The Residential Specialist, September/October

residential sep + oct

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

Does charm pricing work?

When clients get divorced Assemble your agent team

Tips for better website leads Get more repeat business Does it help to knock on doors?

SAFETY

FIRST 8 tips to protect yourself from the unexpected.

CAUTION! BE AWARE OF SUSPICIOUS ACTIVITIES

Rest Assured.

You can trust HomeTeam for a faster, more efficient home inspection.

We’ve worked hard to establish our proven reputation with real estate professionals, homebuyers and home sellers alike, and we stand by our promise to provide a professional inspection every time. As experts, we’re in the business of protecting families as they make one of the most significant decisions of their lives. Find out how our team approach has helped families find safe homes for over 25 years.

That’s the HomeTeam promise.

888-539-9306 | hometeam.com/certifiedresidentialspecialist Each office is independently owned and operated. ©2017 The HomeTeam Inspection Service, Inc. All rights reserved.

Franchise opportunities available: HomeTeamFranchise.com

contents

Sep 20 Oct 17 vol. 16, no. 5

features 18

PLAY IT SAFE

8 steps to help you stay safe while on the job.

By Donna Shryer

TO CHARMS 22 InA theFAREWELL 26 internet age, search parameters dictate how agents list homes.

By Megan Craig

30

KEEP CALM AND FOCUS ON THE GOAL

COME TOGETHER

How to make the agent teams’ business model work for you.

Selling properties for divorced couples comes with challenges, but those challenges fade in the hands of knowledgeable agents.

By Mary Beth Klatt

By Michael Chazin

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contents

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Sep 20 Oct 17 vol. 16, no. 5

departments

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4 VANTAGE POINT

By Leigh Brown, CRS

5 SHORT LIST

Yelp reviews; inflation-adjusted home values; increasing numbers of first-time homebuyers and baby boomer sellers; prepare homes for winter.

9 COOL STUFF

Products for better tailgating.

10 SMART SOLUTIONS

40

Tips and best practices for REALTORS® who want to build a website that generates leads.

By Gwen Moran

12 INSIDE TRACK

Create a Top of Mind Awareness plan to keep a returning client base.

By Michelle Huffman

inside CRS

14 WINDOW OF OPPORTUNITY Door knocking: Talking face to face can reap big rewards.

37 NEWS FROM THE COUNCIL

By Dawn Reiss

NAR Annual Conference & Expo, Sell-a-bration® and the new CRS Designation requirement.

16 PEER TO PEER

Sharita Whitehead, CRS, of Whitehead Realty, Huntsville, Alabama

34 WORK + LIFE

Awkward: The Science of Why We’re Socially Awkward and Why That’s Awesome, by Ty Tashiro

+

40 LEARN FROM THE BEST Five simple ways to make real estate photos better.

52

By Dale Carlton, JD, CRS

Reviewed by Allan Fallow

41 CRS CONNECT

Wine Weekends Explore a less-traveled wine region.

52 ASK A CRS

What’s the most outrageous inspection repair request you’ve seen?

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.

TRSMAG.COM HAS A BRAND NEW LOOK!

A REAL BRACKET

The Council recently redesigned the online version of The Residential Specialist. The design is cleaner, the navigation is easier and the content is updated more frequently, so you get the latest and most useful news, tips and trends.

Get professional quality photos in an hour: 3 reasons to learn bracketing.

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

Share Your Story (and be featured on the cover!)

Tell us about when you went above and beyond for a client by sharing your post online with #StoryoftheSale. The agent with the best story will be on the cover of the November/ December 2017 issue of The Residential Specialist.

Franchise Pros and Cons Should you join a franchise or fly solo? What should agents consider when making the switch?

EDITOR Michelle Huffman mhuffman@crs.com 800.462.8841 CONTRIBUTING WRITERS Michael Chazin Megan Craig Michelle Huffman Mary Beth Klatt Gwen Moran Dawn Reiss Donna Shryer BOARD OF DIRECTORS 2017 President Leigh Brown, CRS 2017 President-Elect Gary Williams, CRS 2017 First Vice President Michael Burkhard, CRS 2017 Immediate Past President Janelle Pfleiger, CRS At-Large Member Shawn Cunningham, CRS At-Large Member Michael Selvaggio, CRS At-Large Member Mark Shepherd, CRS At-Large Member Stephen Stewart, CRS At-Large Member Vinnie Tracey Chief Executive Officer Lana Vukovljak Staff Liaison Patricia Stodolny

ADVERTISING MANAGER Chuck Gekas Director of Business Development, CRS 312.321.4443 cgekas@crs.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.

PUBLICATION MANAGEMENT

Systems to Keep Your Inbox Under Control Learn about systems for better management of your email—how CRSs are keeping their inboxes organized.

Planning for Next Year When the busy season is over and you’re looking ahead to 2018, how do you make next year as productive as possible?

How do you determine your overall marketing plan?

PLUS:

Errors and omissions insurance: It offers protection against customers who bring lawsuits against agents. But what are the hidden issues agents should know about?

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 2017 editorial calendar online at crs.com.

WHO ON YOUR

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

STAY INFORMED

www.glcdelivers.com

The Council of Residential Specialists provides

Publishing Manager Phil Malkinson

opportunities and critical resources. The Council’s

Art Directors Scott Oldham Ivette Cortes

superior education, exceptional networking

crs.com

flagship magazine, The Residential Specialist, delivers the latest industry trends, success stories and proven strategies to grow your business.

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 MARK OF THE

professional Ø

Photo: Mike Anderson

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You’re reading this article because you took the next step in your real estate career. You invested your time and your hard-won dollars in creating a different future for your clients, your business and yourself.

You know that not every REALTOR® is a CRS—although I, for one, sure do wish that all REALTORS® would take this step to realize what a difference it makes! Part of what sets each CRS apart is our desire to always stretch above the norm, raising the bar, REALTOR® by REALTOR®. This is evidenced by the strong outpouring of cheers and support for the new Designation Education Maintenance Requirement of two hours of CRS education annually!

Now, you’ll know that you’re not only sending referrals to and masterminding with the folks who did the work initially, but that you’re one of the dedicated who know that education makes us better, no matter how good you already are. These two hours can be completed via webinars, attending a live classroom course, taking an eLearning online course, or going to state and local events.

The options are extensive! And there are even many free opportunities to achieve your credits. Check out crs.com/ free-webinar-library for more information.

Think about it: No other residential real estate designation has an education maintenance requirement. This is a defining moment for us to showcase to the REALTOR® community, and to the consumers who desire the best, that the best never rest.

I’m so proud to be affiliated with each and every one of you. I’m excited for the future of our industry, with CRS members at the forefront. You are the REALTORS® without fear and without limits. Within the REALTOR® community, it’s already known that the CRS Designation is the mark of the professional. Consumers are starting to get that picture, too, and that will grow as we take on the challenge of rising above the bar. Let’s get after it—together.

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

You already know Yelp reviews can impact your brand and business, but a new study says that the ubiquitous review site can actually affect home prices, too.

Growth in the number of restaurants that receive high ratings on Yelp can bump property values within a mile radius, according to a recent study in the Journal of Urban Economics.

The study looked specifically at Washington, D.C., where Yelp has been popular for almost a decade. Researchers found that the doubling of the number of highly rated restaurants (those earning a rating of more than 3.4) within a mile radius of a home was associated with an 11.5 percent increase in the home’s value.

The authors also noted that this impact has only been apparent since Yelp became popular, suggesting that it’s not just the increase in the number of good restaurants that affects home values, but in the availability of the rating information itself. Homes that had lots of new restaurants open up in their area didn’t see the same impact prior to the site’s popularization in 2008.

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Change in Real Metro Area Home Price, January 2000–December 2016 + industry headlines + statistics + trends

Over 40% (Up to 177.0%) 20.0–39.9% 0–19.9% Negative (Down to -46.0%) Source: JCHS tabulations of CoreLogic Home Price Indices.

THE PRICE IS NOT QUITE RIGHT

Home prices are nationally the highest they have ever been—but adjust for inflation, and that story changes.

Prices grew 5.6 percent last year, hitting a new high and surpassing the pre-bubble peak set a decade earlier, according to the State of the Nation’s Housing annual report, released by the Joint Center for Housing of Harvard University.

However, that’s only if you compare dollars to dollars. Adjusting for inflation, this “new peak” is still 15 percent below the high in 2006. And the new peak isn’t the rule across the country—only 41 of the nation’s largest 100 metros saw home prices grow to new peaks, despite the fact that 97 of the 100 metros saw home price growth overall.

Markets where prices are well below peak include those hit hard by the housing crash, like Las Vegas and Tampa, but also Midwestern markets like Chicago, where home prices didn’t plummet but growth continues to be sluggish.

On a regional basis, “markets along the East and West Coasts have seen

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inflation-adjusted home values increase by more than 40 percent since 2000, while metros in large swaths of the Midwest and South have experienced declines,” the report says.

And growth also hasn’t been even across all income levels. When the Harvard researchers looked at data for more than 9,000 ZIP codes across the U.S., home prices in low-income areas (with median incomes under 80 percent of the statewide median) were still 13.7 percent below their pre-recession peaks on average.

By comparison, prices were 6.5 percent below peak in moderate-income neighborhoods and only 3.3 percent below peak in high-income neighborhoods (where median incomes are more than 120 percent of statewide median).

Additionally, the rolling price growth also means that more homeowners emerged from underwater. About 3.2 million homeowners were underwater by year’s end—down from 12.1 million in 2011, when that number peaked. But like the rest of the data, the effect is uneven across the U.S.

in ONE DOOR… out THE OTHER



The number of first-timers looking to buy a home is rapidly rising.

Fifty-five percent of those who shopped for a mortgage in the first quarter of 2017 were non-homeowners­—most of whom are renters. This is a significant rise over the same period in 2016, when 50 percent were non-homeowners, and 2015, when 45 percent were, according to an analysis by credit reporting agency TransUnion.

The report also found that millennials’ interest in homeownership is growing steadily over time. In 2017, 30 percent of non-homeowners who shopped for mortgages were millennials, up slightly from 28 percent in 2016 and 27 percent in 2015.

And these buyers are credit-eligible: 34 million renters between the ages of 25 and 44 had the credit to qualify for a mortgage, according to TransUnion.

Meanwhile, rental occupancy rates have flattened, and may be a precursor to a continued and growing shift toward homeownership, particularly among millennials.

Of course, in many markets where inventory remains low, the question remains: Will there be homes for them to purchase?

BY THE NUMBER S AGE OF HOME BUYERS AGE OF HOME SELLERS Millennials/Gen Y/Gen Next

18 % Gen X

34% Younger Boomers

29% Older Boomers



In the mid-to-late 2020s, baby boomers will sell off their homes in massive numbers, creating a massive wave of new homes hitting the market, according to one researcher.

Dubbed the “Great Senior Sell-Off” by Arthur C. Nelson, a University of Arizona professor tracking the phenomenon, the period when boomers dump their homes is coming— even if it’s a little later than he originally predicted.

In 2013, Nelson told The Atlantic’s City Lab that the sell-off would come in 2020, but now boomers are living in their homes even longer, remodeling so they may age in place.

He feels they’re holding on to their homes in the hope of netting a higher price the longer they wait. But they may also be staying put because they can’t find a replacement home amid inventory shortages, or they’re still waiting to fully recover the value they lost in the recession. With home prices continuing to climb, there’s little motivation for boomers to sell right now.

And even though many markets may welcome a glut of new homes, the homes boomers own may not be the same homes modern buyers want.

The challenge will be particularly pronounced in the further flung suburbs, or exurbs as they’re called. Millennials are looking for homes in the older suburbs ringing major cities, where homes and lots are typically smaller and communities are walkable and offer more robust public transportation.

28 % Silent Generation

20%

16 % 14% 8 % 21 % 13%

Source: 2017 National Association of REALTORS® Home Buyer and Seller Generational Trends

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[short list]

+ industry headlines + statistics + trends

THE AUTUMN eight

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Cooler temperatures, a colorful canopy and raking up leaves: Fall is coming. As you transition to wearing light sweaters and sipping pumpkin-spiced lattes, it’s a great time to assess what your home needs and prepare for the upcoming winter season—and it’s a good

time to remind those in your sphere of influence to do the same.

Preventative maintenance will definitely save you and your clients from unexpected expenses or emergency repairs and may also reduce energy costs. Here’s a checklist of fall maintenance items:

INTERIOR 1

2

Get your furnace inspected: Hire a professional to check for any leaks, replace the filter if needed and check heating efficiency.

3

Winterize air conditioning: If you live in areas where the temperature changes drastically and it snows, ensure that your external air conditioning unit is properly covered.

This is a good maintenance tip to increase the life expectancy of the unit.

Draft-proof your home: Check around the edges of your windows and doors to detect any possible air leaks. If required, repair the caulking and replace seals to prevent heat loss.

4

Test your home safety devices: Make sure that your smoke detectors and carbon monoxide detectors are up and running. This is extremely important and should not be overlooked. Replace batteries, if needed.

EXTERIOR 5

6

Roof check: Do a visual inspection of your roof using binoculars. If you spot missing or damaged shingles, it’s time to get them fixed.

7

Inspect home exterior: Check for cracks and holes, and repair them or hire a professional.

Clean the gutters: Remove all leaves and debris to ensure that the gutters are clear. Check for any possible leaks.

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

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Examine your surroundings: Check for any damaged trees that could pose a potential hazard, trim landscaping, close your pool and put away any seasonal furniture and yard equipment.

TAILGATE prep

[cool stuff]

Football season is here. The time has come to swap out your beach gear for your tailgating supplies. If you’re looking to add something extra this year (or to really impress some top clients), opt to make a few upgrades, like these: acquisitions on a theme 229.99

$

CHILL AND GRILL

The Buccaneer Grill Tailgate Cooler is the perfect tailgate companion. It’s a cooler, grill and barbecue tool set all in one. The tote features a grill with lid, large spatula, a pair of tongs, a barbecue fork and a removable insulated cooler. A shoulder strap and padded handles make transport easy.

The Trademark Innovations Portable 6-Seater Sports Bench is the perfect solution for everyone to grab a seat at a crowded tailgate. This cost-effective seating is collapsible, easy to pack and much easier to transport than a trunk full of lawn chairs.

bit.ly/2sL2WpH

trademarkinnovations.com

$

54.99

PARTY SEATING

CHILL OUT

229.99

$

RISE AND SHINE Midday games mean early morning tailgating.

And when coffee is needed, the OXX COFFEEBOXX is the ultimate coffee maker for any type of tailgate. It’s waterproof, spill-proof, compact, lightweight and easy to carry.

It comes with a retractable power cord, 2.5-liter removable water tank and is compatible with all K-cup™ pod packs. It even comes with a separate hot-water dispenser that’s great for tea, oatmeal and more. oxx.com

Even though it comes with a hefty price tag, the Yeti Tundra® 65 cooler is the best there is. It will keep your drinks and food cold all day long with its PermaFrost Insulation and ColdLock Gasket, and is easy to transport.

Plus, you can show off your school spirit and personalize your Yeti with your school’s officially licensed logo. $

399.99

yeti.com

154.99

$

PREGAME GAMING While waiting for the big game to start, the Yolo Sports Ultimate Tailgate Combo is a crowd-pleasing package of pregame fun. With three different games to choose from, including the cornhole bean-bag toss, the ladder toss and the washer toss game, everyone will be able to get in on the fun. yolosportsco.com

HAVE GRILL, WILL TRAVEL

$

The SWING’N Smoke Varsity Single Burner Grill & the VERSArm Carrier is for the serious griller and tailgater.

The required 2-inch receiver hitch mount is standard on many SUVs, pickups, vans and RVs. The stainless steel grill allows for precise cooking with temperatures that reach up to 700 degrees. It also includes fold-up side shelves and quick-attach grill mounts.

499.00

partykinggrills.com

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[smart

solutions]

streamlining your business through technology

HIGH

performance

Tips and best practices for REALTORS® who want to build a website that generates leads.

By Gwen Moran



Sometimes building and maintaining a website can feel like a full-time job. Whether you hire a designer, use a template or try to build one yourself, how do you make sure that the time and effort you put into your site is going to reap rewards? After all, REALTORS® invested an average of $70 to maintain their sites in 2016 (down from $80 in 2015), and they averaged a single lead from the site and a paltry 1 percent of business, according to the National Association of REALTORS® 2016 Member Survey.

At the same time, more than half of all prospective homebuyers are looking for their next home online. Fifty-one percent of buyers found the home they bought online in 2016, according to NAR. How can you bridge the gap? You’ve got to know where to focus, says Kyle Alfriend, managing partner of the Alfriend Group at RE/MAX Achievers in Dublin, Ohio.

The Buckeye State REALTOR® closes about $10 million per year from leads generated through his website. Ready to up your website game? Here are four places to start.

1|

Get Current

If your website looks dated, “people can spot that right off the bat,” says Eric Huber, chief operations officer of Blue Zoo Creative, a Fayetteville, Arkansas, creative agency that builds websites for REALTORS® and other businesses.

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Old content, outdated photos or websites that aren’t “responsive”—in other words, sites that don’t automatically adapt so they can be viewed on any device—all signal to viewers that you’re not serious about your business image or attention to detail. “If your site design is older than about three years, it probably needs to be updated,” he says. “And if content is more than a few weeks old, it’s time to add something new.”

2|

Target Your Sites

Al Cannistra, CRS, a REALTOR® with Texas Premier Realty in San Antonio, uses several websites to target different audience segments. His primary site— mySATexasHomes.com—is hosted by Superlative, Inc., a firm that provides website solutions to REALTORS®. It is a comprehensive Internet Data Exchange (IDX) website that includes information for buyers, sellers and people who are just curious. In addition, he has sites targeted to buyers and sellers. Some are generic and some include his photo. The goal is to create sites that speak to different audience segments with the targeted information they are seeking, he says.

3|

Choose the Right Content

When people visit your site, they’re usually looking for information in an easy-to-use format, Alfriend says. On his site, the neighborhood search tool is the most popular feature, he says. His business is roughly 40 percent

GO TO THE EXPERTS

new construction, and neighborhood search tools let buyers compare homes in different areas, regardless of where they are.

Mastering website design can seem overwhelming, but here are a few tools that can help: For Cannistra, timely, engaging blog content featuring local information is popular with visitors. His site—SanAntonioRealEstate.blog— is organically ranked high in search results for San Antonio real estate blogs. The blog feeds visitors to his website.

To optimize copy for various devices, stick to Google Analytics Kissmetrics Blog (blog.

The Next Web’s Free short sentences and paragraphs, which are eas(analytics.google.com) kissmetrics.com) Website Resources List ier to read on small screens, Huber says. Video Analysis tools help you Filled with information about (bit.ly/2tyTvs4) and photos are the best way to share details. understand your traffic online marketing and testing A list of more than 300 free People want to visualize themselves in the place numbers and where people to help you perfect your website development and they’ll call home, he says. are engaging on your site. content mix. marketing tools.

Cannistra says, “stay fresh,” not static. The key is to keep testing content to see what works with your audience. He recalls when he had neighborhood-specific audiences to find his contact information. In addition, he content pages on his main site and to his surprise, “they has trained his staff to prioritize incoming leads from bombed.” He uses Google Analytics to find out what pages the website. While office hours are from 8 a.m. to 6 p.m. people are reading on his sites and much more. He also has during the week and 9 a.m. to 2 p.m. on weekends, if somesocial media pages on Facebook, Twitter and others, and pro- one calls the office at other times, Want content motes his websites and blog there to drive more traffic, he says. they can press “1” and reach a that works? buyers’ agent, he says. “The phone Download our Be Easy to Reach is answered 24/7.” webinar “Dance Like Everyone is Today, real estate is an immediate business, so Watching: Why letting email or online leads languish for a day or Gwen Moran is a freelance writer based in Content Matters” at CRS.com’s On two isn’t going to fly. Alfriend says his company’s website Wall Township, New Jersey. Find her on Twitter Demand catalog. has been so successful because he makes it easy for online @gwenmoran.

4|

GADGET INSPECTOR

INSTANT GROCERY SHOPPING WITH THE DASH WAND

Amazon does it again with the Dash Wand, a voice-enabled grocery scanner. Following the mega-retailer’s acquisition of Whole Foods, the Dash Wand makes it as easy as possible to grocery shop online. To start, simply sync the Wand with your Amazon account.

When an item needs to be refilled, point it at the barcode and press the button to add it to your shopping cart; or press and hold to ask Alexa to add it.

For more information, visit www.amazon.com/ dp/B015YEXOR2. Price: $20

THE TOSHIBA PORTÉGÉ OFFERS TWO-IN-ONE DESIGN The Toshiba Portégé X20W-D is the perfect business two-in-one laptop and tablet. The Portégé’s lightweight, dual-hinge design makes it ultraportable for everyday use and easy to transition from a laptop to tablet in an instant. Toshiba also includes its TruPen stylus, which can come in handy for quick sketches or taking notes in meetings.

For more information, visit us.toshiba.com/computers-tablets/ laptops/portege/X20W. Price: Starting at $999

THE RING VIDEO DOORBELL 2 GIVES YOU FRONT DOOR SECURITY The Ring Video Doorbell 2 is the ultimate combination of convenience and security.

The Smart doorbell and security camera allows you to monitor your front door with crystal-clear 1080HD video. You’ll receive mobile alerts when motion is detected so you can see, hear For more information, visit and speak to visitors instantly from anywhere on your bit.ly/2t7ImAE. smartphone, tablet or PC. The rechargeable battery is Price: $199 removable, so no need to worry when power is low.

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[inside track]

what’s trending in real estate

remind YOUR BUSINESS Create a Top of Mind Awareness plan to keep a returning client base.

By Michelle Huffman

BY THE NUMBER S

73 %

Would surveyed buyers use their real estate agent again or recommend the agent to others?

■ Would definitely ■ Would probably ■ Would probably not ■ Would definitely not ■ Don’t know



Start with Consistent Branding

1%

5%

6%

15

Source: 2017 National Association of REALTORS® Home Buyer and Seller Generational Trends

%

Despite stated enthusiasm for reusing or referring agents, only a small percentage of buyers and sellers actually do.

You may have seen the sobering statistics: Most clients don’t work with the same REALTOR® they used once before.

According to the most recent NAR Profile of Buyers and Sellers, only 11 percent of buyers and 25 percent of sellers use an agent they’ve hired before. It has little to do with on-the-job performance—more than 85 percent of both buyers and sellers say they would recommend their agent. So why don’t they come back?

They forget.

Staying top of mind with clients, vendors, friends and family makes a huge impact on your bottom line. Developing a streamlined Top of Mind Awareness marketing plan—we’ll call it TOMA for short—makes the difference between churning through new clients year over year and having a client base that comes back to you.

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Your brand should include basics like a headshot, bio, logo, color scheme and font, but also a mission

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statement and identifiable core values. You define your value, and then teach customers to recognize that, says Pat Zaby, CRS, broker/owner of Pat Zaby & Associates and owner of InTouch Systems.

When designing your brand, think about Target’s simple, consistent logo and colors, says Kim Knapp, CRS, of Coldwell Banker Vanguard in Fleming Island, Florida. Also make sure your headshot is consistent and up-to-date.

“Your face needs to be the same all over the place,” she says. “If it doesn’t match what’s on your website, and that doesn’t match what’s on Facebook, and that doesn’t actually match your face, you need to fix that.”

Your bio also shouldn’t be your life story.

Knapp, also a CRS Certified Instructor, recalls a particularly savvy buyer who said she wasn’t surprised when a deal was going south, because the listing agent’s bio was full of self-serving platitudes. Ironically, that same client had hired Knapp because she connected with her personable bio.

Quick tip: Keep a list of all the places where your headshot and bio exist and reference that list every time you make a change.

BUILD YOUR BASE Beside past clients, add some of these connections to your database as you implement a Top of Mind Awareness marketing plan.

Consistency is one of the most important parts of your marketing plan. Kim Knapp, CRS, of Coldwell Banker Vanguard in Fleming Island, Florida, says you need a consistent, up-to-date headshot on all your marketing materials. Knapp uses consistent-looking headshots for her website and for her Facebook and Twitter profiles.

Plant Referral Seeds

Even if you do a great job with a client, or you have a great relationship with a vendor, the referral is not an automatic thing. Knapp says that even her husband, who stands to directly benefit by referring her, doesn’t pounce on every opportunity.

So have a scripted TOMA plan to plant the seeds of referral with clients and vendors (and maybe with spouses, too). ÄWith Ä clients, Knapp suggests you say this: “Can I ask how you got my name? My business is primarily referrals so I’d like to thank anyone who referred you.”

“My goal is not just to get your listing, but have you be so satisfied with my service at the end that when someone else says they’re interested in listing their home, you need to say, ‘You’ve got to use my agent!’” ÄWith Ä vendors, Kim Cameron, CRS, BH&G Real Estate Preferred Properties in St. Louis, suggests this: “I’ve trained my vendors along the way, from my carpet cleaner to my contractor, to look for buying signs and selling signs and always keep me top of mind.” Her insurance agent asks during his annual review if the client is moving in the next 12 months. If her painter is asked to repaint a whole floor in neutral shades, he knows to ask if the client is moving—and refer Cameron.

In return, she refers her clients to them and invites them to client events where they can connect with potential customers themselves.

Consistency Is What It’s All About

Knapp knows that consistency is ultimately what pays off when remaining top of mind.

Between November and January she sits down and develops a plan to touch people in her sphere of influence throughout the year.

“It takes about 30 minutes to do the plan; implementation is the hard part,” she says, adding that she does as much in advance as she can. Her goal is to be consistent enough with touches—pop-bys, emails, BombBombs, newsletters—that if someone doesn’t hear from her in 12 months, they wonder where she is.

And consistency means giving it time. Zaby says he keeps people on his touch list for at least 10 years. He also plans ahead, creating a bank of content he can distribute when necessary, automates what he can and sets up calendar reminders to keep him on track.

“Most people give up in three to five attempts, but conversion happens after six to 12,” Cameron says. She plans 18 touches in the first 30 days of adding a new prospect to her sphere.

If we could really take the idea of Top of Mind Awareness down to its most basic element, it would be this: Consistency. No matter what you do, do it consistently.

Orphans Orphans are buyers who closed on one of your listings.

Though they may be represented by another agent, most people are left behind by their agents (not using TOMA). By keeping in touch with these “orphans,” they can easily become your clients when it comes time to sell.

Meet-up friends Kim Cameron makes all the agents in her office join two MeetUp.com groups. One is a group called the Water Walkers, who walk against the current of the lazy river at a local pool, and another is a Stitch and Ditch knitting group—these are fun and easy ways to expand your network and do something new.

Michelle Huffman is the editor of The Residential Specialist.

If developing a TOMA plan sounds like something you need, take a deep dive on the topic with our one-day course, Top of Mind Techniques to Boost Your Brand, launching this fall. You can also take 30-Day Top-ofMind Awareness (TOMA) Turnaround at NAR’s Conference and Expo. The course happens at 1:30 p.m., Nov. 5, at the McCormick Convention Center West Building. Add the event to your Event Planner at bit.ly/2srnCAy.

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[window of opportunity]

strategies to grow your business

KEEP A’

knockin’ Door knocking: Talking face to face can reap big rewards.

By Dawn Reiss



For years, door knocking has been a staple of many REALTORS® who want to make face-to-face contact with prospective buyers and sellers. As digital marketing has taken over, knocking on doors is both loved and loathed by CRSs. And now REALTORS® have to contend with stricter solicitation regulations. “No-knock laws” have become more prevalent, and in some places, laws go after real estate agents and investors specifically.

For example, in April, Stoney Point, New York, joined other East Coast cities and banned solicitation with a “do not knock” ordinance aimed at REALTORS®. The ordinance includes a $2,500 fine for the first offense, with a maximum $10,000 fine by the fourth offense.

“Many find it annoying when an uninvited person shows up on their doorstep,” says Alexis Bolin, CRS, broker associate at KW Gulf Coast in Pensacola, Florida. “Many

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residents have a ‘No Solicitation’ sign on their front door.”

Despite the stigma, many in the real estate business find that making door-to-door calls works. “I don’t like door knocking; I feel it is intrusive, but whenever I do it, it works,” says Sue De Legge, CRS, Pacific Sotheby’s International Realty in Rancho Santa Fe, California, who knocks on about 1,800 doors a year.

What Works

If you’ve never tried door knocking, start with a small footprint, says Susan Nielsen, CRS, senior agent with The Real Estate Group in Torrance, California, who consistently knocks on about 800 doors of homes annually. “You start with two blocks, do those well, and then add another block,” she says.

“Rule No. 1 is that it’s all about relationships, and you’ve got to meet the people to have those relationships,” Nielsen says. “Rule No. 2 is about perception. Telemarketers drive me nuts, so I try to respect people and leave a newsletter behind, which creates a positive perception, so they see us as knowledgeable, honest and fair, and easy to talk to.”

The key to door knocking is doing it consistently, which means knocking on the same homes at least six times or more a year, Nielsen says. “You’re not going to get out there once and get 10 listings; you have to set the relationship and perception that you are knowledgeable and know what you are doing to rise above the competition,” says Nielsen, who wears a trademark

straw hat when door knocking.

Have a Conversation

4 WAYS TO MAKE THE MOST OF THE MOMENT

1

Be honest and approachable.

Relax and stand back seven feet from the door Even if someone has to give the person some space so you don’t come a “No Solicitation” sign across as a threat, says Zac Storey, CRS, in on the door, Bolin still Peoria, Arizona. Stand up straight and remove your sunglasses approaches the house. so you can make eye contact.

After introducing Follow-up is key. Susan Nielsen, CRS, herself, Bolin says, “I’m in Torrance, California, says to be prepared that not asking you to buy some people will play “stump the REALTOR®” something; I’m trying with questions about capital gains taxes, interest to help a buyer who rates and the state of the current market. Many millennials would like to live in aren’t home during the day, but do want to be handheld through this neighborhood, and the buying process, so it’s important to follow up, she says. if you know of anybody “With any prospecting, consistent follow-up is key,” Storey says. selling in the near future, please let me know.” Then she goes into specific Think of It as details so the homeowner knows Speed Dating she’s there for an actual family.

Zac Storey, CRS, associate broker Bolin sets aside two to three and agent coach with West USA hours a couple of times a week to Realty in Peoria, Arizona, likens knock on doors to cover 600 or the door-knocking method to more homes over a six-week time speed dating. “But it requires a period. If it’s a new neighborhood, strategy and willingness to drop Bolin starts the conversation by the sales persona,” he says. saying, “I’m familiarizing myself First, his team will knock on with your neighborhood, so if you a door with a half-page flyer know of anyone selling or buying, describing a just-listed or open please let me know.” If someone is house and start the conversabusy, she quickly apologizes. tion by asking, “Do you know of After acknowledging that the anyone who is looking to move homeowner is busy, Nielsen says into the area?” The key to this in 30 seconds or less that she’s got warm strategy is to stay quiet and a buyer who wants to move into let the other person respond, says the neighborhood, thanks them Storey, who can visit 100 homes for their time and leaves. She then in three hours and walk away leaves behind her business card with six or seven quality leads. “A that is attached to a recipe, or a tips lot of times you’ll get good inforlist, such as “15 Things You Can Do mation,” he says. “Regardless of with WD40” or “10 Things You Can what they say, the second quesDo with Bounce Dryer Sheets.” tion should be, “Out of curiosity,

2

know the law

It’s important to make sure you understand the peddling and solicitation laws in your area that typically encompass door knocking rules. Contact

the city to become familiar with the local ordinances.

Many municipalities require that a solicitor, canvasser or peddler obtain a permit or

license before engaging in any form of door knocking.

Each municipality may have different requirements, so it’s important that you understand the specific rules for each locality.

3

Leave something behind. Sue De Legge, CRS, in Rancho Santa Fe, California, says to leave behind information on a just-listed property or one that recently sold. Or bring a market analysis about the area in case someone is curious about home values. “Don’t sell yourself,” says De Legge, who finds mornings or late afternoons to be the most productive time to knock on doors. “Provide value.” For homeowners who engage in a five- to fifteen-minute conversation, De Legge will leave behind a $5 Starbucks gift card.

Meet them for coffee. Storey says he’ll offer to meet people at a coffee shop and buy them a cup of coffee, which can be less invasive then coming into their home to talk.

4

are you guys renting or homeowners?’” Then he has his agents go into “onion-peeler” questions such as, “When is your lease up?” or “What features are important to you?”

But be prepared to feel uncomfortable. It’s normal even for the most veteran agents. “Door knocking can be intimidating,” Storey says. “That uncomfortable feeling means you are learning.

Many agents succumb to their fear and fail to act. Not taking that simple risk often keeps agents from doing something that would significantly propel their success.”

Dawn Reiss is an award-winning journalist based in Chicago.

Whether you’re knocking on doors, meeting new clients or showing homes, make sure you do it safely. See page 18 for safety strategies from expert REALTORS®.

For example, in the state of New York, most jurisdictions require that door-to-door solicitors obtain a license from the municipal clerk, police department or local consumer protection agency,

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and carry a government-issued identification card, according to the Department of State’s Division of Consumer Protection.

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Whitehead Realty, Huntsville, Alabama

[peer to peer]

profiles of people to watch

What brought you into real estate?

My reason was two-fold: First, I needed something with flexibility so that I could take care of my family. Both of my kids had been diagnosed with autism and my oldest son was having a hard time dealing with the recent loss of my mother.

Second, to get our kids in a better school we decided to purchase another home. This resulted in a transaction with an inexperienced REALTOR® that caused added stress and unexpected expenses.

I wanted to prevent other buyers and sellers from having to go through what we went through, so I decided that real estate would be the career that would give me the flexibility that I needed and allow me the opportunity to show clients quality service and professionalism.

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What do you like “ When I started my own company, I was the most about approached by an investor to broker a being a REALTOR®? company for him, but negotiations were I like working with different types of people, but I most unsuccessful. When negotiations with the like working with first-time investor fell through, I gave myself two buyers. They absorb any information you give them weeks to do it on my own ... [It] was up and are open to learning and running two weeks later. about the process. It’s great to see the light bulb come on when you sit down with a first-time buyer and lay out a game plan for purchasing What do you do in You own your own and they realize that buying your spare time? company. Do you a home is a real possibility.

With both of my boys being have any advice for teenagers now, I am just CRSs who might be What do you like starting to have a social life thinking of doing What’s one of the about being a CRS? as they gain more indepenthe same? most meaningful I feel like I am a part of a dence. Most of my life in Reach out to another CRS moments for you as family. After becoming part the past 18 years has been who has already gone that a REALTOR®? of leadership, I attended my centered on my kids. I have no route. Talk with those inside I would have to say when I first CRS national meeting at idea what I will do with myself and outside of your market. started my own company. I Mid-Year. I did not secure a once they are able to take They can tell you what was approached by an investor hotel room in time so my RVP care of themselves! worked and didn’t work, and to broker a company for him arranged for me to share a what they would have done but negotiations were unsucroom with another CRS, Susie You are also differently. There is a lot of cessful. When negotiations Hafer from California. When involved in the experience they have to offer. with the investor fell through, I arrived, you would have community in That is part of what we as I gave myself two weeks to thought she had known me all Huntsville.

CRSs are here for. I rememdo it on my own. I secured her life. She introduced me to Just before getting into real ber talking with Stephanie a location and met with an everyone and showed me the estate, I started a community Burg-Brown, CRS, from Philattorney, accountant, the ropes. A year later, Susie sent watch group in my neighadelphia. She gave me some commission and marketing me a referral—a couple who borhood. I later joined the good advice after starting in consultant, and was up and packed up their belongings, community watch board for property management and running two weeks later. I kids and dogs and drove from the city of Huntsville, where I how she dealt with some of have no plans to look back California to Alabama with served for 10 years. This gave the same life transitions as my intention is to keep 100 percent faith I would find me an opportunity to really I am going through. moving forward. them a place to call home learn the city. I enjoy being an Sharita Whitehead, CRS, achieved her when they arrived. Talk about advocate for the fight against CRS designation in 2011. She can be reached at sharitawhitehead@aol.com or pressure! They had faith in me autism and the projects that 256-603-5146. because Susie had faith in me. we do through CRS.

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Photo: Caleb Chancey

SHARITA WHITEHEAD, CRS

Sharita Whitehead, CRS, practices in Huntsville, Alabama, nicknamed “The Rocket City” for its role in the history of rocket-powered space flight.

It’s also the home of NASA’s Marshall Space Flight Center and the United States Army Aviation and Missile Command.

Here, Sharita poses in front of an original Saturn V rocket at the U.S. Space and Rocket Center, a museum filled with artifacts of the U.S. space program.

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perfect

practice

[feature]

8 steps to help you stay safe while on the job.

By Donna Shryer



You’ve heard other REALTORS’® stories concerning dangerous, on-the-job situations—but you haven’t completely embraced safety yourself. Maybe you’re afraid you’ll lose business, or you’re not sure which steps are worth the hassle.

1 The Real

Be honest about your safety risks. It’s important to admit that the nature of your business takes you into empty homes with complete strangers. “That doesn’t mean every showing gets a red alert,” says Carl Carter, a CRS member and a REALTOR® with eXp Realty, Little Rock, Arkansas. “It does mean you have to honestly assess each showing as a unique situation, conduct your due diligence, listen to your instincts and take precautions as necessary. I can’t emphasize enough that this goes for men

Deal

So we’ve cut out the noise and developed the simplest and most effective strategies to help you stay safe—and these techniques could boost business once consumers know how seriously you take safety.

as well as women.”

Carter is the founder of the Beverly Carter Foundation, a nonprofit safety organization dedicated to protecting real estate professionals and increasing safety awareness. Beverly was Carter’s mother and a successful REALTOR® who was killed while showing a property. (Read more about Carl Carter and the Beverly Carter Foundation in the sidebar “Take Action” on page 20.)

FOR THE RECORD 39 percent of real estate professionals surveyed for the National Association of REALTORS® 2016 Member Safety Report have experienced on-the-job fear for their personal safety or the safety of their personal information.

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[feature]

perfect practice

2 Getting to Know You Choose a public place to meet a new client for the first time. The ideal location is your office, since you can photocopy the client’s ID for proper vetting— something Carter feels too many REALTORS® skip. “We have a natural tendency to profile people as good—especially when it’s a married couple whose stories jive,” Carter says. “That’s exactly what happened to my mom.”

Neil Schwartz, CRS, brokersalesperson with Coldwell Banker Premier Realty in Las Vegas and authorized instructor for the NAR Safety Matters class, agrees, and he adds a warning: “If a home shopper insists on meeting you for the first time in an empty home, you shouldn’t be meeting with them at all.”

FOR THE RECORD A typical REALTOR® meets only half of the prospective buyers and sellers that they do not know in a public location before viewing a home.

5

A Clean

Sweep TAKE ACTION In September 2014, Beverly Carter, a REALTOR® with impressive career success, showed a home to a seemingly

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3 Matter A

Fact of

Vet home shoppers prior to a showing. When scheduling your first meeting with a homebuyer—in a public place—ask them to bring a photo ID. Photocopy the ID or snap a photo with your smartphone. File a copy and then link into a program such as Verify Photo ID. Is the person handing you the ID the same person attached to the ID? Be prepared to lose a few potential buyers who refuse to share identification, cautions Phil Faranda, New York broker/owner of J. Philip Real Estate. Faranda also served as a subject-matter expert when NAR created its safety program and is currently a Beverly Carter Foundation board member. “If the prospect won’t give you an ID, it’s a red flag. Walk away!”

FOR THE RECORD “Knowing that you take steps to vet homebuyers and safeguard the seller’s property and personal safety is a significant benefit that should be discussed in your listing presentations. It sets you apart,” Faranda says.

4 Trust Your

Gut

Vetting won’t always expose a red flag. If you’re at a showing, and your instincts tell you to get the heck out, follow these tips to expedite a swift exit. ÄWhen Ä you arrive before the homebuyer, park in the street instead of the driveway, so you don’t get blocked in. ÄAlways Ä have the prospect walk in front of you when entering the home. ÄÄUntil you know a buyer, never meet them for a showing after dark.

FOR THE RECORD Background checks are not foolproof, Faranda warns. “I’m talking about someone who makes inappropriate advances or just seems sleazy. Only your gut instincts can detect these situations.”

Don’t make the seller’s home a target.

Often it’s the seller’s home that’s the actual target, but the REALTOR® pays the price by getting stuck in the middle of a home robbery, Schwartz says. “You have to help Mr. and Mrs. Seller prepare for strangers walking through their home. That means no jewelry on the dresser, no

prescription drugs in the medicine cabinet and nothing lying around that could compromise the seller’s identity or financial security.”

harmless couple—a man and woman who identified themselves as a relocating married pair. They kidnapped Beverly and asked her family for a ransom. When the ransom

Realty in Little Rock, Arkansas, did use his mother’s story to create the not-for-profit Beverly Carter Foundation.

In his mother’s honor, the Foundation jump-started a

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went awry, Beverly’s captors became her murderers.

No “silver lining” can diminish this tragic ending, although Carl Carter, Beverly’s oldest son and a REALTOR® with eXp

FOR THE RECORD “The seller will love your advice,” Schwartz adds. “What they hear is that you care about their safety and their home’s safety.” nationwide conversation about REALTOR® safety and initiated safety guidelines, safety training programs and safety classes through real estate organizations.

perfect practice

6 Open

[feature]

buddy. “This gives your best experts an opportunity to build relationships with homebuyers, and it helps shoppers see you as someone with all the necessary experts ready to help them with the buying process.”

Carter also recommends moving the buddy system next door. “I introduce myself to the neighbors before an open house and ask them to call my cell if they see anything suspicious.”

Now the neighbor has Carter’s professional contact information and also knows how much he cares about everyone’s safety. “Guess who comes to mind when this neighbor needs a REALTOR®?” Carter asks.

and Shut

Case

Have a buddy with you during open houses. This puts a second set of eyes—and gut instincts—on safety patrol. Have a signal worked out in case one person senses an unsafe situation.

Faranda also suggests inviting a vetted banker, lender or home inspector to be your open house

FOR THE RECORD Carter feels the time to be most careful is before an open house ends. “That’s when criminals know the house is typically empty and the agent is helpless.”

7

Empty

Promises

8

Moves Defensive

Make sure vacant homes are truly vacant before showing them. Houses listed on the MLS as vacant may be hosting squatters. Before showing a home listed as empty, look for clues that someone may have broken into the house. If you see any of the following signs, do not enter the property and immediately call the police. ÄÄOpen doors or windows ÄWood Ä pallets, boxes or step stools beneath windows ÄTrash Ä in the outdoor garbage cans ÄA Ä car parked in the driveway

Take steps to increase your safety.

According to NAR’s 2016 Member Safety Report, here’s how many REALTORS® are ramping up their safety. Ä40 Ä percent of REALTORS® have taken a self-defense class. After taking a self-defense course, 73 percent felt safer. Ä42 Ä percent of REALTORS® installed a smartphone safety app to track their whereabouts and alert colleagues in case of an emergency. A similar approach is a safety alert device that sends a distress call with the push of a button.

FOR THE RECORD According to Moby, a GPS-based tracking software developer, 56 percent of real estate pros surveyed reported feeling unsafe when entering empty homes.

FOR THE RECORD Safety is not a one and done deal. “I see agents put their trust in one safety resource and get lazy about keeping their eyes and ears open,” Carter says.

Foundation services and programs are provided free of charge to every MLS, association, brokerage and agent. In addition, the Foundation offers support and advocacy to agents who have

been victimized on the job. The Foundation is currently working with federal, state and local government officials to pass laws that will improve safety within the real estate industry.

While REALTORS® can take safety steps on their own, progress in this area needs to include leadership from brokerages and real estate boards, Carter says. “The industry as a whole needs to rethink how we establish and maintain client relationships.

We do need to use our best business sense to stay safe.”

Donna Shryer is a freelance writer based in Chicago.

For further information about ways to increase your on-the-job safety, check out the Beverly Carter Foundation (beverlycarterfoundation.org); NAR broker resources (nar.realtor/brokers and click “Safety Resources” in upper-right corner) and the NARsponsored Safety Matters course (nar.realtor/topics/ realtor-safety).

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trade

winds

[feature]

In the internet age, search parameters dictate how agents list homes.

By Megan Craig



To end on the 9 or to round up to 0: It’s a conundrum for REALTORS® trying to perfectly price a home for a quick but high-price sale.

Charm pricing, or pricing just below a round number (think: $9.99 or $399,900), is one of the most popular ways to price anything, real estate included. And some research backs up the idea that this pricing strategy is the most effective at piquing buyers’ interest.

In their study, “The Effects of Charm Listing Prices on House Transaction Prices,” researchers Marcus T. Allen and William H. Dare found that sellers of lower-priced houses (below $300,000) sold their homes for significantly more money when using charm pricing than sellers of similar houses who listed with a round-number price. They also found that higher-priced homes (between $300,000 and $1 million) benefited from listing prices ending in $5,000 or $9,000, rather than a number that has been rounded to the nearest $10,000.

Another study by two New York University researchers found that charm pricing works because of a psychological phenomenon known as “the left-digit effect,” which means prices ending in “9” are perceived as significantly

smaller numbers than their rounded counterparts, as long as the number on the far left is smaller than the rounded number. (For example, $2.99 is perceived as close to $2, even though it’s only one cent from $3.)

By contrast, other studies have shown that “prestige pricing” can also work because rounded numbers are more easily processed in the brain, and therefore they may feel right.

But for many agents, the huge advantage to listing a home price at a round number has little to do with psychology and more to do with searchability.

Tailoring Prices in the Digital Age

Charm pricing may yield higher transaction prices, but many REALTORS® believe strongly that the strategy no longer works for one very specific reason: the internet.

A joint report by the National Association of REALTORS® and Google found that at least 90 percent of buyers searched online at some point during the home-buying process. That means buyers and buyer agents often are getting their first glimpse of a home via the online MLS or through popular sites like Trulia, Redfin and Zillow.

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BY THE NUMBER S In a survey of over 300,000 real estate transactions,

14 % 16 %

are listed with a price ending in 0,000,

end with 5,000, and

35

%

end in 9,000.

Source: “The Effect of Listing Price Strategy on Transaction Selling Prices,” Journal of Real Estate Finance and Economics

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trade winds

[feature]

ROUNDING IT OUT Although some studies have shown that charm pricing works to sell homes for more money, many agents price on round numbers because those prices are more internet-searchable. For example: Even though this agent listed the property for $100 more, the property will be exposed to more potential buyers, including those with higher price brackets.

$

199,900

$

200,000

An agent lists a house at $199,900.

A buyer searches for homes from $150,000–$200,000, just in his or her price range.

This agent’s listing is at the very top of that buyer’s price range, surrounded in this search by lower-priced homes.

BY THE NUMBER S

44 % 90 %

of all homebuyers begin home searching online.

will search online at some point in the process.

Source: 2017 Real Estate In A Digital Age, National Association of REALTORS®

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Another buyer searches for homes from $200,000–$250,000.

That buyer won’t see the listing, because $199,900 falls under that searcher’s price parameters.

An agent lists that same house at $200,000.

A buyer searches for homes from $150,000–$200,000.

That buyer will see that listing, because it’s within the $200,000 parameter.

For that reason alone, Jackie Leavenworth, CRS, a REALTOR® trainer and coach, stays away from charm pricing.

“We’re not operating a gas station or a dress shop. Pricing on the $999 or $967 or whatever to catch attention doesn’t make a difference,” she says. “It’s a price war out there, and that war begins on the internet.”

Many sites offer dropdown boxes with range options provided for various quartiles; for example, a buyer could search for listings from $200,000–$225,000, $225,000–$250,000, $250,000–$275,000 and so on, Leavenworth says.

And even though some sites enable a buyer to

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Another buyer searches for homes from $200,000–$250,000.

That buyer ALSO will see this listing, but instead of being the top of that searcher’s price point, this home will seem very economical.

select any price range to use in a search without using a dropdown menu that has default price ranges, most users still use round numbers in their searches.

Ira Serkes, CRS, an agent with Pacific Union International Real Estate in the San Francisco Bay area, says he knew he had to price with round numbers once he started seeing potential buyers searching on sites like Zillow.

“I guarantee you that on those sites or on the MLS, you’re never going to be able to search by a ‘999’ increment option. So, once the internet came in, how people searched changed,” Serkes says.

trade winds

Bridging the Gap

When an agent lists at a number slightly below a round number, he or she loses the next tier of buyers, Leavenworth says, significantly reducing the property’s exposure.

And those buyers—the ones searching in the next-highest price bracket—may see the home as more of a bargain.

“We weren’t fooling anyone by pricing it on the $499 anyway,” says Jean Groesbeck, CRS, with Coldwell Banker Bain in northwest Washington. “Marketing is exposing the most people to the property, and pricing at a round number such as $500,000 exposes the property to many more buyers.”

Groesbeck says she sees more sophistication from buyers now, including those who come to town with a spreadsheet of statistics and perceived pros and cons on each property they want to see. The most important thing now, she says, is to be on that spreadsheet of the list of homes buyers want to see, which is best accomplished by exposing the property to more buyers online through rounded pricing—that will be seen by buyers on both the lower and higher sides of the price.

“There’s not a seller in the world who will be upset if you raise their price to double their exposure on the internet,” Leavenworth says.

Combining Tactics

Despite the advantages of such exposure, most agents won’t overprice nor underprice a house by several thousand dollars just to get more eyes on it, says Christi Conroy, CRS, an associate broker with Berkshire Hathaway Home­Services Towne Realty in Virginia Beach, Virginia.

Appraisals and the actual market value of the home have to be considered as well.

That’s when a REALTOR® may be able to reap the benefits of charm pricing, Conroy says, when the price falls somewhere well between commonly searched amounts.

“Charm pricing is a great idea if you’re somewhere in the middle, say $310,000. In the median price range in my area, $10,000 is too much of a difference to take it down to $300,000 or up to $325,000,” she says. “Maybe that’s when it works” to use the charm price of $309,900.

Kim Peterson, CRS, of Realty Executives Integrity in the far northern suburbs of Milwaukee, says she prices both in round

[feature]

pricing with special charm For some REALTORS®, neither traditional charm pricing nor rounding to the nearest quartile does the trick. Instead, these agents play by their own charm-pricing rules.

Take, for example, Julian Coiner, CRS, broker/owner with Agent 007 Real Estate in Kauai, Hawaii. As the self-styled “agent 007” of real estate, Coiner lists his clients’ properties with obvious flair.

“I’ve always priced all my properties ending in ‘007,’ and when I write offers, it’s the same thing with ‘007’ at the end,” he says. “If I’m listing a property at $950,000, it’s $949,007.”

Coiner uses it as a marketing strategy. When people look through MLS or on Zillow, they notice that “007.” He says he gets many calls from potential buyers and sellers who were simply intrigued by his unique prices.

“Sociology was one of my favorite classes in college,” he says. “I’m interested in the way people perceive things, and I’ve always been intrigued by doing things a little differently.”

For Michelle Warren, CRS, of Harry Norman Realtors in Peachtree City, Georgia, pricing can be used as a lucky charm—she always tries to put an “8” in her prices to ensure the good energy attached to that number in feng shui.

She’s also had some luck with home prices containing “49,” a number associated with the Jewish Year of Jubilee.

Pricing so the individual numbers in the price add up to 18 has worked for Tama Traberman, CRS, of Michael Saunders & Company in Sarasota, Florida. In Hebrew, “chai,” which means “life,” is associated with the number 18.

“Does this make sense to anyone but me and my customers? No. But something must be at work here,” Traberman says. “My listings don’t expire … they sell.”

“ We weren t fooling anyone by pricing it on the $499 anyway. Marketing is exposing the most people to the property, and pricing at a round number such as $500,000 exposes the property to many more buyers.”

—Jean Groesbeck, CRS

numbers and using charm prices, depending on the price break.

“If it’s a bigger price break ($100,000 or $25,000), I am always using the round number now to get both ends of the search engine lookup. If it’s a $10,000 price break, I often also use the round number,” she says. “If it’s a $5,000 price break, then I will usually use the (charm price).”

That way, she says, she takes advantage of the best of both pricing strategies.

You can take the classroom course “Listing Strategies for the Residential Specialist” throughout the year. For the current schedule of courses, go to page 44.

Megan Craig is a freelance writer based in Chicago.

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KEEP CALM AND

FOCUS ON THE GOAL

By Michael Chazin

Selling properties for divorced couples comes with challenges, but those challenges fade in the hands of knowledgeable agents.

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“EVERYBODY WANTS THE BEST PRICE, BUT IN A DIVORCE, IF THE MONEY IS GOING TO BE SPLIT, IT BECOMES EVEN MORE IMPORTANT.” —Jo Alderman, CRS, GiesenCaldwell Agency, Inc.

Selling a house for a divorcing couple is like any normal real estate sale, but with a dysfunctional twist. Although a divorcing couple may not be happy with each other, many would assume that they still want to sell as soon as possible, says Jen Teske, CRS, RE/MAX Alliance, Edwardsville, Illinois. The goal of selling the house surely exists, yet even when both parties want to sell, “they end up using it as a bargaining chip,” she says.

Money Is a Top Concern

Financial considerations are top of mind with any divorcing seller. “Everybody wants the best price, but in a divorce, if the money is going to be split, it becomes even more important,” says Jo Alderman, CRS, Giesen-Caldwell Agency, Inc., in Radford, Virginia. “They want to know that they will have enough money to buy something else.”

Divorcing couples typically share at least one goal—to sell the house as quickly as possible, says Thomas J. Nelson, CRS, Big Block Realty in San Diego. But sometimes they become distracted with emotional concerns; when that happens, the agent should remind them of that goal. “It’s about getting on with your life and disconnecting from that person in every way,” he says. Selling the house breaks that connection and relieves them of a financial burden.

The unique financial situation of a couple going through a divorce affects their motivation as sellers. “Every dollar counts a little more because they are going from a two-income to a one-income household,” says Sharri Bailey, CRS, Berkshire Hathaway Home Service in Yak, Washington.

Keep Communications Flowing

Divorcing couples selling a property often disagree, which constitutes the biggest challenge.

When working with divorcing sellers, a good place to start is to set expectations. “Interview each side to find out their expectations,” Bailey says. “Find a compromise between them, and make sure they agree on pricing, showing terms and moving time frames.”

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Divorcing sellers want equal and fair treatment. “They want to be heard,” Nelson says.

He keeps sellers on a regular communications schedule. “I tell them both I will update them every Monday and Friday,” he says. On Mondays he tells them what happened over the weekend and what sort of feedback he has received. On Fridays he lets them know what happened during the week. “If there is any breaking news, I let both know right away.”

“You have to set ground rules from the very beginning,” Teske says. She offers divorcing clients the option of group texting so they both receive identical messages at the same time. Her divorcing sellers always choose that. She tells them upfront that as soon as the conversation moves from the sale of the home to talking about the other party, she will cut them off.

Teske has learned that video is a great way to communicate with divorcing clients. She uses BombBomb to update clients and sends both individuals the same video. “They both see and hear the same message at the same time,” she says. Video makes the experience more memorable, and she always adds an affirmative statement about how well her clients are working together. “It is so much stronger when you say that in a video compared to a text or an email,” she adds.

When Negotiations Stall

When emotions run high, negotiations can head south. Managing dissenting opinions can be part of the process when working with divorcing couples, but specific approaches can help overcome these obstacles.

Over the last several years, the majority of Nelson’s listings have been with couples going through a divorce, he says. Often these sellers are motivated; they want to get the sale completed as soon as possible. Other times, when one party is less motivated or has other issues, “they can sabotage the process and make it difficult to sell, or they become unreasonable,” Nelson says.

“Selling and buying real estate are emotional transactions,” Alderman says. “Throw the emotion of a divorce into that, and sometimes it gets treacherous.” The agent gets stuck between the two parties and needs to walk a fine line. “You don’t talk about either one to the other, and you don’t take sides,” she says.

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5 TIPS FOR SELLING PROPERTIES BY DIVORCED OWNERS 1

Set expectations early regarding sale price and closing.

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Set the No. 1 goal— get the highest price for the property.

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Stay out of the drama; don’t take sides.

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Couples don’t need to agree; make it about what the buyer needs.

5

For a secondary goal, remind clients they will have less contact with this person in the future.

No matter how much disagreement might or what makes sense,” Teske says. She has seen exist, couples still come together based on the spouses refuse to agree on a closing date just to common goal to sell the house, Nelson says. The punish their partner. divorce decree usually requires that sale, and At times like that, Nelson attempts to bring both parties typically look forward to the payoff the discussion back to the business at hand and when the house gets sold to fund their next steps. maintain the focus on the business minus any They can be united behind that goal, but must emotion. “Keep it focused on the facts so they also understand that compromises are necessary. don’t go off track,” he says. “Make it about the “But often they don’t want to compromise; they’re buyer.” Explain, for example, that the contract going through a divorce,” Nelson says. date is the best time for the buyer to close.

When compromising isn’t possible, disagree“My job is to get them the highest offer and ments can turn negative. If someone is very the terms they want,” Teske says. When one angry at the other person and doesn’t like how party refuses to sign a full-price offer, it repevents are unfolding, resents an emotional outburst. watch out. “When it gets “Divorcing sellers “It is my job to bring reason to heated, people will somethe situation and remind them want equal and fair of the ultimate goal—to sell the times go against what their attorney tells them house,” she says. “Be the voice treatment. They of reason and don’t take sides. want to be heard.”

Never provide legal advice. If —Thomas J. Nelson, CRS you have a dissenter in the Big Block Realty group, encourage them to seek legal advice.”

Make Them Feel Good

Sometimes involving legal counsel seems unavoidable. “Divorcing couples need to feel good about what is being presented in terms of the sale and the market,” Bailey says. If one party becomes unreachable, legal counsel might offer the only solution. Lawyers tend to emphasize differences, and when added to the negotiation, they can make it harder to reach an agreement, she says.

Before turning to lawyers, attempt to focus both sides on the big picture. “Keep them emotionally strong to get the deal closed,” Nelson says. “It’s about dealing with their emotional needs as much as selling the home.”

CRSs have lots of experience helping divorcing couples.

Need help? Join our We Are CRS Facebook group (Facebook. com/groups/ WeAreCRS) and ask your fellow CRSs.

Michael Chazin is a freelance writer based in the Chicago area.

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The

Smooth

The

Brains

Talker

CO How to make the agent teams business model work for you.

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Brian Ladd, CRS, knew that his team was on the right track when they started to lay awake late at night agonizing about a local cutting-edge townhouse development in downtown Bend, Oregon, that had been on the market for months with a previous agent and still hadn’t sold.

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In fact, Ladd, principal broker with Ladd Group at Cascade Sotheby’s International Realty in Bend, has found that fretting over a sale at 2 a.m. is sometimes critical to an eventual sale and a relationship that lasts long beyond the project. “When my agents and I lie sleepless at night when a project is not selling,

mind your

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The

The

Kid

Fixer

ME

By Mary Beth Klatt we become connected on a level that ensures success with sales, and loyalty from the developers and clients,” he says.

Emotional investment is only one component that helps an agent team—a group of agents who share duties—thrive.

While these teams generally operate within a brokerage, they

frequently have their own rules on how to split responsibilities and commissions. While they have become extremely popular in recent years, the business model might not be right for everyone. Here’s what you need to know to create a successful and profitable agent team.

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mind your business

1 2

Find the Right People

Write a solid plan of what you envision the team to be now, in two years and in five years, says Susan Sedoryk, CRS, Team Sedoryk Properties with Coldwell Banker Legacy Realtors, Rio Rancho, New Mexico.

“Then recruit those individuals who most closely align themselves with your personal and professional values,” she says.

“I equate it to a prenuptial agreement prior to a marriage! We spend so much time together, so it’s imperative that we know and respect what each other’s contributions are to the team.”

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Play Nice in the Sandbox and Share Leads

That’s right. Ladd contends that being selfish with leads, clients and relationships hurts everyone. “That is when fear and desperation set in, which leads to team failure,” he says. “While this may sound corny, I honestly want my agents to be incredibly successful in all aspects of their life and eventually to be more successful than me.” An agent team allows him to scale the business by gaining help to represent projects and clients that he could not serve on his own.

“However, my primary goal is simply to grow the careers of my agents,” he says. “I think a huge mistake of team leaders is to be afraid to let their agents work with their clients. Many team leaders are fearful their agents will eventually take over those relationships, and when they eventually leave the team, the business will go with it. While many think I am naive or shortsighted, I am happy to let my agents adopt my client relationships.”

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Teamwork

“I feel the biggest mistake is to let agents who are not part of the team work at an open house or sales center waiting for walk-in business, or conduct open houses on your listings,” Ladd says. “Without really being part of the team, they will never be as engaged in the process. Having a project for your agents to work also gives them a springboard for their careers. It changes from randomly looking for business to having a core focus that eventually grows into a diverse client database.”

6 TIPS FOR HIRING YOUR FIRST TEAM MEMBER: AN ASSISTANT ➊ Create a description of a perfect assistant, one who will fit in your team culture and have essential skills.

Don’t write a vague job description. ➋ Survey other agents to find out hourly rates, salaries. ➌ Test applicants. Edward Perez, CRS, broker associate, team leader–NJ Luxury Group at Sotheby’s International Realty in Hoboken, New Jersey, likes Disc, a free behavior/personality test. Resist temptation to fill the job quickly. Don’t hire family unless they fit the job description. ➍ Get your new hire up to speed on three to four tasks immediately. ➎ Prepare to personally train your new hire unless you outsource the task. Training takes time. ➏ Set goals for the next week, month and two months.

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Establish Specialized Agents

“I have been able to represent my clients at a level that is simply unmatched by individual agents or by teams in name only,” Ladd says.

“With specialized buyer agents, listing representatives, a marketing director and contract coordinator, we offer a seamless process that avoids crisis. We closed 250 sides last year with virtually no chaos. I know agents who do 10 percent of that business who live in continual crisis mode, which is bad for them and their clients. “

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Delegate, Delegate, Delegate

Diane Beck, CRS, broker, Windermere Real Estate, Missoula, Montana, has found a team approach lets her work remotely more easily and keep up with other responsibilities. “My team is managed well and streamlined to function without my daily presence,” Beck says. Her greatest challenge is keeping up with

6

email. “It takes a special team to manage things while the ‘boss is away,’ and I have been fortunate to have that in place over the last few years,” she says “It is also critical to make sure our sellers and buyers understand the ‘team concept’ up front—they are more likely to be comfortable with the knowledge of how we operate at the start.”

Potential Drawbacks: Thin Margins, Splitting Commissions

With the team approach, you’re more likely to be focusing on leadership and human resources issues rather than sales. Another drawback is overhead. “The burn on ongoing expense quickly builds when you add large marketing spends and salaried positions,” Ladd points out. “My margins are much thinner than as an individual agent, and my overhead averages about 45 to 50 percent of gross commission. In a slowing market, this could quickly eat your commissions. Even with a 50/50 split

5 INTERVIEW QUESTIONS FOR PROSPECTIVE TEAM MEMBERS

Edward Perez, CRS, broker associate, team leader–NJ Luxury Group at Sotheby’s International Realty in Hoboken, New Jersey, uses core values to interview prospective team members. “They help us know right from wrong and become an unwavering guide pointing us in the right direction,” he says.

Consider asking: ➊ How are you committed to improving your skills? ➋ How are you accountable to team members? Yourself? ➌ Can you provide an example of how you helped a colleague succeed without getting the credit? ➍ How committed are you to delivering WOW results? ➎ Can you give me an example of how you demonstrated personal responsibility in a previous position?

with my agents, I have surprisingly thin margins.”

There are also potential pitfalls for team members. For starters, they can get smaller commission checks than if they were working on their own. Some teams split commissions 50/50 with agents, with bonuses based on selling group listings and for taking the lead role on projects; others give a higher split to team members who generated the lead and/or if the property is not a team listing. Finally, team members can have less input on how the group operates and plans.

7

Be Emotionally Invested

Despite these challenges, Ladd has found it rewarding to learn new skills and grow his career differently. Ever since Ladd and his team quickly took over the languishing Bend townhouse project and sold out the first phase for a gross number of more than $5 million in three months in 2016, they have successfully turned around other insomnia-inducing projects.

“I am always asked what we did differently,” Ladd says.

“Besides all the obvious action items (create a detailed marketing plan, identify the target demographic and market appropriately, create follow-up and CRM campaigns, etc.), my most Download the succinct answer is that we became team-building emotionally invested in the success webinar series “Building a of the project.”

Team from the Ground Up” at CRS.com’s On Demand catalog.

Mary Beth Klatt is a freelance writer in Glenview, Illinois.

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resources for learning & leisure

GOOD READS

WELL, THIS IS

awkward Sure, awkward people obsess over certain topics. Yet this “rage to master” also makes them high achievers.

By Allan Fallow



Is social awkwardness finally getting its moment? While TV shows like The Big Bang Theory and Girls celebrate misfits who also happen to be endearAWKWARD ingly brilliant, recent The Science of Why bestsellers such as We’re Socially Awkward Quiet and The Geeks and Why That’s Awesome Shall Inherit the

by Ty Tashiro Earth have extolled William Morrow introverts and 252 pages, $26.99 high-school outcasts who become industry insiders later in life. Now comes Awkward: The Science of Why We’re Socially Awkward and Why That’s Awesome

by Ty Tashiro, a New York City

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psychologist who had a hit with his colleagues and spouses, but to 2014 mating guide, The Science of “socially dysfluent” types themHappily Ever After. His new book selves. (Full disclosure: I am one. urges us to consider how people I couldn’t resist reading half the with a knack for putting their foot book aloud to my wife, an overin their mouth may actually have sharing impulse she found to be, a leg up on the rest of us. well, awkward.)

It’s clear that Tashiro was an awkward kid himself. Those Intense Clarity square-framed silver glasses he On walking into a party, a sported in seventh grade, for non-awkward person readily intuexample: “If I’d been a 60-year-old its the big picture on display—the accountant, I would have looked temperature of the room. For an dashing.” Indeed, the book’s funawkward person, by contrast, “navniest and most poignant passages igating the world of emotions can recount his various near-misses at feel like walking through the glassfitting in: trying to kiss a popuware section of a store wearing a lar girl at a middle-school dance, large backpack.” That same party learning to play doubles on his scene will resemble a fragmented high-school tennis team or rewritjumble, with the awkward person’s ing Valentine greetings in fourth narrowly focused social spotlight grade to make them less personal— able to illuminate only one corner and therefore less mortifying. of the tableau at a time.

Though Tashiro claims to have This fundamental difference in uncovered evidence that “modern perceptive capabilities is not so social life has made all of us feel much a deficit as an “awesome” more awkward,” his main interest personal asset, Tashiro strains here is to explain the behavior of to reassure us. Not only does a awkward people, not just to their “spotlighted view” mean awkward

people see certain things with “intense clarity,” but it makes them aces at systemizing: [This] is why they like the rules of math or the logic of coding, and leisure activities like games or collecting. Although they are more likely to choose Silicon Valley or physics theory over sales or customer relations, they can be found across a wide range of vocations.

Stereotypes notwithstanding, that last phrase is a welcome reminder that not all real estate agents (for example) are outgoing, social-butterfly types—and that’s perfectly workable. Many of them, in fact, display the defining characteristics of awkward individuals: “a razor-sharp focus, a willingness to search for unusual questions or solutions, and an obsessive drive to master their craft, regardless of whether that occurs in technology, the arts, or entertainment.”

Social Success

Take heart if you see your own psychic profile reflected in these pages: Tashiro has woven in practical tips about using “if-then” rules and social scripts to help us navigate the heaving seas of social life: ÄThe Ä eyes have it. Awkward people use a “bottom-up” processing style when scanning someone’s face for social cues: They tend to focus on the mouth first. But as more socially fluent people are aware, the eyes are a much better signaler of a person’s emotions. ÄÄFund your emotional bank account. Psychologist John Gottman of the University of Washington says we unconsciously keep an informal tally of others’ good and bad behaviors, which he labels an emotional bank account.

Awkward people, “prone to mishandling minor social

expectations,” tend to unwittingly make small withdrawals from these accounts. To keep your balance healthy, commit to making small deposits of kind gestures on a regular basis. ÄÄMake small talk have a big impact. Knowing how to keep a conversation going frequently hinges on knowing when to stop talking. This is a key corrective for awkward people, who characteristically grow so impassioned when discussing a favorite interest that they lapse into lecture mode. Try not to unleash this sort of “social filibuster” (also known as an “empathy dysfunction”). Instead, get the other party to reveal his interests. A handful of thoughtful, alternative questions—a few from the book are listed below—will go a long way toward sparking a more engaging dialogue: 1. Instead of “What do you do?” try, “Tell me about what interests you right now.”

2. Rather than “How are you?” ask, “What are you looking forward to this week/weekend?”

3. “What do you enjoy about living here?” is almost always a more productive option than the canned, “So where are you from?”

Awkward may not turn you into a smooth-talking, glad-handing Master Mingler at your next open house. But whether you’re a bit socially ungainly yourself or simply trying to figure out how to live with an awkward personality, Tashiro’s book delivers both enlightenment and hope. The “obsessive energy” that causes discomfort in social settings is the very trait that drives awkward people to achieve remarkable things.

YO U M I G H T A L S O L I K E …

THE INEVITABLE

by Kevin Kelly [Penguin Books] 336 pages $ 12.19/paperback A look at how technological trends will revolutionize the way we live in the next 30 years.

THE LEADERSHIP GAP

by Lolly Daskal [Portfolio] 240 pages $ 16.12/hardcover Discover your distinctive leadership archetype and become the leader you truly want to be.

LEADERS EAT LAST

by Simon Sinek [Portfolio] 368 pages $ 10.55/paperback This acclaimed New York Times bestseller illustrates how great leaders create environments that foster trust and cooperation.

CAPITAL IN THE TWENTY-FIRST CENTURY

by Thomas Piketty [Belknap Press] 816 pages $ 17.63/paperback This international bestseller offers an economic history of the past two centuries and an important study of inequality.

Allan Fallow is a magazine editor in Alexandria, Virginia. Follow him on Twitter @thefallow.

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GR APE ESCAPES

resources for learning & leisure

1

WINE weekends

Ø

As temperatures begin to cool and the leaves begin to change, fall offers the perfect opportunity to make a weekend getaway to a winery. But rather than heading straight for Napa Valley, opt for another less-traveled wine region to take in the autumn views and sip on some top-notch wines.

3

Finger Lakes Region, New York

Okanagan Valley, British Columbia, Canada

Located about a five-hour drive away from New York City, Finger Lakes is a world-class wine region that features more than 100 wineries. The lakes’ microclimate helps create some of the best white varieties, like Riesling and Gewürztraminer, in the U.S. Explore one of the region’s three wine trails while taking in the picturesque landscape of the three lakes and rolling hills. And be sure to check out the booming culinary scene and up-and-coming microbreweries throughout the area.

The Okanagan Valley is British Columbia’s premier grape-growing region and the second-largest wine region in Canada. Situated about a four-hour drive northeast of Vancouver, the area is now home to more than 130 wineries. Okanagan Lake is the main attraction—dotted with dozens of beautiful beaches, parks and, of course, wineries—it’s the ideal place to embark on a bike tour from vineyard to vineyard. After a long day of pedaling, stop at a winery for a tasting and enjoy the amazing views of the lake and mountains.

fingerlakeswinecountry.com

okanaganwine.ca

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Central Virginia

As the fifth-largest grape-producing state in the country, Virginia has plenty of world-class wines to choose from. East of the Blue Ridge Mountains, numerous wineries are clustered around Charlottesville. Thomas Jefferson, whose famous home Monticello is nearby, spent many years trying to grow the first European grape varieties on Virginia soil. A wine tour is an excellent way to explore the historic countryside, food and wine pairings, and sample a variety of wines rich in old-world flavor. virginiawine.org

Leelanau Peninsula, Michigan

Many may think the Midwest is not known for its winemaking, but a trip to Northern Michigan will surely change your mind. Boasting 125 wineries statewide, 25 of those are on the Leelanau Peninsula wine trail. Visitors will find a sip for every palate—with a wide variety of quality red, white and sparkling wines, and artisanal hard ciders. Traverse City is a short drive away with a plethora of craft breweries and local eateries. And while taking in the spectacular foliage, make a trip to the Sleeping Bear Dunes in nearby Glen Arbor for a hike on the dunes and views of Lake Michigan that some have deemed the most beautiful in America. michigan.org

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YO U M I G H T A L S O L I K E …

CORSICA, FRANCE

Just off the south coast of France in the Mediterranean Sea, Corsica is virtually covered in vineyards.

It’s home to a number of red and white varieties, many rarely found elsewhere due to the unique island climate. Breathtaking scenery also abounds, as Corsica is commonly referred to as the “Island of Beauty.” visitfrenchwine.com/en

RIBEIRA SACRA, SPAIN

Tucked in Spain’s northwest corner, Ribeira Sacra is known for its distinctive red wines. Unlike most Spanish reds, Ribeira Sacra reds have lively fruity tones and floral aromas as a result of the region’s cool climate. The nearby Atlantic Ocean coastline and the Pyrenees mountains provide a serene setting throughout the region. winesfromspainusa.com

inside

CRS

WINDY CITY

news from the council

lineup

NAR CONFERENCE SESSIONS November 3 Selling Luxury Homes Gee Dunston, CRS & Jack Cotton, CRS Say No to Unreasonable Demands ... And Still Get Paid Ed Hatch, CRS, & Jackie Leavenworth, CRS Getting Started with Podcasting Monica Neubauer, CRS November 4 3 Key Success Strategies ... Time Management: Delegation and Balance Ed Hatch, CRS Stake Your Claim: Mine Your Own Business Jackie Leavenworth, CRS

Complimentary CRS education sessions at NAR conference.



The Council of Residential Specialists is offering a host of complimentary education sessions at the National Association of REALTORS® Annual Conference & Expo, Nov. 3–6 in Chicago. The sessions all take place at the main conference site, the McCormick Center.

CRS is also hosting its Annual Business Meetings in conjunction with the conference from Nov. 1–4 at the Renaissance Chicago Hotel.

You can also sign up for our new Top of Mind Techniques to Boost Your Brand one-day course ($99 for designees, $129 for all others) that takes place from 8:30 a.m. to 5 p.m. on Nov. 1. To get a sneak peek of the course, turn to page 12.

And please join us for our Annual Inaugural event Nov. 4 at the Renaissance Chicago Hotel. The installation of officers and awards happens from 6:30 to 7:30 p.m., followed by a networking dinner and celebration from 7:30 to 10 p.m.

Register for tickets ($99) when you register for the conference at registration.experientevent.com/ ShowNAR172/?affil=CRS.

November 5 Fill Your Stadium with Raving Fans Kim Knapp, CRS 3 More Success Strategies ... Proactive, Purposeful, Profitable Lead Generation Ed Hatch, CRS Succession Planning: Creating Your Exit Strategy Mark Given, CRS, & Lee Barrett, CRS 30-Day Top-of-Mind Awareness (TOMA) Turnaround Pat Zaby, CRS Capturing Opportunities in the Expired and FSBO Markets Jackie Leavenworth, CRS November 6 Proven and Profitable Seller Systems: Landing Listings Chandra Hall, CRS 3 Bonus Success Strategies ... Planning and Budgeting for Profit Ed Hatch, CRS

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CRS news from the council

GET ON TRACK AT

Sell-a-bration At the 4-star Gaylord Texan Resort & Convention Center, you can soak up views of beautiful Lake Grapevine and enjoy the resort’s 4.5 acres of lush indoor gardens and riverwalk.

Learn from the best and connect with peers.



You know the saying: Everything is bigger in Texas.

Sell-a-bration® is no exception.

The Council’s annual conference, Sell-a-bration®, continues to grow as more CRSs make the trek to connect with their peers, learn from the top educators in the field and get inspired by the nation’s most interesting thought leaders. Sell-abration® 2018 takes place Feb. 5–6 at the Gaylord Texan Resort & Convention Center in Grapevine, Texas, outside Dallas.

Four tracks: Skills for the Future

This year, the four tracks for Sella-bration®’s sessions are Marketing

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®

ÄÄGrow your global business ÄÄManage your stress so you can ultimately close more sales ÄÄBecome a leader so your business can thrive ÄÄDevelop a corporate housing arm of your business ÄÄEnhance your sales by managing rental properties In Systems for Success, you will learn how to: ÄÄBoost your business with a 31-day fix ÄÄProactively prepare for the impending housing shortage ÄÄImplement field-tested, effective scripts ÄÄDevelop communication skills that seal the deal ÄÄBuild a realistic schedule that focuses on dollar-productive activities

& Online Reviews, Social Media & Video Marketing, Special Interest Topics, and Systems for Success.

In Marketing & Online Reviews, you will learn how to: ÄÄCreate stunning marketing materials using free graphic software ÄÄIncrease your closings using online reviews ÄÄMaximize your prospecting A motivating keynote: efforts Mel Robbins ÄÄGrow your business naturally Mel Robbins, a motivational by being authentic speaker, author and CNN contribÄTurn Ä your listing presentation utor, took her popular TEDx talk, into a consultation that converts “How to stop screwing yourself clients over” (viewed more In Social Media & Marketing, than 10 million times), you will learn how to: and turned it into the ÄÄEarn a substantial return on bestselling book, “The investment using Facebook Live 5 Second Rule.” Her ÄÄMake and market inexpensive tagline, “If you can videos shot using your phone count 5-4-3-2-1, you ÄÄMaximize your visibility on can change your life,” refers to social platforms the simple but powerful idea that ÄÄImplement a video production when you have an impulse or idea system through a hands-on to do something new and exciting, workshop decide to act on it within five secÄÄCreate an emotional connection onds. Don’t hit your “inner snooze using video button.” The practice can get you In Special Interest Topics, unstuck when you’re in a rut and you will learn how to: help you achieve your goals.

YOUR EDUCATION MAINTENANCE PLAN

CRS Designees will now be required to take two hours of CRS education within a calendar year, in addition to paying their dues, to maintain their designation standing. This change was approved by the Board at the Annual Meeting as a measure to help differentiate the CRS designation.

The new requirement will take effect for the 2018 renewal period. CRS Designees will have the entire 2017 calendar year to earn the two

CRS WEBINARS

hours of education credit they need prior to renewal. The two hours can be fulfilled by taking any CRS classroom, eLearning course, live or recorded CRS webinar, approved State CRS or LNG event, or by attending Sell-a-bration®.

Find a list of dozens of free webinars online that you can download and listen to anytime at our Free Webinar Library (CRS.com/ free-webinar-library). Titles include “Best In Tech: Really Cool Real Estate Apps

to Simplify Your Business,” “Build a Powerful Niche with Residential Real Estate Investors” and “Communicating Effectively with Buyers and Sellers.” You can also tune in during CRS Week, Sept. 11–15, for free, live webinars.

The CRS Designation is the most recognized and prestigious professional designation in the industry and this new continued learning requirement is designed to help reinforce the value and distinction of the CRS Designation.

The following courses have recently been added to CRS’s free webinar library.

Check out the complete listings at CRS.com/free-webinar-library.

The 13 Not-So-Secret Tips to Success in Real Estate

Win Listings Using 3D and Virtual Reality

Sean Carpenter ✦ 1 credit

Paul Grasshoff ✦ 1 credit

It is easy to fall into the trap of thinking that success is simply “getting back to the basics.” If the basics work so well, why would we ever need to get “back” to them?

Why not just do them all the time? This session will remind us all that success is usually easier to find when we aren’t too busy looking for silver bullets or secrets.

Learn how top real estate agents and the top brokerages are using 3D and virtual reality technology to win listings and outsell the competition. In this webinar, Mark Tepper and Paul Grasshoff of media technology company Matterport, Inc. discuss the best ways to to incorporate 3D and VR into your existing marketing processes.

Quarter Page Ad 717.pdf

Building Systems 101: How to Build Efficient and Effective Systems To Leverage Your Success Debbie Yost, CRS ✦ 1 credit

Successful REALTORS® often lead crazy schedules and lives where they often put everyone else, including clients and potential clients, before themselves and their families. After this webinar, you’ll no longer have to answer those late night and weekend calls from clients asking the same questions about things you’ve already told them but they’ve forgotten. Elevate your client service to new levels in less time than you currently spend and regain some of your life and freedom!

Estate Planning for Real Estate Professionals Joseph Nery ✦ 1 credit

This webinar will cover the fundamentals of estate planning, discussing why creating a solid foundation is important not only to retirement planning, but also to operating your business. We will review potential liabilities and pitfalls that real estate professionals can possibly avoid with proper planning. We will also cover how estate planning affects your family.

C

M

Y

CM

MY

CY

Money Laundering Risks: Spot Red Flags and Report Suspicious Activity Lesley Walker, Christie DeSanctis, Young Lee, Lawrence Scheinert ✦ 1 credit

Real estate professionals can learn about money laundering, U.S. money laundering laws and how real estate professionals can be effective partners in the fight against money laundering by knowing how to spot money laundering red flags and where to report suspicious activity. In addition, attendees will learn about recent efforts by the U.S. government to stop the use of real estate as a vehicle for money laundering and the financing of terrorism.

CMY

K

1

7/19/17

7:47 PM

learn

from the

BEST strategies from the industry’s top educators

shoot

TO SELL 5 simple tips to make real estate photos better.

By Dale Carlton, JD, CRS

Ø

So often these days, photography can make or break a listing. With that in mind, the Council has been rolling out a four-part eLearning photography series for agents looking to take their photography skills to the next level.

Each course is two hours and worth two credits.

Here’s a taste of what the series offers and how to get started making your photos more professional, eye-catching and appealing today.

Use a tripod. Lighting is often the biggest issue with real estate photos. The easiest way to solve lighting issues is to use a tripod and get more light in the photo by using a slower shutter speed. Slower shutter speeds often cause blur because the shutter is open longer and any movement in the camera will be picked up in the photo. However, a slower shutter speed allows more light to come in the camera, and with the camera on a tripod, the photos will still be clear and crisp because there is limited movement. Learn how to manually select the shutter speed on your camera, get a tripod and practice.

1

CRS INSTRUCTOR

2

Dale Carlton, JD, CRS, is the principal broker of Carlton Realty, Inc. in Fayetteville, Arkansas.

He is also an attorney at law, CRS Past President and a Certified Instructor for CRS. You can find him at CarltonRealtyInc. com.

Sep Oct

40

Shoot exterior photos with the sun to your back. Everyone wants a blue sky and brilliant exterior photos. To capture a blue sky, it is important to not have the lens of the camera facing toward the sun (even if the sun is behind a building or trees). Putting the sun to your back will result in the brilliant exterior photos with minimal shadows on the homes, and the blue skies showing up in the background. Note: This will probably require that you take photos at two different times of the day to get the front and back of the house.

The Residential Specialist trsmag.com

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3

Overexpose the photo (brighter is better). Most cameras provide exposure settings automatically in the viewfinder. This helps the photographer know how to balance the available light. However, the computer on the camera calculates an average of all available light, and many times this will leave real estate photos too dark. To solve this problem, overexpose your real estate photos. It will be a little different with each camera, but practice shooting a step to a step-and-a-half over-exposed, which will give your photos the bright, welcoming look that you often see in magazine photos.

Shoot all photos in landscape.

It is tempting to turn the camera 90 degrees and shoot a portrait photo to capture the fireplace or the powder room. Since most people are looking at photos on a fixed viewing system (such as their phone), shoot all photos in landscape so the picture will give them maximum size. When people are scrolling through to look at photos in landscape and they come to a portrait photo, it shows up half-size. Instead of shooting a portrait shot, zoom in closer.

4

Shoot from a low angle. It is very natural to take photos from your natural standing height.

However, most of the details of a home are located below eye-level. For instance, flooring, countertops, most cabinets, door knobs, etc., are all below eye-level. As a result, most people tend to angle their photo slightly downward toward the cabinet or fireplace. This causes some distortion of the photo and doesn’t square everything. By lowering your height to about 4 to 4.5 feet, you can shoot horizontal to the ground and capture most of the features wanted in a photo.

5

To watch the first part of the four-part photography series, visit crs.com and search for “How Do I Make My Photos Look Like That?”

CRS

connect

YOUR CRS

network

NORTHEAST

expand your network

Ø

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

I do a lot of referrals with Ira Serkes, CRS, Pacific Union/Christie’s International Real Estate in BerkeCONNECTION PERFECTION ley, California. We meet most years at Sell-a-bration®, and have known each other more than 20 years. He lives in an area where many homeowners are selling their homes in a pricey market and moving to my (less pricey) area. One was a couple who sold an entry-level house in his market for over $1 million, and then bought a stunning house on the banks of the Willamette River in Portland. The buyers and I are friends on Facebook and almost daily I see gorgeous sunrise, sunset or other photos of their house, the lot and the river. The transaction went smoothly because Ira explained how my team and I work.

—Rob Levy, CRS, Keller Williams Realty Professionals, Portland, Oregon

SOUTH

SOUTH

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

SOUTH

Book now for Spring and Summer

Choose from over 11 CRS classes!

Texas Realty

512.306.1001

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

DPH

Debra Pitell-Hauge REALTOR®, ABR, CRS, e-PRO, GRI

Luxury waterfront specialist serving Sarasota for 35 years

941.356.0437

DebraPitell-Hauge@michaelsaunders.com SarasotaHomes4Sale.com

MikeMyCoach.com

4 5590 (302) 58

440 Gulf of Mexico Dr | Longboat Key, FL 34228 941.383.7591 | michaelsaunders.com

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CRS

connect expand your network

WEST

WEST

HAWAII Reach more than

30,000

...sharing Aloha through excellence and experience...

Nancy D. Metcalf, CRS

CRS peers with your ad here.

REALTOR®, Vice President

Luxury Property Specialist RB-16599

Hawaii CRS of Year, 2003

Contact Joe Stella: jstella@ glcdelivers.com or 847-205-3127

Direct: (808) 223-9246 nmetcalf@cbpacific.com www.nancymetcalf.com Celebrating 25 years assisting clients!

WEST

WEST

Seattle & the ‘Burb’s

DENVER METRO / SOUTH SUBURBS

Serving Seattle, Bellevue, Kirkland, Redmond, Bothell, Duvall, Lynnwood & Woodinville

85

SETH JENSON

5 Star Zillow Reviews

Barb Avery

Cell: 720-989-1210 Email: seth@jensonteam.com

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

RE/MAX Northwest Realtors

www.jensonteam.com

888-255-2272 (Call-Barb) 206-226-2879

Reliable. Responsive. Results.

STEVE BYERS (720) 600-9406

MOBILE (720)600-9406 OFFICE (720) 409-4858 OFFICE (720)409-4858 FA X (720) 409-4859 EMAIL

WEB EMAIL WEB

sbyers@citywidehomeloans.com

citywidehomeloans.com/steven/byers sbyers@citywidehomeloans.com citywidehomeloans.com/steven/byers

4610 S. Ulster Street, Suite 300 | Denver, CO 80237 Corporate NMLS #67180 • Equal Housing Lender

WEST

Craig Zager

SeattleSuburbs@yahoo.com www.SeattleSuburbs.com

Loan Officer | NMLS #1269843

MOBILE

WEST

Relocation, city-wide to world-wide.

Seniors Specialist/Estate Specialist Voted Best in Client Satisfaction multiple years —Seattle Magazine

WEST

Selling Lake Tahoe since 1989 Over 700 million in Tahoe sales

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

www.LakeTahoeAgent.com

WEST

COLORADO

COLORADO

MARK COOPER ABR, CRB, CRS, e-PRO, MRE

Joan M. Pratt

Former Denver Bronco No. 63

MS, CRS, CLHMS, CDPE, CARI

Dedicated to delivering exceptional service to you and your clients.

DenverMetroReferrals.com

720-506-3001 RE/MAX Professionals

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

Sep Oct

42

The Residential Specialist trsmag.com

Lori Lane, CRS, Owner (503) 703-7544 lori@lanerealtyworks.com

25+ Years Real Estate Experience

303-843-1545 afccoop63@gmail.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

20 17

www.come2colorado.com

WEST

WEST

WEST

DEREK MIYANO

san francisco

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

Patrick Lowell Broker Associate PatrickLowell.com 415 971 5651

Service with a Smile

702-315-6100

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

CasaLasVegas.com

Lic 01372286

WEST

WEST

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

Email

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

WEST

BRE # 01351847

WEST

WEST

MAUI Real Estate

www.JoanneFoxxe.com

808-385-2918 jofoxxe@gmail.com

Joanne Foxxe CRS, GRI, SRES e-pro Maui CRS director

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CRS

connect

CRS CLASSROOM COURSES

expand your network

CRS classroom courses earn either eight credits (for 100-level, oneday 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 120—Converting Leads Into Closings Sept. 24—Cincinnati, Ohio [Kentucky Real Estate Education Foundation] 859-263-7377

Instructor: Chandra Hall, CRS Sept. 25—Wyomissing, Pennsylvania [Pennsylvania CRS] 570-460-5876

CRS 123—Mastering Relevant, ConsumerFocused Marketing Sept. 13—Auburn, Alabama [Alabama CRS & Alabama Association of REALTORS®] 256-509-6571

Instructor: Frank Serio, CRS Sept. 20—Jacksonville, Florida [Coldwell Banker]

Instructor: Mike Selvaggio, CRS

904-637-0267

CRS 121—Win-Win Negotiation Techniques Sept. 7—Denver, Colorado [Denver Metro Association of REALTORS®]

Oct. 19—Leawood, Kansas [Kansas CRS]

303-756-0533

Instructor: Rich Sands, CRS Oct. 17—Kahului, Hawaii [Hawaii Association of REALTORS®] 808-703-7060

Instructor: Pat Zaby, CRS Oct. 19—Roanoke, Virginia [Virginia CRS] 804-249-5722

Instructor: Mark Given, CRS Oct. 20—Atlanta, Georgia [Georgia Institute of Real Estate & Georgia CRS] 404-252-6788

Instructor: Mike Selvaggio, CRS

Instructor: Kim Knapp, CRS

913-266-5638

Instructor: Frank Serio, CRS CRS 124—Turning New Homes Into Ongoing Revenue Sept. 5—Jekyll Island, Georgia [Georgia Association of REALTORS®]

Sept. 14—Mobile, Alabama [Alabama CRS] 256-603-5146

Instructor: Frank Serio, CRS Oct. 12—Dover, Delaware [Delaware Association of REALTORS®] 302-734-4444

Instructor: Frank Serio, CRS Oct. 24—Brentwood, Tennessee [Williamson County Association of REALTORS®] 615-771-6845

Instructor: Frank Serio, CRS CRS 126—7 Things Successful Agents Do Differently: A Proven Business System Sept. 12—Birmingham, Alabama [Birmingham Association of REALTORS®] 256-509-6571

678-597-4124

Instructor: Frank Serio, CRS

Sept. 11—Glen Allen, Virginia [Virginia CRS]

Sept. 27—Mount Pleasant, South Carolina [South Carolina CRS]

804-513-2832

843-297-1836

CRS 125—Zero to 60 Home Sales a Year (and Beyond) Sept. 11—Huntsville, Alabama [Alabama CRS]

Oct. 20—Leawood, Kansas [Kansas CRS]

Instructor: Mike Selvaggio, CRS

Instructor: Mike Selvaggio, CRS

Instructor: Gee Dunsten, CRS

913-266-5638

Instructor: Dale Carlton, CRS

256-603-5146

Instructor: Frank Serio, CRS

Sep Oct

44

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Continued on page 47 }

PERSONALIZE, REPRODUCE AND MAIL THIS NEWSLETTER TO YOUR CLIENTS

EDIT

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.

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.

REPRODUCE

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.

your *

home S E P/ O C T 2 017

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

KILL THE clutter



There’s a reason REALTORS® always advise home sellers to remove all clutter when selling their homes: The difference is remarkable.

The clutter-free home often looks like a new one entirely, and homeowners even wonder how their home could look that good.

You don’t have to wait to sell your home to make it look better. Plus, clutter can physically and mentally stress us out. By breaking your decluttering down into five-minute sessions, you can slowly conquer your clutter.

Leo Babauta of Zen Habits offers some ways to start: ÄÄDesignate a spot for incoming papers, and don’t put them anywhere but that spot until you can sort and file them. ÄÄClear one area and designate it your “no-clutter” zone. There is one rule for that area: Nothing can be placed there that’s not actually in use.

Everything must be put way. Once you have that, expand to more areas. ÄÄPick up five things and find places for them. These should be things you actually use, but which don’t have a good spot to live. ÄÄPull everything out of a drawer, evaluate it and sort it into three piles: stuff that really goes in the drawer, stuff that belongs elsewhere and stuff to ditch. ÄÄCreate a “maybe” box. When you’re organizing, you often know exactly which items you want to keep and which you can trash or donate. But sometimes there are items you can’t trash, and yet you’re not sure what to do with them. Put them in the “maybe” box and pull it out every six months to re-evaluate. ÄÄKeep it going: After you’ve decluttered, don’t get tempted to buy new things. Instead, create a 30-day list and put any non-essential items you want to buy on it along with the date. If an item has sat on the list for 30 days and you still want to buy it, you can.

SAVE BY SAVING You don’t have to overhaul your home to make it more energy efficient. And you also don’t have to guess at which projects offer the best ROI:

ÄÄ ENERGY STAR®-certified windows can shrink energy bills by an average of 12 percent ÄÄ Fix common water leaks

to reduce energy bills by 10 percent ÄÄ Turning your thermostat back 7 to 10 degrees from where you normally

set it for eight hours a day (while you’re at work or while you sleep) reduces your heating and cooling costs by

10 percent a year ÄÄ Reducing the target temperature of your water heater can save 3 to 5 percent of energy costs

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

IL

*

*

EFER R

A

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

TO D.I.Y. OR NOT TO D.I.Y.?

Doing home projects yourself can help you save money, help you get to know your house better and fill you with pride at a job well done with your own two hands. But there are circumstances where a pro is the way to go. Neighborly, a community of home service experts, draws the line on three common projects: SAFE TO D.I.Y. Patching drywall: Homeowners can easily cover nail holes in their walls. Make sure the wall is clean and spackle the hole. Sand the spackle down and clean the area with a damp sponge.

CALL IN A PRO Too much spackle or too big of a hole: If a hole in the drywall is larger than a nail hole or has been spackled repeatedly previously, it’s best for an expert to repair the damage.

Cleaning the air conditioner condenser unit: Cleaning is essential Repairing or replacing any HVAC unit: HVAC units are technical, for an efficient and healthy air conditioning system. Check the filters and use a large amount of voltage electricity and require the use of specialchange it when necessary. This will ensure the air in the home is clean ized tools, so these jobs are best tackled by the pros. and the unit isn’t working any harder than it must.

Remodeling renovations that require plumbing alterations: Repairing plumbing hardware: Items like seals, chains or clogs can Permits are often needed to move or expand plumbing. A professional become faulty or quit working, but they can be easily replaced. If the will be familiar with the local handling of permits and building codes. toilet feels wobbly or the seat comes loose, there are D.I.Y. kits available A plumber will examine the current plumbing to ensure connections are at local hardware stores that include necessary tools and parts to repair. done properly and correctly.

SAY YES TO CRS

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.

CRS CLASSROOM COURSES CRS 128—Luxury Home Sales Sept. 19—Santa Rosa Beach, Florida [Emerald Coast Association of REALTORS®] 850-243-6145

Instructor: Gee Dunsten, CRS CRS 166 & 167—Certified Luxury Home Marketing Specialist Training Parts I & II Sept. 14 & 15—Naples, Florida [Naples Area Board of REALTORS®] 214-485-3000

Instructor: Bill Hensley CRS 183—Silver Bullet Solutions Oct. 19—Atlanta, Georgia [Georgia Institute of Real Estate] 404-252-6768

Instructor: Mike Selvaggio, CRS CRS 200—Business Planning & Marketing for the Residential Specialist Sept. 19—Hendersonville, Tennessee [Sumner Association of REALTORS®] 615-824-6629

Instructor: Robert Morris, CRS Oct. 4—Annapolis, Maryland [Maryland/DC CRS] 410-250-4433

Instructor: Dale Carlton, CRS Oct. 5—Greenville, South Carolina [Greater Greenville Association of REALTORS®] 615-824-6629

Instructor: Dale Carlton, CRS

Oct. 11—Gresham, Oregon [Greater Greenville Association of REALTORS®]

Oct. 9—Pittsburgh, Pennsylvania [Pennsylvania CRS]

Oct. 11—Anchorage, Alaska [Alaska CRS]

864-672-4427

610-909-0592

Instructor: Richards, CRS

Oct. 12—Austin, Texas [Texas CRS]

Oct. 19—Edina, Minnesota [Minnesota CRS]

512-791-4240

612-583-8438

Instructor: Ed Hatch, CRS

Instructor: Robert Morris, CRS

Instructor: Gee Dunsten, CRS

Instructor: Chandra Hall, CRS

Oct. 16—Valencia, California [California CRS]

Oct. 23—Yakima, Washington [Washington CRS]

849-766-2901

360-901-0307

Instructor: Mark Given, CRS CRS 201—Listing Strategies for the Residential Specialist Sept. 18—Springfield, Missouri [Greater Springfield Board of REALTORS®] 417-883-1226

Instructor: Rich Sands, CRS Sept. 21—Brooksville, Florida [Hernando County Association of REALTORS®] 352-799-1971

Instructor: Gee Dunsten, CRS Sept. 26—Brentwood, Tennessee [Williamson County Association of REALTORS®] 615-771-6845

Instructor: Robert Morris, CRS Oct. 3—Baton Rouge, Louisiana [Greater Baton Rouge of REALTORS®] 225-761-2000

Instructor: Frank Serio, CRS

Instructor: Jackie Leavenworth, CRS CRS 202—Effective Buyer Sales Strategies Oct. 26—Billings, Montana [Montana CRS] 406-250-7311

Instructor: Gee Dunsten, CRS CRS 204—Buying and Selling Income Properties Sept. 11—Tulsa, Oklahoma [Greater Tulsa Association of REALTORS®] 918-663-7500

Instructor: Chris Bird, CFP Sept. 13—Jacksonville, Florida [Northeast Florida Association of REALTORS®]

907-244-6188

Oct. 25—Bend, Oregon [Oregon CRS] 503-422-5812

Instructor: Dale Carlton, CRS CRS 205—Financing Solutions to Close the Deal Sept. 18—South Lake Tahoe, California [California CRS] 949-766-2901

Instructor: Pat Zaby, CRS CRS 206—Technologies to Advance Your Business Sept. 20—Grand Junction, Colorado [Grand Junction Area REALTOR® Association] 970-243-3322

Instructor: Mark Porter, CRS Oct. 11—Madison, Wisconsin [Wisconsin REALTORS® Association] 608-241-2047

Instructor: Monica Neubauer, CRS Oct. 18—Honolulu, Hawaii [Hawaii Association of REALTORS®]

904-394-9494

808-733-7060

Sept. 27—Plano, Texas [Texas CRS]

Oct. 24—McAllen, Texas [Greater McAllen Association of REALTORS®]

Instructor: Chris Bird, CFP

512-791-4240

Instructor: Dale Carlton, CRS Oct. 2—Lancaster, Pennsylvania [Pennsylvania CRS] 412-563-5200, ext. 19

Instructor: Dale Carlton, CRS

Instructor: Pat Zaby, CRS

CRS 210—Building an Exceptional Customer Service Referral Business Sept. 11—Virginia Beach, Virginia [Virginia CRS] 804-249-5722

Instructor: Robert Morris, CRS Sept. 26—Vail, Colorado [Vail Board of REALTORS®] 970-766-1029

Instructor: Lee Barrett, CRS Sept. 27—Bow, Washington [Washington CRS] 360-901-0307

Instructor: Frank Serio, CRS Oct. 2—Memphis, Tennessee [Memphis Area Association of REALTORS®] 901-818-2421

Instructor: Gee Dunsten, CRS Oct. 11—North Wales, Pennsylvania [Schlicher-Kratz Institute] 215-855-1265

Instructor: Gee Dunsten, CRS Oct. 16—North Syracuse, New York [New York CRS] 315-761-5058

Instructor: Gee Dunsten, CRS Oct. 19—Boise, Idaho [Amherst Madison Legacy Real Estate] 208-391-2391

Instructor: Gee Dunsten, CRS

956-682-4119

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

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Sep Oct

R E A LT O R S ® P O L I T I C A L A C T I O N C O M M I T T E E

Invest

IN YOUR

We’re so very proud to have a serious representation of Certified Residential Specialists in the RPAC Major Investor category. They’re listed here. Is your name missing? We want to help you achieve the level of the Complete REALTOR®, too!

Jonell Abbott Cheryl Abrams Cheryl Acker Sharon Adams Tracy Adams Robert Adamson Koki Adasi Michael Aid Amy Albright Kimberly Allard Bradley Allen Donald Allen Judy Allen Mark Allen Scott Allison Carolyn Altman Moana Andersen Bryan Anderson Frances Anderson Honey Bee Anderson John Anderson Monica Anderson Nancy Anderson

Sep Oct

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Douglas Andrews Jean Andrews Julie Anglesey Nicholas Apostal Kimberly Armstrong Sharon Arnett Vicki Arnold Lisa Arzate Morgan Ashurst Jim Atchison Hadi Atri Darnella Aulani Diana Ayers Dennis Bailey Sharri Bailey John Baker Justin Baker Christina Banasiak Katie Bane Lisa Barall-Matt Carole Baras Melody Barlow Michael Basile The Residential Specialist trsmag.com

Michelle Bassett Richard Bassford Diane Beck Philip Becker Cami Beckley Sandy Bednar Pat Beech Leroy Bendickson Sandy Benson Sharon Benson Bradley Bentz Thomas Berge Kathy Berndtson Gina Marie Bettenhauser John Beutler Cynthia Biggs Yin Bihr Paul Billingham Kevin Birmingham Gail Bishard Margaret Bishop Amy Bladow Marilyn Blankenship

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Annie Blatz Rita Blenker Ivy Boland Robert Bolar Daniel Boman Hart Bondi Charles Bonfiglio Ronnie Booth Dale Bordner Jeff Botnen Luke Bouman Lisa Bourgoyne Sheri Bourne Candice Bower Robert Bowes J. Russell Boyce Bonnie Boyd Susanna Boyer Paula Brahan Annekee Brahver-Keeley Jennifer Branchini Diana Braun Richard Brenkus

James Bringhurst Jan Brito John Brittle Danny Brock Gladys Broderick Amy Broghamer Chance Brown Jessica Brown Richard Bryan Bob Bucher Delilah Bumbarger Michele Bunting Ross Vickie Burgess Jen Burkamper Mary Burke Charles Burnette Nancy Burniche Victoria Burns William Burton Thera Buttaro Scott Caballero Laurie Cadigan Gina Call

Gregory Call Susan Callahan Sara Calo Teresa Camarato Arabel Camblor Nicholas Campo Paul Canfield Cole Cannon Gloria Cannon Dominic Cardone Melonie Carideo Cindy Carlson Jerry Carlton Randall Carson Sue Cartun Julie Casassa Beth Caster Otto Catrina Carolyn Catton Jana Caudill Betty Chan Hoi Chan Eddie Chang

Gayle Chapel Jennie Chapin Christine Chase Socar Chatmon-Thomas William Chorey James Christensen Walter Christensen Ann Christian Dianne Christian Richard Chronquist Jennifer Clark Tony Clark Christina Clauss Douglas Cleary Christina Clemans Barbara Cline Steve Cline Travis Close Melissa Clough Cheryle Clunes Cheryl Clunes Paddy Coan Carolyn Cobb Drew Coleman Christopher Collins Dottie Collins Cathy Colvin Pat Combs Linda Cone Marcello Conigliaro A. Michael Conn Jonathan Conner Jean Conners Kendra Cooke Kathleen Coon Shelly Cooper Brad Copeland Brian Copeland Wade Corbett Gary Cordell Juan Cornejo Joan Cota H. Richard Coughlin Judy Covington Cathy Craddock Diane Craig Sally Crain Meri Crandall Stephanie Crawford Johnnie Creel

Linda Cridland Pamela Cronin Jean Crosby Maureen Culp Cindy Cunningham Nancy Cunningham Eldon Curington Susan Curths Patrick Dalessandro Julie Dancer Cheri Daniels Carol Daves Sallie Davidson Sheila Davies Sheri Davies Anita Davis Arlene Davis Dawne Davis Kathy Davis Barbara Davis-Hassan R. Brian De Haan Mark-Allen DeCastro David DeElena Jerry Del Rio Tony DeLuke Pamela Dent Laura Derrick Suzie DeYoung Leon Dickson Lois Ann Disponett Joseph DiVito Amanda DiVito Parle Elaine Dodson Lori Doerfler Candis Dorsch Amy Dorsey Skeet Doss Chad Doyle Mary Duff Duane Duggan Shirley Dukart John Dunn Katherine Dunn Sue Dupont Laura Durham Mary Dykstra Dan Easton Lawrence Eberhard Jeanette Edwards Erin Eker

Molly Eldridge Janis Ellingson Bill Embry Connie Erickson Julie Erickson Robyn Erlenbush Holly Eslinger Marcie Estepp Bonzie Everson James Ezell Treasure Faircloth Carey Farmer Don Faught Angelina Feichko Kathy Feist Linda Fercodini Sandra Fernandez Regina Fie Steven Fischer Bobette Fisher Kevin Fisher Margaret Fisher Micki Fisher Bonnie Fitzgerald Corinne Fitzgerald William Flagg Marie Flaherty Barbara Flannery Lori Fleming John Flor Connie Fogle Beth Foley Melrose Forde Lanissa Fortner Linda Fosdick Maureen Francis Kathy Frankenberger Jeffrey Franklin Tammy Franklin Tracy Frans Jeff Free William Freeze Nick French L. Frenelle Marilyn Friedberg Teri Frye Evan Fuchs Amanda Fulford Vicki Fullerton William Furst

Kathleen Gallagher McIver Amy Gamble Judy Garber Jeanne Garde Ralph Garrow Vickie Gartley Richard Gaylord Marjorie Genova James Gergeni Lacinda Gerke-Edwards Kelly Gibson Barry Gillespie John Ginder Steve Goddard Michael Godfrey Brenda Gooslin Judith Gordon Douglas Goss Gregory Gosselin Gail Gowin Emily Green Debra Greene Susan Greenfield Michelle Griffin Nancy Griffin Lynn Grimsley W. Dee Grisamore Matthew Grohe Dale Gross Michael Gross Lewis Grubbs Becky Grubel Judy Gull Sarah Gustafson Kathy Hall Berton Hamamoto Amy Hamilton Janet Hamm Margaret Handley Terri Hardee-Romere Edwin Hardey Lorraine Harding Ida Hargaray Elizabeth Harkins Wiuff Sharon Harkness Faith Harper B.J. Harris John Harris Wendy Harris

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John Harrison Margaret Hartman Karin Haskell Dorothy Havens Steve Havig Tanya Hawkins Jackie Hawks Cynthia Hawks White Lanette Headley Carrie Healy Stephen Heartsill Steve Heartsill Toni Heiden Sally Heimbrook Dorcas Helfant-Browning Thomas Hemingway Lorraine Herbert John Herring Rosa Herwick Connie Hettinga Shirley Hicks Jeffrey Hill Megan Hill Mitchum Diane Hills Jeanne Hockaday Jacqueline Hoff Tana Hoffman Lisa Hollister John Hoops Memory Hopkins Tom Hormel Susan Horton Dianna Hosta Thomas Hough Carol Housen Dionne Housley Kathleen Houston Bobbi Howe Gloria Howell Missi Howell Nancy Hubble Barbara Hubbs Scott Hudkins Amy Hudson Carolyn Hughes Pamela Hughes Ronald Hughes Shelly Hummel Michael Hunstad Valerie Hunter-Kelly The Council of Residential Specialists

Dean Hunziker Mary Hurlburt Daniel Iampieri Thomas Innes Meg Irwin Paula Jackson Terri Jackson Margaret Jacobson Daniel Jaqua Tony Jarrett Kay Jefferies Mary Ann Jeffers Terri Jeffries Cecelia Jenifer Jo Jenkins Debi Jensen Michael Jensen Patricia Jensen Scott Jessop Marion Jewell Michael Jewell Justine Jimenez Garcia Cynthia Joachim Anna Johns Angella Johnson Jeanette Johnson Kelly Johnson Kristen Johnson Nate Johnson Sally Johnson Ulrike Johnson Michael Johnston Marvin Jolly Brian Jones Barbara Jordan Lee Joseph John Joynt Janet Judd Lisa Jungemann Mark Kamps Tracy Kasper Patricia Kaster La Nora Kay Jackie Keene Kelly Kelley Patty Kelley Sandra Kelley H Fred Kendrick Diane Kennedy Barbara Kennon

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Invest Betty Kennon Chip Kerr Tammy Kerr Daniel Kijner Lois Killebrew Sari Kingsley James Kinney Ryan Kirkham Eric Kistner Charles Kitchen Amy Kite Kimberly Knapp Kelly Kniffin Kevin Knight Carol Knott Kevin Knudsen Mary Knudsen Laurie Koelling Marilyn Kohn Victoria Kollbaum Mimi Kopassis Sarah Korczynski Joseph Krage Stacie Krause Thomas Krettler Mark Kruse Dave Kupernik Joan Kuptz Timothy Kuptz Lyndon La Fevers Michael Labout Vonda Lacey Laurie Ladow Patti Lambert Donna Lampkins Amy Land-de Wilde Melodye Lane-Laveglia Jennifer Langston Justus Cynthia Lanier Michelle Largent Kevin Larsen L. Larson Susan Lawrence Jan Leaf Price Lechleiter Dennis Ledford Christine Lee Eric Lee Jim Lee

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Alice Leeper Madeleine Legner Deborah Leigh Jan Leighton Chonci Lekawa Craig Lelis Jodi Lemkemann Marki Lemons Michel Lepage Jeffrey Levine Karen Levine Elizabeth Levinson Jeffrey Lewis Scott Lewis Paul Leys Sally Liddicoat Gwen Lilley Wanda Linscott Rollie Litteral Denise Lo Wayne Locke Eva Loken Cheri Long Daniel Lopez Carol Lott Scott Louser Alan Lovitt Jay Lowenthal Laurie Lowson William Lublin George Lucas Peggy Lucas Linda Lugo Timothy Lund Sharon Lunski Marilyn Lusher M. Sue Lusk-Gleich Barbara Lymberis Cindy Lynch Benjamin Lyons Nancy Macaluso Vivian Macias Susanna Madden Jim Maddox Pamela Maguire Kimbee Mahle Tiffanie Mai-Ganske Leonard Mailloux Patrick Malone Gail Malouf The Residential Specialist trsmag.com

Mary Manatos Lori Manning Alexander Manos Ralph Mantica Mary Mapes Jason Marquis Liz Marshall Shelia Marshall Stephen Marshall Jerry Martin Joni Martin Williamson Donald Martindell Amleto Martocchia Jane Maslowski Grace Masten Vicky Matson Ginger Maulden Barb Maxon Donald Mayes Lacie Maynard Richard Mayo E. Michael McAleer Michael McAleer Crystal McCall Mary McCall Michael McCann Bill McCarthy Pat McCarthy Linda McDonald Christopher McElroy Frederick McElroy Jeanne McFall William McFalls Jo-Ann McFearin Larry McGee James McGiffert Kavita McInroe Andrea McKey Bruce McKinnon Alice McMahon Deborah McMullen Knox McMurphy Helen McMurry Mary McNaney Terri McNaughton Kathleen McQuilkin Sandy McRae Wanda McReynolds Lee McWaters Georgia Meacham

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IN YOUR Anne Meczywor Stephen Medeiros Linda Meese Susan Mekenney Alireza Memar Michael Mendicino Byron Menke Ree Mere Luan Meredith Jolaine Merrill Reinaldo Mesa Adrian Messina Nancy Metcalf Susan Middendorf Robert Miles Brenda Miley Bart Miller Carolyn Miller Claudia Miller Deanna Miller Gina Miller Joyce Miller Maria Miller Shangrilla Miller Susan Miller Terry Miller Mary Miner Mark Miscevic Janice Mitchell Jay Mitchell Max Mitchell Melanie Mitchell Samuel Mitchell Gene Mock Judi Monday Dianne Moore Paige Moore Sean Moore Judy Morris Richard Morris Maia Morrison Carol Moson Elizabeth Motsinger Todd Movsessian Natalie Moyer Patti Mullen Lori Muller Victoria Murphy Nicole Murray Trish Myatt

Barbara Myers Deborah Myles Scott Newton Mercy Neysmith Miriam Nicklaus Judy Niemeyer Jed Mark Nilson Annette Nitz Jarrod Nixon Sadie Noah Lisa Nolan Diane Nordhougen Larry Northrop Alicia Nuzzo Georgiana Nye Kim Odegard Timothy Odey Norman O’Grady Michael Oldenettel Brenda Oliver Myra Oliver Katie Olsen Michael Olsen Charles Olson Jason O’Neil John O’Reilly Jeff Orr Rob Orr Piero Orsi Gretchen Osgood Jodie Osofsky Vladimir Oulianov Mary Jane Owen Gerald Paine Wynne Palermo Kenny Parcell Axay Parekh Dana Parent Lisa Parenteau Christopher Paris Jason Parisella Alfonso Parodi Kevin Patterson Liz Paul Stephen Pearson Karen Peebles Landa Pennington Christine Pepmeyer Octavio Perez George Perkins

Nancy Perkins Gwynn Peterson Mark Peterson A. Janelle Pfleiger Ronald Phipps Larry Pickering Joan Pike Nancy Piland Roxanne Platz Nedra Plumlee Bruce Plummer Hank Poburka Ken Poletski Chris Polychron Mary Poola Gary Post Nell Postell Chuck Poteet Geoffrey Poulos John Powell Pam Powers Candace Pratt Judith Presley Vince Price Debbie Primack Gay Puckett Stephen Raffaelli Charlotte Ragan Geoffrey Ramsey Erica Ramus Sally Randall Karen Randolph Beverly Rasmussen Debbie Rawls Henry Ray Victor Raymos Mark Re Chris Read Cindy Read Nicole Readdick Sulinda Ready Debbie Redford Marti Reeder Chris Reese Pamela Reese Gary Reggish Julie Retzlaff Debbie Reynolds Randy Reynolds Barbara Rhyne

Donna Rice Thomas Rich Jacqueline Ricks-Sample Debbie Rippeteau Jerry Rippeteau Lisa Ritter Bonnie Roberts-Burke Michael Rochon Julie Rockwell D. Gary Rogers Debbie Rogers Nancy Rogers Michelle Rojas Vicki Roller Carey Rosenblum Valerie Rosenblum Sylvia Roy Kellie Rubin Marvin Rubin Jolon Ruch Laura Ruch Mary Rufledt Ronald Rusin Jill Russel Caroline Russell Mickie Russell Joan Ryder Nicholas Sabatine Hanne Sagalowsky Brent Sager Jon Salvador Eva Sanders Bruce Sanford Monica Sanford Susan Savage Paula Savard Nicholas Scar Leroy Schaeffel Robert Schautz Neil Schwartz Nickie Schwartzkopf Sarah Sealy Christine Seidel Marilyn Seier Evren Senol Joan T. Seramur Kourosh Sharifi

Mark Shepherd Morrie Shepherd Will Shepherd Debbie Shields Laura Shifrin Ellie Shorb Geneva Shouldis Elisabeth Shuey Clay Sigg Paul Sigurdson Victoria Silvano Matt Silver Christel Silver Kenneth Silverman Jamie Skeen Brian Slater Linda Smaby Jacqueline Smart Janice Smarto Allen Smith Bonnie Smith Delois Smith Douglas Smith Jim Smith Joan Smith Karen Smith Lucy Smith Nancy Smith Renee Smith Sally Smith Pamela Smith Sonya Smithing Lynn Snyder Goetz Jon Soine Nicholas Solis Susan Lynne Sommers Bob Sorey Deborah Spangler Sally Sparks Mary Splichal Jeff Sposito Jane St Amant Joanne Staler Gail Stanley Sheila Stanush Jack Stapleton John Stark Penny Stark

Roger Stauter David Stead Patricia Steele Samuel Sterk Barton Stevens David Stevens Judith Stevens Thomas Stevens Sue Stinson-Turner Ginny Stopa Sarah Stovall Sue Ann Strait Steve Strawn Thomas Strombeck Bobbie Strome Tammy Stuart Elaine Stucy Patty Stull Lisa Suarez Les Sulgrove Crystal Sullivan Kathleen Sumbles Lucy Sundbeck Nancy Suvarnamani Scott Swan Cindy Sweeney Patti N. Syme Carl Tackett Seth Task Anita Tate Darlene Tate Katherine Tatro Joyce Tawes Rita Tayenaka Lisa Taylor Michael Teer Mary Teitsma Michelle Teitsma John Terebey Lee Tessier Geri Theis Joyce Thomas Leland Thomas Lucretia Thomas Brian Thompson Dorothy Thompson Kurt Thompson Ronald Thorne

Susan Tilling Kathleen Tillman Cecily Tippery Lori Todd Susan Torbeck Tom Torgerson Jack Torza Katie Townsend Frank Trapani Tom Trepanier Linda Trevor Scott Troxel Barbara Trumbull Vincent Truong James Tsighis Tamra Tucker Georgiana Tyler Barrett Upchurch Angela Uttecht Bob Van Allen Tanya Van Blake-Coleman Connie Vanderpool Nancy Vanvalkenburgh Madeline Veissi Dan Vollmer Robin Von Gillern Brenda Wade Vikki Wade Daniel Wagner Gary Wallace Marcia Wanamaker Richard Wanamaker Furhad Waquad Jennifer Ward Marty Warren Duane Washkowiak Adam Watkins Pamela Watson Pat Wattam Barbara Watts Jennifer Wauhob Richard Waystack Deborah Weaver Jim Weaver Bob Webster Kay Webster Latham Katrina Wehr

Lisabeth Weirich Scott Wendl Sue Wenger Terry Westbrook Kim Weyrauch Randy Whetsell Stephanie White Suzanne White Tiffany White Trina White Donicia Whitman Amy Wiederin Lee Wilbanks Craig Wilburn Watkins Wild Paul Willden Angela Williams Jeannie Williams Lea Williams Leslie Williams Lorine Williams Mary Edna Williams Denise Wilson Paul Wilson Kay Wilson-Bolton Nanette Wimmers Bradley Winget William Winstead Susan Wise H. Sue Wiskowski-Fair Evelyn Wolford George Wonica Denny Wood Suzanne Wood Veda Wood Judie Woods Maria Woodul Robert Woodul Holli Woodward Randy Worcester Holly Worthington Jim Wotkyns Cindy Wu Arleen Yobs Jon Yocum Jeffrey Young Greg Zadel Amgad Zaki

Kamyar Zargari Judy Zeigler Pat “Ziggy” Zicarelli Shea Zimmerman Myra Zollinger Patricia Zuzek Only members of NAR and their families may contribute to RPAC.

This list notes CRS Designees who qualified as RPAC Major Investors in 2017 who were not already included in our May–June issue. Donations made after July 2017 are not reflected in this list.

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The Council of Residential Specialists

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ask a

CRS advice from your peers

Q:

INSPECTION RE JECTION

What are some of the most outrageous inspection repair requests you’ve ever seen?

When the buyer asked for all derogatory remarks on the report to be completed by the seller, all 37 of them! How did we handle it? I answered back that we were doing zero repairs. The agent was shocked and said my seller must be hard to work with. I answered back, “You know, that is exactly what my seller said about your buyer!” We did end up closing this escrow and fixing only two items out of the 37.

—Guy Patterson, CRS, Guy Patterson Realty Group, Riverside, California

A hairline crack— in the sidewalk.

—Debra Dooney, CRS, Watson Realty Corp, Ponte Vedra Beach, Florida

Inspector noted: “Sump pump does not come on, repair/replace as needed.” Uh ... it wasn’t plugged in, Mr. Inspector!

—Sandra Mathewson, RE/MAX 4000 Inc., Grand Junction, Colorado

There had been a leak caused by excessive rain at a window on the second floor. The leak had just occurred the day of the inspection, but the buyer wanted the entire wall downstairs removed so they could look for mold.

—Judy Lundquist, CRS, Ebby Halliday REALTORS®, Frisco, Texas

Inspections on a vacant lot for insurance purposes.

Go figure.

—David Rossetti, CRS, Rossetti Realty Inc., Crawfordville, Florida

Removing a large tree from the backyard, not even near the house.

—Shirley Matlock, CRS, RE/MAX Advantage Realty, Ellicott City, Maryland

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The Residential Specialist trsmag.com

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New tin roof; the shingle roof was fine.

—Cindy Bryant, CRS, Keller Williams Realty Consultants, Sellersburg, Indiana

Buyer asked for a new kitchen faucet and sink because the $0.80 washer needed to be replaced. Ha! Didn’t happen.

—Ellen Koswick, CRS, RE/MAX Best Choice, Framingham, Massachusetts

Buyer wants my seller to de-lead inside and outside so they could open a daycare.

—Marisa DiNucci, CRS, Century 21 North Shore, Danvers, Massachusetts

I sell a lot of rural properties with no basements where farmers irrigate. The county requires a plastic vapor barrier between the soil and wood floor of the home in the crawl space on the ground. The inspector said it was to cover up mold, and it scared the buyers so bad they canceled the contract. All areas are different. I believe only an inspector who has worked in area remodeling and building many homes as a general contractor is qualified to do inspections.

—Kaye Jones, CRS, HomeSmart Advantage, Orem, Utah Have a great story to share? Email social@ crs.com or look for discussions happening online at our Facebook, Instagram, LinkedIn and Twitter pages.

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