® (EBCBOR), creating the third-largest REALTOR® association in New Jersey. The combined association, under the name Eastern Bergen County Board of REALTORS® Inc., will have more than 3,300 members and operate from EBCBOR’S new 6,500-square-foot facility in Hasbrouck Heights. Scott Bixler, president elect of the Meadowlands Board of REALTORS®, will join the Board of Directors in 2015 to lead the new association as a single-source provider for all things real estate. www.bergenboard.com

CENTURY 21 New Millennium has announced its support of Scott Becker, executive vice president of NM Management and branch leader of New Millennium’s Capitol Hill branch, as he embarks on this year’s “Climb for Kids” fundraiser on behalf of Easter Seals. Becker joins a team of climbers led by CENTURY 21’s President and Chief Executive Officer, Rick Davidson. While Century 21 Real Estate LLC is not an official sponsor of the “Climb for Kids,” Davidson, who also serves as chairperson of Easter Seals’ International Board of Directors, will lead the team on a trek up and down Mount Elbrus, the tallest mountain in Europe and one of the world’s Seven Summits. Part of the Causcasus Range that straddles Asia and Europe, Elbrus is the tallest mountain in Europe. www.c21nm.com

Berkshire Hathaway HomeServices Fox & Roach, REALTORS® recently announced that its President, Joan Docktor, was the recipient of the 2014 SmartCEO Media Brava! Award. The Brava! Awards celebrate the distinguished achievements of 25 of Greater Philadelphia’s top women business leaders. According to Rick Crane, SmartCEO Media regional president, Brava winners all possess the utmost qualities in a leader, including vision, passion, compassion, dedication and perseverance. As president of Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, Docktor has been instrumental in the company’s growth and profitability in all brokerage departments, including 65 sales offices, relocation services, builder’s marketing and land development. www.foxroach.com

RISMedia’s REAL ESTATE September 2014 21

How to Host a Successful Twitter Chat by Zoe Eisenberg Editor’s note: This article originally appeared on RISMedia’s blog, Housecall.

hether you want to establish yourself as an expert in your field or are simply hoping to connect with your followers, holding a Twitter chat is a great way to interact with your online community and make yourself look like a real social media pro.

A Twitter chat—a scheduled chat session tethered by a universal hashtag—allows you to better understand and grow your clientele, in addition to promoting your business. Why a chat? The unique hashtag enables you to follow one long discussion. These chats are often recurring and can be advertised within your community. For instance, you could send out a newsletter or Facebook status that reads, “Join my Twitter chat on Friday at 2:00 p.m.” with the hashtag #MortgageMatters. Be sure to include your Twitter handle, your unique hashtag designed specifically for that chat, and the time the chat will be taking place. A successful Twitter chat allows you to: 8Position yourself as the voice of authority. By asking and answering questions, you can showcase your wealth of knowledge, as well as direct followers back to your website, blog, or additional social media handles. 8Get instant feedback. Twitter chats usually follow a Q&A format, where you ask a question and either pro22 September 2014 RISMedia’s REAL ESTATE

vide answers yourself or listen to the answers of your community members. Questions could be business development-related, like “What’s your top real estate tech tool?” or “What’s your favorite method of lead generation?” They can also be industry-related, like “What do you think is our biggest industry challenge at the moment?”

it comes time for them to make a real estate transaction.

8Expand your online presence. Twitter chats are tethered to one unique hashtag, but they are still housed in a public domain. This means as your followers respond to your chat, their participation shows up on their Twitter feed and reaches all of their followers, meaning hundreds of new people will learn about your brand each time you embark on a chat.

8Consider a platform. While you can create a Twitter chat directly from the Twitter website or app, Twitter chat platforms like Nurph (nurph.com) can help house your chat in one place so that your conversation is organized and streamlined.

8Grow your community. Twitter chat is extremely engaging, and if you make it a weekly thing, your followers will begin to show up weekly to interact with you. Soon, you will have established yourself as a voice of industry knowledge. 8Offer content and support. By opening up a dialogue, your followers and customers will turn to you for answers to their questions, which will put you forefront in their minds when

Before you get started: 8Participate in a few chats. Gain an understanding of the chat format by seeking out and participating in a few other Twitter chats. See what other industry professionals are doing and decide what works and doesn’t.

8Pick your hashtag. Choose your hashtag very carefully, as it will be where you house your chats. If you decide on a hashtag, search Twitter to make sure it’s unique and not already in use. Make sure the hashtag is short, easy to remember and easy to spell. 8Promote it. A Twitter chat will be unsuccessful if no one shows up. A week or two before your chat, start spreading the word. RE

Source: RISMedia’s Housecall, blog.rismedia.com

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Better Homes and Gardens Real Estate Celebrates Its ‘Candy Anniversary’ by Sherry Chris

ypically, a brand reflects on its journey during traditional milestones such as five or 10 years. But, in the real estate industry, Better Homes and Gardens Real Estate has been known for challenging tradition. In July, we celebrated our sixth anniversary—known as our “candy anniversary” per Hallmark—and things have never been sweeter. So as we find ourselves in a prime position to take on the future, it’s important to share what we’ve learned on our amazing adventure thus far. Entrepreneurialism Is Vital in the Face of Adversity When I was given the opportunity to lead Better Homes and Gardens Real Estate, I knew this was an incredible opportunity. Quickly, it became time to think about what was next. We were in a recession, we had no affiliated brokers and needed to create a unique value proposition that allowed our brand to stand out in a crowded industry. If we had launched the brand in the prime years of real estate, would we have challenged so many norms? Would we have taken so many risks? I’m grateful our brand came about when it did, as I believe people do their best under the most challenging situations. Ground Yourself in Core Values The first thing we did as a brand was develop core values—Passion, Authenticity, Innovation, Growth and Excellence—known as P. A.I.G.E. We work to exceed the expectations of our stakeholders, never accept the status quo if there is a better approach, and pride ourselves in being transparent in who we are and what we stand for. Our core values guide 24 September 2014 RISMedia’s REAL ESTATE

everything: our priorities, partnerships and perspectives. Strive to Make Everyone Better, Even Your Competitors Consumers have changed in their perceptions and the way they access real estate data. Never before have we had such a diverse population of buyers and sellers. There are three strong generations in the real estate pool: baby boomers, Generation X and millennials. All are unique in regard to wants and needs, but similar in their desire to have an exceptional real estate experience. We’ve made a commitment to understand all we can about today’s and tomorrow’s consumer. We invest in this knowledge and share our unique insights to help everyone serve their markets better. We also established the Beta Brokerage Project that shares case studies of entrepreneurial brokerages that are taking innovative approaches to business and are willing to share best practices with the industry. This idea-sharing mentality is the premise of our brand’s approach. Pushing the industry forward pushes all of us forward.

Embrace the Future, but Respect the Past We took a risk—calculated in nature—when launching our brand six years ago via social media. Now, Twitter, Facebook and LinkedIn have become critical social and networking channels, and viable, high ROI development channels. No matter how fast technology evolves, I look at it as an enabler and fuel of business, not a substitute for service. Remember that above all else: We are in the people business. Never Stand Still I made a commitment to myself, my team and our affiliated brokers and agents that every day in this role, I would strive to challenge myself. When you serve many stakeholders, never be comfortable with the status quo, no matter how effective or strong your offering or value proposition. You can always do better. Here’s to an amazing future and an exciting road ahead. Thank you to everyone who works each day to make this an industry I’m proud to be a part of. RE Sherry Chris is president and CEO, Better Homes and Gardens Real Estate LLC. For more information, visit www.bhgrealestate.com.

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Help On-the-Fence Buyers Do the Rent-vs.-Buy Math by Margaret Kelly

e all know that the benefits of homeownership outweigh renting in the long run. But in many U.S. cities, that’s the case even with shorter time frames. And we can do a better job of helping people realize that. Earlier this year, homeownership reached a 19-year low due mostly to lingering effects of the recession. The U.S. Department of Commerce reports that homeownership peaked in 2004 at 69.2 percent, but it has declined ever since the housing downturn began in 2007. The rate is now at 64.8 percent—the lowest it has been in nearly 20 years. Two key reasons for this downward trend are tepid income growth and fewer skilled, professional jobs being added back to the economy. The uncertain future of the job market is keeping some consumers on edge, and many of them might be delaying a purchase until their career prospects look a little brighter. Several housing studies conducted this year, however, reinforce the fact that homeownership is still less expensive than renting. According to Trulia’s 2014 Rent vs. Buy Report, this was the case nationally and in each of the 100 largest metro areas. Assuming a 30-year fixed mortgage rate of 4.5 percent, buying is 38 percent cheaper nationally than renting, the study found. The Trulia report points out that the rent-versus-buy math is different in each local market. But renters who might mistakenly think that homeownership is out of reach can benefit 26 September 2014 RISMedia’s REAL ESTATE

from the expertise and guidance of a local real estate expert like you. If renters are ambivalent about buying a home, your market knowledge can help quell their fears and misconceptions about homeownership.

With rental rates skyrocketing in many large (and small) cities and showing little signs of slowing, the message to relay to potential homeowners on the fence is simple: Why pay someone else’s mortgage when you can pay your own and build equity at the same time? For some renters, the obstacles associated with buying a home, particularly the down payment and closing costs, might delay their home purchase until they can get their finances in better shape. But with rental rates skyrocketing in many large (and small) cities and showing little signs of slowing, the message to relay to potential homeowners on the fence is simple: Why pay some-

one else’s mortgage when you can pay your own and build equity at the same time? Do the math for renters. Look at rental and vacancy rates in your market versus the costs of buying a home with a monthly mortgage payment. How long would they have to stay in a home to make it more costeffective than renting? (It might not be as long as they think.) Would they prefer to build equity in a property— even if it’s a starter place and not a dream home—so they can eventually move up? Opening the conversation with renters in a non-invasive way is a great start to building loyalty. Create a section on your website aimed at assisting renters who want to transition into homeownership, and put as much local information on it as you can. Send targeted messages to renters via email and social media to educate them about the advantages of homeownership—and how you can help them find the right home. If you invest time in being a resource for renters now, your efforts may pay off later—when those very people think of you when they’re ready to buy a home. RE

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

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Serious about New-Home Sales by Maria Patterson

28 September 2014 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

Better Homes and Gardens Real Estate Mason-McDuffie Succeeds with New Division

development activity in his firm’s markets, sparked the decision to attack the new-construction segment in a big way. He brought on Walsh to offer his designation training to interested agents, and enlisted experienced and savvy REALTOR®, David Poulsen, to spearhead a NewHomes Division for the firm. According to Poulsen, Better Homes and Gardens Real ometimes so-called trends are a lot of talk Estate Mason-McDuffie’s New-Homes Division launched and little substance. But when it comes to the this past October and is already comprised of 70 agents, with hopes to grow that contingent to 150–200. The dinew-homes market, the statistics support the vision is already working 950 building sites and home hype—nationally, just over one million permits were construction opportunities. pulled in the last 12 months (at press time) and builders Starting a specialized division enables brokers and are starting to expand and hire again. A nationwide agents to take a focused, proactive approach to newinventory shortage and ongoing preference among home sales, and explore the many opportunities availhomebuyers (55 percent, in fact) for new construction able within the segment, such as infill development. As Walsh explains, “Most agents are sitting around waiting serve to support the segment long term. The only for new inventory to show up. But what if we taught question left to answer is how can brokers and agents them how to go out and get involved, and bring the difmake the most of the opportunity? ferent players together to find a “During the downturn, property that can be torn down and For Ed Krafchow, chairman and CEO rebuilt? Agents can be playing an development activity had of San Francisco Bay Area-based Betactive role in bringing new inventory shut down. But investors and to the market.” ter Homes and Gardens Real Estate Mason-McDuffie, the solution wasn’t That’s exactly the type of creative developers with deep pockets challenge readily apparent. that drives Poulsen and “Ed’s first reaction was ‘there’s not bought up lots, and all kinds his team. much going on in new homes in my “I’ve always loved the new-conof new-construction projects struction segment of the business markets’,” recalls Dennis Walsh, creator of the Certified New Homes Spe- are now on the rise, along with because of the creative process it cialist (CNHS) course and designation. involves,” says Poulsen. “It can be a growing demand for new “I showed him the NAHB (National Asvery lucrative, but it’s more than sociation of Home Builders) stats— just selling a three-bedroom house. housing.” which revealed that just in San FrancisThese types of deals allow agents – Dennis Walsh co alone last year, more than 12,000 to get more creative. Sometimes Co-founder and CEO, building permits had been pulled—and you’re literally starting from the Dennis Walsh & Associates, Inc. he couldn’t believe it. And that same ground with nothing on it and workscenario is playing out over and over again across the ing with a developer to create housing.” country.” Whether starting a division or taking it on solo, to be According to Walsh, co-founder and CEO of Dennis successful in the new-homes arena, agents must comWalsh & Associates, Inc.—which, in addition to the CNHS mit for the long haul, stresses Walsh. training, offers Residential Construction Certified (RCC) “You can’t approach it with a total short-term perspecand 203k Specialist courses—the new-homes segment tive,” says Walsh. “Yes, you have to close real estate of the real estate industry continues to enjoy a steady and pay the bills, but you also need to make a long-term climb thanks to pent-up demand. career out of the business of real estate so you need a “During the downturn, development activity had shut longer-term perspective. You have to be willing to lay the down,” explains Walsh. “But investors and developers groundwork on something that you may not get a return with deep pockets bought up lots, and all kinds of new- on for a year.” construction projects are now on the rise, along with a And the benefits will be worth the wait. Once an agent growing demand for new housing.” or broker is in the rhythm of identifying properties or lots For Krafchow, this national trend, combined with rising that could be lucrative for developers, deals and closings

RISMedia’s REAL ESTATE September 2014 29

can happen fast, followed by residual income, once the new property is ready to be sold. What’s more, when a vacant lot or tear-down becomes home to a multi-unit condo, the agent then reaps the rewards of multiple transactions. However, achieving this real estate nirvana requires a commitment to education and training. “This segment of the business requires a different skill set,” says Poulsen. “You can only be in our NewHomes Division if you take Dennis’ class and get the designation. We need to have specially trained agents in this field and I want a certain decorum from our agents who are dealing with developers. The program gives them such a great base to get up and going quickly. I love his style and his enthusiasm and he conveys this to agents and they, in turn, get enthusiastic, which opens up all sorts of opportunities for them.” Case in point: One agent was asked to list a vacant lot in her neighborhood but had zero knowledge of how to handle land deals. Poulsen signed her up for Walsh’s class and she soon closed an all-cash deal for the lot. “I’m getting these types of stories all the time, from all sorts of agents,” adds Poulsen. Part of what makes the new-homes segment such a potentially profitable area for traditional agents right now is a rising need among developers. In the new, newNAR-1208_MVP_RIS_HalfPageAd_2014_7.5x5.25_r8.pdf 1 2/21/14 homes market, developers welcome the presence of a

real estate professional. “Big players have traditionally dominated,” explains Walsh, “but the smaller players are trying to look for offmarket properties and they don’t know who to turn to.” By immersing themselves in the industry, real estate professionals can develop a stable of builders, developers and investors who will quickly come to rely on them as their trusted guide and advocate. Poulsen concurs. “Developers welcome working with a division like ours. They welcome someone bringing projects to them. The smaller and mid-size guys don’t have time for that and rely on agents to bring them a deal.” While creating a new-homes division is a smart route for brokers to take, individual agents can capitalize on the market trend regardless. Many agents, says Walsh, specialize in working with buyers specifically interested in buying a new-construction property. “The majority of people shopping for a home are interested in a new home—54–55 percent would prefer a new home,” concludes Walsh. “But most agents don’t have expertise in that area, don’t have the builder relationships and don’t have the inventory to service these buyers. That alone is a reason why every agent should have our training and know how to speak that language.” RE 11:41 AM

For more information, visit www.sellnewhomes.com.

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{Basic Training}

How to Create an Environment of Success by Verl Workman

uilding a company, office or team requires recruiting. Some people recruit well, while others struggle to get even a few agents on board. The difference between the average and the exceptional when it comes to recruiting is that the exceptional eat, drink, breathe and sleep their desire to help agents be successful. Recruiting and retention is not a game, manipulation or slick sales tactic, rather, it’s a true desire to create an environment where the agents we serve can be truly successful. Commission splits and compensation plans are important to most, but in reality, agents want to be successful in income, life balance, and their ability to serve their clients. They want to work where they feel others share their core values as well. When this is accomplished, companies grow, work becomes fun and retention is achieved. Here are a few critical steps for creating an environment of success:

3. Create systems and processes for everything a. Insist on operational excellence. b. Every listing, buyer, contract, etc., has a clearly defined process. The way we answer phones, deal with conflict, and cover each other’s vacations, are all defined processes. Write them down and make sure everyone follows the correct procedures.

1. E stablish, know and share your core values often a. Write them down! b. Recite them at daily huddles and team meetings so that they become part of who you are.

4. Do for your agents what you teach them to do for their clients a. Send hand-written cards of gratitude. b. Offer birthday, anniversary wishes, etc. c. Know who they are and what’s important to them.

2. H ire to your core values, then teach real estate tactics and skills a. It’s easier to teach skills than attitude, so hire people who match your core values. b. Provide cutting-edge training and coaching. c. Establish prospecting call nights. d. Attend training boot camps and national events. e. Provide sales training and/or coaching beyond what’s required for licensing.

5. Allow agents to do what they do best a. Agents make money prospecting, showing, listing and negotiating. Provide or create a program that allows them to outsource everything else. 6. Create the buzz a. A productive office has a great buzz. Agents are on the phones, meetings are taking place, and

everyone is engaged in positive interaction. 7. Accountability a. This is huge because agents don’t always know what to do every hour of every day. As their leader, provide them with a road map and hold them accountable to follow the proven systems and processes that produce real results. This is often difficult for owners to do effectively because of the fine line they walk between holding an agent accountable and the risk of that agent leaving. For this purpose, having an outside coach, such as Corcoran Consulting and Coaching, produces that third-party accountability. Success in recruiting and retention is neither magical nor mysterious. It’s a conscientious effort to execute the basic fundamentals with precision and create an environment of success, productivity, and positive people working together to make a difference in each other’s lives. RE Verl Workman is president of Corcoran Consulting, Inc. (CorcoranCoaching.com, 800-9578353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential broker’s or agent’s existing practice. Sign up today for your complimentary business consultation at www.corcorancoaching.com/ programs.

RISMedia’s REAL ESTATE September 2014 33

Positioned for Success:

A Proactive Approach to Staying Ahead of the Growing Purchase Market Bank of America committed to helping create successful homebuyers by Paige Tepping

he housing market is evolving due to fluctuating market conditions and a shift in buyer perceptions. Now, more than ever, having a lending partner with strong financial and industry expertise in your corner is crucial to keeping real estate agents abreast of the latest resources and options available to help their clients. As a leader in the mortgage industry, Bank of America has made infrastructure and operational changes, as well as new partnerships, as part of its commitment to support real estate agents and their clients at a time when the purchase market is steadily growing.

34 September 2014 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

Creating a Seamless Experience for Customers

Providing Expertise through Strategic Partnerships

With an eye toward creating better customer experienc- Having a deep understanding of the housing market is es, Bank of America recently brought together its en- instrumental for real estate agents when it comes to tire mortgage sales and fulfillment organizations under helping clients through the complexities of the homeone leader, D. Steve Boland. Boland, who was named buying process. Over the past few months, new rules Home Loans Originations Executive over the summer, and regulations have changed the way mortgage appliis responsible for overseeing sales and fulfillment na- cations are being viewed and processed. New homebuytionwide. The union of the units brings cohesiveness to ing trends and ways of doing business have emerged the bank’s mortgage originations services, ensuring the too, all of which are critical for real estate agents to be highest levels of customer service and satisfaction—an thinking about as they form their business plans. Bank of America has formed strategic partnerships often-referenced objective at the bank. “We’ve put together an all-star team to manage the with industry experts who are known for their mortgage home loans business,” says Centralized Sales & On- industry expertise and for providing useful information inline Executive John Schleck, “and having the power of tegral to planning business strategies based on current and future trends. These partnerships Bank of America behind us allows us “The most important provide training and education to Bank to do a lot more for the consumer.” According to Schleck, putting peothing we do is look at of America mortgage loan officers and their real estate business partners to ple in homes is just one part of the the entire spectrum of help them guide potential homebuyers equation. He believes keeping people someone’s financial through the process amid a dynamic in their homes is even more imporand ever-changing environment. tant, making it crucial that consumers picture in order to To that end, in November 2013, sit down with a mortgage loan officer truly understand Bank of America and Tom Ferry, CEO to look at their financial picture before making a home-purchase decision. what they’re trying to and founder of “Tom Ferry – Your Coach,” announced a strategic part“We’re one spoke of a big wheel,” accomplish.” nership aimed at complementing Bank says Schleck, “and working together – John Schleck of America’s efforts to help real estate under one leader allows us to have Centralized Sales & Online Executive, professionals grow their business dursome really good dialogue about what Bank of America ing the housing recovery. And mortgage the customer is looking for.” industry veteran and regulatory expert Purchasing a home is often looked at as one of the biggest investments a consumer will Brian Chappelle, founding partner of Potomac Partners, make in their lifetime. As the purchase market con- has been a voice of clarity, helping to keep mortgage tinues to gain strength, Bank of America—and the loan officers and real estate professionals alike abreast home loans sector specifically—is poised to grow right of various regulatory changes and their effect on the inalongside the market. With a vast array of mortgage dustry—and what it means for their business. “Our partnership with Brian provides an inside-theloan products that range in scope from governmentsponsored loans to those with fixed and adjustable beltway view of regulatory matters and their impact on rates, conventional conforming loans to hybrid ARMs the industry,” says Retail Sales Executive Tim Owens, and non-conforming or jumbo loans, choosing the right who notes that Brian’s unique perspective is a conversation starter among real estate professionals who have loan can often be challenging. “The most important thing we do is look at the en- a desire to understand the importance of regulatory tire spectrum of someone’s financial picture in order changes such as QM and non-QM business, the abilityto truly understand what they’re trying to accomplish,” to-repay rule that’s now in effect, the implementation of says Schleck. “Are they trying to put kids through col- Dodd-Frank regulation over the last year, as well as the lege? How close are they to that? What are their re- RESPA/TILA changes that are coming in the future. And marketing agreements, including the continuatirement goals? Investment goals?” By looking at the entire picture, consumers can be assured they will be tion of a marketing agreement with RE/MAX through engaging with the correct parts of the bank throughout 2016, is yet another way Bank of America is strategically positioning itself to play a leading role in making the entire process. “Everything we do on the mortgage side—and with sustainable homeownership a reality for its customers. “As the market continues to shift toward a more norall the products we offer—is direct to the consumer,” says Schleck. “We want to work directly with our cus- mal purchase market, our strategic partnerships with tomers and their real estate agent and give them of- both Tom Ferry and RE/MAX have enabled us to provide highly valuable business information to real estate fers and loan options that are a benefit.” RISMedia’s REAL ESTATE September 2014 35

agents around the country, and at the same time, help us develop relationships with these agents so that, together, we increase our business and put people on a responsible path to homeownership,” says Owens.

Focusing on First-Time Homebuyers As the foundation of the home-purchase market, Bank of America’s steadfast commitment toward helping create sustainable homeownership for first-time buyers is not only centered around active education, but ensuring that prospective first-timers can get easily accessible information that is vital to making a sound decision. While it starts with having the right people, policies and processes in place, Neighborhood Lending Executive Glenda Gabriel notes that as a whole, the industry is more in sync today with the consumers’ view of home buying and what they need before making a decision. “First-time buyers are the backbone of this industry,” says Gabriel. A demographic that typically represents 40 percent of total buyers, this number has shrunk considerably over the last few years as prospective buyers continue to sit on the sidelines. “We’ve seen a lot of surveys recently that show that now is a good time to buy,” says Gabriel, “and we want people to view homeownership as a foundation for helping to build long-term personal wealth.” And that starts

with managing one’s financial life. “No matter how much money you have access to, you can always improve your money management skills,” adds Gabriel, when referring to the value of BetterMoneyHabits.com. Powered by Bank of America—and in partnership with Khan Academy—the site provides a world-class online education for anyone, anywhere, when it comes to understanding credit, debt management, saving and budgeting. Bank of America has also taken a leadership position in developing financial education webinars covering important topics such as preparing for homeownership, understanding and managing credit, as well as the pros and cons associated with renting vs. owning. The company’s website—bankofamerica.com—is just one more place where first-time buyers can go to learn about down payments, various loan products and what they need to apply for a loan. Additionally, tools and resources such as a Home Loan Planner and Mortgage Calculator are available on the website to help first-timers plan and set goals in advance. “Real estate never sleeps, and neither should we in terms of how we inform and work with the customer to make one of the most important decisions they will make in their adult life,” concludes Gabriel. RE For more information, please visit www.bankofamerica.com.

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Be Smart, Be Safe: Taking an Active Role in REALTOR® Safety by Bob Goldberg

ccording to government data, in 2012, there were more than 8.9 million incidents of property theft in the U.S. , 1

more than 33,500 traffic fatalities2 and more than 16.6 million victims of identity theft3. Statistics like this are an

unfortunate reality of today’s world, and as REALTORS®, you and your agents are constantly faced with situations that could put you at risk. Everyday situations like showing clients empty properties, driving on unfamiliar roads for a showing, even sharing personal information online can put a real estate practitioner in danger. It’s essential that you and your agents develop and maintain personal safety procedures, in and outside of the office. The biggest error an agent can make is thinking “it won’t happen to me,” but the reality is, safety hazards are everywhere, especially for a REALTOR®. Instead of having an “it won’t happen to me” attitude and hoping for the best, all real estate professionals should be saying, “I won’t let it happen to me” and taking the necessary steps to be safe while on the road, in the office, at a showing and even online.

38 September 2014 RISMedia’s REAL ESTATE

With knowledge, awareness and empowerment as the basis for its ongoing efforts to keep its members safe, the National Association of REALTORS® (NAR) has designated September as REALTOR® Safety Month, and offers a variety of REALTOR® Safety materials that highlight how you and your agents can stay safe. Now is a perfect time to help your agents understand the importance of taking an active role in their own safety. Where to Start Safety starts with you. NAR makes it easy for you to share the message of REALTOR®Safety with your agents through a variety of free tools and resources: 8Download NAR’s comprehensive REALTOR® Safety training presenta-

tion, which outlines how REALTORS®can be safe at the office, with clients and while at home. The presentation toolkit offers tips for presenters, a PowerPoint template, handouts and resources to help you and your agents keep safety top of mind, not only during REALTOR®Safety Month, but all year-round. 8Show NAR’s safety videos. Research has shown that visual communication can have a greater impact on a person than verbal communication. NAR’s safety videos offer safety tips for the road, in the office, with clients, online and even when visiting conventions. 8Develop a Safety Action Plan for your office. Update it as needed and review it regularly to make sure everyone in your office knows how to follow the plan. Safety is everyone’s concern. 8Share NAR’s free banners and widgets on your website. The Safety Widget is updated with a new safety tip weekly. 8Access the REALTOR® Safety Webinar archives. These free webinars cover a variety of topics, including identity theft, personal safety, detecting unwanted attention from current and former clients, and social media and cyberspace safety, to name a few. Free, Live Safety Webinar on Sept. 9 NAR has worked hard to keep REALTOR® Safety foremost in your agents’ minds, but what about their clients? Join NAR for “Safety Tips to Share with Sellers,” a free REALTOR®Safety webinar presented by Sergeant Preston Taylor, who will discuss how clients can protect themselves against crime. The webinar takes place on Sept. 9, 2014, at 1:00 p.m. CST. Sgt. Taylor will offer advice on how homeowners can safeguard their home, personal property and their personal information while opening their house to potential buyers. The webinar will be available to download after Sept. 9. Learn more safety strategies and view additional tools and resources available from NAR at www.REALTOR.org/ Safety. Remember, safety is no accident. It starts with you. RE Stats Citations: 1 http://www.fbi.gov/about-us/cjis/ucr/crime-in-theu.s/2012/crime-in-the-u.s.-2012/property-crime/ property-crime 2 http://www-nrd.nhtsa.dot.gov/Pubs/812033.pdf 3 http://www.bjs.gov/content/pub/press/vit12pr.cfm Bob Goldberg is NAR senior vice president, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions.

You Can’t Take It with You: How Brokers Should Prepare for Their Exits, and Why Most Still Don’t by John Caulfield

heir assumptions about the value of their business and ability to find buyers

or management replacements can be overly optimistic.

40 September 2014 RISMedia’s REAL ESTATE

At 71, Ed Krafchow still has some unfinished business. He’s led Better Homes and Gardens Mason-McDuffie Real Estate in Pleasanton, Calif., since 1991 and helped propel its expansion to 30 offices and more than $3 billion in annual sales. He’s been recognized and awarded for a lifetime of achievement in real estate. But where other executives his age are wearing out their fishing reels and putters in retirement, Krafchow has no intention of fading into the sunset. “My ‘plan’ is to leave with a toe tag on,” Krafchow states. “I love what I’m doing and have every intention of doing it until I can’t or don’t want to.” But that doesn’t mean he hasn’t made contingency arrangements in the event “I drive off the road one day.” He’s appointed the brokerage’s CFO Robert Wolf as executor of his estate, and Wolf would run the operations in Krafchow’s absence. Krafchow is like many senior real estate brokers who seemingly aren’t as obsessed with succession planning or exit strategies as owners in other industries. Rachel Owens, a principal with Succession Strategies in Santa Ana, Calif., says she rarely approaches brokers as clients because their “plan” usually doesn’t extend beyond selling their businesses eventually. “Most brokers run their companies in the moment, not as a business,” observes Jose Perez, founder and president of Atlanta-based broker consultancy PCMS Consulting. He’s not surprised that brokers in their 70s “aren’t even thinking of leaving.” “We all believe we’re going to live forever,” says Dick Schlott, the 70-something chairman and CEO of Gloria Nilson and Co. Real Estate

in Red Bank, N.J., a business he acquired five-and-a-half years ago. Schlott doesn’t have a succession plan in place, although his COO currently runs the day-to-day operations. “I know many guys my age or older who are still active. They may not be showing houses anymore, but this business doesn’t necessarily have an end to it.”

“I love what I’m doing and have every intention of doing it until I can’t or don’t want to.” – Ed Krafchow Chairman, Better Homes and Gardens Mason-McDuffie Real Estate

But experts who specialize in succession strategies think brokers need to re-examine their insouciant attitude about the future because, they say, it’s based on uncertain assumptions that unanticipated events—to say nothing of a still-unpredictable real estate market—have a way of upending. “When I hear people say they are going to die at their desks, they aren’t being reasonable, and isn’t reasonableness a requirement in any real estate transaction?” asks Wayne Rivers, co-founder and president of Raleigh, N.C.-based Family Business Institute. He admonishes brokers who leave succession and exit plans to the last minute, because they are doing a disservice to their agents and employees.

“They aren’t being stewards of their professional resources.” Business and Life Inseparable REALTORS®, in general, are getting older, according to National Association of REALTORS® membership data. And brokers in particular see themselves as irreplaceable. But other factors enter into their desire to linger as business owners. “For many people, real estate is a second career that they come to later in life,” explains Rainy Hake, executive vice president of Saratoga, Calif.-based Alain Pinel REALTORS®, whose co-founder (in 1990) and longtime president Paul Hulme still goes to the office six days a week. Hake also points out that real estate “is not a nine-to-five job” and is often intertwined with the broker’s personal life. That profile of a senior broker corresponds with one of the three types of business owners described by Dr. Joseph Astrachan, executive director of the Cox Family Enterprise Center at Kennesaw State University in Georgia. There are professionally oriented owners who “are always looking to make continuous improvements,” he says. Owners at the opposite end of the spectrum can’t see beyond the present. And then there are owners, says Astrachan, whose companies are their identities, and who, perhaps inadvertently, “sabotage” attempts at succession planning. Astrachan thinks most real estate brokers probably fall into this third category. And by putting a succession or exit strategy on hold, brokers could be “trying to balance their needs with their families and their employees,” but run the risk of “screwing it up for everyone.” RISMedia’s REAL ESTATE September 2014 41

Three Options Examined Talk to brokers and you’ll hear the same assumptions about the future: that eventually they will sell their book of business at or near their asking price; or that they will find the ideal person to fill their shoes; or that a family member is patiently waiting in the wings to take over the business. Each assumption might be plausible and even likely. But none is a sure bet, either. And brokers without contingency strategies resign their companies to the vagaries of fate.

Assumption #1 I can sell my business when I want to, and get my price. Schlott has bought and sold several companies, and he thinks succession planning is less urgent for brokers because “it’s relatively easier to sell a brokerage than, say, a lumberyard or a liquor store.” And, he adds, there are still enough buyers out there to keep the market competitive. June Slusser, the 57-year-old president of Coldwell Banker High Country Realty in Blue Ridge, Ga., has no immediate plans to retire. But she’s been contemplating the future lately. The time to sell, she says, “is when the market’s at the peak. And I think the best is still ahead of us for a few more years.” She’d time her exit to coincide with the renewal of her company’s franchise agreement. And she’s certain that day will come well before she’s 70. But looking around, she’s not seeing a whole lot of buyers out there, and those that are want to pay on an “earn out” basis over time. Perez says one of the primary considerations in any exit strategy 42 September 2014 RISMedia’s REAL ESTATE

must be “how much do I need to retire, and what do I need to get there.” The problem, he says, is that brokers tend to overestimate their companies’ value. “Nobody really knows what [brokerages are] worth,” Perez contends, especially if a business’ reputation and cachet revolve around the owner.

Brokers must reconcile their exit strategy with the cold, hard reality that their company might change irrevocably under new ownership. “Most brokerages that have been sold since 2005 are now remnants of what they once were,” says Gino Blefari, senior vice president at HSF Affiliates.

“I know many guys my age or older who are still active. They may not be showing houses anymore, but this business doesn’t necessarily have an end to it.”

Assumption #2 I can find the right person to run the business.

– Dick Schlott Chairman and CEO, Gloria Nilson and Co. Real Estate

Astrachan says that any broker looking to sell a business must show why the company’s top and bottom lines will stay strong once the owner departs. In their hunt for a strategic buyer, brokers might also need to accept competitors as suitors. But owners in general often wait too long to put their companies up for sale, observes Rivers. He recommends that brokers whose exit strategy is to sell their book of business should start working on that sale in their 60s, “which gives you a chance to fail at least once” and try again.

Last May, Blefari sold Intero Real Estate Services, the company he founded in 2002, to HSF Affiliates’ parent company HomeServices of America. Blefari will become HSF’s chief executive on January 1. That transition went smoothly, explains Blefari, because his two lieutenants at Intero—Tom Tognoli, who is now president and CEO; and John Thompson, its COO—have worked with him for decades. “You couldn’t find two more different guys, but each has a little bit of what I brought to the company,” says Blefari: Tognoli holds employees accountable and Thompson bonds with every agent. At HSF, Blefari says succession planning will “evolve,” as he searches for the person “who can carry out the same culture and who understands our philosophy.” Finding the ideal replacement within one’s company, though, can be challenging. Owens of Succession Strategies observes that mentoring has not been brokers’ strong suit, historically. Even if it were, brokers are dealing with a fluid workforce that includes agents who, in the main, are neither interested in running a company nor have the equity available to buy in as owners. Another argument in favor of

drawing up a detailed succession plan is that there’s no guarantee a chosen successor will be around to take the reins once the owner decides to step down. Case in point is Coldwell Banker Caine, a brokerage based in Greenville, S.C., that’s been owned by the Halter family since 1933. Frank Halter, who had been running the company since the early 1980s, lost his 45-year-old son Robert Caine—who was managing the commercial side of the business— to lung cancer in August 2007. Halter was 76 years old at the time. “It was a wake-up call for me and the family,” recalls Frank’s other son, Brad, who is currently Coldwell Banker Caine’s chairman. Brad saw a company that, while successful, didn’t have the professional management it needed to move forward profitably. “We lacked the ability to finish things off,” he says. In October 2007, he laid out for his family—which included two sisters and his brother’s widow—a plan to find an executive-level manager. A search firm narrowed the choices to four finalists before the Halters selected Stephen Edgerton, who had spent 11 years as a project executive with IBM Global Services. Edgerton was already living in South Carolina, to which he relocated from Arizona a few years earlier. He officially joined the brokerage as its COO in February 2008, and almost immediately noticed that it needed operational structure and cost control. Edgerton closed facilities and reduced personnel in his first few years, and then started reinvesting in the business: Between 2010 and 2013, he opened four real estate “galleries” that all of the company’s agents can use, regardless of their territories. Since 2008, the company has also rolled

“Most brokerages that have been sold since 2005 are now remnants of what they once were.” – Gino Blefari Senior Vice President, HSF Affiliates

out five commission plans. And he’s brought on the company’s first CFO and a marketing person who is now its Chief Experience Officer. “We threw a monkey wrench into a machine that needed fixing, and Stephen has been driving the company like a nail,” says the 56-yearold Brad Halter. Edgerton, 45, says running a brokerage isn’t all that different from what he was doing with IBM. “It’s about delivering services to our clients and executing the program.”

Assumption #3 I can keep the business in the family. Frank Halter, who died on January 29, 2013 at age 83, was fortunate to have son Brad to fall back on. Family ties remain the lifeblood of many brokerages. Schlott says he recently attended an industry conference where a session on succession planning had second and third generations on stage and their parents and grandparents in the audience. But relying on familial transfusions to keep a business going has long odds. The Family Business Institute reported in 2012 that only 30 percent of family businesses make it to the second generation, and only 12 percent to the third. Slusser says her son, whom she had been grooming to take over, de-

cided he wasn’t interested in buying the company. “Just as I wasn’t interested in taking over my parents’ [brokerage] when I was starting out,” she recounts. Brokers’ inclinations to postpone retirement indefinitely might also be a disincentive for their kids or younger relatives to hang around for their chance in the spotlight. Alain Pinel REALTORS® appears to have come up with a creative solution to this dilemma: Over the last decade, Paul Hulme has been selling his business to his three sons and daughter—Michael, who is the company’s director of corporate operations; Russell, the company’s finance director; Allen, who’s involved in one of the family’s other businesses; and Gina. Michael Hulme, 38, points out new sales offices have been opened under the ownership of him and his siblings. But ownership remains “behind the scenes” and seamless to clients because the offices all operate under the same corporate brand. “The transition has been more of a process than a date in time,” says Michael. And he’s comfortable with his father’s still-active role in the firm. “This is what he likes to do. He’s not a golfer. And he enjoys being with his family.” RE John Caulfield is a freelance business journalist and former senior editor with Builder magazine. RISMedia’s REAL ESTATE September 2014 43

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RIS_8_14

Why We’re Better Together Zillow CEO Spencer Rascoff explains why Zillow plans to acquire Trulia

s you’ve probably heard by now, Zillow recently entered into a definitive agreement to acquire Trulia. The deal is not final and won’t be for some time, requiring both shareholder and regulatory approval in addition to customary closing conditions. Still, industry partners have a lot of questions as to what to expect from this acquisition. We believe this is a tremendous opportunity to combine resources for innovation that will benefit both consumers and our industry partners and advertisers. Here are just a few things to look forward to:

We’ll reach a larger audience because consumers are loyal to both brands. We expect to maintain both the Zillow and Trulia consumer brands, both of which have large and loyal consumer followings with limited overlap. Though audience may differ, Zillow and Trulia have a shared mission of empowering consumers with vital information about real estate and making connections to the best local professionals.

We’ll improve listing infrastructure, including the way we distribute and support listings information. This deal will allow for better coordination among our brands when it comes to listing information. Industry partners will benefit from deeper partnerships and better listing infrastructure. Home sellers and their agents, participating brokerages,

Zillow and Trulia have a shared mission of empowering consumers with vital information about real estate and making connections to the best local professionals. franchisors and MLSs will benefit from seamless, free distribution of listings across even more platforms to reach an even larger audience of consumers.

We’ll innovate faster and deliver enhanced ROI for our advertisers. By combining resources, we expect to accelerate innovation on mobile and Web to provide more valuable tools and services to our advertisers. We expect to offer shared services and marketing platforms for advertisers that enhance agent productivity and marketing and deliver greater return

on their investment. Additionally, our advertisers can expect more creative and targeted opportunities across our brands.

We’ll achieve cost savings through consolidated operating costs. By operating independent consumer brands through one corporation, we expect to achieve at least $100 million in annualized cost savings by 2016. Our focus on building great products and services remains unchanged, as does our larger mission to empower consumers with valuable information and connect them to the best real estate professionals. If you have any questions, we’d love to hear from you. Reach out to our team at partners@zillow.com. RE

Spencer Rascoff is CEO, Zillow. For more information, please visit www.zillow.com.

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Competing in the Online World of Real Estate by Wendy Forsythe

oday’s homebuyers are hungry for information— and they expect to get that information with a few quick taps on their smartphones, tablets or laptops. Reaching potential buyers where they are is critical—and buyers are online. So how can real estate agents compete in an increasingly competitive online world? First, you have to be online in a real and transparent way. Consumers are not only looking for the details of the home they want to buy, but also the kind of agent and company with whom they want to work. If you’re not online, consumers aren’t going to find you or be able to validate your skills and expertise. The second key to competing online is to create trust with the consumer. Creating trust in a digital environment can be tricky, but it starts with providing information in a timely and reliable way. When potential homebuyers are searching online, they frequently request more information and become leads. And it’s what you do with these leads that will differentiate you from the rest of the pack—and turn that potential homebuyer into a homeowner. Although millions of online leads are generated every month, the 46 September 2014 RISMedia’s REAL ESTATE

vast majority of those leads never turn into sales. How can you avoid wasting these opportunities? Follow these three simple strategies: 1. Respond quickly 2. Follow up consistently 3. Set up contacts with e-alerts One of the most critical elements of a successful online lead strategy is the response time. According to InsideSales.com, the success rate of making contact with a lead shoots up to 90 percent or more if the initial response is sent within five minutes of receiving the inquiry. Obviously, real estate agents cannot sit in front of their computers waiting for a lead to come in, but a quality customer relationship management system (CRM) will send email or text alerts so you can respond in a timely fashion. Once you’ve made that initial contact, following up becomes key. Often, online leads are contacted only once and then forgotten. Successful agents know that persistence is critical. Do you reach out twice and then give up? Three times? Four? You might be surprised to discover that six is actually the magic number. According to Leads360.com, if you attempt to reach a lead at least six times, you will make contact 93 percent of the time. Six attempts may seem like a lot of follow-up phone calls and emails, but it can also

mean a lot of business. Finally, set up your online leads with a system of e-alerts. Let them know when a new house in their area or price range becomes available, or when interest rates hit a particular point. According to research, leads are two-and-a-half times more likely to contact you directly when they are on an e-alert system. And they are 15 times more likely to return to your website than those without e-alerts. Make potential buyers aware of the value you are offering, and they will turn to you when they’re ready to purchase a home. Although the digital age is changing the way consumers buy homes, real estate agents must learn to harness all the potential that technology offers. With the right online strategy, CRM and consistent followthrough, agents can turn the river of online leads into a steady stream of business while meeting consumers’ expectations. RE Wendy Forsythe is the executive vice president and head of global operations at Carrington Real Estate Services, where she is responsible for the operations and growth of the national brokerage with offices in 22 states and more than 1,400 agents. You can email her at wendy.forsythe@ carringtonres.com. To learn more about Carrington Real Estate Services, visit www.carringtonrealestate.com/join.

Do You Need Listings? When’s the last time your broker gave you a listing? At Carrington we send hundreds of listings to our agents each month. There is an old adage in real estate that you have to “list to last.” Can you remember getting a call from your broker asking if you wanted a real salable property for you to market, build your brand and capture business opportunities with? If you are looking for listing inventory and disappointed with the business development support currently being offered by your brokerage, we invite you to attend this session and learn more about how to build your brand, your business and your future with the Carrington Business Building System. Join us for a free webinar: Wednesday, September 24, 2014 9am PDT, 11am CDT, 12pm EDT Register Today! — bit.ly/NeedListings

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{Trending}

Agent Teams:

A Winning Model (or Not) by Reva Nelson

eal estate agent teams started over a decade ago, and they are stronger than ever. When done right, they can be a win-win-win for all parties. Clients are provided with immediate information, accessibility and service. Brokers see high-quality business growth. Agents are able to work in their areas of expertise, feel empowered by being part of a group and maintain a healthy work-life balance. “Teams are a way for agents to leverage each other’s skill sets and to assist each other to have a healthy work-life balance,” says Scott MacDonald, president of RE/MAX Gateway in Chantilly, Va. MacDonald should know. Among his 200 agents in five offices, only

53 work as individuals. That leaves the majority of his brokers paired off in all kinds of teams—everything from husband and wife duos to mega teams of more than 10 people. Whatever the structure, teams are typically headed by a team leader, usually the agent with the most seniority in terms of sales and clients. For top agents, recruiting and growing a team is part of an impactful growth plan for successful agents, says Tracy Hutton, president of Century 21 Scheetz, which has six offices and 330 agents in Indiana. One benefit is that the team structure supports every member. “We found that teams are a really fantastic way for younger agents to learn and a good way for successful agents with a lot of business to get some help,” says Thaddeus Wong, co-founder of @properties, the largest independently owned residential real estate brokerage firm in Illinois

and one of the 25 largest brokerage firms in the U.S. by sales volume. Many teams also offer a safe space for people to develop new skills. For example, younger and newer agents often feel comfortable working on generating leads as part of a team, knowing that the lion’s share of the business development falls upon the team leader. The rise of agent teams directly reflects a changing real estate landscape, one in which instant communication is not just the norm, but the expectation. “Brokers today have to work much harder than they did 10 years ago, so a broker doing the same amount of volume needs a lot more help,” explains Wong. In the ’90s, for example, no one was expected to answer every question or to respond immediately to any and every query, but in today’s technological age, brokers are expected to provide instantaneous feedback and to be on call 24/7. This is where teams can come to the rescue. Having more than one person on board means tasks can be broken down according to people’s skill sets. Some agents can work on everything from marketing to scheduling, while others, often the leaders, are out interacting with the clients. One of RE/MAX Gateway’s teams in Chantilly, for example, has one person devoted solely to handling all the leads generated online. Supporting the Team Another challenge is a frequent disconnect between what the team leaders are looking for and how the brokerage supports its teams, says RISMedia’s REAL ESTATE September 2014 49

Hutton. “Team leaders need to hire right, train and develop their people. They need to build a sustainable business model.” Hutton explains that this is where the brokerage plays an important role—helping team leaders develop their business plan and providing support as they hire, train and develop team members. In fact, a concern shared by many brokers is that successful teams may leave the brokerage, taking with them a great deal of production. “We support teams to operate their business within our policies. We don’t put stumbling blocks in the way of their growth. If the team leaves us, we have dropped the ball somewhere,” says Rei Mesa, president and CEO of Berkshire Hathaway HomeServices Florida Realty, which has 1,600 agents in Florida. According to Mesa, his company asks every team to have a formal written agreement between team members to clarify expectations (i.e., who will do what?). Along with that agreement, Mesa asks teams to have a dissolution agreement in case things don’t work out (i.e., what happens to listings, pending deals, etc.?). “When things go badly, the broker often gets caught in the middle and has to make decisions,” says Mesa. “Having formal agreements helps us provide guidance.” Teaming (or Not) for Success Agent teams aren’t foolproof. “If it is not done properly, it can be a big problem,” says MacDonald. The challenges can ripple out to frustrated clients and disgruntled agents. Team failures often come down to one major culprit: a breakdown in communication. “When we see things are breaking down, the first question I ask the team leader is, ‘How much time have you invested in your team this month?’ When teams aren’t doing well, it’s typically be50 September 2014 RISMedia’s REAL ESTATE

cause of lack of communication from the leader,” explains MacDonald. According to Mesa, when teams decide to dissolve, a common issue is one or two members feel others are not contributing or pulling their weight.

“Teams are a way for agents to leverage each other’s skill sets and to assist each other to have a healthy work-life balance.” – Scott MacDonald President, RE/MAX Gateway

Wong, who estimates that 10 percent of his company’s 1,500 agents in Chicago and Southwest Michigan are in teams, thinks that the biggest challenge is when the team leader fails to lead effectively. “The team leader should be offering a value proposition for the team members,” he explains. “When members come to us and say, ‘We are not getting something out of this,’ it usually comes down to the team leader.” Not everyone is necessarily cut out to be on a team, nor is every large-producing agent cut out to be a team leader, says Hutton. And even those that are right for it can still get it wrong. Team leaders can get off on the wrong foot with poor planning or bad hiring, or both. A rookie mistake is hiring too soon—before you have a plan in place—or hiring someone who is just like you, Hutton explains. Instead, team leaders need to make sure they hire agents with a different set of skills that complement their own. “Before jumping in, agents need to analyze who they are and what they want to accomplish,” says MacDonald. “I meet with agents on a regular basis to talk about their team and team growth. I meet with both the

team members and the team leaders to help keep them on track.” For the past eight years, his company has also offered annual team summits, which give agent teams a framework in which to structure responsibility and a reference guide to use throughout the year. He also encourages the teams themselves to hold regular meetings at least monthly. Another essential best practice is to establish one point of contact for the client, no matter how large the team, according to MacDonald. “The team is there to feed the information to the team leader, who then gives that information to the client,” he explains. When it comes to the best and most successful teams, Wong narrows it down to two types: one that shines in terms of systems and one that shines in terms of relationships. “The one that is more focused on systems and processes establishes superior, consistent communication. The client receives the exact same service over and over again as its perfect systems flow through a funnel like a science,” he says. “The other teams may be less organized on the back end, but they are far better at the relationship skills,” adds Wong. “These are the brokers who are the really fabulous salespeople. They really connect with the consumer, and as a result, the consumer has a lot more faith in that broker, which yields more work for that broker.” Wong notes that this is often where successful teams enter the picture—when the broker-connector who is perhaps a little disorganized can join forces with a very systemsoriented team. As Wong says, “That’s when you create the magic.” RE Reva Nelson is a freelance writer and marketing consultant based in Chicago. She has been writing about real estate and professional services for more than 15 years. Reva lives with her husband, their two sons, and a Russian tortoise.

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A Rise in

International Homebuyers: Are You Ready?

How agents can succeed globally

by Zoe Eisenberg

nternational buyers are entering the U.S. housing market at a rapid pace, according to a recent NAR report, the 2013 Profile of International Home Buying Activity. In fact, international buyers

accounted for 7 percent of all residential purchases in the U.S. in the 12-month period ending in March 2014, with a volume of $92 billion in sales. “That’s good news for real estate brokers,” says Nancy Suvarnamani, president of CENTURY 21 S.G.R. Inc., and chair of NAR’s Global Business & Alliances Committee. “Global is local now.”

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“Each year, there is growth in global trade, which immediately brings more interaction across the borders,” says Lawrence Yun, chief economist for the National Association of REALTORS®. “Furthermore, economic growth and income growth in some emerging countries are rising very fast.” As international buying activity rises, agents and brokers across the country are preparing to work with these out-ofcountry clients. But how does working with an international client differ from a domestic one, and why is it so important to work with foreign buyers? Why Work with International Clients? “The U.S. market is wide open for international buyers,” says Senior International Real Estate Specialist David Lauster, U.S. State Department. “The continued interest of international buyers will soak up any excess in the U.S. market and push prices up, which is good for property owners and for real estate agents who are able to connect with these global clients.” As many Americans are currently choosing to rent instead of buy, foreign buyers are helping to snatch up inventory and keep the economy flowing. “The seller can sell, the broker is successful, and everyone wins,” says Suvarnamani. Below are a handful of tips for expanding your reach and working with international buyers. Know the Differences and Learn the Culture One of the most notable differences in working with international versus domestic clients is the financial side. According to Yun, many foreigners tend to buy in the upper price points. Additionally, 65 percent of purchases involving international buyers are all-cash transactions. This means that these cash-only international buyers don’t have to qualify for a mortgage, leading to a faster sale and simpler closing. However, this doesn’t mean it’s easier all around. According to Lauster, international buyers are less emotional about the buying process, particularly when buying income-producing property. This tends to result in a tougher and less transparent negotiation process. Language is also perceived as a barrier to international transactions, but as both Lauster and Yun point out, it can be overcome. “Contrary to what many agents believe, one doesn’t need to speak a foreign language to work with persons from other countries, because English is the worldwide language of business,” says Lauster. One does, however, need to be 54 September 2014 RISMedia’s REAL ESTATE

culturally knowledgeable and sensitive. “Trying to understand cultures and habits of foreign buyers will be a well-spent investment,” says Yun. Understand Why They’re Buying Knowing why your client is buying will help you meet their needs more efficiently. While this is true for domestic clients as well, understanding your international clients’ motives will help build your connection faster. According to Lauster, it’s a common misconception among many U.S. real estate practitioners that the majority of international buyers are looking for commercial real estate, yet the vast majority of international purchases in the U.S. are of residential property, whether for personal use or for income purposes. Yun notes that many non-U.S. citizens want to have a property in the U.S. not only for vacation home use, but also for gaining status and safety. According to Suvarnamani, many international buyers purchase homes for their children, or to be near their children while they attend American colleges. Be Prepared While international clients may be more financially sound, they tend to have less of an understanding in terms of what goes into a real estate transaction in the U.S., and what it will entail from a legal standpoint. This means as their agent or broker, you will be required to do a bit more hand-holding and make sure they understand everything from property taxes to closing costs and mortgages, if they need one. Suvarnamani stresses the importance of directing foreign buyers to a knowledgeable tax attorney to advise the buyer on tax and title issues. She also notes the importance of building a solid support system. “The agent must have a strong team to work with the buyer and answer all of their questions.” If your

client is not purchasing with cash, you will need to Building a steely bond with your international clients know where to direct them so that they can obtain a is helpful not only in gaining their trust, but also in mortgage. “The Bank of China, HSBC and Citibank all drawing in future referrals. work with international clients, so you “The relationship part of the agent/ have to be able to direct them to that client bond cannot be rushed, but the “The continued interest resulting loyalty will more than make source and make sure they can get of international buyers up for the time the agent invests up qualified,” says Suvarnamani. Both Lauster and Suvarnamani will soak up any excess front,” says Lauster. stress that it’s extremely important for agents looking to work with inter- in the U.S. market and Grow Connections national buyers to pursue their Certipush prices up, which In addition to connecting with your fied International Property Specialist client, Suvarnamani stresses the is good for property (CIPS) designation. This certification importance of building relationships provides agents with everything they with international alliances. She sugowners and for real need to know, from dealing with differgests agents and brokers interested estate agents.” ent cultures, to understanding differin working with international clients – David Lauster ent negotiating styles, expectations, check out international conventions, Senior International and how to work with those from diflike the REALTORS® Conference & Real Estate Specialist, fering religious, ethnic and national Expo in November, where more than U.S. State Department backgrounds. 50 countries are represented. The “CIPS is the pre-eminent designaevent also includes international-fotion to prepare an agent for dealing cused education and country-specific with foreign persons,” says Lauster. networking hours, so you can find representatives from the areas you are most interested in working with. Focus on Building a Strong Relationship “Find your niche,” Suvarnamani recommends. For a While it’s best to build a great relationship with all of list of worldwide industry events, visit NAR’s Meetings your clients, it’s even more imperative to build a strong & Events calendar at http://www.realtor.org/global/ relationship with international buyers. global-meetings-and-events. “Increasingly, domestic buyers have become very in“There was a good increase in the number of foreign dependent and feel little loyalty to the REALTOR® who purchasers in the past year and this trend is likely to assists them,” says Lauster. “International buyers, continue. REALTORS® and brokers need to recognize however, have an exceptionally strong bond to their that they cannot ignore the international dimension,” agent and display an admirable and long-lasting appre- concludes Yun. RE ciation for the assistance and knowledge that agent For more information, please visit www.realtor.org/global. brings to the transaction.”

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Education and Celebration Mark RISMedia’s 2014 Power Broker Events

full line-up of educational and celebratory opportunities will highlight RISMedia’s 19th Annual Power Broker event taking place on Friday, Nov. 7, in conjunction with the Annual REALTORS® Conference & Expo in New Orleans.

The day kicks off at 1:30 p.m., when RISMedia will host its annual Power Broker Forum at the New Orleans Morial Convention Center. This year’s Forum, “Power Broker Strategies for Enhancing the Consumer Experience,” will be moderated by RISMedia President & CEO John Featherston and will feature the following broker panelists:

Glenn “Chip” Gardner, Vice President of Special Initiatives, GARDNER REALTORS®

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

Lennox Scott, President, John L. Scott Real Estate

qualified attendees). The Power Broker Reception & Dinner will take place in the Grand Ballroom of the New Orleans Marriott on Canal Street. The event will be highlighted by a guest speaker appearance, sponsored by Bank of America, as well as the presentation of the following industry awards:

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

Harold Crye, President, Crye-Leike REALTORS®

Matt Widdows, Founder, HomeSmart During the panel, brokers will discuss strategies for enhancing the consumer experience while increasing productivity and profitability. The Power Broker Forum is open to all full- and day-conference attendees of the 2014 REALTORS® Conference & Expo. The Power Broker Event will then continue with RISMedia’s annual Power Broker Reception & Dinner, an exclusive, invitation-only event honoring the Top 500 brokers in RISMedia’s Annual Power Broker Report & Survey, published this past April (invitations will be sent to all

For more information on RISMedia’s 2014 Power Broker events, please visit rismedia.com. For information on attending the 19th Annual Power Broker Reception & Dinner, please contact Randi Vannucchi at randiv@rismedia.com. RE

RISMedia’s 19th Annual Power Broker Reception & Dinner Sponsors Platinum Level Bank of America Home Loans Citibank Master Level Berkshire Hathaway HomeServices Better Homes and Gardens Real Estate ERA Real Estate National Association of REALTORS® Prudential Real Estate realtor.com® RE/MAX Host Level HSA Home Warranty Leading Real Estate Companies of the World® Mobile Real Estate Realtors Property Resource® Zillow Event Level RED (Real Estate Digital) The Real Estate Book

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{RISMedia’s Great Spaces}

Volcanoes and vino make for a “simply” splendid Sicilian abode.

by Nick Caruso & Zoe Eisenberg

Pop Singer Lists Historic Sicilian, Volcano-Front Vineyard Now isn’t that a mouthful? As if living in Sicily isn’t cool enough, you can now bop your way into the former living quarters of the lead singer of the ’80s English soul/pop band, Simply Red. And what’s better than the home of a former rock star? The home of a former rock star that comes with its very own vineyard. Simply Red’s frontman Mick “Red” Hucknall originally purchased the five-bedroom property in 2000. The elegant country house is located on the edge of Etna National Park, within close proximity to the village of Sant’Alfio. The asking price is 650,000 Euros, which is roughly $882,443. The home rests at the foot of Mount Etna, with views of both the 58 September 2014 RISMedia’s REAL ESTATE

volcano and the Ionian Sea. If living next to an active volcano isn’t exciting enough for you, the ocean-front views will hopefully do the trick. Just behind the property lies the singer’s two-hectare vineyard, the original home of his winery, “Il Cantante.” What does Il Cantante mean? Roughly, it translates to “The Singer.” Shocking. Just when you thought things couldn’t get cooler, history buffs,

rejoice! In addition to its very own vineyard and volcano access, the two-story home also includes a historic millstone dating back to 1760, which resides in a private museum. The museum also includes historic winemaking equipment from the 19th century, all of which can be ogled through a glass floor. The home is listed by Engel & Völkers USA. For more information, visit www.evusa.com.

The Most Absurd Features of Leonardo DiCaprio’s NYC Apartment Leonardo DiCaprio is a baller. Though he may be sans-Oscar (hopefully not for much longer), this “Wolf of Wall Street” can still afford to drop $10 million on a twobedroom apartment in an eco-friendly New York City high rise. But calling this building “eco-friendly” is the understatement of the century, because the amenities Leo now has at his fingertips border on ludicrous! The building is called the Delos building, and it can be found in NYC’s Greenwich Village ‘hood, specifically on East 11th Street. The complex prides itself on being the first “Wellness Real Estate residence in the world,” which may be true…but also not modest whatsoever. The residence debuted in the fall of last year, offering “an unprecedented combination of luxury living and sciencebased wellness technologies and designs,” according to the complex’s website. Here are the top 10 most absurd features in Leonardo DiCaprio’s new NYC digs: 10. A vitamin C-infused shower. Because drinking an extra glass of OJ in the morning simply will not do. Sources say that the shower “eliminates residual chlorine and promotes healthier skin and hair.” Celebrities…they’re just like us! 9. An Ultraviolet light system that aids in “sterilizing harmful airborne microbes and irritants.” This is Leonardo DiCaprio, you guys. The guy doesn’t have time for the common cold, so let’s zap those harmful microbes before they enter his precious body.

8. Urban Zen Wellness concierge services. Your guess is as good as ours. 7. Dawn-simulating coordinated lighting. The apartment’s lighting system comes with blackout shades and automatically adjusts the amount of light in the bedroom at a customizable wake-up time. I admit this is kind of cool, but still completely excessive. 6. Reflexology stone pathways. Otherwise known as “rock floors” to us laymen, these pathways activate and support Leo’s muscular system whenever they’re walked on. Fancy. 5. Germ-destroying kitchen countertops. The countertops are coated to destroy harmful microbes and chemicals, and the jobs of maid services everywhere. 4. A 78-bottle wine refrigerator. If I ever threw a party that required me to have 78 chilled bottles of wine available at once, I would consider my life’s work complete. 3. iPad-based home controls. Because why not? 2. Endlessly circulating purified air. Let’s just repeat that: endlessly circulating purified air! 1. Mood-enhancing aromatherapy that is pumped into the apartment. Candles are useless to Leo. Now, he can just tap a button on his iPad and pump his therapy through the walls. It transcends booze. No Oscar? Who cares! Leo has proven that with just one real estate purchase, he is KING OF THE WORLD. To view photos of Leonardo DiCaprio’s apartment, head over to RISMedia’s Housecall blog at http://bit.ly/1naMc2u.

Bon Jovi’s Soho Penthouse Drops in Price If you’ve been looking for a high-end real estate deal, you’re in luck… sort of. Jon Bon Jovi’s Soho penthouse was recently reduced from $42 million to $37.5 million. The 7,452-square-foot spot has been a long-time residence of Bon Jovi and his wife and high school sweetheart, Dorothea Bon Jovi. Awww. Located in the New Museum Building, one of the tallest structures in the Lower Manhattan area, the Bon Jovis’ duplex penthouse has ginormous glass walls and a myriad of terraces. The upper level of the home includes formal living and dining rooms, as well as spectacular terraces with eyepopping views of the city that never sleeps. On the second floor is a kitchen, a guest room and a screening room, perfect for watching Bon Jovi’s silver screen appearances in “Moonlight and Valentino” and, weirdly enough, “Sex and the City.” The lower portion of the penthouse includes a great room with a woodburning fireplace for those chilly New York nights, a dining area with a gourmet kitchen, and bathrooms featuring spa-style marble baths. The first floor also includes five bedrooms, including the master bedroom suite, bordered with stunning arched windows and wallpapered with the undergarments of three decades of adoring fans. (Just kidding!) Listed for: $37.5 million Listed by: Raphael De Niro, Elliman Source: http://www.toptenrealestatedeals.com

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History and horror buffs alike may find their dream home in this Romanian icon.

Take a Bite Out of Dracula’s Castle Perched in the Transylvanian mountains like a harbinger of death or a vulture or something equally as creepy, the castle that inspired Bram Stoker’s “Dracula” tale is now for sale. Although only allegedly believed to be the inspiration for the Irish author’s description of Dracula’s castle in the book, tourists still habitually flock to the castle year after year for a taste of horror-themed nostalgia. Vampire lore aside, this castle has many tales to tell, seeing as it’s located in Europe (where history comes from!), more specifically, in Bran, Romania. It was built in 1212 by Teutonic Knights who created the wooden castle as a fortified location at the entrance of a mountain valley used by traders for more than a millennium. It was also used as a 60 September 2014 RISMedia’s REAL ESTATE

defense against the Ottoman Empire in the 1400s, and over the next few centuries, it served as a customs point. The castle has exchanged hands plenty of times since then, and even played a strategic military role in the mid-18th century. Calling the castle “ominous” is probably the understatement of this

lifetime. Even though it might have been the inspiration for a fictional tale about a blood-thirsty vampire that doesn’t exist, I probably still wouldn’t want to spend a night there. But as a horror aficionado myself, you can bet that if I ever find myself randomly roaming the streets of Romania, I’d be all over this like white on rice (or maybe “blood on vampire teeth” is a better analogy here). Bran Castle was reportedly offered to the Romanian government for a hefty price tag equivalent to $80 million USD. The public listing price has not yet been announced, but the owners are looking for a buyer who will continue their vision of maintaining and growing “the largest and most significant attraction in Romania.” It is uncertain if the purchase will come with its very own Renfield.

Tropical, Custom-Built Fort Lauderdale Palace Berkshire Hathaway HomeServices Florida Realty sales professionals Sheryl Hodor and partner/son Troy Hotchkiss recently sold 1 Isla Bahia in Fort Lauderdale (below) for $16 million. 1 Isla Bahia is a tropical, custom-built estate with expansive water views, 303 feet of waterfront and 150 feet of private, protected dockage. While professionally and strategically marketed by Hodor and Hotchkiss, known as “The Power Team,” this impressive estate sold in just four months. The buyer, Andrew Heller, is the principal of Heller Capital Corporation, which provides financing for start-up companies and acquisitions in manufacturing, financial ser-

vices, medical technology, real estate development and finance, and natural resource exploration and development. Heller is also chairman and CEO of Putnam Precision Products, a contract manufacturer of high-precision machined components for medical devices and other industries, and is the trustee of the Andrew M. Heller Family Foundation, which focuses primarily on educational philanthropy. Hodor is responsible for the only other home sale over $10 million in Fort Lauderdale during the past five years—2400 Del Lago Drive— which closed in May 2013 and was recorded at $14.5 million. Hodor sold two of the top three properties in Broward County during that same period.

Hodor and the Power Team are members of the Master Broker Forum and consistent winners of Pinnacle awards, including the coveted Chairman’s Circle Diamond in 2013, which is awarded to the top half percent of the network’s 40,000 sales professionals, based on gross commission income or closed units. In 2012, the team received the prestigious Chairman’s Circle Platinum Award, which is awarded to the top one percent of the network. Sheryl Hodor and The Power Team are also the No. 1 Sales Professional Team in Broward County within the Berkshire Hathaway HomeServices Florida Realty network. RE For more information, visit www.hodor.com and www.BHHSFloridaRealty.com.

RISMedia’s REAL ESTATE September 2014 61

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Homesnap Pro:

A Consumer-Quality App with the MLS Pro Data Agents Need Homesnap offers Pro version of mobile app to MLSs for one year...free

echnology certainly has come a long way in the last decade. Thanks to innovation, real estate agents and brokers are constantly on the hunt for the very best tools that can simplify their hectic, day-to-day lives. Tablets and mobile apps have paved the way as the industry continues barreling toward a more efficient—and maybe even paperless—future. But what if MLS data could be yours with just a few quick taps on a mobile device? Thanks to Homesnap Pro, this world of information could be yours anytime, anywhere.

RISMedia’s REAL ESTATE September 2014 63

Homesnap Pro aims to facilitate and improve agents’ lives, bringing information and convenience to them on demand. The app offers real-time, agent-only MLS data, including property history, showing instructions, agent contact info and competitive data, CMA reports, and more, all of which can be automatically loaded to your screen by simply taking a photo of a home, locating it on a map, or entering an address. In May, Homesnap launched Homesnap Pro with MRIS, the nation’s second largest MLS. Last month, the company announced that Homesnap Pro would be free to all MLSs for 12 months. The MLS/CLAW, one of the MLSs serving the greater Los Angeles metropolitan area, recently signed on, and several other MLSs are now in talks with the company to provide Homesnap Pro to all of their agents. The idea for Homesnap Pro first struck CEO and Co-founder Guy Wolcott after he began using his first iPhone. While perusing Shazam, a smartphone-based music identification service, Wolcott’s wheels began turning. Until that point, everything offered for smartphones was a mirror image of what was already on the Web. In the case of Shazam, having the ability to play a song and have your phone identify and tag the track only made sense on a smartphone. Along with Steve Barnes, president and co-founder, the duo wanted to create a similar mobile-only experience for homebuyers. “We thought, ‘What can this mean for real estate?’ We’ll take a picture of the house and find out all about it,’” says Wolcott. In 2011, the pair began assembling data and figuring out an algorithm. By 2012, Homesnap launched as a consumer app. Or so they thought. “We found out that a lot of real estate agents were signing up for Homesnap. That wasn’t who we built it for. But because we had really good data, agents were signing up and using it as mobile access to real estate data,” says Wolcott. After polling agents, the results were informative, yet perhaps not so shocking. Agents are on-the-go, yet nobody had created a truly mobile tool that could properly handle MLS data. Despite a mobile lifestyle, where were they accessing home data? On a desktop computer. “We were accidentally filling this niche. We stumbled on the fact that there was a gap in the market. Agents want a consumer-quality mobile app with pro-quality data. We’re bridging the gap,” says Wolcott. MRIS helped brainstorm ideas for the second coming of Homesnap. After seeing a demo of the Homesnap consumer app, David Charron, president and CEO of MRIS, met with Wolcott’s team and made suggestions for how to turn it into a tool just for agents.

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“My guess is that agents spend two-thirds of their time working remotely on a mobile platform.” – David Charron President & CEO, MRIS

“It was a very consumer-focused portal at the time. The demo was one of the most compelling I’ve seen. We recognized and applauded their capabilities and said, ‘If you really want to get our attention, make it a more agent/broker-centric solution,’” says Charron. That they did. The second incarnation, Homesnap Pro, fully understands that mobile performance is critical for real estate agents today. With most solutions on the market being built on a desktop and ported over for mobile, Homesnap Pro was created entirely for mobile, a vital aspect of the app considering agents’ time in transit. “My guess is that agents spend two-thirds of their time working remotely on a mobile platform,” says Charron. “With Homesnap Pro, you’re literally a tap away from local market information. Whether it’s school info, the listing agent’s experience and background, list price to sale price ratio…all of that is within a tap or two. We really like that.” Pulling data instantaneously from the MLS is part of what makes Homesnap Pro so attractive to brokerages. Eddie Berenbaum, president of CENTURY 21 Redwood Realty, realizes the benefit of this direct-from-the-MLS approach and notes that Homesnap Pro remains unique from other major portals who have been criticized for being somewhat broker unfriendly. “The difference is that many of those companies are marketing companies making their money selling leads and ad space,” says Berenbaum. “What Homesnap Pro has done in our local area, paid for by the local MLS, is connect independent home searchers directly to the listing agent. “To kick it up a notch, I suggest that all our agents

recommend the app to their clients. If an agent does an open house and sends new clients a link, they’ll have a dedicated communication channel with the agent. All agents have to do is find properties on Homesnap and share the listing with the user. It then appears in the user’s app.” Agents who recommend buyers and sellers to the app will then field any questions prospects have about any listing, rather than questions being directed to the listing agent. “It’s a ridiculously good step forward for real estate,” says Berenbaum. According to Charron, Homesnap Pro has been wellreceived by his customers. In the first six weeks, 25 percent of Charron’s market adopted Homesnap Pro, inviting over 75,000 consumers to sign on to the app as well. It is expected that 40 percent will have adopted it by the fall. “We think all players in the market will use this to their advantage and become that much more efficient,” says Charron, “and because we are fronting the expense for our members, it’s even better received.” “We think agents everywhere will benefit, and in turn, their clients will too,” says Wolcott.

“Homesnap Pro is going to be part of the real estate landscape for some time,” says Charron. “I believe they will have a significant impact on the way in which mobile solutions are built and delivered in the years ahead. New kids and old kids on the block alike will do well to pay attention to this company and their model because the technology is so compelling.” “This is something that all REALTORS®should be looking at and the type of product that MLSs should be partnering with,” agrees Berenbaum. “It gives our clients a system that is intrinsically beautiful, ridiculously easy to use, and one that uses real-time data. It truly encourages collaboration between brokers and clients.” There is no denying that Homesnap Pro is delivering a much-needed piece of the puzzle for agents, one that will affect their everyday lives, better their communication with clients, and help them stay organized outside of the office. MLSs, meanwhile, are recognizing the competitive advantage Homesnap Pro gives their agents and the impact that the platform could have on the whole industry, by connecting agents and their clients directly to the MLS. RE For more information, visit www.homesnap.com/mls.

Build your brand. Win more listings. Sell more homes.

PRINT - WEB - MOBILE - SOCIAL - DIRECT MAIL To advertise call 888-809-8495, or enter your zip/postal code online at Store.RealEstateBook.com

{Strategies}

Generate Leads via Social Media Coldwell Banker Hearthside utilizes Lumentus Social to help agents make social media an effective marketing channel by Paige Tepping

t has been well reported that many agents struggle with social media. While some successfully manage their social networks to create opportunities, most feel they do not have the time nor expertise to make social media part of their day-today routine. Tackling this head-on, Coldwell Banker Hearthside, REALTORS® recently partnered with Lumentus Social to build a solution that would effectively connect agents with prospective buyers through their social media channels with innovative technology and a customized rollout program.

The program, initiated in September 2013, has not only been instrumental in helping agents build relationships with today’s buyers and sellers, but it has also brought an increase in the number of sales opportunities to the 100+ agents within the company who are actively utilizing the system. “Having a strong, yet calculated, online presence is truly essential to staying relevant in this business,” says Cheyenne Reiman, one of many agents who has seen an increase when it comes to maintaining and furthering relationships with long-standing clients. She attributes the quality of the content that’s consistently posted on her social media outlets—such as Facebook, LinkedIn and Twitter—as a major factor in her overall social media success. “I receive at least five organic, real estate-related inquiries via Facebook per week,” Reiman says. Whether it’s staying in touch with past or present clients, or even engaging with potential new clients and referrals, social media is one area that real estate professionals can’t afford to overlook. And consumers are taking notice, opening the door for further communication with their real estate agents. “The articles provided by Lumentus Social are well-received and have opened

RISMedia’s REAL ESTATE September 2014 67

up the dialogue with my social media friends,” says Pam O’Neill, a REALTOR® with Coldwell Banker Hearthside, REALTORS®. In addition, O’Neill says that the Lumentus Social program, for her, is an important piece of the puzzle when it comes to referrals. As consumers continue to turn to the Internet for their housing needs, social media’s role in the process isn’t showing any signs of slowing down. It is more important than ever to have a social media plan in place, a notion not lost on real estate professional Cliff Lewis. “Clients have told me how helpful some of the articles posted on my Facebook page have been,” he says, “especially those that deal with getting their home ready for showings.” For Coldwell Banker Hearthside, REALTORS®, the decision to partner with Lumentus Social has been a boon for increasing the overall quality and effectiveness of social media activity for the company’s agents. In fact, significant improvement has been seen in the areas of consistency, reach, audience growth and content quality among all agents utilizing the program. “My overall sales volume has increased 43.75 percent in the year since we started using social media,” concludes Joe Cenchitz, a sales associate with Coldwell Banker Hearthside. “It’s a great way for my clients and customers to interact and stay in touch with my business.” For more information, please visit www.cbhearthside.com and www.lumentussocial.com.

A Hands-Free Approach to Staying Connected and Building Relationships The Personal Marketing Company helps keep agents front and center by Zoe Eisenberg

s the housing market begins to sizzle and the industry begins to flourish once again, many agents are struggling to keep up with their daily demands. From answering calls to pursuing leads and listings, the day-to-day tasks of a successful agent can seem endless. One of the most timeconsuming tasks, and a large hold-back for many? Keeping in touch with previous clients. Keeping in touch is no small matter. Recently, the Na-

68 September 2014 RISMedia’s REAL ESTATE

tional Association of REALTORS® found that 90 percent of buyers would work with the same agent again, but only 19 percent did, simply because the agent didn’t keep in touch. “Real estate is a relationship business,” says Caroline Ruhl, president of Ruhl&Ruhl REALTORS® in Davenport, Iowa. “You have to stay in touch with your clients.” Unfortunately, for as important as keeping in touch is, it can also be equally time-consuming. Email, newsletters, Twitter, Facebook, LinkedIn—the options are endless. In a society where relationship building is now seemingly dependent on technology, Ruhl notes that many agents would do well if they got back to the basics and added a personal touch. “Pick up the phone, write a personal note, send snail mail—do the things that take a little bit more time but better serve the consumer and make a lasting impression,” says Ruhl. However, these little touches can take up a lot of time. That’s where an automated follow-up program can save the day. In order to help make an impression and keep it, Ruhl has partnered with The Personal Marketing Company (TPMC), which provides personalized real estate marketing tools and products for real estate professionals, allowing them to save time and stay connected. To help her agents stay connected, Ruhl uses an automated followup postcard service provided by TPMC, where each former buyer receives one postcard branded to their REALTOR® each quarter for five years. “The postcard program is simply a soft touch to remind our clients of the experience they had with Ruhl&Ruhl.” While Ruhl notes that the postcard program is only one of the many ways her company encourages their agents to build their client relationships, it’s something they can take off the agent’s plate, freeing up time for other prospecting and marketing initiatives. “It’s just one more tool in their toolbox to keep the relationship with their client strong in order to serve them better,” says Ruhl. Ruhl believes working with TPMC has positively impacted client relationships while helping build referrals by keeping her agents top-of-mind. In addition to keeping themselves front and center, The Personal Marketing Company’s follow-up program provides Ruhl’s agents with a “hands-free” way to reach out. Agents and brokers don’t have to struggle to keep up with mail-outs; TPMC does it for them. Once a client is enrolled, agents don’t have to do anything further. “Our agents can rest assured that their clients are receiving a branded piece from them each quarter,” explains Ruhl. As the market heats up, agents are scrambling to take care of today’s transactions. A hands-free client follow-up

program allows them to focus on their daily tasks without losing sight of the long game—staying connected, and building meaningful relationships. For more information, please contact a Client Service Specialist at 800-4588245 or visit www.tpmco.com.

Supporting Clients’ Goals Realtors Property Resource® vital to real estate success by Paige Tepping

pecializing in commercial properties, Cathy Coneway— a broker associate with Stanberry & Associates REALTORS® in Austin, Texas—understands just how important location is when it comes to helping both her clients and their business succeed. From identifying areas with high concentrations of the customers her clients are looking for, to locating sites that cater to specific business types, having access to accurate information is vital to maintaining a competitive edge in today’s market.

And with Realtors Property Resource® (RPR®) by her side, Coneway can easily drill down into demographic, psychographic and spending data information. Providing clients with the information they need to make an informed decision, Coneway points to the program’s commercial applications—and their ability to break down any demographic—as one feature that truly stands out above the rest. “When analyzing an area, I can draw a radius or polygon around it for a more comprehensive study,” says Coneway, a tool she uses for office, retail and industrial corridors. “In addition, when pulling up a report, I use Snagit to quickly capture a screen image and email the image to my client. If they’re interested in the site, we then do a more in-depth analysis.” Having first learned about RPR at the 2010 Texas Association of REALTORS® Convention, Coneway notes that it quickly became apparent that the product offered features that their current MLS was unable to provide. “For a retail commercial broker, one of the biggest benefits associated with using RPR is being able to identify competing businesses for my clients within the marketplace,” says Coneway, who cites a recent example of working with an upscale toy store in Round Rock, Texas, that wanted to lay down roots in an area that catered to their specific demographics, while not being close to other toy stores. “With the assistance of the RPR pro-

gram, we were able to quickly identify all the other toy stores within that area and find a location that met their criteria.” And the successes don’t stop there. In fact, RPR was instrumental in helping Coneway successfully facilitate a deal with a pizza franchise that was looking for a location in the Austin market with a 60 percent Hispanic client base. “We were able to provide maps and documentation showing those areas of Austin that would bring them into the center of their specified demographic,” says Coneway. As the needs of commercial buyers continue to change, RPR is dedicated to keeping pace with the evolving industry. “They have top-notch people willing to work with you to identify the needs of specific clients and develop products to meet those needs,” says Coneway, who goes on to say that Jeff Young (SVP of Operations/Industry Relations) and Emily Line (director of Commercial Services) have proven to be incredible resources at the local and national level when it comes to educating REALTORS® about the product. “And Marty Frame (president of RPR) is a brilliant, technical person who can create anything the market demands of him. “RPR is one of the best resources available to real estate professionals seeking to support their clients’ goals,” concludes Coneway. “If you’re not using it, expect your competition to get more of your business.” RE For more information, please visit www.narrpr.com.

RISMedia’s REAL ESTATE September 2014 69

Big Data and the Real Estate Media Titans: Crafting Your Big Data Marketing Strategy by Dave Garland Editor’s Note: This is the second article in a series on Big Data analysis as relevant to the real estate industry.

he thing about Big Data is that it’s so—well, big. The name itself is an understatement, though. We’re not talking about datasets that are merely big. We’re dealing with the facts, trivia, minutia, and all other even tangentially related material for whatever information you’re trying to mine—datasets that are large, complex, and beyond the scale of a traditional database to make sense of. Much has been made of how retail giants like Walmart and Amazon hoard every last bit of information about their customers and sales to increase their efficiency and reduce operating costs, resulting in profits as large as the datasets themselves. Big Data isn’t new, but it’s starting to make its way into previously untapped industries.

70 September 2014 RISMedia’s REAL ESTATE

In the last few years, led by websites like Zillow or Trulia, the real estate industry has started to feel the ever-creeping presence of Big Data. Even as I write this, news of the Zillow-Trulia merger has been lighting up the real estate-trade newsfeeds, with analysts clamoring to chime in on how this news affects the industry as a whole. The two biggest owners of distinct sets of real estate— and related—data are combining every statistic and factoid into a single set of Really Big Data. For some, this is a worrisome prospect. Consumers already have more information at their fingertips than ever before; by the time a homebuyer shows up at your office, she’s often got a pretty good idea of the neighborhoods and houses on her radar. She knows the comps, demographics, school systems, and local businesses of the towns she’s targeted. Using Google Street View, she may have even toured the streets without ever leaving her computer. This leaves the real estate agent at a crossroads, then. What’s your value in the process? Plenty, as it turns out. See, data— whether in small or enormously large amounts—is still just raw information sitting in storage waiting to be interpreted. Think of a room full of musical instruments. You may have

all the right hardware in that room to make music, but without musicians to play them, they’re just useless scraps of metal cluttering up the place. With the Big Data of residential real estate, you’re the musician. It’s up to you what tune you want to play, and you’ve got more instruments at your disposal than ever before. The key is not to look at Big Data as your competition, but as an enabling tool to help you work smarter and faster than ever before. As with any business, you’ve got to start with a plan. It sounds like elemental advice, but its importance can’t be overstated. The value of the soon-to-be “Zulia” (or “Trillow”) dataset isn’t just to consumers

With the Big Data of residential real estate, you’re the musician. It’s up to you what tune you want to play, and you’ve got more instruments at your disposal than ever before.

looking to be armed with as much knowledge as possible. Though their industry-focus is real estate, don’t forget that these are two tech-media companies with a robust infrastructure that can parse through and analyze their data in a variety of complex ways. You can get all the basics, of course, like comps and neighborhood demographics, but even more valuable is the amount of consumer information that’s available: people who are prequalified for mortgages, for example. Zulia is already investigating opportunities to sell their data and analytics to contractors, investors, and, yes, real estate agents. This gives you the ability to focus your practice in any number of ways. Wouldn’t your job be easier if

you could target people you know are looking in your area and have already gotten that approval letter from the bank? Not only will your transaction time increase, but you’ll also be able to weed out buyers who may end up just wasting your time. Step one of your plan, then, has to be identifying what neighborhoods and what buyers you want to work with. The age of specialization has finally reached real estate. The opportunities to specialize are limited only by your vision of what you can accomplish with Big Data on your side. As so-called “smart homes” become more ubiquitous— the ones with advanced heating, cooling, and lighting systems that learn a homeowner’s behavior and

adapt to fit their needs—the network connected devices that make the home smart in the first place can be used to track things like energy consumption and efficiency. Imagine reinventing yourself as the eco-friendly broker with the ability to narrow searches down to the most efficient homes—and give detailed information on past consumption and operating costs of a home. Or maybe you want to start helping out underserved populations of potential buyers: renters who may not even be aware that they can afford to buy a home. Find your specialty, and then get the right data to support it. Big Data isn’t a game ender for agents and brokers; it’s a game changer. As things progress, you’ll be able find the Who, What and Where of your transactions before a buyer even walks through your door. It’s an exciting time to be in the real estate business, and I’ll be continuing to explore more ways to make these tools work for us in future articles. Don’t be left behind. RE Dave T. Garland is a principal with Rainmakers Group. For more information, please email dgarland@rainmakersgroup.com or call 650-353-7757. RISMedia’s REAL ESTATE September 2014 71

CFPB Update for Real Estate Brokers Commentary by Marvin Stone

s the real estate industry continues to recover from the financial meltdown, mortgage lenders, title companies and closing professionals have been adapting to a wide variety of new regulations. And while lenders can quickly recite what they call the “alphabet soup” of regulators such as CFPB, OCC, FDIC and FFIEC, many of their requirements are little known outside the mortgage lending community. The country’s newest regulator, the Consumer Financial Protection Bureau or CFPB, is focused on one thing—protecting the consumer from financial harm. With the CFPB’s entrance on the scene, the landscape will change in numerous ways in coming years. Ability-to-Repay/Qualified Mortgage Lenders beset by a sharp drop in refinance volume in late 2013 came to grips with the new Ability-to-Repay and Qualified Mortgage (ATR/QM) rules in January 2014. While the jury is still out on the overall impact of the new rules on the industry, it is clear that the rules will probably help to prevent potential borrowers from qualifying for teaser rates and nodoc loans that they may not have the ability to repay. Integrated Disclosures The CFPB has set August 1, 2015 as the effective date for the new Loan 72 September 2014 RISMedia’s REAL ESTATE

Estimate and Closing Disclosure forms that will (almost) replace the Good Faith Estimate, Truth-in-Lending and HUD-1 disclosures used today. Reverse mortgages and certain home equity transactions will continue to use the current disclosure, which could create some confusion on those rare 80/10/10 transactions. Perhaps the biggest change is the new “three day rule,” which requires that the borrower receive the Closing Disclosure form three full business days prior to consummation. Lenders and settlement agents are already beginning to work out the details about how this new form will be produced and delivered. All real estate professionals will require training on the new forms in order to help guide their buyers and sellers.

Quality Service Providers While real estate professionals are dealing with new borrower qualifying requirements today and will be dealing with new disclosures next year, CFPB and other regulators have been putting increasing pressure on all lenders to ensure that their third-party service providers meet very high standards. This, in turn, has caused lenders to put title and settlement providers under a microscope as they routinely handle vast sums of lender funds and considerable amounts of consumers’ nonpublic personal information. Expect lenders to be spending more time on their approved settlement provider lists as the “flight to quality” continues to accelerate.

Affiliated Business Arrangements While requirements for the qualified mortgage and Closing Disclosure fees are more stringent for affiliated business arrangements (AfBA’s), the big news is that the CFPB is taking a hard look at the operational and financial aspects of these arrangements. CFPB has taken over enforcement of RESPA from HUD and they are serious about making sure AfBA’s are operating under both the spirit and letter of the law. Recent enforcement actions demonstrate the Bureau’s intention to ensure that consumers are aware of these arrangements and understand their options for mortgage and title and settlement services. Brokers with mortgage and or title AfBA’s should pay special attention to compliance in the new era. Transforming the Process The CFPB has a passion for improving the mortgage closing process. In their “Know Before You Owe” initiative, they focused on making disclosures clear for consumers. In April, the CFPB convened a public meeting to announce their new report, Mortgage Closings Today, which is an excellent synopsis of what can be improved in the mortgage closing process. The CFPB focused on two areas: reducing the overall number of disclosures and moving toward eClosings. With a pilot already announced, expect more to come in the area of moving the mortgage process to eClosings. Impact on Real Estate Brokerages In light of the significant changes in store, it is time for loan brokers to talk with their lenders and title and settlement providers about education opportunities and readiness in advance of the effective dates. Also, continue to look for updates from the CFPB as we move closer to the implementation period by following the mortgage rules on www.consumerfinance.gov or www.stewart.com/cfpb. With the only constant being change, now is the time to begin planning to make sure your agents are fully informed and ready to help the homebuyers of tomorrow. RE This article is intended to provide an overview of the CFPB and pending regulations. For the full version of the proposed rules, please visit www.consumerfinance.gov. © Stewart Title Guaranty Company 2014. All rights reserved.

Marvin Stone is CFPB program manager, Stewart®.

with a follow up

{Top 5 in Real Estate Network® Spotlights}

Social Media Pays Off by Lesley Grand

John O’Reilly

Base Camp Realty of Richmond Years in real estate: 16 Region Served: Greater Richmond, Va. Average sales price in your market: $225,000 Average market time: 45 days How are you operating your business more efficiently—where have you cut back and where have you invested? We have cut back on print advertising and invested in social media and lead generation. We do a lot with Facebook and LinkedIn. But our biggest growth percentage-wise has been through Twitter. We weren’t paying attention to it and then last March, we began using it in earnest and it has been a remarkable avenue of growth for us.

to everyone from 21-year-olds to 71-year-olds...and beyond.

How does your membership in Top 5 help generate social media ROI? Top 5 has really helped us solidify our communications. We push the articles and the newsletters they provide us through Google+ and Twitter, and our growth has been off the charts. We are up about 900 percent. Our clients want to know what’s going on and we’re able to educate them with our Top 5 content.

How do you most effectively communicate with clients? I’m a little old school, so I still like to talk to people face to face. But I know that there is a fast-growing segment of the market that only wants to communicate digitally and I am fine with that, too. Basically, I connect with my clients however they like to be communicated with. We have clients who are 71 who like to be called on the telephone to be updated. We also have 21-year-old clients who only want to be emailed or sent text messages. We embrace it all.

How are you using social media to ramp up your marketing efforts? We just started making YouTube commercials, which I believe will have a very positive effect on how consumers see us. These commercials show how we’re able to effectively span all worlds—how we cater

How are you staying educated and informed about market conditions? We use industry information sources like RISMedia, who provides us with great content and articles. We also stay up to date on market conditions through publications, such as National Mortgage News. Then, through

our Twitter account, we get alerts all the time about the market. Lastly, I sit on local boards like the YMCA and stay tuned in that way as well.

What’s one of the current challenges in your market and how are you tackling it? Inventory has been a challenge. But I find the harder I work, the luckier I get. If you’re a door knocker, knock on more doors asking for business. How do you approach time management? Being good in sales means you’re sometimes not so good at time management. So the key has been my team. I have a great team and I let them do their jobs, which makes it easier for me to do mine. How do you stay successful and happy in real estate? It’s all about balance. Family first, and when you work, work hard and effectively. Like the title of that great book advises, “eat the frog first.” RE RISMedia’s REAL ESTATE September 2014 75

{Broker Spotlight}

RE/MAX Anchor Realty Pushes Past All Obstacles How One Florida Brokerage Continues to Succeed by Zoe Eisenberg

Debra Meredith-Peters, Broker/Owner (sitting on left); Rocky Farhat, Co-Owner (sitting on right); Ceren Aslan (back row on left); Robin Rozankowski (center); Chelsea Cook (right)

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Staff Photo (from left to right): Becky Dewey, VP Business Development, Kathy Kripp, Charlotte Maceikis, Amy Beymer, Mandy Isemann, Peggy Kissinger, Magi Broderick, Dana O’Neil

E/MAX Anchor Realty has seen it all. From rebuilding after Hurricane Charley, which left the majority of the company’s agents homeless, to surviving the economic downturn in

2005, the Florida-based company has been through its share of tough times and still manages to come out on top. So far on top, in fact, that in 2009 they were named the top RE/MAX Broker/Owner of North America. Additionally, from 2010 to 2013, the company ranked among the nation’s Top 500 brokers in RISMedia’s Power Broker Report, an annual report identifying the country’s most successful residential firms. In the following interview, Broker/Owners Debra K. MeredithPeters and Philip “Rocky” Farhat provide their winning recipe for real estate success: one part positivity, one part proactivity, and a whole lot of hard work.

Zoe Eisenberg: How did you come to lead RE/MAX Anchor Realty? Debra K. Meredith-Peters: Before franchising, Rocky and I each owned our own independent real estate company. In 2004, we realized we were going to need to align with a franchise to be able to weather what we thought would be a real estate storm. We shopped around and ultimately selected RE/MAX because we felt it met our independent needs. We made that decision on August 12, 2004. On August 13, Hurricane

Charley hit. We were at ground zero for that hurricane, and most of my agents were homeless. All of our business fell through—everything on the books tanked. We didn’t actually buy our franchise with RE/MAX until one year later because we were taking care of all that. In October 2005, we signed the deal and converted four independent offices to RE/MAX with two locations. At the time, we were the largest conversion within the RE/MAX of Florida history. Right after we signed, the

market went off the cliff. For us, it was such an opportunity to gain marketshare. Our competition thought we were crazy. We were the new kids on the block, but we had RE/MAX behind us. The downturn actually turned out to be the key point of our success.

ZE: Why did you choose RE/MAX? DMP: We bought the franchise for tools and branding so we didn’t have to recreate the wheel. RE/MAX dovetailed nicely with our current business model and the way we were running our independent offices. Because we were an independent for so many years, we blended conventional real estate with training and administrative support, in conjunction with high commission splits for top-producing agents. We began using the slogan, “We’re Not Your Mom’s RE/MAX Office.”

ZE: How many offices and agents do you currently have and what regions does your firm serve? DMP: We have five offices, 107 associates, and a staff of 19 for a total of 126. We service southwest Florida, and we cover a pretty big geographical area. Each office RISMedia’s REAL ESTATE September 2014 77

DMP: Our office culture and admin-

Debra Meredith-Peters, Broker/ Owner; Rocky Farhat, Co-Owner (both standing); and Becky Dewey, VP Business Development (center) services a different market type. In our office in Marco Island, for example, our average sales price is $765,000. The average sales price in our office in Punta Gorda is $126,000. And then we cover agricultural, which is a whole different animal entirely. A lot of our agents were born and raised in their area, so they have that connection.

ZE: How would you describe current market conditions in your area? DMP: Diverse. They’re different from office to office. I don’t think the Marco Island office suffered as much because their clients are in the million-dollar range. They see lots of cash buyers and international business. Overall, market conditions are good. Some markets weren’t badly affected by the downturn, and others were hit hard. Each market is different, but overall, we’re seeing a lot of new market growth.

ZE: What is your approach to company growth? DMP: We share a lot and we refer a lot. Each office has its own culture. Our agents are encouraged to take ownership of their own business. Our function is to provide the most 78 September 2014 RISMedia’s REAL ESTATE

successful platform possible for each agent to be as successful as they possibly can. We’re going to sift through our RE/MAX tools and find the tools and branding that are going to best suit each agent’s unique business plan. We do business plans with all of our agents, and an annual goal check-up where we share our short- and long-term company goals. We expect our agents to have individual goals and we all know none of us will reach our goals if we don’t work together.

ZE: What sets your firm apart from the competition? Philip “Rocky” Farhat: We have great locations and great offices where agents want to come work every day. We are set up with the highest technology and an Internet-cafe atmosphere. We have an open floor plan, one of the first ones in the franchise. When planning to build, other franchisees have come to see our office as a model. Now, the average age of the agents in our Internet-cafe offices is 36, so we did what we set out to do—bring younger agents into the business. We’ve also started a mentor program because our recruiting pool got small in a hurry.

istrative staff win the day every day for us. Our staff creates a work environment that agents desire to become a part of and engage in all that is offered through the office. Each and every staff member is devoted to our associates and their success. Conversely, our associates are then fiercely loyal to our staff. This creates a formidable team environment. Our administration, whether answering phones, processing checks or greeting clients, is the engine running RE/MAX Anchor and RE/MAX Affinity Plus. They are the face of our business and our success.

ZE: How do you work to attract the best agents? DMP: We have a different recruiting model. Not only are we careful with who works with us, we’re careful with who doesn’t work with us. It can be hard to say “no” in a recruiting meeting. We’re all competitive, and we know if we turn someone down, they will end up on a competitor’s team. Having the strength to turn people down when they’re not a good fit is a great testament to the success of our brokerage.

ZE: Do you have any recruiting advice for brokerages? DMP: Pick agents that best fit your business model—ones who take ownership of their own business. We work very hard at providing our agents with an atmosphere in which they can succeed. We believe we can improve skill sets but not attitude, so we hire for attitude; we look to hire people who want to serve the public.

ZE: What are the biggest challenges currently facing your firm and its agents? DMP: The shrinking market. We constantly have to evolve to succeed

in this business. You can’t let any grass grow, so if you’re in a shrinking market, you have to find ways to get your current base to either downsize or upgrade and create a listing. We can’t control a weak inventory, but we can identify issues and solve the problem. The tools and assistance we provide our agents help with their inventory.

PF: We don’t make the product— what we make is service. If we’re not working on our service, we lose. Debra and I both feel strongly about being active toward servicing our associates and making sure they can be successful. The more service we give our agents, the better success they have. ZE: How are you reaching today’s consumer? DMP: We have the standard websites and Internet lead tools, but one of the big bonuses, and a big difference between us and the competition, is our Internet-cafe office. People want to be there. We also

“We work very hard at providing our agents with an atmosphere in which they can succeed. We believe we can improve skill sets but not attitude, so we hire for attitude; we look to hire people who want to serve the public.” -Debra Meredith-Peters Broker/Owner, RE/MAX Anchor Realty have listings scrolling on flat-screen TVs inside restaurants and other businesses, and we have interactive window search systems. However, even with all of the technology, real estate will always be a face-to-face business. Eventually, you’re going to have to talk to an associate. Our research shows that if you want to stay top-of-mind, you need to reach out to someone 28-33 times a year. That sounds like a lot, but break it down to 12 newsletters, 12 postcards or recipe cards, one customer appreciation party invite, one birthday card—it’s not that difficult. Most agents think three times a year is good enough, but buyers are working with every REALTOR® they can get on the phone. You need to

The staff are the face of RE/MAX Anchor Realty’s business and success.

exceed their expectations to build the relationship, because people have short attention spans. Teaching our agents to stay on top of clients is really important and will set them apart.

ZE: Where does the greatest opportunity for increased business lie in your market? DMP: The commercial market—it’s rebounding and we have bigger inventories available than ever before. RE/MAX is coming out strong in the commercial arena. Diversification has always been one of the keys to our success.

ZE: What’s in store for the future of RE/MAX Anchor Realty? PF: I’m big about footprints—we have to be constantly increasing our footprint. I am always looking to where our next office could be, figuring out how we can meet a need. I am always looking at our next opportunity because it takes a while to plan.

DMP: Moving forward, we just need to keep our eye on the ball. Every office has to stand on its own two feet. It is our job as ownership, management and administration to create the best business platform for our associates’ success. Recruiting and retaining quality agents is our No. 1 corporate goal. RE For more information, please visit www.remax-anchor-pg-fl.com.

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{Broker Best Practices}

Keeping Pace with Today’s Evolving Market by Nick Caruso

Linda Rocha Manager Realty ONE Group Corona, Calif.

Region served: The Inland Empire, Calif. Years in real estate: 38 Number of agents: 185 Number of offices: 1 Favorite relationship-building strategy: Show that you care. That’s my motto. Top tip for thriving in today’s market: As a manager, it’s by producing the best resources and coaching. Describe the current consumer-confidence climate in your area. I think people feel reasonably good about the economy. Not only are there opportunities for consumers to take advantage of, but unemployment is down as well. All in all, I think we’re heading back toward a more normal market. What do you like most about the region in which you work? This area is among the fastest growing areas in the state. In fact, according to a study by IHS Global Insight, the Inland Empire is projected to be one of the fastest growing economies in the U.S. And home prices are still about half of what you’d pay in the metro areas located to the west and south. What demographic segments are driving your business these days? Move-up buyers are playing a large part in our market now that prices have gone down

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and people have equity in their homes. We’re also starting to see more international clients. First-time buyers are still out there, but their numbers have dropped due to down-payment issues and stricter lending requirements. What are some of the most difficult challenges buyers face today? Higher home prices and tighter lending requirements. How are you using technology to better serve your clients? There are a couple ways, the first being maximum online exposure for all of our properties with ListHub, which has an extended network of over 900 Internet sites. Also, something you’ll be seeing very soon: Curb Call mobile app, which allows agents to monetize small windows of free time throughout their day to pick up on-demand showing requests from buyers who want an immediate tour. How do you stay ahead of the competition? What provides the greatest value is the brand that we represent. Kuba [Jewgieniew, the company’s CEO and founder] provides an excellent, personalized app that not only has a GPS feature, but also gives the agent powerful analytics. The company also provides prime listing placement on sites like Homes.com and Trulia at no cost to the agent. How do you see the market evolving throughout the next year? Real estate truly is a rollercoaster ride. The slower pace of sales, higher inventory, and affordability are becoming more of an issue, and lending standards remain tight. As rates go down, there will be higher housing demand.

A Diversified Approach to Continued Success by John Voket

Shirley Gary License Partner Engel & Völkers Buckhead Atlanta Atlanta, Ga.

Region served: Metro Atlanta Years in business: 20+ Number of offices: 2 Number of agents: 40 Best strategy for dealing with a difficult customer: Listen and understand exactly what they’re saying before you speak or respond. Best time-management tip: Plan your time strategically and stay on point. Never let yourself fly by the seat of your pants. Most creative way you’ve marketed a property: I used a blimp to advertise a new subdivision, but some kids cut the tether cord and it flew away five minutes after it was launched. One thing people may not know about you: I was a semi-professional country dancer. I even danced at the Grand Ole Opry! What tech tool can you not live without? My go-to tech tools are my E&V platforms. These customized, Web-based platforms can touch every event and marketing tool that company associates around the world have access to on a daily basis. Not only does the referral tool help capture marketshare, but through our “Brand Central” marketing platform, I’m able to put everything in one place so that I can set up campaigns for specific audiences. With just one click, I can set up an interactive e-marketing system for an entire year. The ability to access and use these

tools is one of the main reasons I came to work for Engel & Völkers. When it comes to client retention, what strategies have you found to be most effective? My model is not typical since I started in the business by way of running a new subdivision program for several agencies and builders. Today, Engel and Völkers Buckhead Atlanta has more than 50 subdivisions we’re marketing, and last year, we posted $120 million in new-home sales between subdivisions and luxury properties. Since I’ve been in this market my entire career, I’ve retained relationships with people who continue to refer me to other builders and buyers. Keeping these relationships active is the key to not only having ongoing opportunities to serve existing clients, but a way to become the go-to broker for all of their contacts as well. What are your top tips for working with international buyers? First and foremost, educate yourself prior to your first meeting so that you understand a client’s culture before you start doing business together. When it comes to selling a home, you’ve got to be able to serve the client while going above and beyond their expectations— a concept that applies to all cultures. Let’s talk about what’s new and exciting at your company. I understand there’s some big news regarding Engel & Völkers Buckhead Atlanta. We are strengthening the brand’s resale division and we’ve also brought in a top recruiter who is helping us actively recruit some of the best resale agents in the market. When we open up our Buckhead Atlanta boutique office, our goal is to have 80–100 agents, with 40 dedicated to resale homes. My objective is to bring this new, exciting brand to Buckhead—Atlanta’s Rodeo Drive. I’ve learned

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that to truly become more successful, you have to diversify, so this will be the company’s first dedicated effort to capturing the Atlanta resale market.

Finding Success through Optimism and Confidence by Paige Tepping

John Hummer Broker/Owner Steinborn & Associates Real Estate, a member of Leading Real Estate Companies of the World® Las Cruces, New Mexico

Region served: Southern New Mexico; primarily Las Cruces and Dona Ana County Years in real estate: 8. Prior to acquiring the company, I was an executive for 17 years, and spent 12 years as CEO of investor-owned acute care hospitals throughout the country. Number of offices: 3 Number of agents: 100 Favorite relationship-building strategy: Be yourself and treat people with respect. Top tip for staying organized: Delegate and triage tasks. Motto/work philosophy that you live by: We will be successful. This statement speaks to optimism, confidence and faith. And when it comes to success, it’s not always about the money. Earning respect through one’s character or accomplishments is more valuable to me personally than earning money. Describe the current consumer-confidence climate in your area. As in most cases, it depends on the con-

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sumer price point. Anyone in our market who owns a home above $400,000 has a low confidence factor and rightly so. Anyone who owns a home in the $250,000 price range has a higher confidence level. Overall, I would say it’s improving, but in a steady, incremental fashion. What is one of the challenges your market faces and what are you doing to overcome it? Without a doubt, it’s the creation of new economic base jobs. New Mexico, and our region of the state, is lagging the nation in job growth. And with more jobs, there are more homes to build, sell and buy. I sit on the board of our local and regional economic development organizations, which includes our neighbor El Paso, Texas, and we’re beginning to think regionally and work together. I believe this regional effort and movement will only serve to help us grow quicker than we could if we were in a provincial (win/lose) posture with El Paso—a 30-minute drive from Las Cruces. What is your best tip for dealing with a picky buyer? Ask the right questions, and most importantly, listen to them. Obtain a mutual understanding of their needs and set the expectations up front versus having to backtrack due to not grasping their wants and needs. How does your company stay flexible and current? By making it a point to listen to our team members and continuously ask for their input on strategic moves. We’re very active in local, state and national real estate organizations, such as Leading Real Estate Companies of the World® and the National Association of REALTORS®. We’re also members of The Brainstormers, a peer group that consists of fellow independent and progressive companies. The group meets twice a year to

openly share ideas and strategies. Some of our best ideas for change have come from this group. How are you preparing your agents for the future of real estate? Preparing for the future is all about staying focused and emphasizing the basics of real estate prospecting and relationship building while continuously evaluating the best and most cost-effective technologies to support the growth of our agents’ business. How do you see your market evolving throughout the next year? I tend to be an optimist, but taking that aside, I see our market continuing to improve in terms of home-price appreciation and new residents and jobs, resulting in more overall units sold.

Converting Leads into Clients More Successfully by Paige Tepping

Lisa Gartman Realtor® Better Homes and Gardens Real Estate Leading Edge Properties Petaluma, Calif.

We noticed that realtor.com® changed one of its lead systems. Were the new features of use to you? The new features that have been integrated into realtor.com®’ s Connection for Co-Brokerage lead system have been instrumental when it comes to converting leads into clients more successfully. The new information that’s passed through with the lead of-

fers more knowledge about the consumer and their interests, allowing me to engage more quickly. All of this goes a long way toward preparing myself for the conversation, which is all about not having to ask questions of the prospective buyer when it comes to what they’re looking for. What information are you getting with your leads now that you didn’t have before? When a lead comes in, I get an email that includes the person’s name, email address and phone number—all of which have been verified. I also get a search history that provides a snapshot of recent search activity so that I can see the price point the prospective buyer is looking at as well as which areas and what types of homes they’re interested in. Other recently viewed properties are listed by address, MLS number and when they were last viewed, a nice reminder to make contact as soon as possible since every minute counts. How is this helping you establish credibility? Based on what I see my buyer leads looking at, I can often reach out right away and let them know about an open house. Or, if the home is being shown by appointment only, I can determine whether they have time that day or the next to go view the property. My goal is to get my buyer leads to a place where I can provide more information, which goes a long way toward establishing credibility. The basic idea is to get them somewhere where you can stay in communication until they become active with you—whether that’s now or two years down the road. You can’t change someone’s timeline, but you can augment their experience by providing information based on where they are in the process. Do you consider yourself a quick responder to the leads you get? Responding quickly is the name of the game,

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but more importantly, you have to be able to provide relevant information. Whether you pick up the phone and call or send an email, it’s not to just thank them for the inquiry. Providing pertinent information shows that you’re actively listening by paying attention to their needs. I’m constantly hearing from clients that the reason they chose me is due to the fact that I responded as quickly as I did with the knowledge and information I had that was relevant to their needs. Are you growing a bigger business using online marketing? While the real estate process is initiated online more often than not, building business on the Web is a crucial piece of the puzzle. But it’s also important to take advantage of face-to-face and voice-to-voice interactions. I recently learned that a neighbor had incorporated a parcel of land into their property—two separate purchases—something the city wishes more owners would do since they don’t necessarily have the funds to take care of all these parcels of land, so I’ve since been in touch with the city to see how I can help. I’m also building my business through farming specific areas and market demographics and paying attention to lead generation to continue to feed the pipeline. There are many ways to build business, and while there may be a learning curve involved, it’s crucial that you incorporate best practices and commit to them while not being afraid to take on new things. Do you think Web companies should include advocating the use of REALTORS® in their commercials? REALTORS®are the local experts and they’re also held to a higher standard, so I think it’s important that these points are advocated via Web companies. Being a REALTOR® is not a job that can be taken lightly. You have to commit to the honor you’re holding. In

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fact, you must go above and beyond, always striving to do the right thing, no matter the situation. Do you notice a difference with realtor.com® in how consumers spend their time searching? Based on statistics, prospective buyers who are incorporating realtor.com® into their home search are spending more time with the site and being more efficient when researching the opportunities out there, which is advantageous for me since I’m getting better quality leads. Consumers are spending an average of four minutes per property, which translates to getting richer information. Do the folks at realtor.com® help you get things set up and working? When you choose to work with a company such as realtor.com®, you’re really working in collaboration with them. Not only do they help us get these programs up and running, they continue to pay attention to us and help us along the way so that we’re all working together to help the consumer. In addition, our account rep pays attention to me as a business person, helping me serve the areas in which I work. Did you notice the ad campaigns directed to consumers to get accurate data on listed homes from realtor.com®? Yes. I believe these ads will go a long way toward helping consumers understand the value realtor.com® places on accurate information, in much the same way they do when searching for the perfect home. With listing data updated every 15 minutes, realtor.com® is taking a proactive approach to the conversation pertaining to the accuracy of data on the Web today. For more information, please visit www.marketing.realtor.com.

Maximizing Business in the Sunshine State by Maria Patterson

Jen Dollar Broker/Owner Realty Executives Orlando, Central Florida and Seminole

Years in real estate: 10 Number of offices: 3 Number of agents: Over 100 Region served: Seminole and Orange counties Best advice for creating work/life balance: Hire a great assistant. You can’t do it all and if you try to, you’re going to fail. Focus on what you’re good at. Why did you choose the Realty Executives International franchise? We interviewed pretty much all of the major franchise companies and we found that Realty Executives Intl. gave us the flexibility to run our own business, whereas the other franchises were restrictive and there was a lot we wouldn’t have control over. We felt that if we were going to invest the money and time to build a business, the last thing we wanted was someone in another state to be making decisions for us. Describe current market conditions. The market is definitely challenged. We service highly desirable areas and there’s a major lack of inventory, so it’s very competitive and there’s a bit of a multiple-offer situation. We still have a good number of bank-owned properties and short sales, but there are many more traditional sales being listed today. The market is evening back up. How are you guiding agents through the challenges of a low-inventory market? The best thing agents can do is educate

their clients and make sure they’re aware of the challenges they’re going to face. People can’t say, “Let’s go out and find a house this weekend.” In this market, it may take three or four months. If we have a client in a short-term rental or one who needs to find a home quickly, our agents educate them on the current market situation right from the start. Additionally, we’re making sure that our agents are very well-versed in CMAs and how the market is trending in terms of price so they can be competitive when submitting offers. On the listing side, we have to let sellers know that there’s a little bit of a premium they can expect because of the lack of inventory, but we don’t want to inflate the seller’s perception of the market either. It’s not like the last boom where people so often paid well over value; buyers are still hesitant. What are the trends in your area? We’re working with a lot of international buyers, and we’re seeing a lot of activity with new homes. We have an influx of Brazilian and Canadian buyers, which means a high amount of cash deals. How do you motivate your agents? All of our agents, for the most part, are very experienced and very busy and don’t need me to motivate them. However, we do have a quarterly MVP program where we pick a Most Valuable Player—whether because of production, or for volunteering, or for doing something really nice for another agent. We take the MVP to dinner at a high-end restaurant with the managers and owners. This allows us to reward our Executives for their dedication. How do you recruit new agents? I would say that we take a low-pressure, relational approach to recruiting. We rely a lot on word of mouth and referrals from our current agents. RE

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Tips for Hosting a

Creative Open House by Suzanne De Vita Editor’s note: This article originally appeared on RISMedia’s Housecall blog.

pen houses are hit or miss for most agents. Some even forgo them altogether. Why? Hosting the traditional open house may be a lost art, but never a lost cause. With some imagination (and a little bit of luck), open houses can actually be quite successful. But how do you entice people to stroll through that door? I’ve rounded up some clever ideas that’ll have even the quietest neighbors singing your praises. Let’s give ’em something to talk about, shall we? Atten-tion! For goodness’ sake, don’t holler at visitors like a drill sergeant. Mimic that behavior by commanding attention. Turn predictable open house strategies upside down and inside out. Case in point: food. There are ways to serve refreshments beyond the typical fruit basket or cheese platter. Park a cart in the driveway— a hot dog stand, an ice cream cart, even a latte truck will draw in hungry crowds. If time permits, you can also reach out to local restaurants to provide samples of their dishes. A taste of the town? Sign me up! To really make your open house the center of attention, try spotlighting other local businesses in a mutually beneficial way. Invite an art gallery to lend you artwork (great for staging!) and have a rep on hand for purchases. Or, be ahead of the game and bring in a lender to pre-qualify buyers. You could even work with your local book store to showcase some of their newest releases, and invite community book clubs!

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Game-Day Plays Winning coaches strategize—and winning agents do, too. At your next open house, play up a theme strategically geared toward your listing. You might serve up Tex-Mex if the home has an adobe exterior, for example, or play classical music when showing a Victorian. The go-big-or-go-home agent might tie everything into that theme, creating the ultimate game-day experience for guests. One rather brilliant idea for green home listings is to highlight how the home might be healthy for its next owner. Offer nutritious snacks, info on the home’s natural materials—you can even hire a nurse to do blood pressure screenings! Themes can carry over to broker opens, too. Luaus, fiestas—everyone (including this girl) loves a party! Razzle-Dazzle ’Em Raffles are a “been there, done that” method for luring in potential buyers, but there are ways to reinvent the wheel on this one. Instead of offering gift certificates or lottery tix, partner with a charity (bonus if it’s one close to the heart of your seller) and donate all proceeds from the raffle. Who doesn’t like helping out a worthy cause? You might also offer incentives, like small gifts to the first

10 visitors, to reel guests in early. The Guest Connection No police drama here. Connect with visitors by making your open house interactive. Instead of the usual walkthrough, give each guest a clipboard questionnaire to solicit their feedback. Keep it simple; ask them to rate individual rooms, rate the overall feel of the home, rate the home’s curb appeal—whatever you want! It’ll motivate visitors to view the entire home and notice any features they may have glossed over otherwise. Plus, it will provide valuable info for you and your sellers. Bonus Round 8On the day of the open house, place signs at every highway exit en route to your listing. 8Replace those personal photos (every stager’s pet peeve) with framed images of local landmarks and landscapes. 8If the TV is a focal point, consider looping a DVD that showcases all the area has to offer. 8 Outfit your guests with swag, such as CDs containing a virtual tour of the home or tumblers with a customized logo. RE For more information, please visit blog.rismedia.com. Suzanne De Vita is RISMedia’s online associate editor.

HELPING MORE BUYERS FIND YOUR LISTINGS

Catherine Smith Providing a clear difference

Home About Me Local Information Mortgage Calculator My Listings Market Information Contact Us

Cathrine Smith, Realtor 12266 Lindberg Fly Way Montecito, CA 93108 555-555-5555 c 555-555-5555 f Cathrine@SkyHome.com

Cathrine Smith Realty Are you looking to buy or sell real estate in Santa Barbara, CA and the surrounding area? Let me assist you with this important transaction. My professionalism, market knowledge and neighborhood expertise will guarantee that your buying or selling experience is successful and stress-free.

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Guiding the Way

Focusing on the Meaningful Role of Agents, RE/MAX Renews Its Vision for the Future by Maria Patterson

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

n business, as in life, it takes vision to imagine possibilities and hard work to make them a reality. It’s a simple, straightforward philosophy—and the foundation the RE/MAX network was built upon. That philosophy also translates to buying and selling properties. Consumers from all walks of life work hard, save money and make personal sacrifices to achieve their real estate goals. Sometimes, when evaluating what appears to be a dream home, they tend to see only what they want to see. But what they don’t see in online photos or during a quick showing is important, too. And that’s where the insight of an experienced agent is so vital. In recent years, RE/MAX associates have sharpened their insights to respond to market shifts. As part of a global network with more than 96,000 agents, they’ve shared best practices from all over the world. They’ve learned through their own experiences closing transactions— at a pace unmatched at most brokerages. They’ve taken advantage of an incredible educational platform. And collectively, they’ve evolved as professionals, never content with the status quo. As the housing market continues its recovery, RE/MAX agents are finetuning their businesses by nurturing and strengthening long-term client relationships. And the brand’s advertising helps them, by illustrating to consumers the deeper, more meaningful role a RE/MAX agent can play in a real estate transaction. Beyond their Dreams Visionaries. Trusted guides. Leaders. These are the kinds of people attracted to the RE/MAX system.

“To be the worldwide real estate leader, achieving our goals by helping others achieve theirs. Everybody wins.” -RE/MAX Mission Statement They’re also the keywords behind the 2014 national advertising campaign. Chicago-based powerhouse ad agency Leo Burnett created the campaign. Masterminds of some of the most prolific ad campaigns in the world—Tony the Tiger, United Airlines’ “Fly the Friendly Skies” and Allstate’s “Mayhem,” to name a few—Leo Burnett helped RE/MAX reexamine its brand purpose. The result was the “Dream With Your Eyes Open” ad campaign. It’s a multifaceted effort that includes television, radio, print, Web, social, outdoor and digital components— all sending a consistent message:

RE/MAX agents are skilled at guiding buyers and sellers through a transaction. “RE/MAX agents are the best at what they do because they invest in their relationships with clients as well as their own personal success,” says Mike Ryan, RE/MAX executive vice president, Global Communications and Branding. “What you see in the TV commercials is a heightened emphasis on the value a RE/MAX agent brings to a buyer or seller. “The ads tell consumers that the right home is better than a perceived dream home, and that a RE/MAX agent will be there every step of the way, guiding them through a sometimes complicated process.” RE/MAX has led all other real estate brands in national TV advertising in the U.S. since 2002, and it continued a strong advertising presence even when other real estate brands scaled back dramatically, Ryan says. RE/MAX ads drive traffic to remax.com, and more than 14 million referral-fee-free leads have been generated and delivered to RE/MAX agents. Ultimately, those agents are the best advertising there is. For instance, Brian Teyssier, a tech-savvy sales associate with RE/MAX Advanced REALTORS® in Pittsburgh, is well known for delivering exceptional service in his market. He’s received hundreds of online reviews from clients Brian Teyssier raving about their experiences with him. For Teyssier, being a guide for his clients is something he takes seriously.

RISMedia’s REAL ESTATE September 2014 89

“I succeed where others might fail because I’m available to my clients when they need me; I make their lives easier,” Teyssier says. “My online reviews from past clients help me earn the trust of everyone I work with.” Deliberate Planning Online reviews are an emerging concept welcomed by RE/MAX leaders. In fact, having the vision to anticipate important shifts and the courage to address them has always been a RE/MAX strength. For instance, early on in the downturn, RE/MAX Chairman and Co-founder Dave Liniger encouraged RE/MAX agents to learn how to work with distressed properties. They listened. More than 15,000 RE/MAX agents earned the Certified Distressed Property Expert (CDPE) designation—far more than any other real

90 September 2014 RISMedia’s REAL ESTATE

estate competitor. One of the first to seek the education was Marilyn Kohn. She took the CDPE course a full year before an influx of distressed properties hit her Peoria, Ill., market. Marilyn Kohn When they arrived, Kohn was ready. “The access RE/MAX gives us to education, not to mention the opportunity to network with so many seasoned agents from around the world, is like turning on a fire hose of knowledge,” says Kohn, a topproducing real estate veteran with RE/MAX Unlimited in Peoria who joined the network in 1985. “There’s no better place to be than at RE/MAX. We have a track record and credibility that simply cannot be replicated. The connections I’ve made with other RE/MAX agents

over the past three decades are invaluable.” RE/MAX associates like Kohn have tailored their business plans for today’s low-inventory market in which sellers have the upper hand. They’re adding new skill sets to their résumés and staying ahead of market trends in order to deliver superior service. In the luxury realm, for instance, RE/MAX associates who specialize in high-end listings in The RE/MAX Collection are earning the Certified Luxury Home Marketing Specialist (CLHMS) designation to better meet the needs of affluent buyers and sellers. RE/MAX agents lead national real estate franchises in the number of agents who hold that designation, as well as the Certified Residential Specialist (CRS), Seniors Real Estate Specialist (SRES) and the Accredited Buyer’s Representative (ABR) designations—all accessible via the award-winning RE/MAX University. One beauty of the RE/MAX system is the access associates have to tools and resources that help them

thrive in their markets, or in niches such as commercial properties, luxury homes or international transactions. In a post-recession world, that kind of edge is indispensible to agents looking to close more sales. Consider Dane Rickard, a millennial agent who joined RE/MAX Professionals in Littleton, Colo., in 2012, his ninth year in real estate. Rickard’s reason for the move? It was time to expand his business, and he realized RE/MAX provided the productive environment he needed. “I’ve been with other national competitors, and I know the difference between what’s good and what’s great— and RE/MAX is great,” Rickard says. Dane Rickard “The brand culture fosters the idea that real estate isn’t about a single transaction; it’s about long-term relationships.” Rickard, who’s part of a RE/MAX social media mastermind group, says he’s embraced technology to develop his relationships. And he’s done so with great success. His presence on Facebook, Twitter and LinkedIn, among other platforms, gives him a direct connection to past clients and a way to plant seeds to attract new ones. “I take cues from what people are posting and invest time in creating community pages where I can be seen as a resource and market expert without being pushy,” Rickard says. “It’s about providing value to my clients and relating to them on a more personal level.” Redefining Purpose RE/MAX associates aren’t the only ones reinventing how they do business. RE/MAX corporate leaders have done the same by examining and updating the purpose and mission of the brand, RE/MAX CEO Margaret Kelly says. “Our executive leadership team met earlier this year to better define

Agents Who

Innovate

Agent productivity is just one measure of RE/MAX success. Innovation is another. Two innovators within the network are Michael Thorne, a sales associate with RE/MAX Little Oak Realty in Fort Langley, British Columbia, and Broker Associate David Fauquier with RE/MAX Preferred Professionals in Bridgewater, N.J. The pair co-host the live, weekly online “Mobile Agent TV” show in which they interview their peers and real estate industry experts to provide business tips for real estate agents. The show has a loyal agent following and robust social media presence. “The show is all about helping agents improve their businesses,” Thorne says, noting that it’s just one way he uses technology and social media to build relationships with other agents and clients. The power of the brand ties it all together. “The RE/MAX brand conveys everything you need it to without you having to say a word,” Thorne says. “When I switched to RE/MAX, my clients congratulated me; they said I had arrived in the big leagues. A business card with the RE/MAX Balloon on it is the best one to have.”

our goals,” Kelly says. “That soul accompanied by the network’s vision searching, of sorts, led us to drill of being the right place for real estate down deep into what today’s buy- entrepreneurs who want a combinaers and sellers really need from a tion of independence, support and RE/MAX agent—trusted expertise unmatched competitive advantages. and guidance. “Identifying an updated, clear-cut “As a network that provides the mission for our company has helped support and services for us become more proactive RE/MAX agents to live up in delivering what RE/MAX to consumers’ high expecassociates need to contintations, we’ve changed ue doing what they do best: the way we present the listing and selling properRE/MAX value to the ties,” Kelly says. “A sucworld.” cessful company—whether Two key outcomes have it’s a sizable network like since emerged: a strengthRE/MAX or the agent who Margaret Kelly ened RE/MAX mission has a solo operation in a statement and “Momentum,” a com- small town—has to have a well-deprehensive education program for fined purpose. Otherwise, it’s easy to franchise owners. The mission state- lose focus and forget the core prinment is direct and to the point: “To ciples that drive everything we do.” be the worldwide real estate leader, Momentum training, introduced achieving our goals by helping others at the recent RE/MAX Broker Owner achieve theirs. Everybody wins.” It’s Conference, empowers offices to in-

RISMedia’s REAL ESTATE September 2014 91

crease profitability by adding value for agents and recruits. “This is going to change the way our RE/MAX broker/owners open the RE/MAX conversation with new agents and help them reinforce the competitive advantages of the brand to their existing agents,” Kelly says. “Momentum is adapted from a successful program in the RE/MAX of Texas Region, where participating brokerages have seen substantial increases in office profitability and agent count. It’s a different and exciting way to spread the positive impact RE/MAX can have on agents’ careers.” A Proven Approach Meets a New Era Dave and Gail Liniger founded RE/MAX in 1973 with the idea of providing professional, full-time real estate agents with an ideal blend of income potential, services and freedom. That approach, which met fierce resistance from critics in its early years, has been successful beyond the Linigers’ wildest dreams. Their initial vision blossomed into the current global network of dedicated real estate professionals with unabashed entrepreneurial spirit and

“When you give great agents the right tools and unique competitive advantages, anything is possible.” -Dave Liniger, Chairman & Co-Founder, RE/MAX

fire in their bellies. “We’re not a one-size-fits-all company, and we’ve never tried to be,” Dave Liniger says. “Thousands and thousands of RE/MAX agents have shared in our vision and adopted it in their careers.” In that vein of visionary thinking, RE/MAX wrote an entirely new chapter in its history last fall when it became a public company. The news was met with enthusiasm and pride around the network, and it bolstered excitement for the company’s future. True to the promise RE/MAX leaders made after the October 2013 IPO, little has changed in how

RE/MAX operates, Kelly says. “The Linigers control a majority stake in the company and are still at the office every day. The same executive team is in place and is constantly looking for ways to grow the brand and make it even better.” If industry surveys are any indication, RE/MAX associates are following the lead and working hard. In the 26th annual RISMedia Power Broker Report, nearly 30 percent, or 292, of the 1,000 largest brokerages that qualified for the report were with RE/MAX. The Power Broker Report, based on 2013 residential sales volume and transactions, showed that RE/MAX agents at brokerages within the study averaged 18 transaction sides, more than double the eight averaged by agents at competing offices. In sales volume, RE/MAX agents averaged slightly more than $4 million, while all others in the report averaged just under $2.5 million. “Nobody sells more real estate than RE/MAX,” Liniger says. “And that’s because we have the best agents in the business. That was our approach 40 years ago, and it has never changed. When you give great agents the right tools and unique competitive advantages, anything is possible.” RE For more information, please visit www.remax.com.

1.41 million

countries gained for a

residential transaction sides*

15.5

average transaction sides (residential only)*

12.9 average years of agent experience

710 new

RE/MAX franchises

network total of 97 countries

Strong Showing Here’s a glimpse at the outstanding year of achievements for the RE/MAX network worldwide in 2013. All figures are full-year or as of year-end 2013, as applicable. *Residential transaction sides may include some leases, estimated to be less than 1 percent. 92 September 2014 RISMedia’s REAL ESTATE

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

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www.Top5inRealEstate.com

{Life in Mobile}

Text Doesn’t Take Holiday by Amanda Guarino

n today’s world, it would be hard to find someone without their mobile device within arm’s reach. Mobile technology has helped people get the responses they’re looking for almost instantaneously. The same goes for the real estate world. When a potential buyer is on the move, they want answers and they want them now. REALTORS®never take a day off, and neither do motivated buyers. And this past 4th of July weekend, one agent using MRE’s Win Local™ Suite saw just how powerful Text Message Lead Generation is in today’s mobilecentric world. On this particular holiday weekend, a time when most are able to travel and take in the sites, an outof-towner working for a broadband Internet company was passing through the central California coast, on the hunt for a huge parcel of land. This buyer saw the text code on the Win Local™ Sign Rider and texted in. As this buyer saw, texting resulted in a quick response. “Texting is in real-time,” explains MRE’s Win Local™ client. This particular holiday weekend, agents were monitoring

incoming text messages and it’s a good thing, as email is a less likely path with mobile users, especially during a holiday. “I don’t think this potential buyer would have connected with this agent otherwise on July 4th,” the client states. Not only do leads generated via text message inquiry come with a quicker follow-up, they also offer a less intrusive method to reach out to the prospective buyer. In many instances, buyers may feel better about texting an agent rather than calling directly, especially on a national holiday. “People know good REALTORS® try to be responsive at all times…this was a way of connecting with [the prospect] without interrupting whatever else [the prospect] might have been doing.” Texting

takes away the guilt of potentially disturbing someone, much like a phone call might. “Texters are on the move and want the information immediately,” says John Lim, chairman of MRE (Mobile Real Estate) and the Win Local™ Suite. MRE asked their client, if it weren’t for the rapidness of the follow-up, would that lead have moved onto other properties? The client says, “I do believe [the buyer] was visiting our coastal community just for the holiday and might have easily slipped away had they not connected right then, right there.” In this particular instance, the REALTOR® was over 100 miles away from the property and the buyer, “…but the text message and his follow-up call allowed him to guide the potential buyer to the property over the phone.” Even if the property isn’t a good fit, this REALTOR® now has a relationship with this buyer and will do whatever possible to find another suitable property. “I am certain any REALTOR®worth his or her salt is thrilled to have had contact with someone interested in a multi-million-dollar listing,” says MRE’s client. It’s plain to see that text message lead generation is a successful tool for properties big or small. Text message leads result in quicker followups with buyers on the move, or in this case, out-of-towners just passing through on a holiday weekend. Buyers are on the move, and text message leads are the perfect way to lock down that buyer before they move on to the next property. RE

Amanda Guarino is account manager at Mobile Real Estate, LLC. For more information, visit www.mobilerealestateid.com.

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{Ask the Experts}

Mike Vazeii Director, Product & Segment Marketing; American Home Shield® www.ahs.com/realestate

What are the most important things to consider when launching a new product or service to clients?

When career success is linked to a fluctuating housing market, savvy real estate professionals understand the value of expanding their product and service offerings to clients. Whether you are adding home staging services, property value analysis or any other product, it’s important to launch the new offering with a strategy in mind. By taking a closer look at the steps large companies follow to launch a new product, you can also achieve the same positive results yourself. 1. Ask Questions It’s always important to solicit the feedback of current clients. Find out what pain points they are experiencing with your current product offering so that you can create a solution. Spend time talking to your clients and listening to what they

say. It can be done in an informal setting over coffee or lunch, or in a more structured setting like a focus group. At American Home Shield®, we spent time gathering input from all areas of our business to determine what a new real estate home warranty should offer. The feedback played a major role in designing our new product. 2. Build It and They Will Come Listening to customers is the first step, but actually creating a product to match their wants and needs is the critical second step. Find out what makes them feel good about buying. Does your product ease stress, offer convenience or save time? Tuning in gives you clues as

“Whether you are adding home staging services, property value analysis or any other product, it’s important to launch the new offering with a strategy in mind.” – Mike Vazeii, Director, Product & Segment Marketing; American Home Shield®

96 September 2014 RISMedia’s REAL ESTATE

to what aspects of your product will resonate with potential purchasers. As we built our new warranty product, saving agents time and effort was a top consideration. 3. Put Your Plan On Paper Once your new product is clearly defined, it’s time to develop packaging, positioning and a go-to-market strategy. Take some time to identify the major benefits of your product and write them down. The goal here is to create the marketing message that matches the wants and needs of your customers. Keep it short, simple and memorable by clearly defining the what, how and why. For example, “AHS offers an array of high-value home warranty coverage choices (what), presented in a clear, uncomplicated manner (how), to save real estate professionals time and effort (why).” From this statement, you can begin developing a marketing plan. 4. Roll-Up Your Sleeves Once your marketing plan is created, flawless execution of the plan is crucial. Gather support so that you can make sure all of your hard work pays off. Assign team mem-

bers to a specific task so there is accountability toward meeting your launch goals. Remember, you only get one chance to introduce your new product or service, so make it count. 5. Don’t Stop Improving Once your new product is out, keep an eye on how well it is being received. Ask for feedback from those who purchase and those who don’t. Also monitor key indicators such as revenue and expense, as well as hidden factors like changes to your discretionary time and stress levels. Constant and never-ending product improvement should be your goal. By expanding your product offering to more than just buying and selling homes, your business can remain stable, no matter how the housing market is performing. And whether you are launching a national product, or offering a new service to expand your personal business, following these tips will ensure a successful result.

D. Steve Boland Home Loans Originations Executive; Bank of America www.bankofamerica.com

Q: A:

What are the essentials for succeeding in today’s market?

In today’s home purchase market, success is all about adapting to market conditions and understanding homebuyer needs and perceptions.

That’s why it’s more important than ever for real estate professionals to work with lenders who understand today’s homebuyer and the current mortgage financing environment, and who can support you and your clients. Understanding Homebuyer Dynamics While information about regulatory matters and other market trends is critical to success in today’s purchase market, having an in-depth understanding of today’s homebuyers is equally essential. For example, first-time homebuyers have historically represented about 40 percent of all home purchase transactions. But that percentage has remained stubbornly below historic averages. In fact, numbers released by the National Association of REALTORS®(NAR) for May 2014 sales data showed that first-timers made up only 27 percent of marketshare.1 While widely available research indicates that the dream of buying a home for the first-time buyer remains alive and well, taking action on that desire is being delayed. And, of course, the lower numbers of first-time homebuyers impact the entire housing market, constraining the market for move-up buyers. There are three demographic categories that represent much of today’s first-time home purchase market: millennials, singles and multicultural buyers. At Bank of America, we are reaching out with tools, resources and educational information that help us connect with these potential buyers. We also connect with customers who decide to move up to a larger home, want to buy a second home or need jumbo financing.

Providing Market Trend Information from Industry Experts When real estate professionals need access to insights and guidance, they can look to the expert sources available from their lending partners who can help address the needs of a wide array of homebuyer categories. For example, Bank of America’s Mortgage Loan Officers (MLOs) bring extraordinary levels of experience and expertise to the support they provide.

27% NAR May Sales data showed that first-timers made up only 27 percent of marketshare.

With its powerful balance sheet, Bank of America is able to offer a broad menu of loans that meet the regulatory guidelines’ definition of qualified mortgages, as well as non-conforming options. We have been preparing for the return of a purchase-dominated market for several years. Most important, we are committed to providing real estate professionals with essential information and resources. NAR news release; June 23, 2014; www.realtor.org/news-releases/2014/06/ existing-home-sales-heat-up-in-may-inventorylevels-continue-to-improve

RISMedia’s REAL ESTATE September 2014 97

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

Why is online-reputation management so important in order for brokerages to maintain success?

It’s no secret that thanks to the power of the Internet, not to mention the anonymity it provides, people are quick to give their opinions on social media sites and websites designed for reviews. Statistics show that people who are unhappy are more likely to take

time to post a social media comment than people who are perfectly pleased, and people are more prone to vent their anger before thinking things through. The problem is, once a negative post is out in cyberspace, it most likely can’t be erased. And that can cause substantial damage to you and your business. That’s why having a strong reputation management strategy is so important for any brokerage. Your reputation is based on anything that people say about you, and managing it is nothing new. Social media has made it much more important in today’s world of smartphones and tablets, where comments spread at lightning speeds.

Word of mouth always influences decision-making, and WPR.org released statistics that show that 92 percent of consumers trust opinions posted online by other consumers, including 70 percent trusting unknown users. Unfortunately, negative reviews will happen, as no matter how friendly and good at your job you are, you can’t control all aspects of a real estate transaction, and sometimes people will get mad and put the blame on you. In these cases, it’s important not to be baited into a heated message exchange, but to take positive action. Be quick to apologize, be proactive—not just reactive, and always be listening and helping. Never

“A negative review presents a great opportunity to showcase just how good your customer service really is.” – Erica Campbell Byrum, Director of Social Media; Homes.com and For Rent Media Solutions

write a response while angry; always use empathy and be authentic; don’t blame the client (even if it’s their fault!); never get into a comment battle; and never ignore bad reviews. You should be sure to monitor reviews of your brokerage daily and be quick to deal with negative reviews.

98 September 2014 RISMedia’s REAL ESTATE

Keep in mind, a negative review presents a great opportunity to showcase just how good your customer service really is. This is your chance to address negative comments and not only talk with those who feel wronged, but show other clients that you care. Personalize your response and be nice. Keep your comment short and sweet and don’t get personal or push blame. Thank people for their feedback (both good and bad) and ask if there’s anything you can do to help with their complaint. Some people (but not all) will appreciate that you took the time and effort to respond. The best way to balance a negative review is to counteract it with as many positive comments as possible, which can be done by asking previous clients to post positive comments. Many times, people will say they will but don’t follow through. Make it easy for them by emailing them a link to the site so all they need to do is click and write it up. Perhaps even offer an incentive like a gift card for coffee for anyone who posts a review. For more online reputation best practices and social media solutions, turn to Homes.com, which offers a comprehensive social media suite designed to effectively manage all aspects of your online presence, from Facebook posts to online reviews (bit.ly/socialforbrokers) and follow me on Twitter @EricaCampbell.

Charlie Young President & CEO; ERA Real Estate www.era.com

How can real estate professionals stay relevant in today’s changing real estate market?

Change is constant. And while homeownership re-

mains an important goal for the majority of Americans, dynamic changes in the real estate industry have transformed how we do business, from the Internet to IDX, from smartphones to Facebook. In the face of such change, remaining relevant has never been more important. Whether you are a brand, a broker or an independent sales associate, relevance is critical to your bottom line. Here’s what I’ve learned about how to position a business for success. 1. Have a blueprint. Throughout my career, I have always done my best work when I’m building something. Here at ERA Real Estate, we have been building on the foundations of the brand to maximize growth for our brand and our brokers, and bringing the brand to the next level. It’s been a carefully thought-out plan with a clear objective, an overarching strategy and specific tactics. 2. Engage your customers. Collaboration is part of our DNA and it has been since our founding. When I first joined the brand, I spent a lot of time visiting our customers to get their feedback on what I called the “stop, keep and start” tour. That feedback has been invaluable from a feet-on-the-street perspective, but it has also served to create strong connections that allow us to remain relevant to our customers. 3. Avoid window dressing. Today’s sophisticated, informed, techsavvy real estate professionals know window dressing when they see it. To that end, we have focused on the things that can propel growth, like harnessing the power of today’s technology advances, tapping into mobile marketing and optimizing lead generation. We have created extensive professional development opportunities, expanded our one-on-one business consulting

“Being relevant means constantly focusing on your value proposition and being able to clearly articulate the value you bring to your customers” – Charlie Young, President & CEO; ERA Real Estate

and provided local market support for mergers and acquisitions—all of which have supported growth for our brand, our brokers and our agents. 4. Refine your value proposition. Being relevant means constantly focusing on your value proposition and being able to clearly articulate the value you bring to your customers. Every day, we work to make sure that our customers are better off with us than without us. Through the introduction of many new brand programs, we have effectively renovated ERA Real Estate from the inside out, culminating with the introduction of a new brand identity. Our modern, contemporary identity aligns with and reflects all of the dynamic changes we have introduced to keep our brand fresh and current. Change is constant, but it is also exciting. As the real estate industry continues to evolve, focus on staying relevant to the next generation. At ERA Real Estate, our legacy of innovation will inform everything we do to ensure we remain relevant. RE

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Index of Preferred Providers The leading companies providing services to the real estate and relocation industries ABR®..................................................................................... 101 American Home Shield........................................................... 101 Bank of America Home Loans................................................. 101 Berkshire Hathaway HomeServices......................................... 101 Better Homes and Gardens Real Estate LLC............................ 101 By Design Publishing.............................................................. 101 Carrington Real Estate Services.............................................. 101 Centralized Showing Service................................................... 101 Century 21 Real Estate LLC.................................................... 101 Certified New Home Specialist................................................ 101 Citibank................................................................................. 101 DocuSign............................................................................... 102 ERA Franchise Systems, LLC................................................... 102 FeedbackCentral.................................................................... 102 First American Home Buyers Protection Corporation................ 102 HomeFinder.com.................................................................... 102 Homes.com........................................................................... 102 HomeSmart International....................................................... 102 HSA Home Warranty............................................................... 102 Hubzu®.................................................................................. 102 Leading Real Estate Companies of the World®........................ 102 Lumentus Social.................................................................... 103 Mobile Real Estate................................................................. 103 National Association of REALTORS®........................................ 103 Norman-Spencer Agency, Inc.................................................. 103 On The Move, Inc.................................................................... 103 The Personal Marketing Company........................................... 103 Pillar To Post Home Inspectors................................................ 103 Pinnacle Quest Consulting...................................................... 103 Point2.................................................................................... 103 Prudential Real Estate ........................................................... 104 Radian Group Inc. ................................................................. 104 The Real Estate Book............................................................. 104 Realogy Holdings Corp........................................................... 104 realtor.com®.......................................................................... 104 Realtors Property Resource®.................................................. 104 Realty Executives International, Inc......................................... 104 Realty ONE Group.................................................................. 104 RE/MAX, LLC.......................................................................... 104 RentalRoost, Inc..................................................................... 104 RIS Consulting Services......................................................... 105 SharperAgent......................................................................... 105 Showing Beacon.................................................................... 105 Stewart Title........................................................................... 105 Top 5 in Real Estate............................................................... 105 Top Producer® CRM................................................................ 105 Verl Workman Seminars.......................................................... 105 VScreen................................................................................. 105 Weichert, Realtors.................................................................. 105 WellcomeMat......................................................................... 105 zipLogix.................................................................................. 105

100 September 2014 RISMedia’s REAL ESTATE

RREIN Service Providers Ascent Real Estate, Inc........................................................... 106 Berkshire Hathaway HomeServices Alliance Real Estate.......... 106 Berkshire Hathaway HomeServices Ambassador Real Estate... 106 Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....106 Berkshire Hathaway HomeServices, Florida Network Realty..... 106 Berkshire Hathaway HomeServices Florida Realty................... 106 Berkshire Hathaway HomeServices Fox & Roach, Realtors®.....106 Berkshire Hathaway HomeServices Georgia Properties............ 106 Berkshire Hathaway HomeServices Nevada Properties............ 107 Berkshire Hathaway HomeServices Select Properties.................107 Berkshire Hathaway HomeServices The Preferred Realty............107 Better Homes and Gardens Real Estate Mason-McDuffie........ 107 Better Homes and Gardens Real Estate Rand Realty............... 107 Calcagni Associates Real Estate............................................. 107 CENTURY 21 Affiliated............................................................ 107 CENTURY 21 Alliance.............................................................. 107 CENTURY 21 Award................................................................ 107 Century 21 New Millennium................................................. 107 CENTURY 21 Scheetz............................................................. 107 Coach Realtors®................................................................. 108 Coldwell Banker Advantage..................................................... 108 Coldwell Banker D’Ann Harper, REALTORS®............................. 108 Coldwell Banker First Realty.................................................... 108 Coldwell Banker High Country Realty...................................... 108 Coldwell Banker Hunter Realty................................................ 108 Coldwell Banker Kappel Gateway Realty.................................. 108 Coldwell Banker Platinum Partners......................................... 108 Coldwell Banker Prime Properties........................................... 108 Diane Turton, Realtors®....................................................... 108 Fillmore Real Estate............................................................... 108 First Team® Real Estate.......................................................... 109 Five Star Real Estate.............................................................. 109 GARDNER, REALTORS®........................................................... 109 Gloria Nilson & Co. Real Estate.............................................. 109 Harry Norman, REALTORS®..................................................... 109 HJN Team Real Estate............................................................. 109 J. Rockcliff Realtors®........................................................... 109 Jordan Baris, Inc., Realtors®................................................ 109 Kinlin Grover Real Estate Real Living....................................... 109 McCOLLY Real Estate.............................................................. 109 Page Taft Real Living............................................................... 110 Patterson-Schwartz Real Estate.............................................. 110 Prudential California Realty.................................................... 110 Prudential Lancaster.............................................................. 110 Prudential Towne Realty.................................................................110 Randall, Realtors® Real Living...................................................110 Real Estate Teams, LLC..................................................................110 Real Living Lifestyles Real Estate...................................................110 RE/MAX 440 and RE/MAX Central......................................... 110 RE/MAX of Boulder, Inc.......................................................... 111 RE/MAX Crossroads............................................................... 111 RE/MAX Gateway................................................................... 111 RE/MAX Premier Group ......................................................... 111 RE/MAX Professionals............................................................ 111 RE/MAX Suburban................................................................. 111 RLS, REALTORS®.................................................................... 111

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

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

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

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

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

By Design Publishing (877) 423-4567 ext. 600 • www.bydesignpublishing.com By Design Publishing brings expertise and a singular emphasis on helping real estate professionals distinguish themselves from the competition through high-quality personally branded content programs. Since 2002, savvy real estate agents have relied

on us for customizable marketing tools that develop their personal brand and propel their business to the next level. By Design Publishing delivers award-winning print and online personally branded content solutions that help real estate agents convey their unique brand story.

Carrington Real Estate Services (877) 330-2773 • Carringtonrealestate.com/Join Carrington Real Estate Services is one of the 18 companies under the Carrington Holding Company, LLC. Together, these businesses cover virtually every aspect of the single-family residential real estate transaction, including investment in U.S. real estate and mortgage markets, loan origination and service, asset management and property preservation, rentals, title and escrow services. By leveraging our family ties, we have grown to be one of the largest residential real estate brokerages in the country in just five short years. Join our network of more than 1,200 sales professionals serving 26 states.

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

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

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

citibank (877) 847-2484 At Citibank, we align our strategic objectives with real estate organizations who share our client-centric vision. Our unique approach redefines the traditional boundaries of the home purchase mortgage process by coherently addressing all of the relevant steps from the point of early online shopping to the loan closing. We have tailored our sales process and fulfillment approach to provide best-in-class

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mortgage solutions; thus enabling you, as real estate agents, the opportunity to achieve optimum profitability, while receiving unparalleled service execution and client satisfaction. To learn more, contact us at 877-847-2484 or retailpartnership@citi.com.

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

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

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

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

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

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site to also provide relevant listing content to homebuyers through local online newspaper portals.

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

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

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

Hubzu® www.Hubzu.com Hubzu is the premier online residential real estate marketplace. We take the industry to new heights by helping agents, brokers, investors and consumers buy and sell homes online. Our innovative platform provides an easy, transparent experience—from listing to marketing to transaction management—and offers fast, efficient home sales through auction and traditional sale methods. With over 350,000 users and more than 75,000 homes sold, Hubzu is the future of real estate. Hubzu is a trademark of Altisource Solutions, S.à r.l. and is part of the Altisource Portfolio Solutions S.A. family of businesses. Visit hubzu.com.

Leading Real Estate Companies of the World® 312-424-0400 • www.LeadingRE.com Leading Real Estate Companies of the World® is a global network of over 500 premier real estate firms with 4,000 offices and 120,000 sales associates in over 40 countries around the world. The company’s luxury marketing program, Luxury Portfolio International®, markets over 25,000 of the world’s most remarkable homes annually and attracts over three million high-net-worth visitors a year to its award-winning website, LuxuryPortfolio.com. Its corporate relocation company, RELO Direct®, Inc., provides global employee mobility services to corporations worldwide.

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

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

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

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

insurance agent or refer one to you who is familiar with our Top Tier Program. Please call us at 800.477.9192 x.6001 or visit www.norman-spencer.com/toptier.

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

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

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

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

Point2 (888) 955-7900 • www.Point2Agent.com • Saskatoon, Canada • Linda Moola (lmoola@point2.com) Point2 (www.point2.com) provides real estate marketing and lead management software to brokers and agents in North and South America, Europe, Asia, Australia and Africa, as well as listing data aggregation and syndication solutions to real estate MLSs, Boards and Associations across the U.S. and Canada. Point2’s solutions also include the consumer real estate listings portal, Point2

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Homes, as well as end-to-end property management software for small to medium size organizations, managing up to 1,000 units. Point2 is a Yardi Systems Inc. (www.yardi.com) brand.

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

Radian Group Inc. (877)-RADIAN1 (723-4261) • www.radian.biz • Philadelphia, Pa. Radian Group Inc. (NYSE: RDN) provides private mortgage insurance and related risk management products and services to mortgage lenders nationwide through its principal operating subsidiary, Radian Guaranty Inc. These services help promote and preserve homeownership opportunities for homebuyers, while protecting lenders from default-related losses on residential first mortgages and facilitating the sale of low-downpayment mortgages in the secondary market. Additional information may be found at www.radian.biz.

THE REAL ESTATE BOOK (770) 962-7220 • www.realestatebook.com • Lawrenceville, Ga. The Real Estate Book/RealEstateBook.com provides integrated media advertising that stands out locally and delivers real results. Monthly home shoppers read 8 million color home catalogs. Agents and brokers also gain premium online exposure on the top-ranked real estate site, RealEstateBook.com, and a network of other highly trafficked real estate sites.

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

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

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

Realty executives international, inc. (800) 252-3366 • www.RealtyExecutives.com Realty Executives International, Inc., one of the fastest growing real estate franchises in the United States, boasts nearly 10,000 sales associates and more than 500 franchises worldwide in 26 countries. Since 1965, Realty Executives International has built a culture of top producers by offering an environment that is truly agent-centric and designed to best support the professional real estate practitioner. Publications like Entrepreneur, Success and Inc. magazines have ranked Realty Executives Intl. as a leader based on growth, management stability and financial soundness.

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

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

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

RIS CONSULTING SERVICES (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.

SHARPERAGENT (866) 614-9372 • www.SharperAgent.com • Denver, Colo. • Brian Wildermuth, President SharperAgent delivers the industry’s most powerful contact marketing system, designed exclusively for real estate professionals, that combines direct mail and email marketing into one easy-touse system. SharperAgent subscribers can distribute personalized newsletters, greeting cards, local marketing cards, sports schedules, flyers and much more via traditional mail, HTML email (no attachments or links), or post to their personal website. One of the more powerful features allows the subscriber to run complete promotional and follow-up drip email campaigns through a proprietary online Customer Management System.

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

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

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

Top Producer® CRM (800) 821-3657 Top Producer® CRM is the super-fast, super-easy real estate marketing system that makes it a breeze to build your loyal client base. Top Producer® CRM allows you to connect to dozens of popular

lead sources, making it easy to prioritize incoming prospects, close current business and build referrals for future business. Keep your sales pipeline running smoothly, follow-up automatically, and manage your business in minutes with real estate’s most intuitive CRM application, Top Producer® CRM. Visit TopProducer.com

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

vscreen (866) 720-0204 • www.VScreen.com • Info@VScreen.com Winter Park, Fla. • Stephen Schweickart, Co-Founder VScreen’s primary emphasis lies in providing and distributing tightly focused, branded videos for the real estate industry. Also included are video tours, profiles and content designed specifically for broker and agent education. Our unique VScreen program allows for the distribution of multiple video channels via website, electronic newsletter or email by means of a single, wide-screen, interactive player.

Weichert, Realtors 1-800-USA-SOLD • www.weichert.com Since 1969, Weichert, Realtors has grown from a single office into a leading provider of homeownership services. A family of full-service real estate and financial services companies, Weichert helps customers buy and sell residential and commercial real estate, and streamlines the delivery of mortgages and home and title insurance. Weichert leverages its website to offer quick, easy access to listings and the services of its real estate professionals nationwide. Weichert franchised offices are independently owned/operated.

WellcomeMat www.new.wellcomemat.com WellcomeMat was founded in the summer of 2006 and represents the most proven video content marketing platform and filmmaker network in real estate. WellcomeMat enables real estate companies and professionals to pay better prices for professionally-created content, reach more consumers with every video and help make connections offline using online video! WellcomeMat maximizes the value of real estate companies video assets, ensuring the highest possible ROI for video investments.

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®. With solutions available for individuals, brokers, and associations, contact zipLogix at (866) 693-6767 to speak with a specialist.

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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 areas that we service. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as the exclusive San Diego affiliate of Leverage Global Partners, Ascent Real Estate is a hyper-local brokerage with a global reach.

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

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

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

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

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

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

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

Berkshire Hathaway HomeServices nevada Properties

CENTURY 21 Affiliated

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

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

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

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

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

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

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

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

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

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

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

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Coach Realtors®

Coldwell Banker Hunter Realty

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

www.cbhunter.com With 16 sales offices throughout Northeast Ohio’s 11-county area, Coldwell Banker Hunter Realty has emerged as one of the Midwest’s largest, nationally linked real estate firms and among the region’s top producing real estate companies. Coldwell Banker Hunter Realty distinguishes itself by offering unparallel service by its extensively trained sales associates, specializing in residential and commercial real estate sales and leasing, relocation services, new construction, land sales and one-stop service for mortgage, title, escrow and home warranty. Coldwell Banker Hunter Realty has been presented the highly acclaimed Coldwell Banker Chairman Circle award yearly since 1991. Visit us online at www.cbhunter.com.

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

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

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

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

108 September 2014 RISMedia’s REAL ESTATE

Coldwell Banker Kappel Gateway Realty (800) 426-0898 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc and beefs up Coldwell Banker’s presence along the Interstate 80 corridor between San Francisco and Sacramento. Both firms, founded in 1972, are the market leaders in Solano County, combining for more than $600 million in sales dollar volume in 2012. Welcoming more than 240 agents in seven offices serving Solano County with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals. Call (800) 426-0898 or log on to our website at www.KappelGateway.com. Our website offers all properties in Northern California.

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

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

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

Fillmore Real Estate (800) 528-6673 • www.fillmore.com Fillmore Real Estate is the New York Metro area’s largest independently owned real estate broker. Specializing in Brooklyn, Staten

Island, Bronx and parts of Westchester, Fillmore has residential, commercial and rental divisions. For more information, visit us at www.fillmore.com or call us at (800) 528-6673.

work of independent residential real estate firms, with 600 members representing 5,000 offices and 150,000 associates across the U.S. and in more than 35 countries.

First Team® Real Estate

HJN 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.

(605) 339-4456 • www.hjnteam.com HJN Team Real Estate was established in 1973 on the foundations of training, technology, team effort and, most of all, trust. Our success over the years has proven that adhering to these foundations ensures long-term success for our clients. Our passion isn’t selling homes, it’s helping our clients achieve their dreams. HJN Team Real Estate continues to work as a team to provide the best customer service from start to finish of all real estate transactions. Whether residential or commercial, HJN Team Real Estate has the REALTOR® to meet your needs.

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

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

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

HARRY NORMAN, REALTORS® (404) 504-7300 • www.harrynorman.com Founded in 1930, Harry Norman, REALTORS® is Atlanta’s oldest and largest residential real estate firm with 12 sales offices, various franchise and satellite offices, and more than 1,000 real estate professionals. Harry Norman, REALTORS® is a wholly-owned subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate. HomeServices is the second largest, full-service, independent residential real estate brokerage firm in the U.S. with 17,000 sales associates spanning 20 states. Harry Norman, REALTORS® is the exclusive Atlanta affiliate of Christie’s International Real Estate and achieves additional international exposure through membership in such exclusive real estate networks as Leading Real Estate Companies of the World®, the largest net-

J. Rockcliff Realtors® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff Realtors®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff Realtors® is the fastest growing real estate company in the East Bay. Our offices are located in Danville, Blackhawk (2), Pleasanton, Livermore, Walnut Creek, Orinda, Lafayette and Montclair/Piedmont (Oakland Hills). In 2010, we closed over 2,400 sales, resulting in sales volume of $1.8 billion.

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

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

McCOLLY Real Estate (800) 348-2100 x206 • www.mccolly.com Since 1974, thousands of families in Northwest Indiana, Chicago Southland and Daytona Beach Shores, Fla., have trusted their home-buying, selling and relocation needs to the more than 500 sales professionals at McCOLLY Real Estate. We’ve created a oneRISMedia’s REAL ESTATE September 2014 109

stop shopping environment to save you time and money with our inhouse mortgage, title and rental services.

agement, commercial and luxury home divisions.

Page Taft Real Living

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

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

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

Prudential California Realty (714) 998-7250 • www.prudentialcaiforniarealty.com Prudential California Realty is a market leader operating in Orange, Riverside and San Bernardino counties. We set the standards for leadership and, with over 600 agents, we are one of the nation’s premier real estate companies. Contact us today to find out how we can help you with all of your real estate needs. Call (714) 9987250 or visit www.prudentialcaiforniarealty.com.

Randall, Realtors® Real Living

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

Real Living Lifestyles Real Estate

(717) 291-9101 • www.PrudentialLancaster.com When you work with Prudential Lancaster Real Estate, you can count on a specialist who can answer your questions, apply indepth knowledge of current market conditions, and access extensive resources that can expedite the sale of your home. Call us today for your real estate needs!

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

Prudential Towne Realty

RE/MAX 440 and RE/MAX Central

Prudential Lancaster

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

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

RE/MAX of Boulder, Inc.

RE/MAX Premier Group

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

(972) 867-7900 • www.homesforview.com Serving the Dallas, Texas, Metroplex, including 35+ nearby cities. We strive for exceptional customer service for our clients and their referrals. We are a privately-held, broker-owned company with many tenured agents specializing in Luxury Homes, REOs and foreclosures, residential and commercial sales and listings. Let our experience, knowledge, technology and marketing skills work for you in one of the most important decisions you will make. Whatever your real estate needs, we will work hard to earn your trust and satisfaction.

RE/MAX Crossroads

RE/MAX PROFESSIONALS

(800) 887-7444 • www.remaxneo.com • Dennis Steed, ABR, CRB, CRS, GRI, e-Pro, Broker/Owner, dsteed@remax.net RE/MAX Crossroads is locally owned and operated with 7 locations in the greater Cleveland and Akron/Canton area. Serving their communities with 120 licensed REALTORS, RE/MAX Crossroads is the largest RE/MAX Company in Ohio. 100% of their associates choose to contribute a portion of each transaction to Children’s Miracle Network Hospitals (CMN). Since the company’s inception in 1993, RE/MAX Crossroads has contributed over $500,000 to CMN. Crossroads’ outstanding associates closed nearly 3,000 transactions in 2012, helping buyers and sellers achieve their goals.

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

RE/MAX Gateway

RLS, REALTORS®

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

RE/MAX SUBURBAN (847) 577-9888 • www.remaxsuburban.com RE/MAX Suburban is the leader in the Chicagoland Northwest Suburbs of Illinois market. The company has seven offices and over 180 sales associates. (908) 221-1244 • (973) 543-1000 • www.rlsrealtors.com Opened in March 2010, and sister company to Gloria Nilson & Co. Real Estate, RLS, Realtors® services the needs of homebuyers and sellers in Somerset and Morris counties in New Jersey. RLS is owned by SCS Realty Investment Group LLC and led by 40-year real estate veteran Dick Schlott. We are a full-service brokerage, offering real estate, title and mortgage services. We are an experienced team of sales professionals committed to redefining personal service.

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

Ascent Real Estate Inc. 410 Kalmia Street, San Diego , CA 92101 Contact: Client Services Tel: (619) 325-4140 Email: info@ascentrealestate.net URL: www.ascentrealestate.net Coverage areas: San Diego Offices: 7 • Associates: 140 Better Homes and Gardens Mason-McDuffie Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) 916-488-3749 (Fax) Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Suite 110, Rancho Santa Margarita, CA 92688 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: Orange County Offices: 15 • Associates: 1,200

CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Drive, Suite 300, San Diego, CA 92108 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: San Diego, Southern Riverside Offices: 15 • Associates: 1200 Coldwell Banker Kappel Gateway Realty 750 Mason Street, Ste. 101, Vacaville, CA 95688 Phone: (707) 427-5344 or (800) 426-0898 Fax: (707) 446-9830 Contact: Loretta Neubert E-mail: relo@kappelgateway.com URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Dixon, Fairfield, Rio Vista, Suisun City Vallejo and Winters, Calif. Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Avenue, Suite 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services URL: www.firstteam.com Toll Free Phone: (855) 858-8028 E-mail: gayleglew@firstteam.com Coverage areas: Southern California counties of Orange, Riverside, Los Angeles,

RISMedia’s REAL ESTATE September 2014 111

San Bernardino and San Diego Offices: 36 • Associates: 1865 J. Rockcliff Realtors® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (O) 925.251.2501, (C) 925.324.1323, (TF) 877-JRCKCLF (572-2523) Email: rdickson@rockcliff.com URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area Prudential California Realty 22800 Savi Ranch Parkway, Suite 100, Yorba Linda, CA 92887 Tel: (714) 998-7250 Email: agentservices@mailpcr.com URL: www.prudentialcaliforniarealty.com Coverage areas: Anaheim Hills, Brea, Corona, Rancho Cucamonga, Riverside, Yorba Linda Real Living Lifestyles Real Estate 16236 San Dieguito Road, Bldg. 4, Rancho Santa Fe, CA 92067 Contact: Dee Emerson • Tel: (888) 557-2289 Email:Dee.Emerson@realliving.com URL: www. RLLifestyles.com/Relo Coverage areas: North San Diego County Offices: 8 • Associates: 400

COLORADO

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

CONNECTICUT

Calcagni Associates Real Estate 330 South Main Street, Cheshire, CT 06410 Contact: Steven Calcagni, President Director of Relocation: Camille Urbano Tel: (203) 272-1821 ext. 368 Email: Camille_Urbano@calcagni.com URL: www.calcagni.com Coverage areas: New Haven County, Central Connecticut Offices: 3 • Associates: 100

112 September 2014 RISMedia’s REAL ESTATE

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

Delaware

FLORIDA

Berkshire Hathaway HomeServices, Florida Network Realty 4190 Belfort Road, Suite 475, Jacksonville, FL 32216 Contact: Linda Lindenmoyer, Dir. Relocation, Referral Services and Bus. Dev. Tel: (800) 456-8036 • Direct: (904) 296-6400 ext. 313 Email: Linda.Lindenmoyer@Prunet.com URL: www.prudentialnetworkrealty.com or www.BHHSFloridaNetworkRealty.com Coverage Areas: Northeast Florida including: Jacksonville, Avondale, Ortega, San Marco, Riverside, Neptune Beach, Arlington, Southside, Atlantic Beach, Jacksonville Beach, Ponte Vedra Beach, Mandarin, St. Johns, World Golf Village, St. Augustine, St. Augustine Beach, Crescent Beach, Orange Park, Fleming Island, Middleburg. Serving Clay, St. Johns, Duval, Flagler counties Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy, Suite 400, Sunrise, FL 33323 Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Contact: Rei Mesa, CRS, CRB, President, CEO Email: ReiMesa@BHHSFloridaRealty.com URL: www.BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs sharonsapp@BHHSFloridaRealty.com Serving 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans, 1031 exchange services! Offices: 39 • Associates: 1,350

McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage areas: Daytona, Daytona Beach, Daytona Beach Shores, Flagler, Holly Hill, New Smyrna Beach, Ormond Beach, Ponce Inlet, Port Orange, South Daytona Offices: 15 • Associates: 550

georgia

ham, Calumet City, Channahon, Chicago, Chicago Heights, Chicago Ridge, Clearing, Coal City, Country Club Hills, Crestwood, Crete, Dolton, Evergreen Park, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homer Glen, Homewood, Joliet, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manhattan, Manteno, Markham, Matteson, Midlothian, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Forest, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Plainfield, Posen, Richton Park, Riverdale, Romeoville, Roseland, Sauk Village, Shorewood, South Holland, St. Anne, Steger, Tinley Park, University Park, Worth Offices: 15 • Associates: 550

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

RE/MAX SUBURBAN 330 East Northwest Highway, Mount Prospect, IL 60056 Contact: Layla El Said, layla@laylaelsaid.com Email: layla@laylaelsaid.com URL: remaxsuburban.com Coverage areas: Northwest suburbs of Chicagoland Offices: 7 • Associates: 180

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

indiana

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

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

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

illinois

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan. Offices: 56 • Agents: 1,200 McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage areas: Alsip, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burn-

louisiana

GARDNER, REALTORS® 3332 N. Woodlawn Avenue, Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • Cell: (504) 402-9567 • Toll Free: (800) 256-5677 Email: NHarmann@GardnerRealtors.com URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services. Offices: 24 • Associates: 800 RISMedia’s REAL ESTATE September 2014 113

Maryland

Massachusetts

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

Michigan

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan. Offices: 56 • Agents: 1,200 Five Star Real Estate 4601 Lake Michigan Dr., Grand Rapids, MI 49534 Real Estate/Relocation Services Contact: June Bergsma, Director of Relocation Toll Free: (888) 791-2526 • Direct: (616) 988-1428 URL: www.fivestarmichigan.com Coverage Area: West Michigan – Ottawa, Kent, Allegan counties Offices: 6 • Associates: 200

Minnesota

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

mississippi

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 Alliance Real Estate 17050 Baxter Road, Ste 200, Chesterfield, MO 63005 Contact: Patty Viliocco • Telephone: (800) 325-7700 • Fax: (636) 537-4875 Email: pviliocco@bhhs.com URL: www.bhhsall.com Coverage Area: Greater Metropolitan St. Louis area including St. Louis and surrounding cities; St. Louis County; St. Charles County; Jefferson County; Franklin County; Lincoln County; Warren County Offices: 7 • Associates: 375+ Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Road Suite 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 Direct (314) 835-6050 Email: aignatowski@bhhsselectstl.com URL: www.bhhsselectstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County Offices: 11 • Associates: Over 500

NEbraska

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

NEvada

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

NEW JERSEY

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

NEW YORK

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

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

NORTH CAROLINA

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

NORTH DAKOTA

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

ohio

CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfield, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com url: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfield, Zionsville, Greenwood, Brownsburg, Avon, Plainfield, Cicero, Fortville, McCordsville, Franklin, Greenfield, Sheridan, Trafalgar, Lebanon Coldwell Banker Hunter Realty 24600 Detroit Road, Suite 265, Westlake, OH 44145 Contact: Jean Strelou, Relocation Director Office: (216) 899-2544 • (800) 777-0793 Email: cbhunter@coldwellbanker.com URL: www.cbhunter.com Coverage Areas: Northeast Ohio including the following counties and cities: Ashtabula, Cuyahoga (Cleveland), Erie (Sandusky), Geauga, Lake (Mentor), RISMedia’s REAL ESTATE September 2014 115

Lorain, Medina, Portage, Summit (Akron), Stark (Canton) and Wayne (Wooster) Offices: 16 • Associates: 320 Cutler Real Estate 4618 Dressler Road NW, Canton, OH 44718 Contact: Terri Shoemaker, Relocation Director Tel: (800) 444-8999 Email: Relo@CutlerHomes.com URL: www.CutlerHomes.com Coverage Areas: Greater Cincinnati including the counties of Hamilton, Clermont, Butler and Warren, Northern Kentucky, and Southeastern Indiana, Northeast Ohio including the counties of Summit (Akron), Stark (Canton), Portage (Kent), Medina, Carroll and Wayne (Wooster). Offices: 12 • Associates: 290 RE/MAX Crossroads 17149 SouthPark Center, Strongsville, OH 44136, Northeast Ohio Contact: Dennis Steed, Broker/Owner, Tel: (800) 887-7444 Email: dsteed@remax.net URL: www.remaxneo.com Coverage areas: Northeast Ohio, Akron, Canton, Medina, New Philadelphia, Rocky River, Stow, Fairlawn, Strongsville, including Carroll, Cuyahoga, Medina, Lorain, Summit, Stark and Tuscarawas counties. Offices: 6 • Associates: 123

Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates RE/MAX 440 and RE/MAX Central 701 West Market Street, Perkasie, PA 18944 Contact: Tom Skiffington: Broker/Owner, Email: tskiffington@remax.net Tel: (215) 453-7653 • (215) 643-3200 URLs: www.pahomesforsale.com and www.lehighvalleyrealestate.com Coverage areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

rhode island

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

PENNSYLVANIA

Berkshire Hathaway HomeServices Fox & Roach, Realtors® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Berkshire Hathaway HomeServices The Preferred Realty 9401 McKnight Road, Pittsburgh, PA 15237 Contact: Elaine DeBildt • Tel: (412) 261-4800 Email: edebildt@thepreferredrealty.com URL: www.ThePreferredRealty.com Coverage areas: Southwestern Penn., including the following counties, Allegheny, Beaver, Butler, Armstrong, Westmoreland, Washington, Lawrence, Fayette and Somerset Offices: 18 • Associates: 650 CENTURY 21 Alliance 4370 Main Street, Philadelphia, PA 19127 Contact: Ron Clarke, President & CEO Office: (215) 757-2121 • Mobile: (267) 475-8900 URL: http://c21alliance.net Coverage Areas: Greater Philadelphia area and its suburbs, including the surrounding counties of Bucks, Chester, Delaware, and Montgomery Offices: 14 • Associates: 500+ Prudential Lancaster  100 Foxshire Drive, Lancaster, PA 17601  Tel: (717) 291-9101 • Fax: 717 -393 -2336  Contact: Sandy Zercher Email: sandy@lancrealestate.com URL: http://PrudentialLancaster.com Coverage Areas: Lancaster County, Pa. Offices: 1 • Associates: 33 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Office: (301) 695-3020 116 September 2014 RISMedia’s REAL ESTATE

south carolina

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Drive, Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, ktaylor@cdanjoyner.com, (864) 678-5244 Jo Anne Conner, Network Mgr., jconner@cdanjoyner.com, (864) 678-5227 URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 9 • Associates: 275+ Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, VP of Relocation, Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com URL: www.MyCbpp.com Coverage Areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150

south dakota

HJN Team Real Estate 101 W. 69th St., STE 101, Sioux Falls, SD 57108 Contact: Doug Nelson Tel: (605) 731-2660 • Fax: (605) 271-4806 Email: doug@hjnteam.com URL: www.hjnteam.com Coverage area: Sioux Falls, Brandon, Hartford, Madison, Humboldt, Harrisburg, Tea, Lennox, Dell Rapids, Canton, Canistota, Garretson, Baltic, Beresford, Centerville, and Parker Offices: 4 • Associates: 78

tennessee

Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.) Offices: 4

Texas

Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Parkway, Ste. 301, San Antonio, Texas 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Toll Free: (800) 521-1408 • Direct: (210) 483-7035 Email: ppoitevent@cbharper.com URL: www.cbharper.com Coverage areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 7 • Associates: 350 RE/MAX Premier Group (Serving the Dallas-Ft. Worth Metroplex) Contact: Brenda M. Kroll • Tel: (972) 867-7900 Email: brendakroll@remax.net URL: www.homesforview.com Coverage areas: Dallas, Plano, Frisco, McKinney, Allen, Carrollton, Texas. State, national and international referral system to better serve your real estate needs. Offices: 3 • Associates: 150

Virginia

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

William E. Wood and Associates, Realtors® 800 Newtown Road, Virginia Beach, VA 23462 Contact: Deborah Knight Tel: 757-490-0022 Email: dknight@williamewood.com URL: www.williamewood.com Coverage areas: Portsmouth, Suffolk, Chesapeake, Norfolk, Virginia Beach, Williamsburg, Newport News, Hampton, Franklin, Poquoson, Smithfield and Northeast North Carolina Offices: 20 • Associates: 600

washington, D.C.

west virginia

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

wisconsin

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

RISMedia’s REAL ESTATE September 2014 117

Don’t Just

Sharks. .

e n O e B with the

It’s time toGet

Your Unfair

Share.

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

It’s time to get what you want.

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

– Johanna Molloy

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

– Kelley A. Dettloff

Real Events. Real Results. Real World.

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

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

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

National Association of REALTORS®..........................10, 30

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

National Association of REALTORS® Global.................119

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

On The Move, Inc. ...........................................................65

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

The Personal Marketing Company..........................74, 93

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

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

BuyerMLS...........................................................................51

Point2.................................................................................87

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

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

Centralized Showing Service..........................................36

The Real Estate Book.......................................................66

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

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

Corcoran Consulting & Coaching.................................56

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

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

Realty ONE Group............................................................31

ERA Franchise Systems, LLC............................................37

RE/MAX Anchor Realty...................................................BC

First American Home Buyers Protection Corporation......44

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

Homes.com......................................................................23

RISMedia’s Real Estate Information Network®

Leading Real Estate Companies of the World®............9, 11 Lumentus Social...............................................................39

(RREIN)...............................................................................48 RISMedia’s Top 5 in Real Estate Network®...............62, 94

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

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

Mobile Real Estate..................................... IFC, 55, 73, 110

Verl Workman Seminars.................................................118

In an increasingly diverse marketplace,

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

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

{re: Real Estate} REALTOR® Store Renovations Mean Significant Improvements for Brokers, Agents

eginning next month, searching for and purchasing real estate publications and products from the National Association of REALTORS® (NAR) that can help you and your agents gain a competitive edge will be quicker and easier. Based on member feedback, a series of dynamic new features and functions will drive significant user experience upgrades to NAR’s REALTOR® Store. When the completely redesigned REALTOR®Store is launched on October 1, brokers and their agents will experience faster, single-step checkout; intuitive, dynamic and responsive page designs; product rating and review functions; and an expedited checkout process for redeeming rewards through NAR’s Member Value Plus (MVP) program. Products Are Center Stage Hundreds of real estate books, research reports, brochures, DVDs and other products that are available to REALTORS® from NAR have been brought center stage in the new Store. Enhanced search functions will make it easier to find specific products, while greater product detail with an expandable photo view, and the addition of monthly deals and an updated sale section, means the new REALTOR® Store will provide unparalleled ease of navigation for REALTORS® seeking the right products to help them gain specific industry knowledge and skills. Responsive Design, Reviews and Ratings, and Enhanced Communication The new REALTOR® Store is designed so that in this increasingly digital age, brokers and their agents can easily browse and purchase products at anytime from anywhere they may be—using a desktop computer, smartphone or tablet. The new REALTOR® Store features reviews and member ratings to provide REALTORS® with objective opinions on products from those who have previously purchased the products. And the addition of homepage messaging makes it easier for REALTORS® to get the latest information about specials and new products.

120 September 2014 RISMedia’s REAL ESTATE

Checkout Made Easy Today’s online consumers expect the checkout process to be simple, immediate and straightforward. The new REALTOR® Store has addressed this demand through a sleek, single-step, one-page checkout process—a vast improvement from the six-step method previously in place. Enhanced email communications confirming purchases and updates on shipping and delivery tracking details have also been added after sales have been procured and finalized. And of course, NAR members receive discounts on many products purchased through the REALTOR® Store. Check out the new REALTOR® Store where you and your agents log on, select the products you need and get back to business. RE

The new REALTOR® Store, launching October 1, will provide brokers and their agents the following benefits: 8 Expedited single-step checkout (down from 6 steps) 8Expedited MVP reward checkout 8Product ratings and reviews 8Intuitive and responsive design 8Revised user friendly navigation 8 Enhanced visual display of product images 8 Improved order and shipment communication

Re:sources www.REALTOR.org/Store 8

Real Estate Agency Brand of the Year: Berkshire Hathaway HomeServices

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

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

RE/MAX Anchor

Punta Gorda ▪ Port Charlotte North Port ▪ Englewood Placida ▪ Rotonda ▪ Cape Coral

RE/MAX Affinity Plus Marco Island ▪ Naples ▪ Goodland Isles of Capri ▪ Golden Gate Estero ▪ Lely

Select a winning team in a winning location, whether it’s multi-million dollar waterfront properties or first-time homes. If you are buying, selling or investing, the agents and staff of RE/MAX Anchor and RE/MAX Affinity Plus have your real estate needs covered.

Preferred Lender

AnchorRealtyFL.com ▪ AffinityPlusRealtyFL.com ▪ 941.639.1376

“Each Office Independently Owned and Operated”