The Residential Specialist, July/August 2023

By Regina

By Megan Craig

By Steve Hendershot

By Michelle Huffman

 Cover art: iStock.com/ S DI Productions

CONTENTS

4 Aerial View

Jeff Hornberger, RRC CEO

6 Real Talk Recap: What you missed from recent RRC podcast episodes.

Market Pulse

8 Personal Perspective: Stephen Walker, CRS, Berkshire Hathaway Home Services, Peachtree City, Georgia

9 The Change-Up: Strategies for listing appointments have evolved over the past few years.

By Caroline Heller

12 ChatGPT: A Game Changer for Agents: ChatGPT is taking the real estate industry by storm.

By Lisa A. Beach

16 Smart Living: Agents must beware of these ever-more-common artificial intelligence scams.

EDITOR

Cheré LaRose clarose@crs.com

800.462.8841

ASSISTANT EDITOR

Amelia Garza apgarza@crs.com

CONTRIBUTING WRITERS

Lisa A. Beach

Megan Craig

Caroline Heller

Steve Hendershot

Michelle Huffman

Regina Ludes

BOARD OF DIRECTORS President

Tricia Nekota, CRS

First Vice President

Vivian Macias, CRS

Immediate Past President

Holli Woodward, CRS

Members

Debra Beagle, CRS

Bryan Hughes

Advertising Inquiries

312.321.4410

bd@crs.com

The Residential Specialist is published for Certified Residential Specialists, general members and subscribers by the Residential Real Estate Council.

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 buying and selling residential real estate.

The Residential Specialist is published bimonthly by the Residential Real Estate Council, 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 RRC at the above address.

36 Council Classroom: How to service clients who want more sustainable homes.

Designation Nation

Addie Owens, CRS

Kurt Thompson, CRS

Tonya Thomsen, CRS

Chief Executive Officer

Jeff Hornberger

Staff Liaison

Patricia Stodolny

PUBLICATION MANAGEMENT

The Residential Specialist (USPS0021-699, ISSN 1539-7572) is distributed to members of the Council as part of their membership dues. Nonmembers 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 Residential Real Estate Council, 430 North Michigan Ave., 4 th Floor, Chicago, IL 60611-4092.

www.glcdelivers.com

Publishing Manager

Scott Mason

Art Director

Ivette Cortes

COPYRIGHT 2023 by the Residential Real Estate Council. All rights reserved. Printed in U.S.A.

crs.com

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PHOTOFY is more than just another photo editing app, it’s A POWERFUL CONTENT CREATION TOOL that has everything you need to create beautiful, professional photos right from your mobile device, specific to your CRS DESIGNATION.

Easily personalize graphics with your photo/logo and contact information; then share on your social media accounts. Also find pre-loaded, ready-to-share videos and graphics with suggested copy! www.CRS.com/photofy

Themes include seasonal, holiday, listing, and more!

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SCAN TO: GET STARTED WITH PHOTOFY

Make the Most of Membership

separate this career milestone from other designations. Whether in Spain, Asia or across the United States, the CRS Designation continues to have that staying brand power that sets you apart in a crowded field. There is an element of achievement that powers the trust level in referrals and educational attainment. REALTORS® come and go, but the most experienced carry that prestigious name.

Certifications

RRC turns 47 this year. With NAR founded in 1908 and other peer groups in the 75-plus year range, RRC is a relatively young organization that has enjoyed success in its somewhat brief lifespan. The organization’s bedrock is the CRS Designation, the industry gold standard. RRC broadens the CRS “tent” to include certifications, webinars, and other tools that REALTORS® in residential sales seek to further empower their careers, with the goal for all stakeholders to obtain and maintain the world-class CRS Designation.

As a dues-paying member, you want to know where the organization has been, where it is today, and where it’s going tomorrow.

Sell-a-bration®

Sell-a-bration® turned 35 this year and was celebrated in Atlanta, Georgia. A fast-paced, two-day conference brings in 50 states, seven countries and 30 sessions with networking, fun and a collaborative environment that is a “must attend” for any CRS Designee wanting to maximize their membership. If you haven’t attended at least one Sell-a-bration, you’ve missed out on a key member benefit and an experiential conference that will pay dividends in the long run. Mark your calendar for next year’s event on Feb. 29–Mar. 2, 2024, in Las Vegas, Nevada.

CRS Designation: Valued differentiation

There are many designations and certifications out there, with the infamous alphabet soup prominent on business cards. But the CRS remains unique in that attainment is production-based and has rigor and attributes that

While RRC recently removed maintenance credits, consider achieving one of our 12 certifications to continue your education and learning. From luxury homes to probate to divorce, you can take certifications on your own time and at your own pace, and continue to add credentials, most of which connect to your NAR M1 profile. AI in Real Estate and Cybersecurity certificate programs will be rolled out this year, bringing the total to 14 outstanding certifications and certificates and making RRC your one-stop shop for never-ending learning and growth.

Your ROI in dues

Your $195 investment equates to 53 cents per day. Just one referral is priceless, as are complimentary webinars, discounted courses and certifications and the power of the pin, which sets you apart from the rest. Don’t forget complimentary access to Inman Select. And visit RRC.savingcenter.net to book discounted travel, movie tickets and permanent discounts at national retailers, such as Home Depot and Ace Hardware. Your dues have only been raised four times in 47 years, so good stewardship of dues dollars keeps your investment low.

Get involved

Get involved with RRC! Whether through a state network, a mastermind group, serving nationally or becoming a mentor, getting involved with RRC is easy. Check out the many opportunities to get involved at CRS.com/volunteer. You will have the opportunity to connect with like-minded individuals and enrich your personal and professional experiences.

 RRC members gathered at Sell-a-bration® 2023 in Atlanta for networking, education and fun.

RESIDENTIAL REAL ESTATE PROBATE SPECIALIST CERTIFICATION

The Probate Specialist Certification’s comprehensive curriculum is designed to equip agents with the knowledge and skills necessary to navigate the complex probate process with confidence, empowering them to excel in this specialized niche.

AFTER SUCCESSFULLY COMPLETING THIS ONE-DAY COURSE, YOU WILL BE ABLE TO:

• Identify the probate process and those involved

• Navigate through the sale of property

• Determine the impact revocable vs. irrevocable trust has on the process

• Communicate more effectively with individuals involved including family members and officers of the court

• Address potential objections/concerns buyers may have regarding properties in probate

8 hours of CRS Designation credit is available! Check to see if this class qualifies for CE credit in your state!

Learn more: www.crs.com

Have you been listening to RRC’s “Real Estate Real Talk” podcast? If you’re late to the party or forgot to tune in, here’s a peek at what our expert CRS hosts have been discussing in recent episodes.

What You Missed on Real Estate Real Talk

Season 2, Episode 7

“Have the Tables Turned? Concessions on the Rise”

We’re seeing more mortgage buydowns, which make homebuyers more comfortable with the [interest] payment. And I don’t even know if it’s that they’re more comfortable with the payment— they’re more comfortable in their mind. If they’re not hearing 7% or 6%, if they feel like they’re getting a better deal than what they’re hearing or seeing online, that gives them some peace of mind and a bit more comfort.

Season 2, Episode 8

“Balancing Beliefs and Business” [Selling to an institutional buyer] sometimes turns into a moral dilemma. Recently, I sat with a lady who said, “I would love for my neighbors to have a great neighbor.” And then when she saw that it was an institutional buyer that was offering a really good deal compared to the other ones we had— and again, that was just a few weeks ago, this isn’t 2021 or 2022—she ended up in a little moral dilemma. Should she take the easy out?

Season 2, Episode 9

“Boomer Dads Driving Agents Nuts”

We are good in most cases about asking who the decision makers are in the [homebuying] process. But maybe we also have to ask who the influencers are. Because even if the parents aren’t putting up any money for the down payment or the closing costs, even if they aren’t going to maybe occupy the home, they may be an influence in the decision. And if they’re going to be physically present, why not bring them into the process and get them on your side and show that you’re trustworthy before it gets to the point where it’s chaotic and where there’s conflict?

Season 2, Episode 10

“Mastering Time Management”

Listen to new episodes and access the entire archive of “Real Estate Real Talk” episodes at CRS.com/realtalk or wherever your favorite podcasts are found.

Well, she had a timeline she had to stay on, and she ended up taking the easy out. But I think it’s our job as CRS Designees to talk about how this fits into the American dream and how the fabric of our neighborhoods matters.

Brian Copeland, CRS

We all struggle with procrastination. I think my biggest struggle is I hate delivering bad news. It doesn’t matter to whom; I hate giving bad news. I’ll go for a walk; I’m suddenly the most helpful real estate agent in my office helping anybody; I’ll come up with any excuse just so I don’t have to make that phone call. So I constantly have to tell myself, “Hey, Alex, you can’t do this.” I give myself that pep talk, and then next thing you know, I deal with it. I think the best thing you can do with procrastination is just admit that you’re procrastinating and get to it. Often it’s just me creating a list of “here’s all that I need to accomplish,” and I give myself 30 minutes to do so and get through that list.

Alex Milshteyn, CRS

Holli Woodward, CRS

Maura Neill, CRS

PERSONAL PERSPECTIVE

Stephen Walker, CRS, enjoys emceeing for nonprofit charity events in Georgia.

PAGE 8

Market Pulse

TRENDING HEADLINES AND IDEAS

LISTINGS

Learn from experts about how to make your listing appointments better than ever before.

PAGE 9

ARTIFICIAL INTELLIGENCE

Learn about the fast-growing real estate disruptor—ChatGPT.

PAGE 12

SMART LIVING

Agents must stay vigilant and informed in the face of new AI-powered scams.

PAGE 16

Stephen Walker, CRS

Berkshire Hathaway Home Services, Peachtree City, Georgia

How did you get involved with real estate?

When I completed college, I chose retail management for six years and had an outstanding experience at Rich’s Department Store. During that sixth year, I wanted to move to a different store because that’s how you made your money. But there was a broker at my local church who kept saying, “Stephen, you need to consider getting your real estate license,” and I asked, “Okay, so how much can you make in real estate?”

“Oh, you can make as much as you want,” he told me.

I needed to better understand what my income was going to be as a newlywed of three years, so I told him I’d think about it.

night while I was working during the day. And then that next holiday season—which is the worst time to leave retail—I said farewell. I was so honored to be asked by Bob to come and join his company, and I had the pleasure of working for him for several years.

How did you learn about the CRS Designation?

How have you stayed active with the Council?

Stephen Walker, CRS, achieved the CRS Designation in 2003. He can be reached at stephen.walker@ bhhsgeorgia.com or 770-487-8300

Long story short, this amazing broker was Bob Disharoon, who was a real estate icon in Georgia. My wife and I talked and prayed about it, and we decided I would go to class at

One thing of many Bob told me to do was to get involved—be sure to get engaged, be educated and reach out. So, I got involved with RRC. We had meetings every month, and there were seasoned agents there—wonderful leaders who were treating real estate as a career. It wasn’t a hobby; it wasn’t a second job. These were men and women who really wanted to be engaged and be successful in real estate. Seeing them and listening to their experiences, I worked hard to get my designation right off the bat.

I’m currently the membership coordinator for Georgia RRC. I reach out to people who want to renew their dues, as well as welcome new members and CRS Designees. It has been a great experience, working with over 700 members in the great state of Georgia. And it’s all about networking. The education is wonderful, but the networking is huge. Meeting these types of professionals all across this great country is fantastic. Those relationships are priceless because when it comes to referring your business, I want to refer my client to somebody that I know. Somebody who really knows the business and is going to take care of them and treat them like family.

What is your market?

My market is the Southern Crescent of Atlanta, which includes Fayette, Coweta, Henry, Pike, South Fulton and Spalding counties. Fayette County includes Peachtree City, which is one of the top 10 places to live or retire in the country, and

Fayetteville, which has one of the largest film studios in North America. All the Marvel films are made right here in Fayetteville.

How do you promote your services in the community?

I’m a leader in the industry by being the best REALTOR® each and every day. I’ve enjoyed my magazine Home by Design my entire career. And we all use the social media platforms, from Facebook to Twitter to LinkedIn to Instagram. But for me, it’s been a blessing to use my true gift of being an emcee to give back to all the nonprofits in the community, and that gives me exposure when I announce at their events. For instance, one of the organizations that is very big in our community is called Bloom Our Youth, which provides foster care for children. I have been involved with Bloom for over 15 years—it’s truly an amazing organization. Being raised in a southern Christian family, it was always about giving back. My parents taught me to have a good work ethic and how to continually serve others.

It has been a great experience, working with over 700 members in the great state of Georgia.”

The Change-Up

By Caroline Heller

The real estate market has thrown several curveballs the past few years. From a complete seller’s market in 2020 to a more neutral one in 2023, REALTORS ® must adjust their pitch accordingly, including how they prepare for listing appointments.

Prepare and let sellers lead

One thing that doesn’t change is going to a listing appointment well prepared. Linda Hoverman

O’Neal, CRS, broker at RE/MAX

in Fort Mill, South Carolina, has been in the business for almost 40 years and advises agents to make sure they have promotional materials and make the appointment mainly about the sellers and their home. “Leave potential sellers with something in their hands to review,” says Hoverman O’Neal. “Make sure your appointment is primarily about the property, but also include information about you, what you’ve done and materials that show how you can describe and promote their home.”

It’s a subtle balance that must be struck. REALTORS® should demonstrate what they are capable of while also making the appointment about the seller, their unique circumstance and their home. “The first thing I do when I walk in the potential client’s house is ask them to show me their home,” Hoverman O’Neal says. “I let them lead the tour and I take notes.” Taking a backseat during this initial encounter lets agents build rapport.

Be the full package

Agents need to start thinking about all they can offer sellers. “I find, especially in the upper end market, that people expect a very concierge experience,” says Jessica Olevsky, CRS, Broker Owner at JPAR Stellar Living, who serves the Maryland, Northern Virginia and Washington, D.C., communities. “It’s not about cost-cutting, but about upping your services. Anybody can figure out comps these days with internet tools on Zillow and such, so now it’s about providing everything else.”

Some services agents can consider offering are coordinating any home updates, like refreshes to kitchens or bathrooms, and overseeing any work that needs to be done to the house so they can take the stress off the sellers. “We work with a contract company that pretty much can subcontract out anything that needs to

be done to help our clients get top dollar for their house,” Olevsky says. “We’ve had sellers want to double-check things with their will, taxes or estate planning, so we make sure to put them in touch with people who can help.”

REALTORS® should be the project manager of the entire process for clients. “They expect great marketing, expect quality staging—this is industry standard,” Olevsky says. “Our job is to be the full package.”

What to avoid

Agents noted two potential pitfalls with listing appointments:

f Overloading your seller with too much information during the appointment. “We do a prelisting package that goes to the homeowner in advance of our meeting with a sample of their contracts, what the listing agreement would look like, general timelines and general marketing ideas,” says Olevsky. “People don’t have time to fully absorb these materials in a one-hour meeting, so this way they can review it beforehand and instead use the appointment to ask questions and build a relationship with the agent.”

f Mismatched personalities. “We’ve actually had a case where one agent got the listing and started to work with a seller, and their personalities just didn’t mesh,” Olevsky says. The agent was higher energy and both parties were frustrated, so Olevsky’s office ended up swapping the agent with another one. “As a broker, it’s important to be aware of scenarios like this and make sure both your seller and agent have positive experiences,” Olevsky suggests.

I find, especially in the upper end market, that people expect a very concierge experience.”

—Jessica Olevsky, CRS

GAME CHANGERS FOR LISTINGS

Although the internet has been around for a while, it has changed the market dramatically the past five years. Market comparisons are visible online, and some buyers are willing to purchase properties sight unseen. “We are a market that is about 95% driven by the internet,” says Linda Hoverman O’Neal, CRS, broker at RE/MAX in Fort Mill, South Carolina. “There are still a few people who aren’t Zillow fans, but, for the most part, potential buyers will do a lot of their searching online.” This means that agents must have the following things to get the best deal for their clients.

➊ Floor plans: “Have your homes professionally measured and have floor plans drawn. Then, make sure to list these plans on the MLS,” advises Hoverman O’Neal. Buyers like to know as much as they can about a home before they see it in person.

➋ Professional and drone photography: “I’ve got millennial kids and I will tell you that when they’re looking for houses, they will eliminate based on pictures alone,” Hoverman O’Neal says. “Pictures make or break a listing.”

COMING SOON

➌ Include a “Coming Soon” marketing approach: “Really build up the anticipation of a home coming on the market,” says Hoverman O’Neal. “I tell my clients that this is the equivalent of a debut for the ball.”

Properly prepare for listing appointments with the eLearning course Listing Strategies: PreListing Preparation at CRS.com/ catalogsearch

ChatGPT: A Game Changer for Agents

By Lisa A. Beach

Could ChatGPT become your new virtual assistant? Yes, with some caveats, say real estate agents already using this AI writing tool. Since its much-talkedabout launch in November of 2022, this ground-breaking technology by OpenAI might help transform how you do business. ChatGPT can be a game-changer—if you know how to leverage its capabilities and understand its limitations.

What is ChatGPT?

“ChatGPT is an AI-powered language model developed by OpenAI. It uses a deep learning algorithm to generate humanlike text, making it capable of carrying out various natural language processing tasks, such as answering questions, completing sentences, summarizing documents and even writing original content.”

That answer resulted from typing in the prompt, “What is ChatGPT?”

It’s all about the prompts

“The prompts really define the quality of its output,” notes Matt Richling, a REALTOR® at RE/MAX Hallmark in Ottawa, Ontario, who’s working toward his CRS Designation. He uses ChatGPT to start the content framework.

Consider these examples for trying to generate ideas for a blog post, with each prompt getting increasingly more specific.

f Good: “What are some common mistakes people make when buying a home?

f Better: “What are some common mistakes first-time home buyers make when buying a home?

f Best: “What are some common mistakes first-time home buyers make when buying a home in the Orlando area? This would be people in their 20s and 30s.”

When Tamela Roche, CRS, a real estate agent at RE/ MAX Destiny in Cambridge, Massachusetts, started using ChatGPT, she quickly realized she needed to refine her prompts. “It’s a learning curve. If it’s not giving you what you hoped to get, dig deeper,” she explains. “In many cases, a one-sentence prompt is not enough. Frame what you’re trying to achieve in your prompt.”

ChatGPT’s benefits and limitations

One of this AI tool’s biggest benefits? ChatGPT saves time. “It’s faster than scouring Google,” says Addie Owens, CRS, principal broker/owner at Touchstone Real Estate in Mount Dora, Florida.

Owens often uses ChatGPT to gather information. Instead of clicking on multiple links to find the right information following a Google search, ChatGPT summarizes the content for you.

Need a brainstorming session? ChatGPT generates

It’s a learning curve. If it’s not giving you what you hoped to get, dig deeper.”

—Tamela Roche, CRS

ideas. “It’s like an idea platform—a roomful of people you can bounce ideas off of,” explains Richling. “It has so much knowledge and theory behind it.”

Feeling stuck with your content?

ChatGPT jump-starts your creativity. “Using AI helped me get past writer’s block,” notes Roche. “Plus, it enriches what you’ve already written.”

Benefits aside, in its current iteration, ChatGPT comes with some major limitations. Yes, it can generate content—but not necessarily good content.

“We never suggest copying and pasting its results,” advises Owens. “It’s never going to personalize something or speak with emotion. But it could give you a really great framework where you can interject your personality and anecdotes.”

Richling agrees. “AI doesn’t have our unique flavor and experiences. That’s what makes us stand out from others,” he says.

“We tend to use it as a tool in our toolbox, but it’s not replacing the user.”

Plus, ChatGPT isn’t always accurate and doesn’t reflect current data. As of now, ChatGPT only uses knowledge of world events prior to 2021. You’ll likely still need to conduct additional research. And unlike Google, ChatGPT does not provide sources for the information it generates. You’ll absolutely need to factcheck its content.

Another problem: The AI writing tool might generate harmful information or biased content. Carefully read through and edit any content ChatGPT generates and look for bias.

How agents use ChatGPT

Agents already use ChatGPT for a variety of tasks, such as conducting research, crafting emails, writing YouTube video titles, generating SEO keywords, writing listing copy, creating blog outlines, improving existing web copy and providing social posts. The possibilities seem endless, especially as the technology continues to evolve.

While all agents interviewed think ChatGPT is definitely worth trying, they suggest proceeding with caution.

As Richling points out, “Courts are still trying to figure out how to handle AI content and copyright issues. You need to make sure you’re still doing the right things.”

Roche says, “I think, as a tool used for the right purpose, this will be amazing.”

Finally, Owens says that, because real estate is a task-based business built on relationships, tying daily tasks to ChatGPT will save time. But, she adds, “It’s kind of scary, the opportunity that it is, to be honest. How it will be used in the future will be closely guarded.”

GET STARTED USING CHATGPT

You don’t need to be a tech rockstar to use ChatGPT. If you know how to use Google, you can use ChatGPT (although the tools do work differently). You can easily create an account with OpenAI and start using ChatGPT immediately. It’s currently free while it’s in “research preview” betatesting mode.

To start utilizing ChatGPT for your real estate business, visit openai.com/ chatgpt

MARKET MOMENT Cities With the Richest Residents

Tech moguls, star athletes and scions of old money have to rest their heads somewhere. Happily, for CRSs in the United States, all but six of the top 20 cities worldwide with the richest residents are in the

REALM and

compiled the list showing the number of ultra-high net worth ($30 million-plus) individuals with a primary or

residence by city for 2022.

Top 20 Ultra-high Net Worth Cities, Globally

Another list, compiled by Bloomberg, ranks its Richest Places Index based on average annual household income ($300,000-plus) , which gives affluent suburbs their due.

U.S. cities dominate the rankings.

Source: REALM and WealthX, in conjunction with the analytics firm Altrata

Con A(I)rtists

Artificial intelligence (AI) is revolutionizing how we live and work, making many aspects of life easier and more efficient. However, like any technology, AI has opened

new avenues for scammers and fraudsters to exploit unsuspecting victims. With the increase and advancements in AI, it is crucial to be aware of the new scams out there.

With the increase and advancements in AI, it is crucial to be aware of the new scams out there.

Chatbots Deepfakes Phishing Investment scams

One of the most common AI scams involves the use of chatbots. These are AI-powered computer programs that are designed to mimic human conversation. Scammers use chatbots to impersonate customer service agents or even friends or family members to steal personal information or money. They may ask for credit card details or login credentials and use this information to commit identity theft or financial fraud.

Another common AI scam is the use of deepfake technology. Deepfakes are computergenerated images, videos or audio files designed to look and sound like real people. Scammers can use deepfakes to create fake social media profiles, impersonate celebrities or politicians, or create fake news stories. These can be used to spread disinformation, manipulate public opinion or even blackmail individuals.

Addie Owens, CRS, who is a CRS instructor, recommends that you have a code word set with your family and friends so that if you receive a message that says they are in danger, you can decipher if it’s real or a scam.

AI-powered phishing scams are also becoming more prevalent. Phishing is a type of cyberattack where scammers send emails or messages that appear to be from a legitimate source, such as a bank or social media site, to trick people into giving away personal information or downloading malware. AI can make these messages more convincing by analyzing the target’s interests, habits and behavior to create personalized messages that are more likely to be opened and acted upon.

AI-powered investment scams are yet another growing concern. Scammers may use AI to analyze social media and news feeds for information about upcoming stocks or trends and then create fake investment opportunities that appear to be based on this analysis. They may use chatbots or other AI-powered tools to make these offers seem legitimate and convince victims to invest their money in a fake scheme.

To protect yourself, it’s important to be aware of the latest AI-powered scams and to be cautious when dealing with unsolicited messages or investment opportunities. If something seems too good to be true, it probably is, and it’s always better to err on the side of caution when dealing with new technologies.

READY,INVEST!

INVEST!

By Regina Ludes

by real estate investment marketplace New Western, 59% of investors said they plan to use cash or private money for their investment.

an investment property, and they’re unsure how to begin to sift through the different financing and housing options. CRS Designees who under stand the investment market can help guide them through the purchase process, determine their financial goals and provide sound advice to make their investment dreams come true.

UNDERSTAND INVESTORS’ MOTIVATIONS

Rychen Jones, CRS, associate broker with The GDP Group in Draper, Utah, estimates that half of the clients he has worked with in the past few years are new investors seeking better investment opportunities than cryptocurrency or the stock market. “Real estate gives them more control over the asset, plus property values and rents have historically kept up with inflation,” says Jones, a former financial advisor.

The biggest hurdle facing new investors, he says, is the lack of clarity about the investment market and their own goals and resources. There are so many options available, and they don’t know where to turn for advice.

“When they don’t have clarity, people get frustrated looking at all types of properties. Unfortunately, some make an impulse buy that doesn’t meet their objectives,” Jones says.

While rising interest rates have forced many homebuyers to stay on the sidelines, a new breed of investor has entered the housing market in droves.

Real estate gives them more control over the asset, plus property values and rents have historically kept up with inflation.”

–Rychen Jones, CRS

SOME HELPFUL QUESTIONS

Jones recommends clients look at real estate as a means to achieve one of several financial goals: increase cash flow, potentially reduce tax liability, diversify investment assets and create wealth to pass onto their heirs. He begins the discussion by asking a series of questions:

f What are their goals for the investment property?

f What assets do they have, and which of those assets are available to fund the purchase?

f Based on available assets, what price point are they looking at and what payment can they qualify for that they’re comfortable with?

f What type of property should they look for that will best help them meet their stated goals?

Jones also refers them to a CPA who has experience working with investors and recommends they meet with a qualified lender who can offer additional mortgage products or customize loan terms based on their specific circumstances.

SET REALISTIC EXPECTATIONS

Mark Handlovitch, CRS, associate broker with RE/MAX Real Estate Solutions in Pittsburgh, Pennsylvania, says younger investors see the advantages of making money beyond traditional 9-to-5 jobs. They’re also far more educated and more comfortable with risk than previous generations because they’ve grown up watching DIY home renovation shows on TV. However, those shows have also set unrealistic expectations, he says. “Investing is much harder than it seems, and the shows don’t demonstrate the hard work and grief that goes along with buying and renovating,” Handlovitch says.

When he first meets with new investors, he interviews them to learn their goals and motivations, just as he does for traditional homebuyers. The first step they should take is to research various financing options.

“There are different ways to finance an investment property, and not every way will be best for them,” Handlovitch says. “I tell them to look at their situation and the opportunity they have. Then look at what they have to invest

and what kind of return they’re looking for. Even though I recommend they put 20% down, every property will have its own financing set-up.”

As owner of his own property management company, Handlovitch often shares his experience as an investor. He recommends first-timers purchase multiunit properties of two to four units, which are affordable in the Pittsburgh market. “First-time investors should start out slow. I don’t set them up to buy something that is beyond their capabilities, like a 10-unit building,” he says.

Not all first-time investors have heeded his advice, however. Handlovitch recalls working with a couple who had purchased an investment property that needed some fixing up. He advised them of their ceiling of what they could put into improvements each year. The husband, however, put too much money into renovating the property above their ROI.

“Once you break that ceiling, you start dipping into your profits. That’s where you can begin to lose money,” Handlovitch says.

GUIDE THEIR FUTURE PLANS

Purchasing a multi-family property as a first investment can help new investors create generational wealth while funding their current lifestyle, says Nancy Alert, CRS, broker associate with RE/MAX Allegiance in National Harbor, Maryland, near Washington, D.C. “They can live in one of the units while they rent out the others. Even if one or two tenants move out, they still have income from the remaining unit(s) to pay off the mortgage. They can hold the property for a long time. If they do it right, the income from the property will pay for the lifestyle they want,” Alert says.

She learned that lesson the hard way. In 2008, several tenants in the six single-family homes she owned lost their jobs and were forced to move. The homes sat empty for two years while Alert paid the mortgages. She finally sold them and lost a significant sum of money. When she started over, Alert invested in a multi-unit property that provided better protection of her investment.

Another advantage of owning a multi-unit property, Alert says, is the ability to obtain larger mortgages. Banks use both the investor’s personal income plus the income from 75% of the units to determine the mortgage amount.

Some of Alert’s investors have taken advantage of the Neighborhood Assistance Corporation of America (NACA) program, which provides financing with no income limits or restrictions. Alert says NACA pays the buyer’s down payment and closing costs, and offers low interest rates regardless of a person’s credit score. The program allows buyers to purchase a multi-family property as long as they live in one of the units.

PROVIDE REFERRALS AND RESOURCES

Alert also provides referrals to attorneys, accountants and start-up consultants who can help new investors set up a business account. “Investing should be treated as a business. That way, if any legal issues occur, only the business would be affected and their personal assets would be protected,” Alert says.

Handlovitch advises clients to hire trustworthy contractors and check their references. “Reputable contractors will require some money up front to cover the cost of materials then require the rest to be paid later when the project is completed,” he says.

Jones recommends investors learn about fair housing issues before renting out units, and they should figure in the cost of a good property manager when deciding whether to self-manage the property or not. “Not everything will go right. They might have vacant units; ten ants might get upset with them. There are a lot of unknowns that they have to be prepared for,” Jones says.

Take advantage of RRC’s Real Estate Investing Certification at CRS.com/learn/ certificates

First-time investors should start out slow. I don’t set them up to buy something that is beyond their capabilities, like a 10-unit building.”

—Mark Handlovitch, CRS

PUSHING FOR productivity

By Megan Craig

The COVID-19 pandemic reshaped the working world in many ways (hello, Zoom meetings).

And even with the return of most Americans to the workforce, more people are choosing to work from home. That shift—and an attitude shift among workers in general—means people are finding better work-life balance but feel less connected to their co-workers, according to a social trends study released last year by the Pew Research Center. Productivity may also have taken a hit—many workers in that same study said they felt more productive when working at an office than at home.

“COVID-19 has made a big difference in how people work. It’s just more relaxed, where it’s become more fun and not as corporate,” says Bernice Maez, CRS, co-founder and broker with Vivo Realty in Plano, Texas. “It works because work has changed for the buyers as well.”

Maez says she sees the need to keep her team motivated, especially as they spend less time together in a physical office space.

So, how do leaders keep their team members engaged in an increasingly disengaged world? It’s a multi-step process that starts with communication.

1. be in constant contact

Before COVID-19, when everyone was working in the office, Jeff Wu, CRS, associate broker and REALTOR® with Keller Williams Capital Properties in Fairfax, Virginia, reached out to team members maybe once a week.

Now, he reaches out at least once a day. When communication lags, people tend to fill that void with a negative story, Wu says.

“They might start thinking, ‘My peers don’t care about me,’ or, ‘I’m the only one with this problem,’ but none of it is true,” he says. “Communication is love. Time is love.”

Team leaders have found several ways to keep in touch without being overwhelming:

f Team huddles: Try holding a full-team meeting every Monday morning so everyone can check in together. As an extra trick, don’t require agents to join—that allows the huddles to double as a red flag for disengagement, Maez says. “If we haven’t seen you on the huddle call in a while, we know to reach out.”

f Group text threads: Jeremy Caleb Johnson, CRS, associate broker and team leader with Johnson & Burge –Long & Foster REALTORS® in Virginia Beach, Virginia, wanted to be sure his small team could all communicate whenever the need arose, so he started a group text for his whole group. This allows for quick communication on immediate needs (rather than for bigger ideas or file sharing, which Johnson saves for emails).

f Lunch and learns: Create in-office learning opportunities to draw agents back to the group setting and keep them in better contact with each other. The chance to learn and earn continuing education credits—and, of course, a free meal—will keep your team coming back.

2 rely on teamwork to create work/life balance

GETTING WORKERS BACK ON TRACK

No matter how much leaders try to keep workers engaged, sometimes people fall behind. The trick is getting your team members back on track without making them feel chastised, which may decrease their motivation even further, says Jeremy Caleb Johnson, CRS, associate broker and team leader with Johnson & Burge – Long & Foster REALTORS ® in Virginia Beach, Virginia.

“The way I approach it is in a manner that acknowledges the situation in the moment but also acknowledges that it’s OK that we’re behind or we’re stuck,” Johnson says. “There’s never any slapping of the wrist or pointing fingers. We discuss how to fix it, but we don’t dwell on it.”

For Jeff Wu, CRS, associate broker and REALTOR® with Keller Williams Capital Properties in Fairfax, Virginia, getting workers back on track means following “the 15th protocol”—that is, setting specific goals for the month with each team member, then checking in on the 15th of that month to see if they’re on track. If not, Wu works with that team member to come up with a new strategy to increase productivity for the rest of the month.

Johnson formed his team during the pandemic when the real estate market exploded. Because they came together as “overwhelmed agents,” Johnson’s team quickly learned that leaning on each other was the only way to get through the busy times.

“You have to be able to rely on each other, to seek out each other’s opinions, to understand each other’s approaches,” he says. “We try to handle as much as possible all together.”

That kind of partnership also allows team members better access to luxuries like weekends off or uninterrupted vacation time.

“It’s about lifestyle. If you need a Sunday off, another team member can show your properties or speak with your clients,” Maez says of informally partnering her agents. “If you’re not available, you and your client know your team is there for you.”

He’s also working on a strategy-based idea he heard from another REALTOR ® at a convention. That way, when he’s implementing the 15th protocol, he’ll have several clear strategies from which his agents can choose to get their productivity back in line with expectations.

The idea is that if the first tactic you choose doesn’t raise your activity level, you have to choose from another predetermined tactic. He’s working now to develop the tactics he plans to offer up.

“There’s no confusion, no question—you pick one of these five plays and execute on that play,” Wu says. “The idea is hopefully it raises your level of activity, but if you’re still behind, you have to pick a different play.”

3 create a coaching program

If newer team members are struggling to stay engaged, a coaching program may help them adjust, Maez says.

Maez and other team leaders meet with agents for one hour a week, in person, for the first 90 days they’re with the brokerage. They each get a report card breaking out parts of the training program they need to complete during that time—a two-hour bootcamp, signing up for board memberships, training on their leads software, shadowing another agent, holding a certain number of open houses, creating a business plan and more.

“It’s just another touchpoint for those newer agents,” Maez says. Coaching agents also helps them feel more prepared, Wu says. He issues challenges to his agents, often through roleplaying or what-would-you-do hypothetical questions, so that when they face challenges from real clients, they’ve already formulated responses and are ready to act.

“It’s not just a training tactic,” he says. “This helps even the longtime agents stay alert and on their game.”

promote positivity

Wu doesn’t only blame less time in the office for disengagement. He sees social media as a big part of the problem—not because his agents are spending time on apps but because those apps are negatively affecting agents’ mental well-being.

“Everything gets shared, and the news is often negative. It travels around the world twice before you can go to the watercooler,” Wu says. “The highs and lows are so much more frequent. Before, maybe you had a bad moment in a week—now you might have three in a day.”

Wu and Johnson both rely on “drive-by positivity”— that is, sharing small, positive notes, quotes or tidbits to keep agents feeling optimistic and engaged.

“If I see something that speaks to me, a quote or motivational video, I try to share as much as possible,” Johnson says. “Looking for that stuff to try to avoid getting down in the dumps helps reinforce positive thinking and positive behaviors among my team.”

read the room

Uncover more leadership tips in the recording Do Less Make More - Productivity Mastery, hosted by Neal Oates at CRS.com/ catalogsearch

As a team leader, you must know each individual member of your team and what’s likely to motivate them, Maez says. With different personality types and working relationships, not every tactic is going to work for every team member.

For example, if Maez is about to introduce a new protocol to the team, she meets one-on-one with longer-term agents before making the wider announcement so they feel more in control of changes in their workflow. Or, if the team is looking to use new software, she might ask several agents for their input before a decision is made, again to make them feel less like changes are being forced on them and more like they’re part of the decision-making process.

“When you’re running a brokerage, there’s no such thing as one-size-fits-all,” she says. “But it’s all about consistency. It’s when you start to slack off on consistency that others are going to slack off, too.”

MOVING

MILITARY THE

By Steve Hendershot

Military families who are relocating present a unique opportunity— and challenge— for REALTORS®.

The opportunity is simple: sales volume. Military families move every two to three years, according to the United Service Organizations (USO), a nonprofit that supports members of the military community.

The challenge is geography, and it presents several obstacles. For one thing, military moves often are from one city to another—not to mention overseas deployments—so most military families aren’t putting down roots in a particular community. That means many agents’ traditional strategies for building and nurturing a client base for the long haul don’t apply.

Instead, to effectively reach military families, agents must break into the unique referral networks upon which service members rely when making a move.

Making the most of NETWORKING

“Military families don’t like to go into a new place blind; they really rely on referrals,” says Alexis Bolin, CRS, broker associate with Keller Williams Realty Gulf Coast in Pensacola, Florida. “Once you start working with the military, if they’re pleased with you, then 99% of what comes in is going to be referral-based.”

There are several types of those local referral networks. They’re sometimes based on existing relationships because, in many cases, longtime service members will have friends from previous deployments already living in their new city. Many parts of the military also use a formal sponsor system to help transferring families get acclimated. And in recent years, social media has grown in importance, with Facebook groups sharing intel about life in the communities near various military bases.

Of course, getting your foot in the door is just the first step. Military families also have unique constraints and priorities that call for specialized service—and serving

them effectively means accommodating those needs.

For example, many military families only get a single visit of just a few days to check out homes in a new market. That means they rely on their REALTOR® to provide added context on prospective homes beyond the standard digital tour.

Lisa Rivera, broker/owner of Avalon Realty Group in Cameron, North Carolina, near Fort Bragg—the largest U.S. military base by population—listens carefully to clients’ priorities beyond the home itself so she can focus the search within neighborhoods and communities that are likely to be a fit. She also takes detailed measurements so clients will know where couches and bookshelves will fit, and to help clients better visualize the size of the front and backyards.

“I’m making sure that I eyeball every little thing that I possibly can,” Rivera says.

And when that single, brief visit occurs, it’s crucial that agents clear their calendars so they can dedicate time to a compressed and intensive tour of neighborhoods and homes.

“It’s not like somebody who lives in town, and you can run and look at one house today, and maybe another one next Thursday,” Bolin says. “You have to plan for it so you can devote the time that they need.”

While evaluating homes, it’s key to accommodate families’ special needs. A soldier suffering from post-traumatic stress disorder, for example, may want to avoid homes in areas that could trigger anxiety, such as those near a busy airport.

Additionally, many military families use Veterans Affairs (VA)-guaranteed loans to purchase their homes (see sidebar on page 29), which adds wrinkles to the purchase process, such as a VA appraisal. But agents such as Rivera say those appraisals aren’t especially challenging—VA appraisers are looking for the same signs of structural insufficiency that should give prospective homebuyers pause in the first place, along with the presence of core components such as a functional stove and HVAC system.

Once you start working with the military, if they’re pleased with you, then 99% of what comes in is going to be referral-based.”

—Alexis Bolin, CRS

THIS VA LOAN QUIRK IS HAVING A MOMENT

Mortgage loans guaranteed by the U.S. Department of Veterans Affairs have several advantages for service members, such as no down-payment requirements and limited closing costs. But amid rising mortgage rates, another feature of VA loans is suddenly in the spotlight: VA loans are assumable, meaning sellers can pass on their mortgages to buyers who are approved by the existing lender, including their favorable rates—even if the buyers aren’t military. Such activity doubled in 2022, according to a bankrate.com report.

“The interest rate is the appeal,” says agent Lisa Rivera, broker/owner of Avalon Realty Group in Cameron, North Carolina, near Fort Bragg.

A couple of things to note: First, sellers must secure a release of liability or else they could be on the hook if the buyer fails to make future payments. Second, if a military service member transfers a VA-guaranteed mortgage to a non-military buyer, the seller’s ability to take on a subsequent VA-guaranteed mortgage loan is limited.

From agent to ALL-PURPOSE ALLY

As military families prepare to move to a new community, their transitions go beyond finding a home, such as locating the right school or religious institution. Some REALTORS® who find themselves in the role of a trusted guide amid an uncertain time go the extra mile in helping their clients acclimate to their new communities.

For example, Marilyn Rivera, associate broker and owner of MR Rivera Realty Group in Hampton Roads, Virginia, provides clients with information to help them get connected with community organizations ranging from Spanishlanguage churches to youth baseball leagues and dance studios. She also makes a point to stay connected to her clients while they live in the area, even once visiting a client in the hospital in the middle of the night because the client’s spouse was away on a deployment.

“Agents who work with military families understand how stressful the transitions can be; we can be the rock for them,” says Rivera. “Sometimes, in order to move forward, they need to feel that somebody’s behind them.”

Similarly, Kate Johnston, CRS, broker/owner of Key Realty in Redmond,

Washington, helps her clients get acclimated by lending them dishes, toys and household supplies until they have a chance to go shopping or wait for their belongings to arrive. She also helps with the social aspect, once throwing a party aboard a friend’s yacht for several of her military clients.

A striking aspect of Johnston’s practice is that few of her military clients buy homes. She works primarily with participants in a yearlong tech training program that enables service members to gain work experience at area companies such as Microsoft. In most cases, a rental is the best option based on the program’s duration.

But Johnston so excels at building trust and relationships that most of those clients ask her for help connecting with agents in other cities when it’s time to move on. Johnston happily obliges, using her CRS network. “It’s all about the relationship,” says Johnston. “I’m their trusted advisor.”

For REALTORS® who work with military families, building that trust and facilitating a successful relocation isn’t just good business, but an opportunity to give back.

As Marilyn Rivera says, “I’m not here to sell a house. I’m here to provide a service and give back to these military families that have given everything to us.”

Learn everything about assumable loans in the recording The Pros and Cons of Assumable Loans, hosted by Leigh Brown, CRS, at CRS.com/ catalogsearch

KEEPING IT IN THE FAMILY

By Michelle Huffman

“We were trained at a very early age to answer the phone correctly,” says Kimberly Efta, CRS, REALTOR® with RE/MAX Grand in Grand Forks, North Dakota, whose parents Sandy and Rod Meyer have both been CRSs. “We had our receptionist lines down, and we had to use them, or we would get in trouble,” she jokes.

Tahlia Urbinati, CRS, REALTOR® with MVP REALTY in Naples, Florida, says her CRS mother, Paula Angelopoulos Urbinati, provided her with a list of qualifying real estate questions to ask before she was allowed to hang up. This is just one of the many common experiences shared by the children of CRSs who eventually followed mom or dad into the business and became CRS Designees themselves.

All in the Family Business

In the U.S., about 40% of family-owned businesses transition into second-generation businesses and about 13% are passed down to a third generation, according to the SC Johnson College of Business at Cornell University.

In 2022, family businesses saw their largest growth in 15 years, according to PwC’s 11th Global Family Business Survey. Family businesses saw a 43% sales growth in the last financial year, up from 21% in 2021.

The largest 500 family businesses generate more than $8 trillion in revenue, according to the 2023 EY and University of St. Gallen Family Business Index.

If you grew up the child of a CRS Designee, chances are you had a script for answering the phone.

Growing up CRS

Launched in 1977, the CRS Designation has been around long enough to foster several generations of CRSs in “real estate families,” some working together in the same office and others spread out over multiple markets.

Growing up all across the country, these children of CRSs have many shared memories of leafing through massive MLS listing books (before they went digital), sitting in the car outside showings with their siblings or helping address client postcards in front of the TV at night.

Another common experience they share: a strong desire to avoid a real estate career.

“I never wanted to be a real estate agent,” says Nicole Johnsrud, CRS, REALTOR® at RE/MAX Advantage Plus in the Twin Cities and Efta’s older sister. “I thought,

The next generation enters the field

Johnsrud and Efta had other plans in the corporate world after college, but both found their way back into real estate in the mid-2000s, with Johnsrud opening her own business in Minnesota in 2004 and her sister joining forces with their parents in North Dakota shortly thereafter.

Weiser discovered her knack for real estate working in her mother’s office part time during college. “It became apparent very quickly that this was a good fit for me,” she says. “Through osmosis, I had absorbed the knowledge that my parents had passed on.”

“She immediately started telling me all the ways we could do things better,” Mehner jokes. “But really, it was such an instant fit it was flabbergasting. We have very similar personalities … yet we can work together so well.”

There’s built-in trust there, Weiser adds. “I trust nobody else as much as I trust her.”

Rath felt the pull toward real estate when he entered the Air Force and started taking real estate classes.

“I fell in love with it,” he says. “There was such a connection between everything else I was learning, my passion for business and what I saw growing up with a REALTOR® mom.”

‘There’s no way I’m doing what Mom does. Her schedule stinks; the whole thing is crazy.” Not even her mother’s impressive wardrobe could convince her or Efta.

Similarly, Steven Rath, CRS, broker/owner of Rath Real Estate outside Sacramento, California, saw all the work his mom, Dianne Rath, a retired former CRS and past president of the San Diego Association of REALTORS®, put into her business as a successful agent, so he veered off into engineering and business.

Bethany Weiser, CRS, REALTOR® with RE/MAX Dynamic Properties in Anchorage, Alaska, swore up and down she would never become a real estate agent like her CRS mom, Bonnie Mehner, and former CRS dad, Bill Mehner. But, like many of her peers that grew up in CRS families, she just couldn’t help it.

 Top: Sandy and Rod Meyer ; bottom left : Nicole Johnsrud ; bottom right: Kimberly Efta

 Left: Paula Angelopoulos Urbinati; right: Tahlia Urbinati

Why become a CRS

The first thing Efta and Johnsrud’s mother told both of them upon entering the business was to become a CRS Designee as fast as they could.

“She felt like it was the only designation that mattered,” Efta says.

Urbanati knew that if she wanted to achieve the “lofty goals” she set for herself, she was going to have to enhance her professional credibility—and the designation was her way forward.

“Having my mom by my side provides me with an additional layer of accountability and motivation to pursue the various resources and educational programs that RRC offers,” she says.

The RRC education was at the forefront for Weiser.

“Growing up, my mom and dad always talked about the benefit of education, but it wasn’t just something they talked about, they expected you to continue to grow and learn,” she says. “All the instruction I’ve taken from the CRS platform offers that in a really professional, outstanding manner.”

Her involvement with the Council doesn’t stop there. As Weiser began recruiting new members and getting involved with governance, she eventually became the Alaska RRC state president in 2022, a job her father held 20 years earlier.

Rath’s mother encouraged him, too, but his desire to earn the CRS Designation was based more on what he observed firsthand.

“I saw how much she enjoyed having it, and I wanted to participate in real estate at that level,” he says.

That led to conferences together where he met other CRSs.

“You want to surround yourself with the people you want to be like,” Rath says. “And I admired all the people that I met that were involved with the Council.”

His mom’s contacts became his contacts, and they were soon referring business to each other up and down California.

Looking ahead

While Johnsrud and Efta’s kids are too young to show any interest in the family business yet, they are relentlessly subjected to it on family vacations, Johnsrud jokes.

“I prefer not to talk shop, but my parents love it,” she adds. “We could talk for a solid week about a deal.”

And although her mom’s busy schedule was initially the biggest turnoff for Johnsrud, she realized the flexibility was one of the biggest benefits.

“I don’t miss anything my kids do,” she says.

In Alaska, the Mehner Weiser company will soon span three generations, as Weiser’s daughter has joined the team as an assistant and will be earning her license soon.

After that, she, too, will earn her CRS Designation.

Connect with your global CRS family on our online community, Find a CRS. Stay active and make sure your profile is up-to-date via the app or at find.

CRS.com

 Left : Bonnie Mehner ; right: Bethany Weiser

 Left: Dianne Rath ; right: Steven Rath

Having my mom by my side provides me with an additional layer of accountability and motivation to pursue the various resources and educational programs that RRC offers.”

—Tahlia Urbinati, CRS

REASONS FOR NOT HAVING HOMEBUYING PLANS

Top influences: High home prices

Rising mortgage rates

VA HOME LOAN BENEFITS

John Rosshirt, CRS, is the vice chair of the Sustainability Advisory Group for the National Association of REALTORS ®

Sustainable Value

By John Rosshirt, CRS

Since 2008, I have been learning and teaching about green and sustainable homes and home developments, both in my role as a REALTOR® and as a subject-matter expert for the National Association of REALTORS® (NAR). In the early days, I studied how builders were trying to apply solar energy to residential properties here in Austin, Texas, then attended national conferences on related topics and learned how that would affect property owners. At one point I was on NAR’s Land Use Committee, revising its policy on climate change. What I noticed was that everybody on the committee was just one or two connections away from someone who was directly impacted by a climatic event, whether it was hurricanes, river flooding, sea level rise, wildfires and so on. More and more members were and are affected by what’s going on.

Now, we are at a point where many people in the market are paying close attention to living sustainably and they want their homes to support that. The eLearning class Eco Living: High Performance Homes is a great introduction for CRSs who want to work with this market segment.

First, the class defines a high-performance home as one in the top 25% of homes for quality and comfort and that performs the way it’s been designed to keep its occupants safe and comfortable. These homes may have green elements,

such as active or passive solar, but not necessarily. They likely will have, however, good insulation, excellent air quality, use sustainable building materials and operate at a reasonable cost.

Higher price range homes may have more sophisticated systems. But a high-performance home can be relatively inexpensive. What is important for CRSs to understand is the value of such a home and how to promote that to buyers. Homeowners who have invested in these systems and materials want a buyer who is going to appreciate—and pay for—those features. This class also offers advice about developing resources that will help you properly evaluate these homes. If your buyer is looking at a house with solar, do you have somebody who can inspect the solar power system? Do you have an AC professional who understands state-of-the-art newer systems? If you are representing the seller, you need to make sure you have a qualified appraiser for a high-performance home. (The NAR GREEN class spends two full days on these topics, and I highly recommend it.) We’re talking about basic prosperity; if owners are spending less on energy, they can spend more on upkeep of their home. One of the great feelings I have had is to return to a home years later to see that owners have implemented my suggestions, allowing us to sell the home for a premium—no matter what the market.

Check out more education offerings from John Rosshirt, CRS, at CRS.com/ learn

SUSTAINABLE HOME IMPROVEMENT SUGGESTIONS

out to new leads in your area.

8 Summer Pop-By Ideas to Make Your Clients Smile

Summer is officially in full swing, and with the warm weather comes barbeques, ballgames, trips to the beach and much more. All these activities offer fun themes you can work off for your next pop-by gift. Pop-bys are a great, inexpensive way to stay connected with past clients and reach out to new leads in your area. Here are eight summer-inspired pop-by ideas guaranteed to excite your clients and bring you more referrals for your real estate business.

“I’ll go to bat for you…”

Cracker jacks, sunflower seeds or peanuts make a great baseball- themed pop-by gift. These simple snacks are perfect for baseball season. Include a note shaped like a baseball to tell your clients that every transaction with you is a home run.

“I really DIG your referrals!”

If your clients have small kids, gift them a sand bucket and shovel filled with an activity book, crayons and other fun beach toys. Their family will “dig” these items on their next pool/beach day.

“Making every real estate experience easy peasy, lemon squeezy!”

Here’s a refreshing take on a pop-by gift—wrap a lemon squeezer and your favorite lemonade packet or recipe card in a cute tea towel. Clients will “pitcher” you as their agent every time they pour themselves a glass.

“Chill this summer and let me handle your real estate needs!”

Whether the market is cold or hot, this gift will come in handy during the summer season and is suitable for all members of the family. Make sure to incorporate your company’s logo for an added touch.

2 Sand bucket and shovel

1 Baseball-themed items

3 Lemonade kit

4 Customized insulated cup

Pop-bys are a great, inexpensive way to stay connected with past clients and reach

5 Jar of honey

“Thank you for bee-ing our client!” A small jar of honey, especially if it is locally sourced, is a great pop-by idea for your clients. Pair it with your favorite tea and a bee-themed note card to let them know you appreciate working with them.

7 Grill tools

“Your referrals keep me cookin’!”

Summer is the season for outdoor grilling, which is why a grilling spatula makes a perfect pop-by item. Your clients will be “flipping” over their gift when it’s time to spark the grill back up.

perfect summer sundae. With every scoop, they’ll be reminded that you’re the agent they need to make their real estate dreams come true.

8 Condiments set

“Just stopping by to ketchup…” What pairs best with barbecue? Sauces, of course! Put together a bundle of your preferred condiments (i.e., ketchup, mustard, relish) and let your clients know you’d like to “ketchup” with them this summer season.

Utilize RRC’s marketing tools to connect with your clients at CRS.com/ resources/ market-yourself

New RRC Leaders Elected

The results are in! The Council wishes to congratulate the new leaders voted in by their fellow RRC members.

These new leaders will be officially installed during the November Governance Meetings. The 2024 slate includes:

First Vice President Board Members

Teresa Pitt, CRS Raleigh, North Carolina

Ellis Gardner, CRS Chattanooga, Tennessee

Mark Gordon, CRS Vail, Colorado

INMOCIÓNATE RECAP

Inmociónate is an event organized by our partners in Spain, UCI and SIRA. Since 2010, they have been bringing together real estate professionals from all over Spain.

Often referred to as the International Sell-a-bration ®, Inmociónate took place June 29–30 in Granada, Spain. A group of CRS Designees attended the event and participated in education and networking sessions.

 For more information about the Council’s involvement, visit CRS.com/events/Inmocionate

How have you repositioned your talking points for today’s market? Can you share your new marketing tag line or “hook” statement?

I say that the industry has corrected itself—the market didn’t crash . It’s a great time to buy since rates are projected to drop and prices will rise.

I tell clients that every market is different; however, all markets have their options. In this current market, assumable mortgages are a great option for both sellers and buyers. I then explain what assumable mortgages are to help educate my clients.

People ask me all the time when the best time to buy or sell is. I say the best time to buy and sell is when you are ready. It doesn’t matter what the market is doing— if you have a need to buy or sell a home, it’s always the right time .

My tag line and hook are the opposite of several years ago (circa 2007–2014) when prices and rates were lower. Back then, you would tell a concerned or misinformed seller, “Sell low and buy low.” Now, with the misconception of these higher rates and the uncertainty of being able to purchase a subsequent home, you can tell the seller, “Buy high and sell high,” then expertly explain the market conditions.

Have a great story to share? Email social@crs.com or look for discussions happening online on our Facebook, Instagram, LinkedIn and Twitter pages.

We are currently within a window of opportunity to buy a property, while others are waiting for the market to crash. If you wait until the interest rates drop down, the home prices will continue to rise. And when the interest rates do drop, the unpredictability of multiple offers will resume because the demand of buyers will still be high and inventory will still be very low.

Robert Little, CRS, RE/MAX Advantage, Henderson, Nevada

Anthony Stroud, CRS, Navy to Navy Homes, Jacksonville, Florida

Jesse Cordova, CRS, Creed Realty, Virginia Beach, Virginia

Alexis Bolin, CRS, KW Gulf Coast-Keller Williams, Pensacola, Florida

Judie Woods, CRS, Realty Executives of Southern Nevada, Las Vegas, Nevada

A Memorable Experience

Another successful CRS referral! This referral came to me from one of my husband’s clients, who was getting ready to move her mother out of their family home in Englewood, Colorado. The daughter lives here in Northern Virginia, so she trusted me to find the right listing agent for her and her family.

I immediately reached out to my trusted CRS network to see if there were any agents who work in that area. I received three responses online from local CRSs, John Basila being one of them.

I felt John was the best candidate because he knew the neighborhood well and is a Senior Residential Specialist, like myself. I knew he would do what he could to ensure my client’s mother had a good experience. He had his hands full, as the house they were selling was filled with many years of memories. However, he managed to get

more than 30 investor offers on the property.

The client and her family were thrilled with the outcome. It is so nice to know your

folks will be well taken care of when you refer to a CRS!

Jackie Lewis, CRS, RE/MAX Executives, Fairfax, Virginia

Jackie Lewis, CRS

John Basila, CRS

Good News Can Be Good for You

We’ve all been there: We slide into our social media or news feeds and significant chunks of time pass by without realizing it. Having a device that offers instant worldwide communication is undoubtedly helpful—if not essential—for work, but it can also connect us to content that can leave us feeling sad, angry or stressed.

Mental health researchers studying how we are affected by the media we consume are urging us to think about not only the

amount of time we are spending but the tenor of the content. It is easy to fall into the habit of “doomscrolling”—rafting along on unending streams of bad news. This material can trigger a sense of unease or increase our threat perception— essentially activating our brains’ “fight or flight” responses and releasing higher levels of cortisol and epinephrine in the bloodstream. These hormones, in turn, can contribute to fatigue, loss of sleep, high blood pressure, anxiety and depression.

Here are a few content options that can help you feel less stressed

1 Stoke your sense of humor

Find and follow your favorite comedians, comedy podcasts or networks to get a few laughs in. The Mayo Clinic cites the many physiological benefits of laughter, including the release of feel-good hormones and muscle relaxation in the short term, plus reducing pain, improving mood and boosting your immune system.

2 Start or expand a hobby

It’s probably no surprise to hear that YouTube has countless videos that feature crafting and creativity. It is possible to teach yourself how to knit, refinish furniture, paint in watercolors, cook exotic dishes or build a shed. You don’t even have to start a project to enjoy taking a deeper dive into something that already interests you.

3 Mindfulness and meditation

If you are interested in becoming more centered, apps such as Calm or Headspace can help you focus, relax and de-stress. You can even derive benefits from listening to mindfulness podcasts, such as “10% Happier, Mindfulness Mode” or the “Drop-In Meditations (Hammer Podcast)” from the UCLA Mindful Awareness Research Center.

4 Silver screen time

Clearly, health experts know that staying informed about news topics isn’t going to make you keel over, but they think it’s important to balance negative inputs with positive content. In fact, some studies have shown that consuming uplifting and positive media can help motivate us to do good things for friends, family and ourselves.

Pick a movie with an uplifting message, like “Remember the Titans,” “The Pursuit of Happiness,” “Hidden Figures,” “Legally Blonde” or “The Princess Bride.”

5 Go for good news

There are websites and podcasts that curate positive stories that help restore one’s faith in humanity. Try these podcasts—“The Good News Podcast,” “Goodniks” or “Sounds Good”—and the Upworthy and Positive News websites.

Have a recipe with a story behind it you’d like to share? Email us at social@crs.com

The Best Peach Ice Cream

By Chrissi Chapman Topoleski, Broker at Coldwell Banker Realty, Woodbridge, Virginia

It was a different time then, so fast food was a huge treat. My dad loved ice cream, so we were almost guaranteed a cone or a sundae at one of our stops. Inevitably it would be time to get back on the road, after which we’d be reminded that someone in the car was lactose intolerant and the youngest had a tendency to get car sick after eating dairy. Ah, fun times.

Ice cream brings back great memories of my time with my family. When I was a kid, we took epic car trips every summer. My dad had a late 1970s Lincoln Continental that he used to cram my mom, my grandparents and three kids into, along with all our luggage. I remember few things about the long drives as I usually spent them sleeping. Recently, it dawned on me that I took a lot of Dramamine on those trips, which was probably a blessing for the adults since I was always picking fights with my sisters.

After hours and hours in the car, we would stop for lunch or a bathroom run.

My kids share my love for ice cream, too. We always have multiple flavors open, and I’ve got near riot-like conditions on my hands when we are out. A few years ago, I bought an electric ice cream maker and threw myself into making it. It is incredibly easy, but guests will treat you like royalty if you make it for them. No lie.

My favorite homemade ice cream is aptly named “The Best Peach Ice Cream.” There is nothing like a ripe and juicy peach when it’s in season, but frozen peaches work well, too. It is so good. (I just ate a bowl of it while writing this). I have a Cuisinart Ice Cream and Frozen Yogurt Maker. I mix the ingredients, add them to the frozen bowl, and flip the on switch. Twenty-five minutes later, I have ice cream. I usually freeze it for the next day as I think it tastes better but I’ve been known to eat it straight from the mixing bowl.

Ingredients:

4 cups peeled and sliced peaches

½ cup granulated sugar

1 cup brown sugar

Juice of one large lemon

2 teaspoon vanilla

½ teaspoon almond extract

2 cups heavy cream

Instructions:

1. In a large bowl, combine the sliced peaches, sugars, lemon juice and extracts. Stir to combine and allow to sit for about 15 minutes, stirring occasionally, or until the sugars have dissolved and the peaches are juicy.

2. Place peach mixture in a blender or food processor and pulse until the peaches are broken down but not totally pureed, some small chunks of peaches

are OK. Add in heavy cream and mix to combine.

3. Pour the mixture into an airtight container and chill in the refrigerator for at least 12 hours or overnight.

4. When base is chilled, follow manufacturer’s directions for churning in your ice cream maker. Once churned, place in an airtight, freezer-safe container and freeze for a few hours to harden before serving.

My dad loved ice cream, so we were almost guaranteed a cone or a sundae at one of our stops.”