The Residential Specialist, January/February 2017 by The Residential Specialist

residential jan + feb

B US I N E S S I N TELL IGE N CE FOR THE CR S PROFE S S IONA L

2017

THE

SPECIALIST ALSO IN THIS

ISSUE

STRAIGHT

TALK 2017 CRS President Leigh Brown, CRS, accents her no-nonsense approach with a dollop of Southern charm

CRS-023

Cultivating good habits The latest market trends Make your resolutions

Audio & video promotions Hone your hipness radar The virtues of open houses

You can depend on HomeTeam for a faster, more efficient home inspection every time. While onsite, each team member focuses on his or her own area of expertise—which helps us cover every area, from the ground up. With our systematic approach and detailed reports you can rest assured that you have the information you need.

That’s the HomeTeam promise.

contents

Jan 20 Feb 17 vol. 16, no. 1

features

HABIT-FORMING HABITS

Tip the odds in your favor with 7 top daily routines from successful REALTORS®.

By Donna Shryer

2017 CRS President Leigh Brown engages with members to build the future of CRS.

THE DAY AFTER

VA L

)

Time to get back to work—here are our 2017 New Year’s resolutions to elevate the profession.

20 0

By David Tobenkin

EB IN

10 W

By Daniel Rome Levine

Co m Sp p su ec le t e r v ia T e y lis he f o — t r e Re $ r d s e ad si e t e p er de a i a s h nt l s g e ip ia l 8

millennials are moving, and it’s not to the city centers …

TREND SETTERS 26 What are the latest trends among buyers and sellers? Top of the list:

Photo: Mike Anderson

CANDID LEIGH SPEAKING

contents

Jan 20 Feb 17 vol. 16, no. 1

departments

4 VANTAGE POINT

By Leigh Brown, CRS

5 SHORT LIST

Experts weigh in on the 2017 national real estate market; and five things to know about radon.

9 COOL STUFF

Products for the perfect home theater.

10 SMART SOLUTIONS

CRSs are turning to radio, podcasts and web videos to promote their brands—and it’s working. By Megan Craig

12 INSIDE TRACK

Predicting the next hip neighborhood can translate into big business. By Donna Shryer

14 WINDOW OF OPPORTUNITY

The reports of the death of open houses have been greatly exaggerated. Here’s how to make your next one a success. By Gwen Moran

16 PEER TO PEER

Kurt Thompson, CRS, of Keller Williams Realty/ North Central, Leominster, Massachusetts

34 WORK + LIFE

The Right Kind of Crazy: A True Story of Teamwork, Leadership and High-Stakes Innovation by Adam Steltzner with William Patrick Reviewed by Allan Fallow

Reliable Fitness Products to improve your workouts and help you reach your exercise goals.

inside CRS 37 NEWS FROM THE COUNCIL

The President’s Award and Medallion Award winners; Move for Hunger campaign; and CRS hashtags.

40 LEARN FROM THE BEST

When considering new technology, think about how you’ll use it and what it takes to implement it. By Monica Neubauer

41 CRS CONNECT

48 ASK A CRS

Will you dab for CRS?

ON LY A T TR S MAG. C OM THE RESIDENTIAL SPECIALIST ONLINE Visit the website at trsmag.com to access the digital edition of The Residential Specialist.

What do you think of The Residential Specialist? As the Council of Residential Specialists’ exclusive bi-monthly magazine continues to evolve, we want to hear from you. Reader feedback is vitally important to us, as it helps us determine what real estate news, trends, tips and information we can deliver to meet your needs. What do you want to read more about—and how do you want to read it? Go to surveymonkey.com/r/trs2017 to complete the survey by February 28, 2017. All participants will be entered to win a coupon pack for 10 free webinars of your choice.

Coming Next Issue ... B US I N E S S I N TE L L I GE N C E F OR TH E CR S PR OFE S S I O NA L

Pocket Listings Learn about best practices for pocket listings. Do sellers or buyers benefit most from this practice? Global Real Estate Portals Where can U.S. investors look for foreign real estate and access information about specific properties? If someone in the U.S. wants to market a U.S. property, what portals could they use?

EDITOR Michelle Huffman mhuffman@crs.com 800.462.8841 2017 ADVISORY PANEL Moderator: Clark Niblock, CRS Co-Moderator: Marylea Todd, CRS 2017 ADVISORY PANEL MEMBERS Paula Angelopoulos Urbinati, CRS Sarah Delphine Coleman-Lee, CRS Lois Cox, CRS Rosemarie Doshier, CRS Barbara DuDeck, CRS Dionne Housley, CRS Michael Klinger, CRS Bradly MacLay, CRS Joseph Mathews Colleen McKean, CRS Lynn Morris, CRS Vivian Pike, CRS Jacob Sanders, CRS Beverlee Vidoli, CRS CONTRIBUTING WRITERS Megan Craig Daniel Rome Levine Gwen Moran Donna Shryer David Tobenkin OFFICERS 2017 President Leigh Brown, CRS Chief Executive Officer Lana Vukovljak 2017 President-Elect Gary Williams, CRS 2017 First Vice President Michael Burkhard, CRS 2017 Immediate Past President Janelle Pfleiger, CRS

PUBLICATION MANAGEMENT www.glcdelivers.com Publishing Manager Phil Malkinson Art Director Scott Oldham Advertising Manager Michael J. Mrvica M.J. Mrvica Associates, Inc. 856.768.9360 mjmrvica@mrvica.com The Residential Specialist is published for Certified Residential Specialists, General Members and Subscribers by the Council of Residential Specialists. The magazine’s mission is: To be a superior educational resource for CRS Designees and Members, providing the information and tools they need to be exceptionally successful in selling residential real estate. The Residential Specialist is published bimonthly by the Council of Residential Specialists, 430 North Michigan Ave., Suite 300, Chicago, IL 60611-4092. Periodicals postage paid at Chicago, IL, and additional mailing offices. Change of address? Email requests to crshelp@crs.com, call Customer Service at 800.462.8841 or mail to CRS at the above address. The Residential Specialist (USPS-0021699, ISSN 1539-7572) is distributed to members of the Council as part of their membership dues. Non-members may purchase subscriptions for $29.95 per year in the U.S., $44.95 in Canada and $89.95 in other international countries. All articles and paid advertising represent the opinions of the authors and advertisers, not the Council. POSTMASTER: Please send address changes to: The Residential Specialist, c/o Council of Residential Specialists, 430 North Michigan Ave., Suite 300, Chicago, IL 60611-4092. COPYRIGHT 2017 by the Council of Residential Specialists. All rights reserved. Printed in U.S.A.

Least-Desirable Home Features What home features are considered most undesirable by potential buyers? Do they vary regionally, and which ones should definitely be addressed before trying to sell a home? Faux Furniture Do faux furniture props made of cardboard or plastic help buyers envision what an otherwise empty house would look like furnished?

PLUS:

Learn how the experts recommend that you build and expand your email subscriber list while not violating anti-spam rules, including tips for including people in specific geographic areas. Would you like to be a source for a future story in The Residential Specialist? Send an email to mhuffman@crs.com to be added to our potential source list. To see a list of the topics we’ll be covering, check out the magazine’s 2016 editorial calendar online at crs.com.

WHO ON YOUR

TEAM could benefit by receiving a personal copy of The Residential Specialist?

STAY INFORMED The Council of Residential Specialists provides superior education, exceptional networking opportunities and critical resources. The Council’s flagship magazine, The Residential Specialist, delivers the latest industry trends, success stories and proven strategies to grow your business.

crs.com

To subscribe for yourself or a colleague, call 800.462.8841. Note: Members of the Council of Residential Specialists receive the magazine as part of their member benefits.

[vantage point]

from the desk of Leigh Brown, CRS, ABR, CIPS, SRES 2017 president

THE CLOCK

is ticking… 

Photo: Mike Anderson

I’VE GOT ENERGY, BUT WITHOUT YOURS, IT’S NOT ENOUGH TO CHANGE THE WORLD!

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2017 is here! Have you decided what you’re going to do to make this year different than the past? Even if you’ve been a top producing agent, you know that you have to do something new to maintain your prowess. What you’re going to get from me and from the Council this year is a whole lot of doing. Sure, I’ve had some great ideas in my 17 years of real estate—but the success has come more from implementation than innovation. I want to re-focus on our core competency of being the BEST real estate education on the planet—not just ‘as good as’ or ‘better than,’ but the best. You’ll see new classes and instructors, and we need to hear from you as to what gaps you’d like filled. I also want to add a deeper dimension to the reputation of the CRS agent. There is a natural affinity here with the REALTOR® Party (aka RPAC). Sixty-two percent of our members are already investors. I’m issuing a challenge that CRS become known as the home of the top producers who are also Major Investors in RPAC. You’re also going to see new ideas, tons of social media activity (so if you’re not on the CRS Facebook page, make that happen pronto) and new, collaborative events with other organizations. And you’re going to hear me ask you for help a lot. I’ve got energy, but without yours, it’s not enough to change the world! I’m asking everyone who belongs to CRS for One Hour this year. Perhaps you’ll give it by taking a class, or by being an ambassador, or by volunteering at one event locally, or serving on a state group or a national committee, or by being a social media advocate. There are tons of ways that we can be amplified by each of you. There are over 30,000 CRS members. What would happen in our industry if we had 30,000+ hours invested in making things better? Use my hashtag #onehour when you’re doing CRS work. And as you think about your engagement in your communities, let’s show the world that REALTORS® are indeed #morethanhouses. We are the fabric of our communities. We are the fabric of real estate life. We are CRS.

[short list]

+ industry headlines + statistics + trends

THE SKY IS

not FALLING

With rising home prices, boosted home equity and home sales increasing every year, the housing crisis is over in many parts of the country. One place where it’s not: The minds of Americans. A sizeable chunk of the population—44 percent—believes we’re still in the thick of the housing crisis, according to the MacArthur Foundation’s How Housing Matters Survey, which has been marking housing attitudes for the past four years. On top of that, 1 in 5 Americans worry that the worst is still to come. Whether that is a significant reality or not, the survey speaks to the attitudes of many potential buyers and

homeowners throughout the country. It reinforces the idea that despite a recovery fully taking hold on the books, many don’t believe it and therefore aren’t ready to sell and move on, and many potential buyers are afraid to get in the game. A significant majority—81 percent—of Americans believes that housing affordability is a problem in America, and 68 percent believe that it is more difficult to secure stable, affordable housing today than it was for previous generations, according to the survey. Clients may still need a little more handholding—and solid data on price appreciation—when it comes to their property’s future.

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AHEAD look Ø

[short list]

It’s that time of year when everyone takes out their crystal balls and peers into the future, hoping to determine what 2017 holds for the real estate market nationally. While the predictions differ, economists and other experts see a lot of the same things coming down the road:

+ industry headlines + statistics + trends

Total Home Sales (in millions)

30-year Mortgage Rate

Source: National Association of REALTORS®

Source: Freddie Mac

2016

2017

5.8

6.0

2017

4.1 %

Mortgage rates will increase … at least, a little. While many experts have been predicting the long-awaited upward march of mortgage rates for years, there is a general consensus that we’ve seen the bottom. Freddie Mac economists predict the 30-year fixed mortgage rate will average 4.1 percent (they already hit 4.3 percent in 2016). While that may bring more buyers to the surface hoping to take advantage of rates before they shoot up, it may also dampen some markets where affordability is already an issue.

Growth in Home Value

Average Rate of Home Price Increase

Source: Realtor.com

Source: CoreLogic HPI Forecast

5.0

2017

2016

3.9

Home values will grow. Zillow is predicting home values will grow 3.5 percent, according to its Home Price Expectations survey, while Realtor.com suggests a 3.9 percent growth. Ten-X (formerly Auction.com) and ATTOM Data Solutions, owner of RealtyTrac, put values between 3 and 4 percent as well. All these predictions are slightly slower than 2016’s near 5 percent growth.

3.7

Existing home sales will continue to climb, and economists are putting the national number at more than 6 million. The National Association of REALTORS® predicts home sales will reach 6 million in 2017, while Fannie Mae and Freddie Mac say 6.2 million and the Mortgage Bankers’ Association says 6.5 million. For context, NAR predicted 2016 would see 5.8 million, and while numbers aren’t final yet, sales were on target to hit that number by the end of the year.

2016

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2016

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6.3 %

2017

5.2 %

Some markets may see price corrections. While national growth is still expected, interest rates and affordability issues will cause price appreciation in certain markets to weaken, particularly in markets like Denver, Seattle, Portland, Austin and many parts of California, where buyers were already skipping over the hottest urban zip codes and heading to the outskirts of town, according to both HousingWire and ATTOM Data Solutions.

HOME IS WHERE THE EQUITY IS Homeownership Rate Source: Realtor.com

The homeownership rate will stabilize at 63.5 percent, according to Realtor.com’s prediction. The homeownership rate bottomed out this year at 62.9 percent, the lowest rate since the U.S. Census Bureau began tracking it in 1965. Many economists and experts are predicting more first-time home buyers will jump on the homeownership band wagon, led by millennials and Gen Y. Total Mortgage Originations (in billions)

2016

1,505

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Homeowner wealth based on equity

However, inventory woes aren’t likely to change. Despite climbing home prices, homeowners still aren’t overly eager to plant a “for sale” sign in the yard, mostly because they don’t want to be on the other side of the coin. According to a survey by down payment protection service ValueInsured, 63 percent of all homeowners think current home prices are inflated and a bubble is looming—and they don’t want to get caught buying a new property that immediately loses value. This was also a big year for refinancing. Freddie Mac reported $1 trillion in refinance originations last year, which tends to mean homeowners stay put, at least for a few years, after completing the process.

Homeowner wealth based on equity

2011

2,000

2017

6.1 trillion

Source: Freddie Mac

2016

63.5 %

12.7 trillion

62.9 %

2017

2016

Equity is back in American homes, but that doesn’t mean people are moving. In fact, part of the reason many Americans have equity is because they’ve been staying put. “Close to 1 in every 5 U.S. homeowners with a mortgage is now equity-rich thanks to a combination of rising home prices and lengthening homeownership tenures,” says Daren Blomquist, senior vice president at ATTOM Data Solutions, the new parent company of RealtyTrac. ATTOM defines “equity rich” as those with a loan-to-value ratio of 50 percent or less, and that number has grown to 13.1 million, or roughly one-quarter of the homeowner population in the U.S. What does that mean for your average homeowner? A report from S&P/CoreLogic says that homeowner wealth has more than doubled since 2011, ballooning from $6.1 trillion to $12.7 trillion. That breaks down to an extra $11,000 per homeowner on average. On the West Coast, that figure is nearly three times greater, about $30,000 for homeowners in California, Oregon or Washington. Similarly, according to ATTOM’s data of equity-rich homeowners, California is home to the most equity-rich homeowners at 2.9 million, or 35.7 percent, though by share it comes in at No. 2 behind Hawaii, where nearly 37.9 percent are equity rich, though that’s only 103,904 people. The top five states with the most equity-rich homeowners were California (2.9 million), Florida (1.3 million), Texas (996,000), New York (713,000) and Pennsylvania (489,000). States with the highest share of equity-rich homeowners as a share of all homeowners with a mortgage were Hawaii (37.9 percent), California (35.7 percent), Vermont (32.9 percent), New York (32.2 percent) and Oregon (30.2 percent). And here’s another piece of good news for homeowners: The distribution of those who are considered seriously underwater has retreated to 6 million—more than half of the 12.8 figure when it peaked in 2012.

Jan Feb

Radon

[short list]

5 THINGS YOU NEED Rn

TO KNOW ABOUT…

+ industry headlines + statistics + trends

What it is

Radon gas is a colorless, odorless and tasteless radioactive gas formed by the breakdown of uranium, a natural radioactive material found in soil, rock and groundwater.

Radon travels through pores and cracks in the soil. Air pressure in homes is lower than the pressure outside, and the difference creates suction. Radon easily penetrates many building materials.

Why it’s important

It is the second leading cause of lung cancer after smoking. In the U.S., the EPA estimates that about 21,000 lung cancer deaths each year are radon-related.

The risk of radon in the home

Nearly 1 out of every 15 homes in the United States and Canada is estimated to have an elevated radon level.

Pure air Pure air

Polluted air

Radon

How radon gets in the home

When radon is released from the ground into the outdoor air, it gets diluted to low concentrations and is not a concern. Within homes, it typically moves up through the flooring system and other openings between the ground and living spaces. Your home traps radon inside, where it can build up. Any home may have a radon problem—this means new and old homes, well-sealed and drafty homes, and homes with or without basements.

What to do about it

Radon testing is the only way to know if you and your family are at risk from radon. Testing takes approximately two to three days. Results are interpreted and the report is sent directly to the client.

This article was provided by Pillar To Post home inspectors. For more information, go to pillartopost. com/radon.

Wet air

MAKE YOUR VOICE HEARD!

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READY, SET…

[cool stuff]

…binge!

acquisitions on a theme

PET PROJECTOR

MUSCULAR DEFINITION

To create the ultimate home theater experience, consider the Sony Full HD SXRD Home Cinema Projector. The projector is best in its class, offering outstanding picture quality for the price. The fan creates minimal noise so it won’t disrupt the show, and the lamp lasts for nearly 6,000 hours of viewing your favorite TV shows and movies. It’s also easy to install in most home theater setups.

The VIZIO SmartCast P-Series™ Ultra HD HDR Home Theater Display TVs are the first 4K ultra HD displays to feature High Dynamic Range (HDR) with Dolby Vision for the best picture quality yet. VIZIO SmartCast comes built-in and pre-installed on the Android tablet remote, which allows you to access and control TV shows, movies, music and apps all at once. Screen sizes range from 50- to 75-inches to fit your viewing needs.

sony.com

vizio.com

1,999.99

One of the best ways to spend the winter months is in the comfort of your own home watching movies or streaming the latest releases on Netflix and Hulu. Upgrade your viewing experience and create the perfect home theater with some of these home entertainment products.

ALL YOU HAVE TO DO IS STREAM

199.98

THE SCREEN QUEEN

The Roku 4 offers advanced processing at higher resolutions for a superb streaming experience. It provides access to over 3,000 channels on-demand (some require payment) so you will never run out of viewing options. The remote finder button means you’ll never lose the remote in the couch again. Plus, the Roku Mobile app allows you to browse and control the Roku 4 on iOS or Android devices. Compatible with 4K Ultra HD or HD TVs.

The perfect companion to any home theater projector is the Silver Ticket 100-inch Projector Screen. It’s made of real projection screen material so no picture quality will be lost. The Silver Ticket Tension Rod System allows for easy installation and hides all material so all you see is the screen. It’s movie-theater viewing quality at a reasonable price. silverticketproducts.com

999.99+

280.00

SPEAKER OF YOUR HOUSE

The Debut B6 bookshelf speakers are perfect for those looking to improve their audio systems on a budget. This pair of two-way, bass-reflex speakers will provide quality sound for any home theater. And measuring just 8.5-inches wide by 14-inches high by 10-inches deep, it’s easy to find a location for them that won’t take up too much space.

129.99

roku.com

elac.com

BELLY UP TO THE SOUNDBAR No home theater would be complete without a top-notch sound system. The SoundTouch 300 soundbar offers one of the best audio performances in a sleek, space-saving design. The wireless also allows you to stream music from your smartphone or tablet, or connect directly to WiFi. A wireless bass module or surround speakers can be added for an even more enhanced audio experience. $

699.95

bose.com

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[smart

solutions]

streamlining your business through technology



CRSs are turning to radio, podcasts and web videos to promote their brands—and it’s working.

When Michael Thorne was asked to speak at a major RE/MAX convention in Las Vegas, he was excited—but he had no idea the speaking engagement would change his entire business. Slated to speak with another agent, Thorne, a CRS at RE/MAX By Megan Craig Little Oak Realty in western Canada, arranged a meeting via online video chat app Google Hangouts to get better acquainted with his speaking partner, a veteran agent from New Jersey named Dave Fauquier. That Hangouts session was the impetus for the duo’s online show, “Mobile Agent TV.” Within a few weeks of that Hangout session, the pair went live on Google Hangouts with their first episode. It was an 11-minute-long adventure Thorne called “truly horrible.” But they enjoyed it, decided to keep going and hit their stride by episode 10 or so. That was more than three years and 100 episodes ago. There are more than 2 million licensed real estate agents in the U.S., and some agents are coming up with creative ways to set themselves apart from the competition. Through podcasts, radio shows, cable access television shows and online videos, agents have found a new way to connect with a larger audience while making themselves useful to potential clients.

Starting a Show

James Brockway, CRS, a residential and commercial broker at Brockway Realty in Texas, hosts an AM radio show called

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“Everything Real Estate,” which focuses on all aspects of home buying, selling and staging. But Brockway didn’t just fall into his radio show. He says it took years of being an active member of the community—through the chamber of commerce, economic development groups and other area development groups. That’s why, when the owner of the station was looking to fill an hour of airtime with real estate information, he thought of Brockway. “I think you have to lay the groundwork,” Brockway says. “Make sure you’ve secured your presence wherever you are— go to broker open houses, be on social media and do positive things in the community.” That’s also how Kim Laforet, CRS, a broker and founder of Laforet Team in Lansing, Michigan, came to be on the radio. She’s the real estate guru on the “Your Home in Focus” segment of Michigan’s Big Show starring Michael Patrick Shiels. “They started a radio show, and they wanted experts in different fields, and I was asked to be the real estate expert because they’d heard of me,” Laforet says. “So even though I’m not promoting myself [on the show], I’m getting great exposure as an expert.” Of course, those who don’t want to wait to be approached can take Thorne’s path: decide you’d enjoy doing a show while also providing a service, and do it. With an almost endless array of apps and websites to post your own videos, all it takes is the desire to make it happen and a little effort, he says.

LET’S PUT ON A SHOW As technology evolves, almost anyone can create a show, and that can help your business, both with branding and by keeping you up to date on current topics. If you want to host a program, here are a few things you’ll need to get started: A forum. Figure out what medium best fits your style and goals. Will your show be on YouTube? Will you produce a podcast and make it available through your business website? Do you have connections at a radio station?

The right equipment. You can put on a show with very little. Your iPhone has a camera and microphone. The show can become as high-tech as you want, depending on how much you plan to spend on microphones, cameras, soundboards and other equipment.

A Boon for Business

Thorne says he got into this very specific form of broadcast because he wanted to make a lasting contribution to the real estate industry. The exposure his business gets—an average of a couple of hundred live viewers, 1,000 replays on YouTube and another 3,000 listeners of the audio-only podcast version of the show—is just a bonus. “Numbers aren’t the most important thing. It’s the deep connection we get with the loyal followers who say they learned something from our show,” Thorne says. “The biggest two winners in this whole process are [co-host] Dave and myself because we get to sit down with the brightest minds in our industry and just be curious about the real estate industry, and that keeps you thriving.” Laforet and Brockway both say their businesses have

A little preparation. You might be in for a surprise the first time you get in front of a microphone. Practice talking through your show before actually airing it to make yourself sound more professional.

benefited from the exposure. “I can point to quite a few sales that have come because someone says, ‘I heard your name.’ Top-of-mind awareness is so important in this business, and the consistency of this program has branded me and my team,” Laforet says. But doing a show is only part of the equation, Brockway says. The secret to success is following up the show with other exposure in the market. “The show alone is not going to jettison our company and give us tons of business, but by being involved in city happenings, being big on social media, plus the show—we leverage all of these bits and pieces to add more momentum to our brand,” he says. Megan Craig is a freelance writer based in Chicago.

GADGET INSPECTOR

APPLE iPHONE 7 & 7 PLUS OFFERS BIG CHANGES The new iPhone has finally arrived. While it looks almost identical to the iPhone 6 and 6S, it features some big changes. The improved camera allows for better shooting in low light, the battery lasts longer and the display is better than it has ever been. Plus, it’s fully water-resistant. Another major change: there’s no headphone jack. Wireless headphones, or AirPods, are required for the iPhone 7 and 7 Plus. For information, visit apple.com/iphone-7. Starting at $649

BEDDI INTELLIGENT ALARM CLOCK: FOR THE SMARTPHONE LOVER The app-controlled alarm clock with Auto Time Sync charges your iOS or Android devices while you sleep. A Spotify playlist or light simulation serves as For more information, visit your wake-up call. Other features include a white noise wittidesign.com. generator to help you sleep better, and a smart button Starting at $99 that connects to your other smart-home devices and apps.

DIGITIZE NOTES WITH THE WACOM BAMBOO SPARK™ The Wacom BAMBOO Spark™ transforms your handwritten notes into digital text. Simply use the smart ballpoint pen with the paper of your choice. Once your iOS or Android device is connected to the Wacom Inkspace app, you can sync your notes to the Wacom Cloud. You’ll be able to share For more information, visit us-store.wacom.com. your notes through email, in PDF and JPEG formats or on $99.95 storage apps, such as Evernote and Dropbox.

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[inside track]

what’s trending in real estate

HIDDEN

treasures

Predicting the next hip neighborhood can translate into big business. By Donna Shryer



Getting listings and sales in the next hip neighborhood doesn’t take a crystal ball, but it does take an ability to read the smoke signals before an area gets really hot. REALTORS® savvy enough to see these early signs can get in on the ground floor, position themselves for soon-to-come rising property prices and celebrate a swell of transaction numbers.

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Sign Language

Here are several of the top signs that typically foretell a neighborhood’s rebirth.

Demographic Fellowship Predicting neighborhood turnarounds, says Sandra Nickel, CRS, Broker/Owner of Sandra Nickel Hat Team, REALTORS® in Montgomery, Alabama, begins by watching where certain populations cluster. These target populations represent an eclectic collection of professions, but generally encompass entrepreneurs, millennials, artists and well-educated individuals,

which often include the underemployed. The primary common denominator, Nickel emphasizes, is that these folks are not affluent and cannot afford exclusive, gentrified areas—so they build new affordable communities. The result, Nickel adds, is not a luxury market, but rather what she calls a “wonderfully hip” multicultural neighborhood that draws the indie art and music scene, restaurateurs and other cultural touchstones that require space at reasonable prices. “As these groups build a community, you’ll see one block transformed, then the next, and eventually the entire area catches on fire. Rent and property prices

will increase, but overall, costs remain affordable,” Nickel says. To monitor a community’s COLD turnaround progress, check TO HOT out local retailers, art galleries and music venues. You’re looking for creative entrepreneurs investing in their own community and also sparking interest from nearby neighborhoods.

Halo Effect In their book, Zillow Talk: The New Rules of Real Estate, co-authors Spencer Rascoff and Stan Humphries, Zillow Group CEO and chief analytics officer respectively, explain how a neighborhood’s property values tend to improve when in the “halo” of an upmarket area. To predict the next hip community, look to the outer rings of an exclusive neighborhood’s halo. For example, within the nucleus of Boston’s halo, there’s Beacon Hill and Back Bay. Go a little further out and there’s the gentrified South End and Downtown areas. Pan out further and there’s East Boston, for which Zillow forecasts a 4.9 percent growth in home values by 2017. To push the halo, Nickel COLD TO suggests focusing on areas HOT with “good bones”—which means neighborhoods with older, architecturally interesting properties. “Property owners may not have been able to afford maintenance or renovation. So there’s work to be done, but the investment should be well worth it,” Nickel says.

WHAT’S IN A WORD?

The definition of “gentrification” is changing as quickly as America’s neighborhoods. For example, if you search online for “top hip neighborhoods” vs. “top gentrified neighborhoods,” you’ll likely get two distinct lists. So it’s a good idea to consider your buyer and choose your words carefully. “Gentrified” says affluent and upscale. “Hip,” or sometimes “hot,” says affordable neighborhood with an urban feel, good restaurants, a high walkability score and a multicultural, eclectic community.

Go Social At the 25th International World Wide Web Conference in Montreal, researchers from the University of Cambridge reported that social media apps may be the best way to predict up-and-coming neighborhoods. In 2010, researchers used Foursquare and Twitter data to define neighborhoods where Londoners and their friends often “checked in.” Five years later, researchers looked at 2010’s most popular neighborhoods, and they found that these communities were either on the road to or fully gentrified by 2015. Research highly reviewed COLD TO restaurants, music venues, HOT etc., on Yelp and places with a lot of check-ins on Foursquare. Your connections’ feeds on Twitter and Facebook may point to popular places as well. These answers could point to the next hip neighborhood.

To Market You Go

When Nickel spots a neighborhood leaning toward gentrification, she has two strategies for marketing herself as the REALTOR® who rules the area. Her first tactic is a direct mail newsletter that creates a refreshed

the cost of being hip REALTORS® looking to work with buyers in up-and-coming neighborhoods need to know about financing niches, explains Sandra Nickel, CRS, broker/owner of Sandra Nickel Hat Team, REALTORS® in Montgomery, Alabama. “Sometimes these neighborhoods make lenders nervous,” Nickel says. “You have to know which lenders have Community Reinvestment Act funds or are open to creating a similar program.”

neighborhood identity. “My goal is to let everyone know that they live and work in a great place. I interview residents and business owners, and focus on neighborhood news.” Nickel may also include a comparative market analysis of the community, which shows that she’s aware of the neighborhood’s sales activity. A second marketing tactic is to join the neighborhood association. “If there’s no association, I establish one,” Nickel stresses. “Most municipalities have a department of neighborhoods or planning that will support you.” Nickel enjoys farming hip neighborhoods and becoming the agent of choice in these communities, although there’s a caveat. “It’s not a market for anyone who wants to get rich quick. There’s often a long building process before a neighborhood officially hits hip status. But if you care as much about making a difference as Want to see how home making a living, these prices have neighborhoods are fluctuated in your area and your ideal market.”

look for “halo effect” zip codes? Go to TRSmag.com.

Donna Shryer is a freelance writer based in Chicago.

Nickel also suggests becoming familiar with programs like FHA 203(k), municipality-sponsored incentives and tax credits. “Properties in areas that are beginning to turn around are often in sad condition. And the young people most attracted to these neighborhoods don’t have the money for major rehab projects,” she says. “So you have to get these buyers in with a minimum down payment and then help them find ways to finance improvements.”

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[window of opportunity]

strategies to grow your business

open

FOR BUSINESS

The reports of the death of open houses have been greatly exaggerated. Here’s how to make your next one a success.

By Gwen Moran

 BY THE NUMBER S

Only

of sellers “never” expect an open house to be part of their housing sales strategy. Source: RISMedia

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Are open houses still worth the effort? A 2015 RISMedia survey of real estate professionals found that 56 percent of respondents called open houses “pointless.” But before you ditch the signs in your trunk, consider this: Fully 44 percent of respondents said they’re still important and 76 percent said that customers “frequently” or “always” expect them. Sixty-two percent of respondents host between one and three open houses per month. Of course, if you’re going to spend the time planning and hosting an open house, the investment must pay off, says Marlene S. Giles, CRS, associate broker with RE/MAX 1st Olympic in Lynchburg, Virginia. Giles has had regular success with open houses because they offer an opportunity to give the prospective buyer an intimate view of the home and show off its features.

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“If you show them a patio or a nice porch and say, ‘Wouldn’t this be a nice place to sit and read,’ they can begin to picture themselves on the porch,” she says. That’s a powerful dynamic. The key to success is a mix of tried-and-true tactics and some creative and technological touches to get the best results.

Open House Preparation

In the tight Southern California South Bay market where Susan Nielsen, CRS, a sales agent with The Real Estate Group in Torrance, California, does business, the average time a home is on the market is just five days. So open houses give her an opportunity to get many buyers through the door quickly the first weekend after she lands the listing. She also takes advantage of the open house to farm the neighborhood, giving away flyers and meeting people who might become future clients. She typically places a sign rider on the home’s “For Sale” sign as much as a week in advance.

Directional flag signs work well, she says. Both Nielsen and Giles put their open houses in the home’s Multiple Listing Service (MLS) listing. Giles advertises in the local newspaper the weekend of the event, as well. Michael Selvaggio, CRS, broker/owner of Delaware Homes Inc., in Townsend, Delaware, recommends in his webinar, “The Perfect Open House,” a longer lead time. Roughly two weeks ahead of time, he suggests creating a postcard mailing of roughly 50 to 100 pieces to prospects and possible referral sources. If you want to reach a larger audience in the area, go to the U.S. Postal Service’s “Every Door Direct” service on its website and select an area, and you can get all of the addresses for that region. Demographic tools on the site let you select various audience features such as age and income.

Add Tech Touches

Email is another important tool to help generate results. Send a blast out to appropriate members of your database. When sending an email to other REALTORS®, Selvaggio suggests adding the price to the subject line, which will immediately grab the attention of those who have clients searching for homes in that price range, he says. Nielsen also uses Facebook to keep in touch with her network and share open house information. Instagram is another good tool for promoting open houses. Social sharing may help jog the memory of someone who has a contact interested in buying or selling, she says. Real estate marketing consultant David Fleming, principal of PACE Communications Group in Boston, recommends to his REALTOR® clients that they promote their open houses like they would promote an event. Today, that includes multimedia components. Facebook Live or Periscope can be useful tools to live stream the event. Fleming suggests promoting and hosting a live-stream, question-and-answer session

about the home for 30 to 60 minutes before the open house starts. That will allow people to check in with questions and will “tease” the open house, drawing interest from prospective buyers. Don’t give too much away—you don’t want it to substitute for an in-person walk-through—but show a few of the home’s nicer features and answer questions. Be sure to promote the live-stream through email and social media leading up to the event.

BY THE NUMBER S The number of open houses held per month by agents, according to a RISMedia survey:

4% 7+ 10% 4-6 24% none

62 % 1-3

Following Up

Much of the success of any open house lies in the follow-up. Be sure that you have a method of capturing information from the people who attend the open house, Nielsen says. Giles has a sign-in sheet and calls contacts within a day or two after the open house. She also works closely with mortgage brokers who can create financing sheets on the home so buyers can see what their payments might be and understand what they can afford. Use the open house as an opportunity to get additional photographs or video of the property when it looks its best and share those on social media and YouTube, and with your email list. Nielsen also follows up with neighbors who stopped by to continue the conversation with them. After all, you never know when they might be ready to sell or know someone who is in the market to buy. Open houses can be a valuable selling tool in many markets. Think creatively about how to promote the event beforehand and folPromote your open houses for greatest success. Here are four no- or low-cost tools that can help. low up afterward to ÄÄ Moo (moo.com): Low-cost, four-color custom printing, including flyers and postcards. reap the best rewards ÄÄ Facebook Live (apps.facebook.com/livestream): Live-stream part of your open for your efforts. house or hold a pre-open house question and answer session. ÄÄ U.S. Postal Service Every Door Direct (eddm.usps.com): Get all of the addresses in the Gwen Moran is a freelance area of your open house, and filter them by age, income and other demographics. writer based in Wall ÄÄ Canva (canva.com): Free flyer design program. Township, New Jersey.

OPEN LINES OF COMMUNICATION

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For more information on using Facebook Live, including for open houses, download the webinar 5 Secrets to Maximizing Facebook Live for Realtors at CRS.com.

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Jan Feb

Keller Williams Realty/North Central, Leominster, Massachusetts

[peer to peer]

profiles of people to watch

What is interesting or challenging about your market? Here in North Central Massachusetts, our average home sale is around $200,000 to $225,000, so I would call that a mid- to lower-mid price-point market. We service sellers at price points between $100,000 and $400,000. We are suffering from a shortage of inventory right now, which makes it a seller’s market. Our team supports both buyers and sellers—95 to 97 percent of my transactions are on the sell side, while my team does more than 80 percent of its business on the buy side. How has being a CRS changed how you do business? I became a CRS in 2011. I was attracted to CRS because I found that the agents who were at the top of their game across the country were CRS Designees. They had the best business models and were really committed to professional involvement. I also picked up some great resources, like the CRS Your Home newsletter, which we use as a base template to mail to roughly 1,000 of our past clients, and it really translates into substantial conversions.

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How do you stay involved with CRS? I’m the team leader for the Northeast Region of CRS [MA, NH and VT], and right now we’re focusing on bringing education to our members. We just had a CRS 204 class with Chris Bird on agents making their own investments in real estate and using their profits to develop a retirement portfolio. I’m happy to report that the class sold out. A high percentage of attendees were not CRS Designees, and we are hoping that this will help to attract them to the CRS Designation. How do you approach marketing your services? Historically, our strongest business has been from past clients. We get great referrals from clients who know our reputation, and they are happy to recommend us to their friends and family. We stay anchored to these clients through ongoing communications, such as the CRS newsletters, as well as with calendars, sports schedules and so on. We touch base after each transaction to say congratulations and to make sure that everything went well, and we have a schedule for check-ins and anniversary cards. We want to be each client’s lifelong REALTOR® as they upsize, downsize or just buy a condo to get the kid out of their basement!

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Is all contact through print and mail? No, we have electronic touch points as well. Our administrative staff is responsible for our blog and Facebook feed, as well as delivering content “ The best new practice through email. Our inside sales associates work with a we re seeing is a shift to third-party, lead-generation a team system. It allows company, Commissions Inc., to bring leads into a central us to focus on real estate portal, which allows us to at a new level.” reach out within five minutes of receiving a lead. This thirdparty solution allows us to In what other ways What advice would maximize response rates and are you responding you share with your positively affect profitability. to how buyers and fellow CRSs? sellers approach It all comes back to the fact Are you moving home sales these that there is no one best more of your client days? way to connect with a client. interactions to The best new practice we’re Agents need a multifaceted electronic media? seeing is a shift to a team approach to client manageI feel that our job is to mesh system. It allows us to ment, including a blend of live the high efficiency of tech focus on real estate at a events, online deliveries and with a high level of customer new level. We use licensed hard mailings. Print is making service. If you try to use administrators for transaca resurgence, it feels new only one way of working with tion management and back again—it’s “retro but new.” clients, you risk breaking office support, and licensed Sending a handwritten note rapport with more traditional showing assistants to walk through the USPS is now a customers, for example, who clients through homes, which great way to reach out. aren’t using tech at all. Overfrees up our listing and buyer My No. 1 hope for my lay just enough tech while agents to spend more time fellow Designees is to realize honoring the comfort level of concentrating on critical that the CRS Designation is each client so that you can aspects of transactions for not static. It’s not a check get the best result for them. their clients. box, it’s a lifestyle—a way For instance, it’s efficient for We have to make the client to engage with like-minded me to have all the listing data experience perfect. They all professionals. The spirit and on my iPad, but that way of have different needs and styles, goal of CRS is to learn and working might move too fast and we strive to make that grow, and expand personally for a given client. It’s better experience perfect consistently. and professionally. to have a traditional hardcopy Kurt Thompson achieved his CRS Designation book for that person. One size in 2011. He can be reached at 978-860-3623 or kurt@homesjustforyou.com. does not fit all.

Photo: Tracy Powell

KURT THOMPSON, CRS

Kurt Thompson, CRS, and “The HomesJustForYou Team.” Left to right: Allison Copp, Elise Martin, Jeannie Murawski, Kurt Thompson, John DuPont,Wiley Cordone, Diane Guercio. Not pictured are Jennifer Guercio, Jasmine Wilder and Jordan McCormack.

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Candid

Leigh

Speaking 2017 CRS President Leigh Brown engages with members to build the future of CRS.



Leigh Brown began her career in real estate in 2000 and quickly rose to be a leader in the field. In 2003, she started her own RE/MAX franchise and it was then that her passion for the business was ignited. Since 2007, she has been recognized by RE/MAX as Platinum, Chairman and Diamond Club. In 2010, Leigh was inducted into the RE/MAX Hall of Fame, in 2011 she received the prestigious RE/MAX Lifetime Achievement award and in 2013 she was named the North Carolina CRS of the Year. Her top-producing team excels at what they do and in 2014 and 2015 they were named to the Top 200 list of Real Estate Teams by The Wall Street Journal/Real Trends and also to the list of RE/MAX Top 100 Worldwide. In addition to being an inspirational speaker and a “tried-and-true, in the trenches” REALTOR®, Leigh also gives of her time to multiple charitable organizations. She has served as a Board member and Board director for Habitat for Humanity (Cabarrus County), she consistently volunteers for Meals on Wheels, and she is an elder and Sunday school teacher at her church.

Photos: Mike Anderson

How did you get started in real estate?

Initially, I didn’t want to be a REALTOR®. My dad had been in real estate since 1978. Growing up, I had to go to open houses with him, but it just wasn’t my thing. When I was 25 and had already worked three jobs after college, I told my dad I was coming home to practice real estate with him. I joined him as a buyer agent and I spent the first few months organizing and cleaning up his business.

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council counsel

“ I require all my team members to earn the CRS Designation because when I get a referral from an agent in another state, I need the referring agent to know they re going to get somebody who s highly trained, educated and understands the highest level of real estate.” Why did you initially join CRS and earn your CRS Designation?

Your team members are all CRS members. Why did you encourage them to get their CRS Designation?

I require all my team members to earn the CRS Designation because when I get a referral from an agent in another state, I need the referring agent to know they’re going to get somebody who’s highly trained, educated and understands the highest level of real estate. It makes my agents better agents. Also, if they ever leave to go off on their own, I want them to have the best tools for success. I believe that one of my jobs as a team leader is to develop better agents in the industry.

You are involved in a lot of different aspects of real estate. What do you enjoy the most and why?

Right now in my career I enjoy the training and speaking aspects the most—primarily because I want to do more than listing and selling houses. I still love that, but I need new challenges. I started speaking in 2011 and that’s given me an opportunity to give back to the industry. CRS has this amazing connectivity in the network that some of our members don’t even know we have, which is a goal I’ll be focusing on.

Do you have a real estate philosophy that motivates you?

To continuously improve real estate. My team is very focused on how to provide better experiences for buyers and sellers so they are more professional and consistent. I also believe

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Photo: Mike Anderson

I joined CRS because my dad told me it was the most important designation. In 2003, I flew to Las Vegas with a friend of mine to attend their Pro Act program and we earned our CRS Designations at the same time.

we need to improve the industry from a higher level. I volunteer and speak to other REALTORS® to help them see the way to professionalism and better education. One of our challenges is that there’s a large population of agents who aren’t familiar with the CRS Designation. I want them to understand that CRS is different and that it’s not only an education, it’s the best networking as well.

How do you see the real estate industry and the REALTOR®’s role changing in the future?

I think it will come along the lines of how brokerages are treated from a tax standpoint. We’ll see a transition from 1099 status to W2 status in the near future. CRS brokers and team leaders can be on the forefront of this, and be true leaders in the industry and in their local communities. Our role won’t change. We still play a very important part in the consumer’s transaction because real estate is a “minefield.” I tell my clients that I’m there to help them navigate the “minefield” of real estate.

If there’s one thing a REALTOR® could do today to make their business more successful, what would it be?

You have to learn to adapt and define your value in the marketplace. REALTORS® need to adapt as the brokerage model shifts and as technology continues to get smarter through

council counsel

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the use of artificial intelligence, which is the next big wave hitting the business.

Tell us about your charity work with Habitat for Humanity and Meals on Wheels. I love Habitat for Humanity because it fits my giving philosophy. When you meet these homeowners, you really stay connected to what homeownership means to a first-time buyer. In real estate, older people are my favorites. Meals on Wheels primarily delivers to the elderly who do not have the finances or ability to take care of themselves. My kids go with me to do Meals on Wheels and it’s changed their perspective. Many REALTORS® do more than listings, showings, etc. They just don’t talk about it. I’m trying to encourage the use of the hashtag #morethanhouses to drive home the point that CRS agents are doing good work in their communities.

I want to hear from all CRS members who are not currently engaged! All of the 32,000+ CRS members have something exciting they’re doing that they can share. Our network is already powerful with a small percentage of our members participating, so I can only imagine how engaging it will be when we find a way to get every single member involved. My other advice is to put your picture in the CRS Referral Network. I’m not kidding. I won’t refer to an agent without one.

What do you see as the future of CRS?

The future of CRS is strong, if we remain unafraid of change. We’ve made a lot of good changes in the last couple of years regarding our internal and chapter structure in an effort to get more members engaged and involved.

You’re very involved in RPAC. Do you see that influencing your vision for CRS?

Absolutely. I want to build bridges between the education CRS provides and the REALTOR® party side, working on community involvement and being an advocate within our communities. It’s more than giving money to politicians. Those dollars help build real opportunities for involvement and advocacy. I believe that there’s a natural marriage between the experienced CRS REALTOR® who is a top producer, and the REALTOR® party. I would like to see more of our CRS members become Share the good you do in Major Investors. We can stand shoulyour community using the #morethanhouses hashtag der to shoulder and protect property or the work you’re doing rights for residential homeowners. with CRS with the #onehour hashtag. You could be featured There’s so much opportunity there in an upcoming issue of TRS. and I’m really excited about it.

Photo: Mike Anderson

What advice would you give to members so they can get the most out of their CRS membership?

ASK NOT WHAT YOUR COUNCIL CAN DO FOR YOU… To Leigh Brown, serving her association is a two-way street. Here’s what she expects from CRS members, in her own words: Everything about what I want to do in my leadership is to get more Members engaged. A big thing I discussed at my installation and will continue to emphasize throughout my year as CRS president is that I will be asking all CRSs for one hour. The 32,000+ CRS members could contribute one hour in many ways, including the following: ÄÄ Help organize a local networking group. ÄÄ Go to a local networking group. ÄÄ Work on your state leadership team because you love networking across your state. ÄÄ Provide an idea for social media for CRS. ÄÄ Develop videos for CRS and share some of your tips and tricks. ÄÄ Attend the mid-year meetings because you’ve never done that before. ÄÄ Attend the NAR annual meeting. ÄÄ Attend a class or take an extra webinar. If all 32,000+ CRS Members just give one hour to the organization in 2017, we’ll have a stronger voice and more strength in our network. I urge everyone to use the hashtag #onehour to get the word out and contribute their time. Most importantly, we would draw REALTORS® to us who have never met us before and help them change their businesses for the better.

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HabitFormıng

Habits Tip the odds in your favor with 7 top daily routines from successful REALTORS®. By Donna Shryer

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practice

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

Ask successful REALTORS® what’s in their secret sauce and the tips most often mentioned won’t likely elicit OMGs. Instead, says David Brenton, CRS, broker/ owner, David Brenton’s Team in Indianapolis, “Mundane things are the backbone of success. It’s the daily tasks that keep you on track to accomplish much bigger goals.” With that insight, let’s examine how several successful REALTORS® define their least-glamorous but most-effective daily habits, practices and routines.

Successful business people live by the same 24-hour clock as everyone else, although they often share a habit that is not universal: they are committed to an early-morning routine. Apple CEO Tim Cook is firing off emails by 4:30 a.m.; Vogue editor Anna Wintour slams tennis balls around 5:45 a.m.; and Daniel Del Real, CRS, broker associate with PMZ Real Estate in Modesto, California, is biking or running by 4:30 a.m.

“I do Ironman triathlons, which take a lot of training. I’m at it by 4:30 a.m., fully present and intentional with my training,” Del Real says. “So, when I sit down to eat breakfast with my kids or I’m showing a property later that afternoon, I don’t worry about training. I already won that part of my day.” Does the early riser really catch the worm? According to a study conducted at the University of Education in Heidelberg, Germany, early risers tend to anticipate problems better, think proactively and achieve greater career success. BY THE NUMBER S

An Engaging Thought

“In terms of daily habits, one of the most important things you can do is delegate,” Del Real says. “Find people who do things better than you and let them do their job.” Dayton Schrader, CRS, broker associate, The Schrader Group, RE/MAX Associates in San Antonio, is also a big fan of delegating, although he emphasizes that building a trustworthy team takes time. “My team has great chemistry. I don’t want to jeopardize that, so our hiring process is intentional and we take our time,” Schrader says.

Building a team is part one. The second part is learning to let go and trust your team, says Laura Harris-Hodges, CRS, REALTOR®/broker, Coldwell Banker Tomlinson Associated Brokers in Kennewick, Washington. “I have the most amazing people helping me, but it took me a long time to step aside and let everyone do their job. I always thought my way was the best way, but I finally realized that my assistant may not do things exactly as I would, but that doesn’t mean she’s wrong. Sometimes her way is better!”

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of Americans would feel better and more prepared for the day with an extra hour of sleep. And a recent study showed that people who monitored their smartphones for business reasons after 9 p.m. were more tired and less engaged the next day at work.

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Sources: The Better Sleep Council; the America insomnia survey, Sleep

Good Morning

perfect practice

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Now You’re Talking!

Successful REALTORS® share a penchant for team communication. One way to go is with “an open-door policy,” which is a nice sound bite, but not everyone will make time to cross your threshold. Another way to go is with routine meetings. That’s how Misty Soldwisch, CRS, broker/owner, The Misty SOLDwisch Home Selling Team at RE/MAX Innovations in West Des Moines, Iowa, keeps communication flowing with her staff of 11. “My daily routine is more about helping my team set their routines,” Soldwisch says. “Everyone needs to understand what’s expected of them and how we can help each other.” Soldwisch’s meetings include a daily, fullteam, 15-minute, morning phone huddle; a weekly, 90-minute meeting with the entire team; a bi-weekly 30-minute meeting where team members role-play to work through challenges; and a weekly, 30-minute, one-on-one meeting with each salesperson. Brenton, too, is a strong believer in routine team meetings. “Done consistently, you create a team environment where everyone is accountable. That helps everyone be more productive than they ever were—or could be—individually.”

Power Down

Arianna Huffington, co-founder and editor-in-chief of The Huffington Post, has a ritual when her day officially ends: she turns off all electronic devices. For some, powering down is easier said than done, but Schrader urges every REALTOR® to give it a try. It’s a daily habit that makes staying present in the moment more effective. “I may finish my last call as I pull into the driveway, but when I hit the button to open the garage door, my workday is done,” Schrader says.

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Sharp Focus

While it’s not something you can plug into a calendar, one daily practice that many successful REALTORS® subscribe to is being present in the moment. Schrader attributes much of his professional success to this philosophy, from acknowledging the day by updating his voicemail message every morning to focusing on what he calls the Seven Boxes of Life—personal time, health, relationships, friendships, spirituality, money and work. He may not always give every box the same amount of time, but among the 1,440 minutes in a day, each box gets at least some time. “If the only thing you focus on is work, you’re going to burn out,” Schrader says. Being present helps you give the best you have to that moment, Del Real adds. “Too many people are at work feeling guilty about not being with their family, or they’re with the family but worried about not doing work. You end up doing nothing well.”

perfect practice

Building Blocks

Be Passionate

Many forward-thinking business persons are diligent about creating a good, old-fashioned, daily to-do list. Over in Mechanicsburg, Pennsylvania, jotting down the day’s tasks is just the beginning for Robert Hoobler, CRS, associate broker, RE/MAX 1st Advantage. “I triage my to-do list all day. Some things move to tomorrow’s list and other things move up the list. Re-prioritizing throughout the day is a huge part of my overall success.” Hoobler is on to something. In fact, it has a name—the Zeignarik effect, which refers to the psychological tendency humans have to remember uncompleted or interrupted tasks

For his book The 8 Traits Successful People Have in Common, Richard St. John interviewed more than 500 highly successful people. After close examination, he discovered that the top trait was a passion for what they did. Del Real agrees, although before finding his bliss, there were a few false starts. “I used to cast a wide net over a huge database, contacting everyone but connecting with no one. It wasn’t a

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better than completed tasks. By triaging your to-do list, it’s more likely that you’ll head home with no nagging worries about what’s not done. In addition to re-prioritizing, clustering like-minded to-do tasks is another daily habit shared by many successful REALTORS®. Stacey Hennessey, CRS, broker associate, with CENTURY 21 Ace Realty, in Appleton, Wisconsin, explains: “If I have a 9 a.m. appointment, I try to build off that when the next person calls for an appointment. When I cluster meetings, let’s say in the morning, that gives me a solid block of uninterrupted time in the afternoon to tackle something else. It keeps my mind focused.”

successful business strategy,” Del Real recalls. “Now I spend the same amount of time building business relationships with a smaller, targeted group. I enjoy pouring my energy into it—and the phone can’t help but ring.” Passion also drives Hennessey, whose phone is on from 7 a.m. to 9 p.m., seven days a week. “I always answer the phone,” she says. “If I can’t at that moment, I call back as soon as I’m able.” While some might see Hennessey

as a workaholic, she has a different opinion. “I love helping people,” she says. “That’s what makes it all worthwhile.” It’s a viewpoint that perfectly complements what St. John writes in his book, “Do what successful people do and follow your heart, not your wallet. In the end, your wallet will be happy Make learning you did.”

a weekly habit by checking out our webinars at CRS.com.

Donna Shryer is a freelance writer based in Chicago.

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By Daniel Rome Levine



While the overall number of first-time homebuyers continues to decline, one segment of the population is bucking the trend. Young people ranging in age from their late teens to mid30s, known as millennials, are the largest and fastest growing group of homebuyers, according to the National Association of

REALTORS® (NAR). Instead of converted industrial spaces and hip coffee shops in city centers, these young people are opting instead for older single-family homes with manicured lawns and soccer leagues in the suburbs. The median age of millennials, 30, is the driving force behind this trend. “This is typically the time in life where one settles down to marry and raise a family,” says Lawrence Yun, NAR’s chief economist.

And these buyers are choosing the suburbs over the city, he adds, because of a shortage of condos in urban centers fitting their entrylevel price range. “Affordability pressures make buying in the city extremely difficult for most young households,” he says. “Even if an urban setting is where they’d like to buy their first home, the need for more space at an affordable price is for the most part pushing their search further out.”

TREND

What are the latest trends among buyers and sellers? Top of the list:

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points

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Millennial Market

Being knowledgeable about trends that are shaping the decisions of homebuyers and sellers offers unique insight into what is driving these people and can give you an edge in gaining their business and trust. Knowing what types of homes and in what areas people in different age groups are gravitating toward, for instance, can make you a more valuable and an indispensable adviser to clients. To find out about the latest trends among buyers and sellers, The Residential Specialist examined numerous surveys, reports and other data and spoke to REALTORS® to learn what they are seeing. While millennials are having a big impact on the market now, their influence will grow even more dramatically in coming years, according to experts. A report by Goldman Sachs, “Millennials: Coming of Age,” points out that at 92 million young people strong, millennials represent the largest generation in history, even bigger than baby boomers. And while many of them are choosing to live at home longer with their parents, they clearly yearn to leave the nest one day. The report points out that a whopping 93 percent of millennial renters surveyed say they want to own a home at some point down the road. When they do? “Their sheer size … could lead to a surge in homes sales,” concludes the report.

SETTERS

millennials are moving, and it’s not to the city centers …

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ACROSS THE COUNTRY, THE NUMBER OF HOMES FOR SALE IS 9 PERCENT LOWER THAN IT WAS IN 2015, AND IN 31 OF THE 34 LARGEST MARKETS, THERE ARE FEWER HOMES FOR SALE THAN LAST YEAR. One Big, Happy Family

At the other end of the demographic spectrum, the percentage of people buying senior-related housing, as tracked by the NAR’s annual Profile of Home Buyers and Sellers survey, increased to 14 percent in 2015, up from 11 percent in 2010 when this segment of the population was first tracked for the report. And children of older parents were also looking after mom and dad and wanting to keep them closer to their families. The same survey found that 13 percent of homebuyers purchased a home that could be shared by multiple generations so they could take care of aging parents and children over 18 who are moving back home.

The “Missing Link”

One of the more alarming trends uncovered in the NAR survey is the continuing and persistent decline in first-time homebuyers. Yun calls it “the housing recovery’s missing link.” At 32 percent of all buyers in 2015, this is the lowest number of first-time buyers since 1987 when it stood at 30 percent, and the second-lowest share since the survey was first taken in 1981. Historically, first-time buyers should represent about 40 percent of the overall buyer pie, according to NAR. With record-low interest rates, an improving economy and increasing rents, one would think the landscape would be ideal for

BY THE NUMBER S

Source: 2016 NAR Home Buyer and Seller Generational Trends study

Largest generational groups of recent homebuyers:

Millennials

Baby boomers

Generation X

Townhomes/ row houses

Types of homes purchased:

Previously owned homes

Detached single-family homes

35 % 31 % 26 % 84 % Jan Feb

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Source: 2015 NAR Profile of Home Buyers and Sellers

big trenders

83%

New homes

16 %

Other

10 %

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Smaller Is Better

first-time buyers. But Yun points out there are significant obstacles hindering them. Among them, those same high rents cut into the amount they can save for a down payment. Also, home prices are rising in many markets because of high demand coupled with tight inventory. Across the U.S., the number of homes for sale is 9 percent lower than it was in 2015, and in 31 of the 34 largest markets, there are fewer homes for sale than last year, according to Zillow. It is also still proving tough for some to get a mortgage. Many potential first-time buyers also report being saddled with high levels of debt that make it difficult to save for a down payment.

Married couples who have an average annual household income of $108,600 represent the biggest share of buyers, 67 percent, in the NAR survey. Amy Kite, CRS, with Keller Williams Realty Infinity, has been helping many clients just like these buy and sell houses throughout the greater Chicago area for nearly a decade. The biggest trend she is observing? Smaller is better. “People are absolutely buying smaller houses today,” she says of the trend she first noticed about a year and a half ago. “They want something that is more manageable, and easier to clean and take care of. They don’t want to be a slave to their house and the land, and everything else that comes with a big property.” Earlier this year, she worked with a couple who had three children, ranging in age from 7 to 15. The family had spent 10 years in their 4,000-square-foot home, and even though they still had a house full of kids, they were ready to downsize. Kite found them a 2,800-square-foot home in the same

school district with property taxes 40 percent lower than what they had been paying. “They just wanted to be able to enjoy life a little more and they found that all the money was going into the house,” says Kite. “With their smaller home, they can expect to have another vacation or two every year.” Kite’s awareness of the trend of buyers seeking smaller homes enabled her to serve her clients faster and get a quick jump on finding them just the right property. Being knowledgeable and up to date on market trends will enable you to serve your clients more effectively, and that will not only give you an edge over competitors, but it will make you an indispensable partner for buyers and sellers in your market. Daniel Rome Levine is a freelance writer based in Wilmette, Illinois.

“ People are absolutely buying smaller houses today. They want something that is more manageable, and easier to clean and take care of. They don t want to be a slave to their house and the land, and everything else that comes with a big property.” — Amy Kite, CRS How long sellers lived in their homes before selling, by age:

18 to 34 years old

35 to 44 years old

45 to 54 years old

years

5 8

55 to 64 years old

13 years

65 to 74 years old

12 years

75 years or older

18 years

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Sellers surveyed for the 2015 NAR Profile of Home Buyers and Sellers reported favorable market conditions where they received 98 percent of their asking price and typically sold their homes within four weeks. The typical home purchased was 1,900 square feet, had three bedrooms and two baths, and was built in 1991.

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rkâ&#x20AC;&#x201D; â&#x20AC;&#x2122;s o w ck to ew Year a b t o ge 2017 N ate the t e m Ti re our to elev a here solutionsfession. re pro in Jan Feb

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v id y Da

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trade

winds

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A new year has arrived and so, too, the call for New Year’s resolutions. In addition to shedding a few pounds, spending more time with family and closing a few more transactions, is there perhaps room on the 2017 resolutions list for a few ideas to improve the real estate sales profession as a whole? Some CRS members thought so and shared their ideas for elevating the profession in 2017. Here they are:

RESOLUTION

ONE

We will say “no” to representations that would force us to compromise our professional standards.

An example is refusing to represent or show clients properties that have not been properly prepared. Carpet stains or undue messes do not improve the image of the profession, says Shawn Cunningham, CRS, founder of Las Vegas,

Nevada-based Cunningham Group Real Estate Sales. “I see homes regularly like this, and while I understand some people have challenging situations, as an agent, I have turned away clients in these situations,” Cunningham says.

RESOLUTION TWO The threat is not just the danger that marginal professionals will botch a particular deal, but also that they will erode client opinion of the profession and of the services being provided, and thereby open the door for other types of competitors, be it Redfin, Uber or others, to displace real estate professionals in the minds of consumers, Cunningham says. “If you are an agent in the field for many years who is knowledgeable, you must aid the agents who are less experienced to get to the closing table without liability or issue,” says Shawn Heck,

We will help lessaccomplished real estate professionals improve their tradecraft.

CRS, an associate broker at Houma, Louisiana-based Heck Realty Inc. “My resolution for this situation has been to get involved with my local board and teach classes for new agents on business etiquette and protocol, as well as training them on our MLS system.” She is not alone in providing training efforts. “My office [John L. Scott] offers weekly classes to all agents covering forms, legal issues and technology applications,” says Scott Lewis, CRS, a broker in Ashland, Oregon.

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RESOLUTION

THREE We will push

for structural reforms to improve professionalism and the profession s image.

Many call for improvements to the image of the industry and for steps to move it in the direction of professions like law and accounting by requiring more formal training and higher licensing standards. “The answer always starts with the question concerning whether the state requirements to obtain a license are too low and does the bar need to be higher,” says Cynthia S. Joachim, CRS, a Gulfport, Mississippi-based broker associate at Coldwell Banker Alfonso Realty, Inc. “Requirements vary from state to state, and there is no doubt that some states have fewer requirements than others and vice versa. There will be no way to equalize that without the regulators getting on board with stricter licensing requirements being recommended and the license law model reflecting that.” Many survey respondents also call for more formal education and credentialing. “It’s my understanding that in many states, the requirements for obtaining a real estate license are very minor: a high school diploma and pre-licensing class that you can sometimes take totally online, which can contain information that is not often needed in the day-to-day practice of our industry,” says Nancy Metcalf, CRS, a REALTOR® at Coldwell Banker Pacific Properties in Honolulu, Hawaii. “Perhaps stricter pre-licensing requirements would decrease the number of people doing it as a hobby, or part-time, or because they think it’s easy money.”

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RESOL UTION FOUR

We will hold each other accountable and build in financial consequences to transactions to help ensure high professional standards.

“Sellers and listing agents should discuss the seller/buyer agent experience during the listing presentation,” says Clint Freeman, CRS, a broker associate at Ridgecrest, Californiabased Coldwell Banker Best Realty. “The seller and seller agent can write and sign a document that states

what is expected of them and the future buyer’s agent. The buyer agent’s commission will be set, but will also be based upon the work that is expected, performed and agreed to. REALTOR® behavior will change only when it begins to hit the pocketbook.”

RESOLUTION FIVE We will run our real estate practices as businesses rather than as personal endeavors. This goal seeks to infuse professional, business-like practices and systems that one expects of any well-functioning business into real estate practices. “Experienced and successful companies create business plans that span at least five, 10 or 20 years into the future,” notes Rob Mygatt, CRS, a Colorado broker associate and co-founder of Elevate Transition Programs (www.elevatetransitions.com), which provides training for real estate professionals on good business practices. Selectivity can also be key, adds Laureen Kennedy, CRS, a sales associate at Coldwell Banker Residential Brokerage in Cheshire, Connecticut. “Agents need to treat their business as a business and not take on deals that are not profitable, spend too much on paying for leads, and take on every buyer or seller,” Kennedy says.

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RESOLUTION SIX

We will continue to learn and grow. In addition to educating those who need more basic training, for advanced practitioners, such as CRS holders, a key is rejecting hubris and a belief one knows all. Instead, it’s important to recognize that there is always more to learn and carve out the time to learn more in key areas, Cunningham says.

RESOLUTION

CRSs enjoy the benefits of networking opportunities at the annual Sell-a-bration® conference.

SEVEN

RESOL UTION

We will encourage others to join and promote CRS.

One of the most effective methods that can improve the profession is to encourage more real estate professionals to attain the CRS designation and to adopt its standards, says Matt Meister, CRS, associate broker, Coldwell Banker Town & Country Realty of Kearney, Nebraska, 2014 President of the Nebraska REALTORS® Association and a former board member of NAR’s National Professional Standards Committee. “Among

real estate associations, CRS does the best job of promoting competence, including an image of real estate professionals as highly professional and following through with teaching and training people to be the best they can be,” Meister says. I am a huge believer in the organization and what it stands for. If every REALTOR® got a CRS designation, we would not have an image problem.”

EIGHT

We resolve to recognize and do our part to combat substandard dayto-day practices. CRS members say there is no shortage of areas for improvement. Substandard practices that many said should be high on the abolition list include the following: ÄÄFlakiness—Failure to speedily return calls, show up at a prearranged time and keep promises. This can mean combating similar flaky behavior by clients, too. ÄÄIgnorance—A lack of knowledge regarding which forms to fill out and how to complete them was the most cited example. ÄÄSloppiness and laziness—One example is failing to ensure that marketing pictures are professional and accurately represent a property in a manner that clearly shows its strengths—including using high-quality, professional photos rather than smartphone photos—and practices that alert all that a professional marketer is at work, Cunningham notes. This also includes working with owners and tenants to make sure the property is in the best possible shape to be seen by potential buyers. ÄÄEtiquette—An example, Cunningham notes, is for both the listing agent and the home seller to step outside to give the potential buyer some thinking room. David Tobenkin is a freelance writer based in the Washington, D.C., metropolitan area.

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resources for learning & leisure

GOOD READS

AND MAY THE BEST IDEA win The man who landed a rover on Mars has learned a thing or two along the way about creativity. He shares it here. By Allan Fallow



Adam Steltzner is the Jet Propulsion Laboratory engineer who helped mastermind the Sky Crane landing system that gently deposited the Curiosity rover on THE RIGHT KIND Mars in August 2012. OF CRAZY But don’t expect A True Story of Teamwork, his memoir to be Leadership and Highwall-to-wall rocket Stakes Innovation science. The bulk by Adam Steltzner with of The Right Kind of William Patrick Crazy concerns itself Portfolio/Penguin with how to build, 246 pages, $27.99 lead or simply contribute to a winning team effort. Despite his status as a media darling—his Elvis haircut and ear

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piercings led NPR to dub him a “rock-and-roll” engineer—Steltzner stays focused here on the true stars of planetary exploration: people. Regularly reminding us that “engineers aren’t robots,” he takes pains to humanize the scientific process. When his team discovers a mission-jeopardizing navigation error just 72 hours before their spacecraft touches down on Mars, for example, Steltzner calmly assembles the “tiger team” needed to correct the craft’s center of navigation by three inches. “Had we just screwed the pooch,” Steltzner wonders, “or had we averted an ‘O-ring moment’ and saved the entire mission?” He uses the episode to ruminate on uncertain outcomes and unseen paths, and to explain why “an appreciation of the limits of your understanding [is] paramount … whether you are engineers building a spacecraft or developers working on the next big iPhone app.”

Overcoming Fear

Steltzner claims he wrote The Right Kind of Crazy to furnish “a fresh perspective on how leaders can successfully engage smart people to build challenging, high-stakes, innovative projects.” Yet rarely were the words “successful” or “engaging” applied to the youthful Steltzner. “I was not one of the math geniuses who carried a briefcase and won physics prizes in high school,” the author confesses. “My only good subject was theater, and instead of studying, I smoked pot, rode mountain bikes, chased girls and played gigs with my band. I had no real ambitions except perhaps to magically become Elvis Costello or Joe Jackson.” Steltzner may have come by his flair for the dramatic—which was essential in persuading NASA chief Mike Griffin to approve an unorthodox landing system for the Mars rover—from his mother, a former WAAC and beatnik who managed nightclubs in San Francisco and dated “influential female artists.”

mind-locking panic that you won’t His father’s legacy is cloudier. find one in time.” (Imagine your Perhaps because Steltzner senior product-debut date being dictated was an heir to the Schilling spice by celestial mechanics!) fortune, “he never showed much interest in earning a living,” his Embracing Curiosity son reflects. “Work meant strugSteltzner details his recipe for gle, struggle meant the possibility getting ahead in the chapter titled of failure, and failure was sim“Self-Authorization,” ruminating on ply unacceptable.” As the family the responsibility that every memfortune trickled away, the father ber of a team owes the collective descended into denial, despair and effort. He then pushes his definidrink—and the son rebelled by tion of individual contributions becoming “a human projectile”: even further: “You need to believe “At a very early age, I pursued you have the answer, and you need every form of physical recklessto give it to the team, even if you ness, from skateboarding in traffic only think you have the answer. to biking down steep mountain It is a form of leadership” (which roads at racecar speeds. I was the Steltzner later calls both “a sign of kid who climbed every fence and service” and “a gift to the group”). leapt off every ledge. In retrospect, Also worth a read is Steltzner’s I think I was trying to escape the fear that seemed to cage my father, take on bad vs. good decision makor to suspend it via an act of will ing: In the fear-based version, the and perhaps grab on to something sheer suspense of an open question real and true.” pressures an individual or group to But what the future JPL scientist embrace an imperfect solution; in often grabbed onto was thin air, its curiosity-based counterpart, we breaking 32 bones by the time he revel in that open question, pulling barely graduated from high school it apart and staving off a decision in Marin County, California. Propuntil the best one emerges. erty owners smeared axle grease If all that sounds hifalutin, on catwalks and fences to dissuade consider how down to Earth this him. But that only sharpened the orbital scientist can be when it appeal of tightrope-walking a comes to the people we work with 25-foot-high roofline peak. “Get off day in and day out. Indeed, it’s hard the roof, Adam!” became a neighto imagine a more enlightened borhood refrain—as did “Hello human-resource philosophy than again, Adam” every time he was the one this hard-boiled egghead readmitted to the local ER. espouses, almost in spite of himGood thing Steltzner survived self: “Sometimes you can’t get all his reckless adolescence, for The the way to loving the whole person, Right Kind of Crazy is a handy man- but maybe you can love the goofy way they show up in a bike helmet, ual for those in any field who want or the way they have those cat to unkink group dynamics, know when to suggest and when to insist, pictures all over their work space, or how they can’t help dreaming or simply get at the truth. His of solutions that appear off topic. approach to an engineering problem will be familiar to any manager Oddly enough, in time the love actually happens.” who has ever painted himself into Now that’s what I call the right a corner: “You have to stay calm, kind of crazy. hold on to the doubt, listen to the problem, and keep thinking Allan Fallow is a features editor in Washington, D.C. of solutions while avoiding the

YO U M I G H T A L S O L I K E …

THE DAILY STOIC by Ryan Holiday and Stephen Hanselman [Portfolio] 416 pages $ 16.02/hardcover Follow a year-long teaching of Stoic philosophy to gain valuable wisdom of how to live a better life. IN THE COMPANY OF WOMEN by Grace Bonney [Artisan] 360 pages $ 22.43/hardcover In this profile of over 100 creative women, entrepreneurs share their keys to success.

CLIENTS FIRST by Joseph & JoAnn Callaway [John Wiley & Sons, Inc.] 228 pages $ 21.95/hardcover

This New York Times bestseller explains in great detail the ‘Clients First’ principle written by CRS Designees Joseph and JoAnn Callaway that has helped them sell $1 billion in real estate over a 10-year period. All team members at Those Callaways real estate company follow this proven method that incorporates three key components: honesty, competence and caring. The lessons in the book are applicable to almost every aspect of client service.

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P R O BL E M S W I T H R E S O L U T I O N S

resources for learning & leisure



YO U M I G H T A L S O L I K E …

RELIABLE

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Nike Studio Wrap 4 Training Shoe

For workouts such as yoga, dance, barre and Pilates, the Nike Studio Wrap 4 Training Shoes are the perfect addition. The lightweight, breathable and flexible mesh provides a barefoot-like experience, but with added traction and support on indoor surfaces. They’re a nice alternative to working out in bare feet or socks.

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Jabra Sport Coach Special Edition Wireless Headphones

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Headphones are a necessity for many during workouts, but the Jabra Sport Coach Wireless Headphones will help make your workouts even better. The key feature is the TrackFit motion sensor that lets you connect to the Jabra Sport Life app to have an “in-ear coach.” It will count your reps, guide you through the circuit workout of your choice and track your progress. Plus, passive noise cancellation and enhanced bass will help you block out distractions and stay focused on your workout.

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Zepp Golf 2 3D Swing Analyzer

Any avid golfer can quickly improve their golf game with the Zepp Golf 2 3D Swing Analyzer and its companion app. It measures your club speed, hand speed, tempo, backswing length and more, and you can review your swing in 3-D on your iPhone or iPad. Instant analysis helps focus your training, and Smart Coach uses your data to personalize your training programs.

149.95

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CHARITY MILES charitymiles.org Pick a charity of your choice, and earn money for every mile you walk, run or bike.

FIT RADIO fitradio.com The pace-matching technology helps you find the perfect playlist for any workout.

inside

CRS news from the council

Meet the CRS officers for 2017.

HAIL TO THE

chiefs

Janelle Pfleiger, the 2016 CRS president, hands the gavel to Leigh Brown, who is sworn in as the 2017 CRS president.

The 2017 CRS officers were sworn in during an inauguration ceremony at the Council’s 2016 annual meetings in Orlando on Nov. 5, 2016. Leigh Brown, CRS, Gary Williams, CRS, and Michael Burkhard were installed as president, president-elect and first vice president, respectively. President Leigh Brown is a broker/owner with RE/MAX Executive Realty in Charlotte, North Carolina. Brown is a third-generation REALTOR® and has been active in real estate for over 13 years. She earned her designation in 2003 and also holds ABR, CIPS and SRES designations. Brown has served in numerous leadership positions at the local, state and national levels. President-elect Gary Williams is a sales agent at Coldwell Banker Burnet Realty in Edina, Minnesota, has been a CRS since 1997 and was CRS of the Year in 2007. Williams has been in real estate in his native Twin Cities area for 28 years. He has several designations alongside his CRS, including ABR, GRI and SRES.

Michael Burkhard, CRS, and Gary Wiliams, CRS, were sworn in as first vice president and president-elect.

The 2017 CRS board gathers on stage at the Inaugural in Orlando, Florida.

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He has been actively involved in state and national CRS leadership. First Vice President Michael Burkhard is managing broker at Bray Real Estate, Grand Junction, Colorado. He is the past president of the Colorado CRS and past MLS chairman of the Grand Junction Area REALTOR® Association. Mike was the Grand Junction Area REALTOR® Association’s REALTOR® of the Year in 2011 and CRS of the Year in 2010. He was the Omega Tau Rho National Association of REALTORS® Medallion of Service recipient in 2011. New board members include Shawn Cunningham, CRS, broker associate, RE/MAX Advantage in Las Vegas; Stephen Stewart, CRS, broker associate, Edina Realty in Edina, Minnesota; Michael Selvaggio, CRS, broker/owner, Delaware Homes, Inc. in Townsend, Delaware; Mark Shepherd, CRS, broker/owner RE/MAX Unlimited in Layton, Utah; Vinnie Tracey, CRS, VP, United Trading LLC in Denver, Colorado; and Lana Vukovljak, CRS CEO.

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CRS news from the council

WINNERS’ CIRCLE And the President’s Award goes to ...

Denny Wood, CRS, a broker associate with the Keller Williams Alaska Group in Anchorage, Alaska, has been an active CRS member for more than 16 years and earned his CRS Designation in 1994. Wood is currently the state chair for the Alaska CRS, and has also served as the Alaska CRS chapter president four times. Wood received the CRS of the Year award in 1997 and was chosen as Alaska REALTOR® of the Year in 2007.

Each year, the President’s Award is given to members who have gone above and beyond in their service to the Council. The five winners

were honored during the Council’s inaugural and awards ceremony during the National Association of REALTORS® Conference.

Dale Carlton, CRS, is a broker/owner of Carlton Realty, Inc. who earned his designation in 2005. He served as CRS’s national president in 2015, and continues to be active at both the national and local levels. Carlton is well known as a national instructor and teaches real estate law, finance, tax law and marketing courses. He currently is a CRS certified instructor and a faculty member at REALTOR® University’s Graduate School of Real Estate.

Mike Duncan, CRS, a broker/owner with The Duncan Group in La Quinta, California, has been an active CRS member since earning his designation in 2006. Duncan has served on numerous CRS committees, and most recently he was a regional vice president for the states of California and Hawaii. He received the 2012 CRS President’s Award. Duncan was named CRS of the Year in 2011 and served as Southern California chapter president in 2012.

Holli Woodward, CRS, is a broker associate with McGraw Realtors, in Owasso, Oklahoma. Woodward earned her designation in 2011. She has been instrumental in promoting CRS through her involvement as a CRS Ambassador and her work on myriad CRS committees. Woodward is currently a CRS regional vice president for Iowa, Minnesota, Nebraska and Dakota.

HEAVY MEDALS

Janelle Pfleiger, 2016 CRS president, with CRSs Denny Wood and Donna Clark.

Jan Feb

The Medallion Award recognizes CRS Designees who have not only excelled in their real estate careers, but have also volunteered their time and expertise to serve the Council and its members. To be eligible for this award, nominees must have 15 years of continuous membership with the Council and tangible volunteer service for CRS at the state and local levels. Here are this year’s winners: Donna Clark, CRS, has been a CRS member for over 18 years and is a broker associate with RE/MAX Realty

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Darlene Stouder, CRS, is a broker associate with the RE/MAX Equity Group in Vancouver, Washington. She served as the CRS Washington chapter president in 2004. She was named CRS of the Year in 2005. Stouder also received the REALTOR® of the Year award from the Clark County Association of REALTORS® in 1998. An active member on numerous CRS committees, Stouder currently serves as the education leader for Washington State CRS.

Affiliates in Reno, Nevada. In addition to being named one of the 2015 Top Women in Real Estate, she also received the CRS Medallion Award in 2015, as well as being named Residential Specialist of the Year in 2010 and 2013. Clark served as Sierra Nevada CRS Chapter President in 2010 and 2011, and has been active on numerous committees, including the Chapter Presidents Leadership Forum, Marketing & Communications Advisory Panel, Membership Development Committee and the Strategic Planning Committee. Clark earned her CRS Designation in 1999. Denny Wood, CRS, also took home the Medallion Award, alongside the President’s Award.

GIVING OUTSIDE THE

box

Help fight hunger with every sale you close.

When they move, your clients are almost always trying to ditch a few things to lighten the load. Help them do just that by hooking them up with Move For Hunger, a nonprofit that helps people donate food and other perishables when they move. Nearly 50 million Americans —1 in 6— face hunger every day. The Food Research and Action Center reports that hungry children are two to four times more likely to develop health problems, ranging from relatively minor to potentially fatal, while hunger shortens life spans in adults and makes them more prone to mental illness and deadly diseases. The Council is partnering with Move For Hunger next year to help combat hunger and reduce food waste in our communities. The company connects people who are moving with movers who are able to pick up food they don’t want to move with them and donate it to local food pantries across the U.S. To date, they have collected more than 7 million pounds of food. Look for more information about how you can help Move For Hunger’s campaign from CRS this month and at Sell-a-bration® this February in Phoenix.

TAGGING RIGHTS

See yourself here! The Residential Specialist will be featuring Designees who use the #morethanhouses or #onehour hashtag on social media. If you are out volunteering in your community, tell us about it on Facebook or Twitter using the #morethanhouses hashtag, and if you’re giving your time to help elevate the real estate industry through CRS, use the #onehour hashtag. We will share the goodwill you’re creating right here. CRSs are already using the hashtags: Shawn Cunningham, CRS, RE/MAX Advantage in Las Vegas, recently used the #morethanhouses hashtag when he went live on Facebook to promote HELP of Southern Nevada’s turkey drive. To see his post, go to Shawn’s Facebook page, Facebook.com/ thevegasrebel.

Shawn Cunningham, CRS, helped publicize HELP of Southern Nevada’s turkey drive via Facebook, using the #morethanhouses hashtag.

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learn

from the

BEST strategies from the industry’s top educators

REALITY tech

When considering new technology, think about how you’ll use it and what it takes to implement it. By Monica Neubauer

As a REALTOR®, there is a lot of tech out there marketed toward us—sometimes it’s life-changing helpful, but sometimes it’s a drain on your time and your wallet. I feel that the difference between these two lies not just with the technology itself, but with how you use it, what you expect from it and how much time you have to invest in figuring it out. So before you rush out to get the latest and greatest shiny new tech, take a little time to develop a plan for implementation.

Develop a system for handling your new technology. CRS INSTRUCTOR

Monica Neubauer is a broker associate with Benchmark Realty in Franklin, Tennessee, and recently became a certified CRS instructor. She teaches courses as The Balanced Agent and has been a CRS since 2008.

Jan Feb

We want our technology to be something that helps us live life the way we want to live life, yet we don’t invest in ways to implement and really use that tech. For example, I see a lot of agents signing up for programs that offer new leads without figuring out a system for handling those leads first. Without that system, the leads may be useless. Think about this: 88 percent of clients say they like their REALTOR® and would work with him or her again, but only 12 percent do. That’s a huge gap in follow-up with your client base. That’s why your first piece of new tech should really be a CRM, if you haven’t already invested in one. Some of the popular tools are Realty Juggler, Wise Agent, Top Producer and Lion Desk. CRS also offers Agentdesks as part of your membership. But again, you need a system for implementing this new tool. Know what you want to get out of this program and decide if that’s worth it for you. Budget time to learn how to use it and then use the features that work best for you.

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Invest in places where you need help.

One of the biggest truths about building a business structure is this: It’s going to cost you time or money. There are certain things we need in our businesses, and we either do them ourselves, if we have the time, desire or ability, or we outsource them. When deciding on the right technology to employ, look at your personality and skill set. Some people simply should not be designing a website (I’m one of them), and when you can pay $5 a month for one by going to Placester.com/NAR, why wouldn’t you? I recommend looking into tech that helps with professional photos, like Immomedia and Matterport for 3-D photos, with social media like PixSocial or InTouch, and with direct mail postcards like CoreFact, which directs them right back to you via personal websites.

Think like a consumer.

Real estate agents tend to look at their businesses from their perspective as an agent: What can they do and what should they do? They don’t necessarily think like a consumer, and consumers these days are not only techsavvy, they’re tech demanding. They expect you to be on the most high-profile industry and social platforms. So that means you should have fully filled out profiles on Zillow, Realtor.com, LinkedIn and your brokerage page with a modern, professional photo and a polished description. How else do consumers find agents in your market? If you’re able to find a tool that helps you speak the consumer’s language, consider using that. Remember to meet the customers where they are, and provide them with the kind of information they expect.

CRS

connect

YOUR CRS

network

NORTHEAST Your referral source for the greater

Pittsburgh

area

I help clients make the Wright move Nancy Wright, ABR, CRS, GRI

RE/MAX Realty Brokers 5608 Wilkins Ave. Pittsburgh, PA 15217 OFS: 412-521-1000 x170 CELL: 412-508-0040 nancywright@remax.net

SOUTH

expand your network

As a REALTOR® for 25 years, I have always valued education and developing new sources of revenue. A CONNECTION PERFECTION CRS REALTOR® in California contacted me after reviewing my profile on the website. She recommended me to a relocation firm in Detroit to handle several HSBC transfers from London. The employees needed to lease single-family homes for three years. It was very involved—obtaining their U.S. documents, leasing furniture, a lot of required paperwork and dealing with a corporate attorney in New York. After completing the assignments, the Detroit relocation firm was bought by a Connecticut firm, and I was recommended to them. The next referral was a $650,000 purchase with no fees. I did not cover the area, but referred it to another CRS REALTOR® with a referral fee. She did a great job and got the listing back two years later. One relationship can develop into so much more! —Marilyn Dopler, CRS

SOUTH

KENT REDDING BROKER, GRI, CRS, ABR

The Kent Redding Group

ABR, CRS, SRES, GRI, CDPE

Berkshire Hathaway

Serving Northern Virginia and the Dulles Tech corridor Re/Max Premier offices in

Ashburn, Fairfax and Leesburg

Direct: 703-999-6535 Office: 571-207-7010

lisacromwell@remax.net www.LisaCromwell.com

SOUTH

Texas Realty

512.306.1001

AUSTINTEXAS Kent@CallKent.com www.CallKent.com CANADA

SOUTH Book now for Spring and Summer

Choose from over 11 CRS classes!

MikeMyCoach.com

4 5590 (302) 58

20 17

The Council of Residential Specialists

crs.com

Jan Feb

CRS

connect

CRS CLASSROOM COURSES expand your network

CRS classroom courses earn either eight credits (for 100-level, one-day courses) or 16 credits (for 200-level, two-day courses) toward the CRS Designation. At press time, the CRS courses listed below were scheduled for 2017. For more up-to-date listings, visit crs.com.

CRS 103—Mastering Your Time to Achieve Your Goals Feb. 22—Edina, Minnesota [Minnesota CRS]

CRS 166—Certified Luxury Home Marketing Specialist Training, Part I Jan. 26—Dallas, Texas [Metro Texas Association of REALTORS®]

CRS 167—Certified Luxury Home Marketing Specialist Training, Part II Jan. 27—Dallas, Texas [Metro Texas Association of REALTORS®]

612-483-8438

214-485-3000

CRS 120—Converting Leads Into Closings Feb. 22—Richmond, Virginia [Virginia CRS]

Jan. 26—Houston, Texas [HUB Personal Insurance]

Jan. 27—Houston, Texas [HUB Personal Insurance]

214-485-3000

Instructor: Kofi Nartey, CRS

214-485-3000

804-249-5722

Instructor: Mike Selvaggio, CRS

Instructor: Tami Simms, CRS

Instructor: Kofi Nartey, CRS

Instructor: Gee Dunsten, CRS

WEST

Seattle & the ‘Burb’s Serving Seattle, Bellevue, Kirkland, Redmond, Bothell, Duvall, Lynnwood & Woodinville

Barb Avery

Managing Broker, CRS, GRI, I-Pro, SRES, WCR

RE/MAX Northwest Realtors

888-255-2272 (Call-Barb) 206-226-2879 SeattleSuburbs@yahoo.com www.SeattleSuburbs.com

Relocation, city-wide to world-wide. Seniors Specialist/Estate Specialist Voted Best in Client Satisfaction multiple years —Seattle Magazine

WEST

WEST COLORADO

Joan M. Pratt

MS, CRS, CLHMS, CDPE, CARI

DenverMetroReferrals.com

720-506-3001

Craig Zager

RE/MAX Professionals

Selling Lake Tahoe since 1989

“Elevate Your Expectations” « « « « « Voted Five Star Agent for Overall Satisfaction for 5 Straight Years!

Over 700 million in Tahoe sales

Sell Sell phone: phone: 775.901.4663 craig@CraigZager.com

www.LakeTahoeAgent.com

Jan Feb

The Residential Specialist trsmag.com

20 17

Dedicated to delivering exceptional service to you and your clients. Lori Lane, CRS, Owner (503) 703-7544 lori@lanerealtyworks.com Serving the Portland Metro Area

w w w. l a n e r e a l t y w o r k s . c o m

CRS 200—Business Planning & Marketing for the Residential Specialist Jan. 26–27—Baton Rouge, Louisiana [Greater Baton Rouge Association of REALTORS®]

CRS 202—Effective Buyer Sales Strategies Feb. 23—North Wales, Pennsylvania [Schlicher-Kratz Institute]

225-761-2000

Instructor: Gee Dunsten, CRS

Instructor: Lee Barrett, CRS CRS 201—Listing Strategies for the Residential Specialist Feb. 9—Kissimmee, Florida [Osceola County Association of REALTORS®] 407-846-0117

Reach more than 30,000 CRS peers with your ad here. Contact Joe Stella: jstella@glcdelivers.com or 847-205-3127

215-855-1265

WEST

CRS 204—Buying and Selling Income Properties Feb. 1–2—Portland, Oregon [Washington CRS and Oregon State CRS] 360-901-0307

Instructor: Dale Carlton, CRS

Instructor: Jackie Leavenworth, CRS Feb. 23–24—North Wales, Pennsylvania [Schlicher-Kratz Institute] 215-855-1265

Instructor: Gee Dunsten, CRS

WEST

Elective Courses Elective courses vary in length and credits earned toward the CRS Designation. Please visit the CRS website for details at crs.com.

WEST

CALIFORNIA’S MONTEREY PENINSULA

A trusted name on the Monterey Peninsula for nearly 50 years!

Specializing in helping You reach Your Real Estate goals since 1991!

WEST

DEREK MIYANO

MAUI Real Estate

CCIM, CRS, GRI, ABR, CNE Broker/Owner

Service with a Smile

www.JoanneFoxxe.com

Terry McGowan CRS, GRI, ABR, SRS, e-Pro, SRES Cal BRE# 01126129 Sotheby’s International Realty 831-236-7251 terry.mcgowan@sothebyshomes.com www.terrymcgowan.com

WEST

808-385-2918 jofoxxe@gmail.com

Joanne Foxxe

702-315-6100

dmiyano@yahoo.com 4604 W. Sahara Ave. #3 Las Vegas, NV 89102

CRS, GRI, SRES e-pro

CasaLasVegas.com

Maui CRS director

WEST

Clients moving to Portland Oregon?

Your Connection to the Oakland Bay Area Alameda & Contra Costa Counties

Thom Butts

Delores “Dee” Johnson

Licensed and Serving the entire Portland OR / Vancouver WA Metro area!

Broker Associate, CRS, SRES, BPOR, CHS, CCRM, SFR, e-Pro

CRS, ABR, e-Pro Real Estate Broker Cell/Text

971-998-6309

510-418-3007

deloresdjohnson.com

thombutts@remax.net

djohnson33@sbcglobal.net

I specialize in making your home sale or purchase the easiest and most stress-free that I can!

“Serving you with an Attitude of Gratitude”

www.thombutts.com

BRE # 01351847

20 17

The Council of Residential Specialists

crs.com

Jan Feb

SHARE YOUR EXPERTISE

Would you like to be a source for a future story in The Residential Specialist? Send an email to mhuffman@crs.com to be added to our potential source list. To see a list of topics we’ll be covering, check out the magazine’s 2017 editorial calendar online at crs.com/magazine.

[resources]

reach out to the experts who made this issue happen

PERSONALIZE, REPRODUCE AND MAIL THIS NEWSLETTER TO YOUR CLIENTS

EDIT Habit-Forming Habits

The Day After

david.brenton@move2indy.com

shawn@cgvegas.com

David Brenton, CRS David Brenton’s Team

Shawn Cunningham, CRS Cunningham Group

Leave YOUR HOME as is, or personalize the newsletter by adding your photo, logo, address and phone number to the mailing panel.* You can also substitute any article in the newsletter with one of your own. Edit the newsletter e lectronically by downloading the Microsoft Word version at crs.com/ yourhomenewsletter.

Laura Harris-Hodges, CRS Coldwell Banker Tomlinson Associated Brokers

Clint Freeman, CRS Coldwell Banker Best Realty

Stacey Hennessey, CRS CENTURY 21 Ace Realty

Shawn Heck, CRS Heck Realty Inc.

PLEASE NOTE: The images featured in the YOUR HOME newsletter may only be used within the PDF version of the newsletter. These images may not be reproduced or republished elsewhere outside of this newsletter format. CRS members are free to re-use the text of the articles contained in the newsletter, however.

Robert Hoobler, CRS RE/MAX 1st Advantage

Cynthia S. Joachim, CRS Coldwell Banker Alfonso Realty, Inc.

REPRODUCE

Daniel Del Real, CRS PMZ Real Estate

Laureen Kennedy, CRS Coldwell Banker Residential Brokerage

lharris@cbtabs.com

stacey.hennessey@c21ace.com

bob@TeamREO.com

daniel@thedelrealgroup.com

Dayton Schrader, CRS The Schrader Group

dayton@TheSchraderGroup.com

Misty Soldwisch, CRS The Misty SOLDwisch Home Selling Team misty@mistysold.com

clint@bestrealty.net

smheck@comcast.net

cynthia.joachim@gmail.com

laureen.kennedy@ coldwellbankermoves.com

Scott Lewis, CRS John L. Scott Real Estate

scott@888heyscott.com

Matt Meister, CRS Coldwell Banker Town & Country Realty

matt@realestatemeister.com

Nancy Metcalf, CRS Coldwell Banker Pacific Properties NancyM@cbpacific.com

Rob Mygatt, CRS The Group Inc. Real Estate

rmygatt@thegroupinc.com

Trend Setters

Amy Kite, CRS Keller Williams Realty Infinity Amy@AmyKite.com

Do it yourself with your office copier, or take the newsletter or electronic file (in addition to your photograph and any information you want inserted) to a printer who can prepare and reproduce the newsletter for you.

DISTRIBUTE

MAIL. If you photocopy YOUR HOME or use it “as is,” please note that it is designed to be folded in a trifold with the mailing panel facing outward. Postal regulations require that trifolds have two closures (tabs or tape) on top. For your convenience, we have placed asterisks (*) where the closures should be. Be sure to check with your local mailer or post office to make sure you have prepared your mailings properly. ELECTRONIC FILE. Attach the customized newsletter file to an email to your clients or create a web link to the file on your website. Consult your webmaster or technician to make sure the file is prepared correctly for these purposes, since these basic instructions will vary by person and system. * This newsletter is for the exclusive use of CRS members.

Jan Feb

The Residential Specialist trsmag.com

20 17

your *

home J A N / F E B 2 017

Tips and tre nd s for homeow ners, buyers and sellers

 WHEN THE seller IS THE

owner

Homes listed as for sale by owner (FSBO) usually come with a lot of questions: Is it easier or riskier to buy? How do negotiations work? Should I involve an agent? Here are some pointers from The Wall Street Journal about what to keep in mind when looking at an FSBO: ÄÄFirst, don’t avoid a home because it’s being sold directly by the owners, especially if it meets all of your criteria. The main difference is that you will usually meet the homeowner face to face, rather than conduct negotiations through agents. However, you may also have the option to work with a buyer’s agent. ÄWhile Ä many FSBO sellers may be unfamiliar with real estate processes, they must conform to all stipulated laws, such as

WHEN TO APPEAL THE APPRAISAL

Home appraisals are a manda- When the tory part of the home buying appraiser and selling process so lenders uses outdated can determine a home’s “comps” “official” value. Unfortunately, This happens frequently an appraiser may find that because local home sales your home’s value is less aren’t immediately reported than what you expected it to to the public record. A real be. The good news? You are estate agent can help you find able to appeal the appraised the most recent comparable value if one of the following (comps) sales, or if you’re situations occurs, according aware of a recent sale, notify to themortgagereports.com: your lender.

When the appraiser omits home improvements

If an appraiser omits key home improvements you’ve made, it’s usually because they aren’t aware of these updates. The easiest solution is to be on-site with the appraiser, then review the appraisal when it’s completed.

providing disclosure forms that detail the condition of the home. Learn your state’s requirements and demand the most extensive disclosure. ÄÄIt’s helpful to understand that many FSBO sellers have a special attachment to their home and may overprice it. Get a competitive market analysis (CMA) to outline comparables in the area. ÄYou Ä should also never let the seller hold the money in escrow. Arrange for a bank or other neutral entity to manage the escrow applied to the down payment. ÄÄLastly, as with any other homebuying process, it’s always best to go in with your eyes open and to trust your gut in FSBO deals. Just like any negotiation, it may or may not work out.

When the appraiser doesn’t know the local area

When an appraiser is unfamiliar with your neighborhood, he or she may rely more heavily on data from public records to reach your home’s final valuation. If you feel this to be the case, notify your lender as soon as possible.

When the appraiser makes a mistake Always review your home appraisal for errors, such as incorrect information about the square footage, or the number of bedrooms and bathrooms; or omitted features, such as fireplaces and patios. Be prepared to show evidence of the mistake when you make your appeal.

BROUGH T T O Y OU B Y Y OUR A GEN T, A MEMBER OF T HE C OUNCIL OF RE SIDEN T I A L SPECI A L IS T S

EFER R

LS!

ER OV

EQUAL HOUSING

DO YOU KNOW SOMEONE WHO IS THINKING ABOUT BUYING OR SELLING A HOME? PLEASE MENTION MY NAME. This newsletter is for informational purposes only and should not be substituted for legal or financial advice. If you are currently working with another real estate agent or broker, it is not a solicitation for business.

OPPORTUNITY

Tips and trends for homeowners, buyers and sellers

WINTER whites



The new year is a perfect time to add some winter whites into your home to create a fresh, clean look. However, white decor isn’t the easiest to keep clean, especially with kids and pets. So rather than opting for a big, white couch, HGTV suggests incorporating the winter neutral with one of these elements instead:

Texture and patterns Add touches of white with a faux-fur throw or rug in the living room, or layer different patterns, such as a duvet and pillows in the bedroom. These items will add depth to a space, and they can be easily removed or washed if anything is ever spilled on them.

Lighting accents White diffused light fixtures or a sculptural statement lighting piece can be the perfect pop of white in any room, and will create a cozy glow in darker spaces.

Drapes White linen drapes are not only great accent pieces, they help diffuse outside light and are easy to clean.

Painted brick Rather than all-white walls, painting a brick fireplace or accent brick wall can make a space seem larger and brighter. Plus, they will allow for other color pairings throughout the room.

SAY YES TO CRS

Marble White Carrara marble is a beautiful accent, but it comes with a large price tag. Rather than have the entire kitchen or bathroom outfitted, choose a smaller area, such as a breakfast nook or vanity, to fit the space and your budget.

Buying or selling a home can seem like an overwhelming task. But the right REALTOR® can make the process easier—and more profitable. A Certified Residential Specialist (CRS), with years of experience and success, will help you make smart decisions in a fast-paced, complex and competitive marketplace. To earn the CRS Designation, REALTORS® must demonstrate outstanding professional achievements—including high-volume sales—and pursue advanced training in areas such as finance, marketing and technology. They must also maintain membership in the National Association of REALTORS® and abide by its Code of Ethics. Work with a REALTOR® who belongs in the top 3 percent in the nation. Contact a CRS today.

GET MORE HIGH QUALITY REFERRALS

PURCHASE ADS AND LISTINGS IN THE CRS ONLINE REFERRAL NETWORK

BANNER ADS

ADDITIONAL LISTINGS*

Become a featured agent for a specific CITY or ZIP CODE for $250. You can submit your own design or choose from a number of pre-designed ad templates for an additional $50.

Each CRS Designee is provided a complimentary listing in their office CITY and ZIP CODE, but you can dramatically increase your odds of being found in the online directory by ordering additional city and zip code listings for $25 each.

* All Additional Listings are also featured in our Find a CRS

PLACE YOUR ORDER TODAY!

iPhone/iPad and Android Apps!

It's easy to expand your presence in the online directory and increase your chances of getting a referral! To purchase, log into your CRS Account and select the link in the right sidebar that reads, "Place Your Online Directory Order Today."

All online directory listings and banner ads will run for one year from the date they are posted. If more than one designee purchases a banner ad in the same city or zip code, the ads will rotate, so each designee receives equal exposure. You will receive a reminder email when your additional listing or banner ad is ready for renewal.

For questions, call Customer Service at 800.462.8841 or email us at crshelp@crs.com.

ask a

CRS advice from your peers

Jo Ann Boden Lowe, broker associate, Idaho Farm and Home Real Estate.

YA B B A D A B B A D O O

Will you dab for CRS?

Lately thereâ&#x20AC;&#x2122;s been one question for CRS members: Will you dab for CRS? Members have been tagging each other in posts on Facebook and Twitter asking them to #dabforCRS. The trend, which involves simply taking a photo in which you drop your head and raise an arm, has been spreading through the ranks of CRS. So we ask you: Have you dabbed for CRS?

Melanie McShane, broker/owner, BrokerInTrust Real Estate, Arcadia, California.

Steve Stewart, broker associate, Edina Realty, Edina, Minnesota.

Kimberly Cameron, broker associate, RE/MAX Properties West, St. Louis, Missouri, even got her client and closer in on the action.

Barbara DuDeck, sales agent, RE/MAX Ranch and Beach, San Diego.

Jan Feb

The Residential Specialist trsmag.com

Candis Dorsch, broker/owner, Bozeman Broker Group, Bozeman, Montana.

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Mrs. President, we salute you. Leigh Brown, congratulations on your position as President of CRS.

Weâ&#x20AC;&#x2122;re proud to call you one of our own! ÂŠ2016 RE/MAX, LLC. Each office independently owned and operated. 16_ 129720

OPEN FOR BUSINESS With more than 60 approved merchants like the ones below, the CRS Vendor Marketplace offers great deals on products and services that can help improve your business and enhance your personal life. Whether you are looking for a new CRM system, a tablet device or car rental, you will find something to help you save time, enhance client relationships, and build your personal brand or future sales as well as referrals.

Available exclusively for CRS members, explore product categories such as education, travel, marketing and more. Or search for a specific product or service by name like HotelStorm which has arrangements with over 700,000 worldwide properties that can save you 10 - 55% over other travel sites.

Even add your own reviews and ratings. To find out more, just visit crs.com and click on the Vendor Marketplace link at the top of the home page.