The Residential Specialist, May/June 2022 by The Residential Specialist

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SOWING THE SEEDS E

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Eco-friendly housing is becoming a priority for homeowners E GRE N IS and agents alike. 2

+ Sustainable smart home technologies 9 + Green building materials 12 + Making your business environmentally friendly 18 + Marketing eco-friendly homes 22

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MAY/JUNE 2022

A podcast produced by RRC

Industry news made simple. www.crs.com/realtalk

The Real Estate Real Talk podcast is hosted by leading agents that can help you cut through the noise and grow your knowledge and expertise.

May/June 2022

Vol. 21, No. 3 Cover art:  iStock.com: denphumi

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FEATURES 18 T he REALTOR®’s Guide to Going Green: Experts provide tips to make your business more eco-friendly and sustainable. By Michelle Markelz

22 M arketing High-Performance Homes: Agents may have to adjust their marketing strategies when selling an eco-friendly home. By Regina Ludes

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26 W hen Things Go Wrong: Giving clients bad news is never fun. Learn how to deliver disappointment in a calm and respectful manner. By Michelle Huffman

30 R espect Your Elders: Older clients make up over half of all home transactions, and agents must be prepared for different wants and needs. By Andrew Conner

May/June 2022

CONTENTS

Vol. 21, No. 3

Aerial View

igital Channel: Online classes, tools D and resources available from RRC.

Holli Woodward, CRS

Market Pulse 8 9 green articles

ersonal Perspective: Fran Bixler, CRS, P RE/MAX of Naperville, Naperville, Illinois G etting Smart With Green Home Tech: Take a look at the best green technologies available to make homes smarter and more efficient. By Michelle Huffman

12 B uilding Homes That Give Back: Eco-friendly building materials are becoming more commonplace in new home construction. By Megan Kramer

9 12

16 S mart Living: Tools available for agents to become better organized. 34 M arket Values Insights from industry data.

Specialized Knowledge 36 C ouncil Classroom: How to use systems to manage referrals. 38 Innovations: As homes become more reliant on smart technologies, security concerns are elevated. 40 Issues of Importance: How to help homebuyers avoid excessive lending fees.

Designation Nation 42 Your Own Council: RRC news and updates. 44 Ask a CRS: Advice from the country’s top agents. 45 RRC Connect: Expand your network. 48 Balancing Act: Outdoor activity ideas for when the weather heats up.

Tell Us What You Think!

Take our readership survey and share your thoughts about what you want to see in the magazine. Your feedback helps us tailor The Residential Specialist to best deliver content that REALTORS® across the country need most. Remember, it’s your magazine and we want to best serve and celebrate our members. Complete the survey and you could win one of three $100 Amazon gift cards! Visit CRS.com/survey today to help make it possible.

EDITOR Kimberly Cure kcure@crs.com 800.462.8841

Advertising Manager Jim Beckwith 312.321.4447 bd@crs.com The Residential Specialist is

ASSISTANT EDITOR published for Certified Residential Amelia Garza Specialists, general members and agarza@crs.com subscribers by the Residential Real CONTRIBUTING WRITERS Andrew Conner Michelle Huffman Megan Kramer Regina Ludes Michelle Markelz 2022 BOARD OF DIRECTORS President Holli Woodward, CRS President-Elect Pam Ruggeroli, CRS First Vice President Tricia Nekota, CRS Immediate Past President Alex Milshteyn, CRS Members Sandy McRae, CRS Bruce Myers Addie Owens, CRS Kurt Thompson, CRS John Young, CRS Chief Executive Officer Lana Vukovljak Staff Liaison Patricia Stodolny

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. 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: PUBLICATION The Residential Specialist, MANAGEMENT c/o Residential Real Estate Council, 430 North Michigan Ave., 4 th Floor, Chicago, IL 60611-4092. COPYRIGHT 2022 by the www.glcdelivers.com Residential Real Estate Council. All rights reserved. Printed in U.S.A.

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1 Your client’s participation in the Verified Approval program is based on an underwriter’s comprehensive analysis of their credit, income, employment status, debt, property, insurance and appraisal as well as a satisfactory title report/search. If new information materially changes the underwriting decision resulting in a denial of the credit request, if the loan fails to close for a reason outside of Rocket Mortgage’s control, or if the client no longer wants to proceed with the loan, their participation in the program will be discontinued. If the client’s eligibility in the program does not change and their mortgage loan does not close, they will receive $1,000. This offer does not apply to new purchase loans submitted to Rocket Mortgage through a mortgage broker. This offer is not valid for self-employed clients. Rocket Mortgage reserves the right to cancel this offer at any time. Acceptance of this offer constitutes the acceptance of these terms and conditions, which are subject to change at the sole discretion of Rocket Mortgage. This is not a commitment to lend. Additional conditions or exclusions may apply. Rocket Mortgage, LLC; NMLS #3030; www.NMLSConsumerAccess.org. Equal Housing Lender. Licensed in 50 states. AL License No. MC 20979, Control No. 100152352. AR, TX: 1050 Woodward Ave., Detroit, MI 48226-1906, (888) 474-0404; AZ: 1 N. Central Ave., Ste. 2000, Phoenix, AZ 85004, Mortgage Banker License #BK-0902939; CA: Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act; CO: Regulated by the Division of Real Estate; GA: Residential Mortgage Licensee #11704; IL: Residential Mortgage Licensee #4127 – Dept. of Financial and Professional Regulation; KS: Licensed Mortgage Company MC.0025309; MA: Mortgage Lender License #ML 3030; ME: Supervised Lender License; MN: Not an offer for a rate lock agreement; MS: Licensed by the MS Dept. of Banking and Consumer Finance; NH: Licensed by the NH Banking Dept., #6743MB; NV: License #626; NJ: New Jersey – Rocket Mortgage, LLC, 1050 Woodward Ave., Detroit, MI 48226, (888) 474-0404, Licensed by the N.J. Department of Banking and Insurance.; NY: Rocket Mortgage, LLC, 1050 Woodward Ave., Detroit, MI 48226 Licensed Mortgage Banker-NYS Department of Financial Services; OH: MB 850076; OR: License #ML-1387; PA: Licensed by the Dept. of Banking – License #21430; RI: Licensed Lender; WA: Consumer Loan Company License CL-3030. Conditions may apply. ©2000 – 2022 Rocket Mortgage, LLC. All rights reserved. Lending services provided by Rocket Mortgage, LLC, a subsidiary of Rocket Companies, Inc. (NYSE: RKT). Rocket Mortgage, 1050 Woodward Ave., Detroit, MI 48226-1906

May/June 2022

Every step in my RRC and CRS journey has changed not only my career and leadership trajectory, but my life.”

Aerial View

From the desk of Holli Woodward, CRS, 2022 RRC President

Volunteer Your Time With RRC

want to personally thank you for your participation in the recent Residential Real Estate Council elections. Members asked for the opportunity to vote, and we got it. I am glad to see that many of you made your voices heard. Our newly elected Board members will continue to focus on our robust strategic plan with an emphasis on member growth and assisting independent broker-owners. It excites and encourages me to know that we continue to increase our referral partners in the U.S. and around the globe who truly understand the importance of toptier education, cutting-edge technology

and trusted referral partners to assist our clients in this ever-changing profession. While elections for this year have passed, it is never too late to get involved with the Council—the list of volunteer opportunities is plentiful. Reach out to your state leadership, check state Facebook pages and visit CRS.com to make sure that you are up to date on upcoming local, state and regional events. The Council is always looking for local networking coordinators, members who want to get involved in leadership at the state level and those who are just plain passionate. We want you, and we need you! Every step in my RRC and CRS journey has changed not only my career and leadership trajectory, but my life. I have gained confidence representing my clients and a confidence in myself to pursue those things that light a fire in my soul. Like many of you, it has never been about the titles. It’s about giving back to a profession that has given so much to me, with the most amazing bonus—being a part of this incredible RRC team, which is truly like family. We all have the same 24 hours in a day, and we make time for those things that are most important to us. It’s my hope, as president, that even more of our outstanding current and future leaders with a true passion to serve will consider making that commitment. If elected, you would be an integral part of the governing body for our Council. How exciting is that? If you’re interested in stepping up and taking part in next year’s election, please educate yourself on the Council’s strategic plan, the election process and make sure that you review and understand the commitment involved before applying. If you have any questions at all, do not hesitate to reach out to me or any member of our Board or leadership team. #RRCTeam22—let’s do this! TRS

The Residential Specialist trsmag.com

Photo: Adam Murphy

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May/June 2022

RRC strives to provide value to members in the digital space. Each issue of The Residential Specialist highlights classes, tools and other member resources available online.

Digital Channel

Online resources for RRC members

Listen to the New RRC Podcast Today!

RC is proud to announce the launch of its new podcast, “Real Estate Real Talk.” The podcast’s mission is to improve real estate agents’ knowledge of the current climate, helping them make better decisions with their time, clients and business.

Each episode of the podcast will be hosted by two of four influential RRC members:

Brian Copeland, CRS

Alex Milshteyn, CRS

Maura Neill, CRS

Holli Woodward, CRS

New episodes will be posted every two weeks and are available on your favorite podcast-listening apps, including Apple, Google, Audible, Deezer and Spotify. You can also access every episode at CRS.com/realtalk. Download and listen to “Real Estate Real Talk” today!

The Residential Specialist trsmag.com

May/June 2022 2022 May/June

PERSONAL PERSPECTIVE Fran Bixler, CRS, has quickly worked her way from being a new CRS Designee in 2018 to becoming the president of the RRC Illinois chapter.

PAGE 8

Market Pulse Photo: Megan Donick

TRENDING HEADLINES AND IDEAS SMART HOME TECHNOLOGY

GREEN HOME CONSTRUCTION

Details about the smart home technologies that owners are looking for.

Builders are using green materials to create more eco-friendly homes.

PAGE 9

PAGE 12

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SMART LIVING A variety of tools are available for real estate agents to become better organized.

PAGE 16

MARKET PULSE

May/June 2022

Personal Perspective

Profiles of people to watch

Fran Bixler, CRS RE/MAX of Naperville, Naperville, Illinois

How did you become involved in real estate?

I hope to make others aware of the CRS Designation process and how they can do it so that it works for them.”

I was first licensed in 1994. I was working with a mortgage company, which opened my eyes to real estate. It was during that refinance craze back in the ’90s, and I was working 10–12 hours a day. I had to find a career that would be flexible since I was my parents’ primary caretaker and I planned to start my own family soon— I knew those 12-hour days weren’t going to cut it. So, I started taking classes on weekends to get licensed, and within six months of getting my license, I was working full time and was named Rookie of the Year at my brokerage.

How did you find out about the Residential Real Estate Council? Fran Bixler, CRS, achieved the CRS Designation in 2018. She can be reached at fran@franbixler homes.com or 630-544-4600.

I became a member in 2008 and started working on my CRS Designation, but I put that on the back burner when my mom’s health deteriorated. I didn’t come back to it until 2018. At the end of 2020, when I was able to

be more involved, Sandy Workman, CRS, who was the Illinois RRC president at the time, asked if I was interested in becoming a volunteer. I said, “Sure, I would love to volunteer. I’d love to learn more about RRC.” And it has been an amazing experience. I realized I didn’t know how much RRC did, all the fantastic benefits, educational opportunities and networking. Now, I’m president of the Illinois chapter. I hope to make others aware of the CRS Designation and how they can make it work for them.

What RRC activities are you involved with these days?

My involvement last year opened my eyes to so many different opportunities that RRC provides. I got my Luxury Certificate and my Negotiation Certificate. I’m working on my Residential Sales Certificate right now. I’m also on the Region Five event planning committee. Being a member of Region Five has

been excellent. Tonya Thomsen, CRS, is our vice president, and she’s so organized and fun. Everyone involved in Region 5 has just been incredible. Attending the San Diego conference and getting to know everybody has been fabulous.

What is one of your most interesting transactions?

I see that there’s a need for us as REALTORS® to use our level of knowledge and professionalism to help those who normally don’t receive this degree of service. My most rewarding transaction was helping a recently divorced mom with five kids who had just lost the family home and did not have any immediate family who could assist. Her credit score was 550, and I found her a rental for two years. We can talk about the incredible money people make in this business, but you know what? I will take the rental commission I made on that transaction and put that check on my wall to remind me of why I’m in this business. Because that’s why we’re doing what we’re

doing: finding people a place to call home.

Are you involved with any community activities?

I’m a member of Mainstreet Organization of REALTORS® committees on professional standards and government affairs. I’m a firm believer in engaging in our association so we can make a difference locally, at the state level and nationally. This comes from being the daughter of a Marine who served from 1939–1969; he went through World War II and Vietnam. He taught me that everyone—no matter where in this world they’re from—just wants to live their lives and provide for their families as best they can. We don’t look the same. We don’t need the same things. But we all deserve the same level of respect and kindness. He taught me to get involved in our community from the beginning. From volunteering at my girls’ elementary school to now being part of local community boards, engaging and promoting community events and speaking at Council meetings, we all have a role to play. TRS

The Residential Specialist trsmag.com

Smart Tech

iStock.com/Igor Kutyaev/fonikum/kadirkaba

mart home devices and green-friendly home building are two trends that have been growing in the housing market for years. But as these two trends coalesce, we’re seeing homebuyers looking specifically for smart devices that improve energy efficiency. A recent ValuePenguin survey revealed that 65% of Americans have at least one smart home device, and many purchased the smart technology because it’s better

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for the environment, showing that going green is becoming more popular. It doesn’t hurt that these devices save homeowners money, too: Smart technologies and real-time energy management systems can decrease energy costs by an average of 15%, according to the New York State Energy Research and Development Authority. Here’s an overview of some of the green smart tech that buyers and homeowners are looking to have in their homes.

E GRE N IS

By Michelle Huffman

Getting Smart With Green Home Tech

May/June 2022

202

Going green with home devices

of Americans have at least one smart home device. Source: ValuePenguin

MARKET PULSE

May/June 2022

Nearly

million U.S. households are projected to add smart home tech in the near future. The most popular devices are:

Smart Tech

Going green with home devices

Smart thermostats

Smart thermostats have been important to homeowners for the last 10 years, says Fran Bixler, CRS, of RE/MAX of Naperville in Naperville, Illinois. The Nest thermostat is the leading product agents are seeing in homes. As you change the temperature, these thermostats learn your schedule and adjust automatically over time.

“People just really want to set it and forget it,” says Khoi Le, CRS, with Hunter Chase Realty in Albuquerque, New Mexico. However, “if you don’t have a set schedule, these don’t do you much good,” says Steven Donley, CEO of Eco Smart Home Pros, a Muskegon, Michigan-based company that installs many of these devices in homes. “And with so many people working from home, the energy savings and environmental impact is reduced.” Instead, Donley says that some homeowners are turning to thermostats that are also tied to their security systems, which turn the heat up or down as you come and go.

Connected cameras (highest demand)

Video doorbells (second highest)

Connected lightbulbs, smart locks and smart speakers.

Smart apps to curtail energy use

Smart apps can help homeowners reduce energy use. Bixler cites two examples: “Consumers download smart apps that track their electricity usage and show them ways to reduce their bills,” she says. “They also install forward-looking infrared (FLIR) apps to see thermal imaging of their homes and find where they need to increase insulation, change out old windows or even add foam insulation/ sealer on wall outlets.”

Smappee

FLIR ONE Pro

Meter Readings

FLIR ONE Pro (left) is an infrared camera add-on for smartphones. Couple this with an app like Smappee or Meter Readings, and homeowners can find ways to reduce their energy output and bills.

Source: Mordor Intelligence

Want to develop your technology expertise? Get certified with the Smart Home Certification today. Visit CRS.com/ certificates for more information.

One of the more unexpected ways homeowners are using smart tech to save energy is automated shades, Donley says. With the tap of a button or the use of your voice, you can control the shades across your entire home. “People don’t think about it as energy control; they think about it in terms of light,” he says. “But with Honeycomb shades, for example, you get an insulation R-factor of 3.2 to 4.3. You’re actually able to get as much insulation value as from the windows themselves.” The Residential Specialist trsmag.com

iStock.com/coldsnowstorm/AlenaPaulus

Automated shade systems

May/June 2022

Lighting controls

“Lighting controls can reduce energy several different ways,” Donley says. There are lighting kits that connect your home’s lights to an app, like Philips Hue, but that’s not the only option. Occupancy sensors can turn lights on when you enter and off when you leave a room, which can be especially helpful in pantries and bathrooms. Other controls can automatically set lights at a slightly dimmer level. “If you take your dim level on the light switch and set it at 75%, it’s approximately a 5% reduction in visible light. Most of the time you don’t notice it, but that can be a 20% savings in electricity,” Donley says. If you want cutting-edge tech,humancentric lighting, or HCL, is becoming more popular. This system controls the hue of light throughout the day by putting

Smart lighting options, like Phillips Hue LED bulbs, allow homeowners to have more control over the energy they expend.

out warm amber light in the morning, switching to blue light during the day and reverting back to an amber light at night, matching natural light and aiding our circadian rhythm. This can boost focus, and help daytime energy and nighttime sleep, Donley says.

BUT WHAT ABOUT SECURITY?

iStock.com/Smileus/da-kuk

Solar panels

Solar panels are also becoming more prevalent across the country, and agents are becoming smarter about them. “We have 300 days of sunlight [in New Mexico], so solar panels are very popular here,” Le says. “People do have to be aware of the contracts, how they can be transferred, if they have to be paid off in their entirety before that, etc. It’s something that really needs to be looked into.” If you’re an agent selling properties, make sure to include it in the list of home features because buyers are looking for solar panels and often willing to pay more for them, Le says. TRS The Residential Real Estate Council crs.com

“With most of this tech, there are security concerns,” Le says. “The average person doesn’t know their camera can be hacked into and their garage door opened.” Le says that homeowners installing this tech need to look into the security standards and features like two-factor authentication. They should also think about what they would do in the face of a breach. Smart tech users should also consider what’s happening with the data generated by these devices. “Tech-savvy people are realizing their homes are now delivering data packages to these service providers 24/7 and understand they are the product with a digital identity depending on how many smart products they use,” Bixler says.

MARKET PULSE

Green Construction

May/June 2022

GRE

EN IS SU

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Eco-friendly building materials

Building Homes That Give Back By Megan Kramer

As the conversation about climate change becomes more prominent and more real to people, they are taking a thoughtful approach to building their homes.” —Mike Trolle

The Residential Specialist trsmag.com

iStock.com/Tasha/ Moto-rama Vector

reen products are not It starts in the bones a new concept. Many Most homes are still people are opting for built with conventional reusable grocery bags and water wood, but there are bottles over plastic, buying myriad alternatives electric cars and starting their available. Here are some own composting bins in an examples: effort to be kinder to the envif Recycled steel is a greener ronment. But can you go green choice than wood—and while building a new home— one GH Builders USA is a process that has historically been costly and disruptive to the environment? With the right building materials and knowledge, the answer is yes. “Whether it’s young people or empty nesters, we have seen a significant uptick in people asking for eco-friendly materials,” says Mike Trolle, cofounder and principal at BPC Green Builders, Inc. “As the conversation about climate change becomes more prominent and more real to people, they are taking a thoughtful approach to building their homes.” For Trolle, a thoughtful approach considers the sustainability of materials, their carbon footprint and chemical emissions, as well as overall airtightness of the home, which contributes to how much energy a home uses. “We want our homes to be part of the solution, not the problem,” he says. Continue reading to learn more about green materials and products, so you can successfully recommend them to your clients who are looking to build an eco-friendly home.

May/June 2022 taking advantage of, says VP of development Jason August. GH Builders USA works with a partner company that produces panels from recycled steel and polystyrene to build structures that are durable, wellinsulated and absorb noise better than wood, he says. f Structural insulated panels (SIPs) are made with oriented strand boards, which is engineered wood similar to plywood, that sandwich a foam core. SIPs are more sustainable to produce than other building

materials and are airtight and well-insulated. f Other green options for building a home’s structure include reclaimed, recycled or sustainable wood; rammed earth; straw bales; stone; and bamboo. All materials have their own benefits and drawbacks, so be sure to investigate before recommending them to a client. Trolle notes that, no matter the material used to build the home, a big focus at BPC Green Builders is airtightness. Many older homes are not airtight and don’t have ventilation systems, which not only degrades air quality in the home, but causes temperature fluctuations that affect comfort. This also contributes to significant energy usage and waste, as well as a more costly energy bill, Trolle says.

Make the roof multitask

iStock.com/wragg/anilakkus

Another major component of a home is its roof, and there are various ways to go green here. Living roofs are a popular option, especially if a home doesn’t have much of a yard or greenery surrounding it. Living roofs, also known as green roofs, comprise a waterproofing membrane, a growing medium like soil and vegetation, all overlaid on a traditional roof. The result is a beautiful, biodiverse garden on top of your home. It may sound messy, but living roofs can increase water retention, limiting run-off that would otherwise go straight into storm sewers. They can also reduce The Residential Real Estate Council crs.com

MARKET PULSE

May/June 2022

In addition to cellulose and waste wood, wool is a green option for insulation because it is nontoxic and more sustainable to produce.

Green Construction

Eco-friendly building materials

noise and improve air quality because many plants are natural air filters. If your clients are considering solar energy for their home, there are more options than ever before. Instead of installing large, not-great-looking solar panels onto a home’s roof, for example, clients may be able to request solar shingles. Solar shingles look and act like conventional roof shingles, so they are both durable and more aesthetically pleasing.

A greener way to insulate

Common types of insulation are spray foam and fiberglass, and both can have negative effects on your lungs. Spray foam insulation is also high in embodied carbon (the amount of carbon dioxide emission when producing materials), which can contribute to climate change. For this reason, Trolle says his company is limiting foam when possible and instead using cellulose insulation, which is made from recycled paper products. Trolle also notes that there is an insulation board product manufactured in Europe made from waste wood that is being used for continuous insulation

(insulation that covers thermal bridges, where heat is likely to escape). Currently, most products used for continuous insulation are made from foam, but Trolle anticipates waste wood products manufactured in the U.S. in the near future. In addition to cellulose and waste wood, wool is a green option for insulation because it is nontoxic and more sustainable to produce.

Building with intention

Clients may have misgivings about straying from conventional materials or have questions about new materials before they commit. Being able to educate clients about green homes is a huge step to convincing them that the benefits are worth the cost and commitment, says August. And if you have a client who can’t afford eco-friendly materials but still wants to do their part, there’s good news: Intentional design goes a long way. “You can achieve energy efficiency just from designing a home properly,” August notes. “You can use standard materials, so there won’t be a lot of extra cost.” TRS

NAR has a GREEN Designation for agents who specialize in green homes. Find out more at green.realtor.

If installing solar panels or solar shingles onto a roof isn’t a viable option, homeowners are still in luck. Jason August, VP of development at GH Builders USA, sees community solar farms being implemented more frequently in the future. These “farms” are groupings of solar panels that provide power to all the homes in a nearby community. The Residential Specialist trsmag.com

iStock.com/Moto-rama/Lisa-Blue

SHARING SOLAR POWER

May/June 2022

MARKET MOMENT

Priciest U.S. ZIP Codes in 2021 While the world faced numerous challenges in 2021, home sale prices remained strong—and will likely remain strong in 2022—especially in residential areas just outside of large metros. PropertyShark, a real estate market and industry blog, compiled a list of the 100 priciest ZIP codes in the U.S. using the median sales price

of all homes. (Note: The list contains 127 ZIP codes due to ties among multiple ZIP codes.) The San Francisco Bay Area, New York City and Los Angeles dominated the list with the most high-ranking ZIP codes, while suburbs of Boston, Seattle and Miami were in the top 10, as well. TRS

Here’s a look at the top 10 priciest ZIP codes:

1 2 3 4 5 6 7 8 9 10

ZIP CODE 94027 02199 11962 94957 33109 90210 93108 90402 94022 98039

LOCATION Atherton Boston Sagaponack Ross Miami Beach Beverly Hills Santa Barbara Santa Monica Los Altos Medina

COUNTY San Mateo County Suffolk County Suffolk County Marin County Miami-Dade County Los Angeles County Santa Barbara County Los Angeles County Santa Clara County King County

STATE CA MA NY CA FL CA CA CA CA WA

MEDIAN SALES PRICE $7,475,000 $5,500,000 $5,000,000 $4,583,000 $4,475,000 $4,125,000 $4,103,000 $4,058,000 $4,052,000 $4,000,000

To read further and see the full list, visit bit.ly/priciestZIP-codes.

Source: Property Shark

And here’s a distribution of all of the priciest ZIP codes by state:

Washington 2

California 89

Arizona 1

I FO R N L A Home to

70%

Nevada 2

of Priciest 100 U.S. ZIP Codes

Connecticut 4 New Jersey 3

Massachusetts 7

New York 17

Maryland 1

Florida 1

Source: Property Shark

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MARKET PULSE

Smart Living

May/June 2022

Tactics for professional growth

Make Organization a Priority “

An hour of planning can save you 10 hours of doing.” –Dale Carnegie

ork smarter, not harder” is a common phrase in the business world. Getting and staying organized is a way real estate agents can get better with time management, which can result in more focus and having more time to get things done. Maybe it was your goal for 2022 to be more organized. Or maybe halfway through the year you are now taking stock and looking to grow in this area. Regardless, as you look for tools to help you both personally and professionally, a good planning system can improve your life dramatically. Consider these options, as recommended by other RRC members. These planning tools can help agents reduce stress, accomplish more and have more free time. ninjaplanner.com

Ninja Planner — Ninja Selling is a popular sales system taught nationwide. The planner is a daily, weekly and monthly guide that contains all of the features and steps needed to follow the Ninja system.

shop.franklinplanner.com/store

Franklin Convoy 2-Page-a-Day Planner — The green and white pages that started it all continue to support those who appreciate a straightforward design and comprehensive structure. Naturally, these classic pages still feature quotes that provide daily motivation and inspiration. Agents love the page for appointments, calls and to-do lists, and the second page for jotting down notes and numbers.

amplifyplanner.com

Amplify — Amplify Planner is a woman-owned business and offers an expansive and flexible solution to fit your planning needs. It has a great structure of balance and freedom for a quarterly planner with unique daily, weekly and monthly layouts, and a yearly planner with weekly and monthly layouts.

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bosspersonalplanner.com

Paper vs. Digital Planners: PAPER PLANNERS Pros: f More variety in planner style f Can view multiple pages at once f Often larger than tablet or phone Cons: f Pens/markers bleed through pages, making opposite sides difficult to read f Can be heavy to carry around

Boss — The Boss Personal Planner started as an essential time-management tool for getting more organized, becoming more productive and running a business. This digital planner is a roadmap for covering both long-term aspirations as well as day-to-day goals. topproducer.com

Top Producer — Top Producer is a web-based customer relationship management (CRM) system that helps agents personalize follow-up communications and manage clients from initial contact to repeat business, along with referrals. The app has a calendar that allows users to choose between month, week and day views, with the ability to navigate among time periods. Users can also sync appointments from iCloud, Google or Microsoft calendars. TRS

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DIGITAL PLANNERS Pros: f Rearranging plans is much easier f No need for a printer, printer ink or paper f You only need to purchase a digital planning app once Cons: f Looking at a screen all day can be bad for your eyes f If the battery on your device dies, you can’t access the planner

Want more tips on how to stay organized? Watch the recording of “Cure Your CHAOS: Clean Up Your Data and Stay Organized” at CRS.com/webinars.

May/June 2022

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GRE

EN IS E

According to the 2021 REALTORS® & Sustainability Report – Residential, more than half of consumers were interested in sustainability. That trend is on par with research from global strategy and pricing consultancy Simon-Kucher & Partners, which found that more than half of Americans have modified their purchasing behavior to reflect their environmental concerns. Given this climate, REALTORS® can benefit by incorporating eco-conscious practices into their business and can boost their bottom line. Read further for ideas to green your business and see how other CRSs are making a positive environmental impact.

It seems that with each passing year, more attention—and concern—is paid to the environment.

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carpool

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FOR SHOWINGS In a low-inventory housing market like the current one, prospective buyers can see an average of eight homes before making a purchase. Depending on the sprawl of their target market and traffic conditions, that can add up to a lot of emissions. Cheryl Eskridge, CRS, brokerowner of Eskridge Real Estate, has been tackling this problem in the Eagle River area of Wisconsin and the Wimberley area of Texas. She shuttles her clients to showings in her own vehicle to cut down on the number of cars they use to visit homes. “People are going to see 25–30 homes often—especially in the Northern Wisconsin market,” she says. “I think as real estate people, if we lead by example in the fight for ecology, we don’t have to tell anybody

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anything. They’ll see it. When people ride in my car, they see that I use my own reusable grocery bags, for example.” Eskridge is inspired to help the environment by her children and grandchildren. “As I get older, I worry about our world and what we’re going to leave to our children. When I see my own children and grandchildren being ecologically wise, it motivates me to be ecologically wise—even though it’s in small ways,” Eskridge says. She is constantly looking for new ways to reduce waste in her personal life, such as using recyclable coffee pods or zero-waste laundry detergent sheets. “I’m going to start promoting these things with my buyers and sellers at open houses,” she adds.

As I get older, I worry about our world and what we’re going to leave to our children.” —Cheryl Eskridge, CRS

May/June 2022

GO paperless like [learning] how to use my phone to scan documents, using Docusign and saving versions of documents with different levels of signatures and keeping track of documents. I have my system down now, but it’s evolved over the years.” Keeping files in a digital format allows Horwatt to access them at a moment’s notice, like during a home inspection. She says she has clients who appreciate the paperless practice because it saves them the time of digitizing paperwork themselves. For the fewer and fewer clients who still prefer paper though, Horwatt says she reverts based on their preference.

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Digital contracts and files are often more secure than hard copies, they’re accessible from almost anywhere and make transferring information quick and easy.

Paperless business transactions are no longer a prospect of the future; they are becoming the standard. And for good reason. Digital contracts and files are often more secure than hard copies, they’re accessible from almost anywhere and make transferring information quick and easy. Jessica Horwatt, CRS, associate broker at Raven Real Estate, LLC Brokered by Herrington & Company in Anchorage, Alaska, made the switch when she realized she was scanning all of her hard copies to digital files anyway. “That was my starting point,” Horwatt says. “There were lots of little lessons along the way,

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May/June 2022

Make it personal

Being eco-friendly doesn’t have to stop at your office door. In fact, the environmental stewardship you practice in your personal life can be a boon to your business. Amy Zeitz Bailey, CRS, an agent with RE/MAX Action First in Louisville, Kentucky, became passionate about conservation after watching the film “Flight of the Butterflies” with her daughters. The colorful pollinators are crucial to the ecosystem, especially for thriving food crops. Zeitz Bailey was so inspired to save these creatures, she began teaching about and demonstrating them in her daughter’s Girl Scout troop and at local schools. “I belong to a native plant seed swap and have met so many wonderful people,” she adds. “I also post on Facebook, YouTube and TikTok in an effort to show this bellwether of climate.” Through these community efforts, Zeitz Bailey has expanded her network and says she has received referrals from the people she’s connected with over their shared interest in monarchs. Getting involved in any environmental cause can have the same effect. Find an initiative that speaks to you, and connect with other enthusiasts. When they’re ready to buy a new home or sell their current one, they’ll think of you. TRS

The highperformance home market is rapidly growing. Learn more by watching “Zero as a Value Proposition” at CRS.com/ webinars.

6 WAYS TO GREEN YOUR OFFICE

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Recycle and compost waste Give your team the opportunity to reduce their waste footprint with recycling and composting bins. If you have a small office, you may consider collecting recyclables and dropping them off at a recycling center yourself. Otherwise, check with your landlord or building manager about curbside options. A compost bin is a great way to reduce food waste; plus, it makes rich soil. You can even use it to nourish small potted plants—a great housewarming gift! Promote green transit If your team is commuting to the office, you

can incentivize green transit by offering reimbursement for public transportation fares and bike tuneups. As an employer, you can also enroll in a commuter benefit program to give your team access to pre-tax savings on fares. Shop locally One of the simplest ways to reduce your carbon footprint is to shop locally—with the added benefit of supporting your friends and neighbors. By shopping at local retailers, you reduce the amount of transportation (read: greenhouse emissions) and shipping material required to get products in your hands.

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Use sustainable, compostable or recyclable products From the paper you print on to the dishes you eat off of, there are many opportunities to improve the sustainability of your office supplies. In your kitchen or cafeteria, opt for reusable flatware, dishes and glasses. Go paperless where possible with e-signature software and digital asset management. Install smart lighting and HVAC Energy-efficient bulbs are a great start to cutting your energy usage, but you can go a step further with smart technologies. Manage your office lighting and temperature from your

phone, and utilize motion sensors with off-theshelf consumer products like smart thermostats to maximize the efficiency of your utilities. Buy zero-waste promotional products Business cards and SWAG (stuff we all get) are relics of the past. Today’s consumers are trying to declutter and don’t want to remember you with an item they don’t need and can’t

recycle or repurpose. Be intentional with your marketing by choosing promotional products that your prospects can feel good about taking and using. You can give away seeds for a garden, local culinary treats or make a donation in their name. All of these are more memorable than a pen or plastic-based tchotchke, and they can be personalized with a simple handwritten card.

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Marketing

-PERFORMANCE Homes By Regina Ludes

John Young, CRS, had only a cursory knowledge of energy-efficient homes when he began upgrading an older home he had bought several years ago.

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After getting an energy audit through a home inspection company, he followed recommendations to install foam insulation in the attic, replace the furnace and heat pumps with more energy-efficient models, and add solar panels to the roof. “The attic level is comfortable enough to sleep in now. Some months, our electric bill is $0 for a 4,000-square-foot home,” says Young, a REALTOR® with RE/ MAX Excellence Realty in Silver Spring, Maryland. Going through the renovation process helped Young understand the questions some of his clients have about making energy improvements.

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According to the National Association of REALTORS®, onethird of agents say they have assisted clients with buying or selling a property that had energy-efficient features, and 55% say their clients have expressed an interest in sustainability. Thanks to increased media coverage, today’s homebuyers and sellers are more knowledgeable about the products that will make a home more energy efficient. On home tours, these discerning, eco-conscious buyers can identify tankless water heaters, Nest thermostats and quality windows and doors in a heartbeat. To keep pace with these clients, agents need to develop a thorough understanding of the eco-friendly marketplace, including which energy improvements are in high demand and will help sell a home quickly and at the best price.

Agents should take the time to learn all they can about energy products and rebate programs in their area to better serve their clients.

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Know what buyers want

Utility cost savings: For most buyers, utility cost savings is the biggest factor driving the demand for highperformance homes, but other factors contribute, too, says Craig Foley, chief sustainability officer with LAER Realty Partners in Boston and an instructor for NAR’s Green Designation. Ventilation: “When COVID-19 happened, homes with better ventilation became more attractive,” Foley says. “Builders that received federal incentives for new construction could pass those savings onto buyers. Homeowners can see the cost savings of upgrades and receive rebates from utility companies.” Tankless water heaters: Young says tankless water heaters are catching on with buyers because they take up less space in the home, and homeowners can quickly see the benefit. “With tankless water heaters, only the water that’s being used is heated, not the entire 40–50 gallons,” Young explains.

High-efficiency furnaces that are equipped with two power modes are popular. “Low- and mid-efficiency furnaces that cookiecutter builders often install operate only at a high level, regardless of the temperature outside,” explains Eric McCartney, CRS, real estate broker with Century 21 Heritage Group Ltd. Brokerage in Aurora, Ontario in Canada. “The two-stage technology of higher-efficiency models can distinguish how much heat is required to get the interior temperature at the level you want. The lower-power mode conserves energy, reduces temperature fluctuations and balances uneven heating in the home.” Other popular features: Spray foam insulation provides better insulation than traditional fiber versions, and smart thermostats automatically adjust the temperature when they sense that someone is in a room. However, Young says homes with solar panels can be problematic if the panels are leased by a third party rather than owned outright by the seller. In his market, solar leases typically run for 20 years, which has scared away some buyers who are reluctant to take over a lengthy lease.

Young says he promotes a home’s eco-friendly features in the property’s brochure and website, sometimes with an explanation of the benefits, if space allows. For example, if a home has a 95% efficient furnace, he explains what that percentage means and how that feature will save money on utility bills. His local MLS recently added more fields to list energy-efficient features. In the heating and cooling category, for example, a drop-down menu reveals several sources of HVAC, including geothermal, a category that was added at the request of agents who noticed more homes with that feature.

McCartney says the Ontario Real Estate Association (OREA) created a special form called the Green Information Checklist, so members can identify a home’s green features and share results from recent energy audits with buyers. McCartney attaches the form to the MLS listing and publishes the list of green features in the property brochure and custom website. Since the Toronto MLS does not yet provide fields for energy rating data, he works around this issue by uploading a PDF of the property brochure onto the listing page, jotting a note in the comment field and sharing a link to the property website. While terms like “green” and “eco-friendly” are commonly used to describe these properties, Foley prefers “high-performance,” which he believes is more accurate and does a better job marketing the home’s energy efficiency. However, agents should avoid greenwashing, the practice of promoting green attributes that don’t exist, adds Foley. The Residential Specialist trsmag.com

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Emphasize benefits of energy features

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MLS Goes Green According to NAR’s 2021 Realtors & Sustainability Report – Residential, 36% of agents surveyed said that their MLS provided data fields for green features compared to 10% of MLSs that did not. Agents used the data fields for different types of information, when offered by the MLS. 36% promoted green features of their listings 25% promoted energy information 13% promoted green certifications 47% didn’t use the designated data fields

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Provide resources to sellers

He advises agents to talk to sellers about Making expensive energy-efficient home improvements they’ve made. “They upgrades before listing a home isn’t pracprobably have a file documenting all their tical for some sellers, says Young. “Adding improvements, and they may not think eco-friendly improvements, such as replac- they’re important or eco-friendly. But you ing windows and doors, require proper may see them as green features that can planning and time to complete, which the sell a home,” McCartney says. seller may not have,” he explains. Foley says the easiest improvements Advice for agents sellers can add are insulation and air sealing There’s a lot to learn about high-performance around windows and exterior walls of the homes, and some of it may be misleading, home. With every home he and his team sell, says Young. Agents should take the time they make sure buyers are aware of various to learn all they can about energy produtility programs that offer incentives for ucts and rebate programs in their area energy improvements. A program called to better serve their clients. Going through Mass Save, for example, pays residents up to the upgrade process himself helped 75% for insulation upgrades up to $2,500. He Young understand what’s at stake. “Once recommends homeowners keep invoices for you’ve gone through the upgrading process any improvements, as well as billing stateyourself, it’s easy to walk through it ments before and after the upgrades to show with clients.” buyers the differences in utility costs. If agents are reluctant to educate Depending on the owner’s budget, themselves or feel uncomfortable about McCartney will ask clients to replace the marketing high-performance homes, furnace and appliances if they’re outdated Foley suggests they refer the business to or haven’t been maintained. One couple he’s another agent who does have expertise, been working with replaced their roof after preferably someone who has earned a McCartney noticed several shingles were GREEN designation. missing. “New roof products are guaranteed As the demand for high-performance for life, and they’re often transferrable to the homes continues to grow, agents who have next owner,” McCartney says. The transferdeveloped the knowledge and expertise about energy-efficient features can become ability of the guarantee can appeal to buyers a reliable resource for clients when it’s who don’t have the time and money to make time to buy or sell a home. TRS the improvements themselves.

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Learn how to leverage smart home features in your marketing strategy with the upcoming course “Power Up on Smart Home Technologies” at CRS.com/ catalogsearch.

May/June 2022

WHEN THINGS GO

WRONG By Michelle Huffman

During her first real estate transaction, Janet Lay, CRS, encountered a major setback.

The buyers were purchasing a home with an FHA loan, but on a Friday afternoon, Lay learned that the property wouldn’t qualify. The San Angelo, Texas-based REALTOR® stressed all weekend, stewing over how to deliver the bad news and her clients’ possible reactions. When she finally told them on Monday, they shrugged it off, and the team agreed to move forward another way. It was a lesson she never forgot: Don’t stress when things go wrong—and don’t delay talking to your clients about it. In any real estate transaction, chances are something will go wrong. But delivering bad news to clients, especially big bad news like a sale falling through or thousands of dollars in unexpected repairs, is part of the job. How you handle the delivery and what you do from there is what matters, and it’s why buyers and sellers hire professionals, says CRS candidate Ileana Tavarez, a REALTOR® with Keller Williams in Austin, Texas. “You definitely do not want to hire someone to sugarcoat the issues for you and put you in an even more unfavorable position later on,” she says. “You need someone that can be upfront with the issues but can also help you to navigate the different solutions you may not even be aware of.” There are almost as many ways to deliver bad news as there are things that can go wrong, but several best practices can help guide you to the best bad news delivery.

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There are almost as many ways to deliver bad news as there are things that can go wrong.

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It’s the fear of the unknown that can be stressful for clients, as well as agents.” —Timothy Kinzie, CRS

Set up the possibility of challenges from the beginning Many agents set expectations as early as possible that something may go wrong during the process, but that they’re more than capable of solving these problems. “It falls on us to warn people that nothing is 100% in those first interviews,” says

Gary Rogers, CRS, broker/owner of RE/MAX On The Charles in Waltham, Massachusetts. “Everybody wants to get the buyer or seller, so they don’t want to seem too negative. They end up acting like a cheerleader, but you can’t be the cheerleader and be 100% positive. You have to make sure they know sometimes something can go wrong, and if something does, that you have the experience to handle it.” However, that tactic can backfire if something does go wrong, and the client is completely unprepared. “It’s the fear of the unknown that can be stressful for clients, as well as agents,” says Timothy Kinzie, CRS, owner of Montlor Luxury Realty in Cary, North Carolina. “Human beings have the capacity to handle anything that they have been prepared to see coming. People tend to panic when they are confronted with challenges that were never part of the plan.” Clients also need help characterizing the kinds of problems they may encounter. “They rarely know how to differentiate between what’s catastrophic and what’s simply problematic, so we have to set the overall temperature,” Kinzie says. “The fact is we’re constantly dealing with challenges or unexpected issues, but the truly bad news, the kinds of things that jeopardize a deal, are actually quite rare.”

TEXT, CALL OR FACE TO FACE: WHERE TO SHARE BAD NEWS

While adjusting your communication channels—text, email, phone call—to your clients’ preferred methods is usually sound advice, it’s not always relevant when delivering bad news. Agents say that text and email are unacceptable. “Most bad-news conversations should be delivered over the phone because of the immediate nature of the communication,” Kinzie says. Making yourself available in these situations is the right thing to do. Rogers adds: “They need to hear your voice; they need to hear that you’re the professional.” Neufeld and Lay take it a step further. If the news is bad enough—a deal fell through, a mortgage wasn’t approved, etc.— in-person or a video call is ideal. The Residential Specialist trsmag.com

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“You can’t sit on bad news” “Delivering bad news is, without a doubt, the least favorite part of my career,” Tavarez says, but that doesn’t mean she will delay delivering it. “Often, time is of the essence,” Lay adds. “They are not paying us to tell them what they want to hear. They’re paying us to help them accomplish a goal and do it as fast as possible.” Ken Neufeld, CRS, a REALTOR® with London Properties Ltd in Fresno, California, likes to keep clients in the loop as much as possible, sharing that something may become an issue rather than waiting until it’s a full-blown problem. “This helps with their emotional reaction,” Neufeld says. “The bad news isn’t hitting them like a ton of bricks. It’s hitting them like a slow-moving baseball.”

Do your research first, and come prepared with solutions “When there is bad news and something’s gone wrong, before I pick up that phone, I want to research it as much as possible,” Rogers says. “The worst thing to do is say ‘I’ll get back to you.’ That just adds more stress.” Instead, be ready with options on how to handle it.

Neufeld tries to develop a range of possible solutions, starting from acceptable to ideal, so clients get a full idea of their options. “I also make sure to be in a position where I have done everything in my power to resolve any issues before having to deliver bad news to my clients,” Tavarez adds.

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Handling the actual conversation Having the actual conversation with clients will require some tact, empathy and authority. “You have to be a leader in this moment,” Kinzie says. “Come hell or high water, I’m going to continue doing everything in my power to help you secure the right home.” Rogers, whose 20 years as a paramedic influence the way he delivers bad news, says that it’s important to deliver news in an even-handed, unemotional way. “Be empathetic, but business-like. I try to be as neutral as possible, with just a little bit of an uplift of hope.” Silver-lining phrases like, “it wasn’t meant to be,” or “everything happens for a

reason” can soften the blow sometimes, but Rogers cautions against relying on them. “Some clients like them, and some don’t,” he says. “You really have to know your client.” Tavarez structures her conversation specifically using the “feedback sandwich method.” “This is where you provide the bad news in between good news,” she says. “For example, I may start off with a positive update, deliver the bad news and potential solutions, and then end on a positive note, as well.” Similarly, Neufeld feels that you can deliver bad news as instructive for future success. Perhaps clients who just lost a bidding

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war now know they’re willing to settle on one less bedroom, for example. If you do it right, delivering bad news isn’t all that bad. Ultimately it can provide you as the agent with “the opportunity to strengthen the client relationship because you’ve gone through enough adversity to reinforce the relationship,” Kinzie says. TRS

CRSs and RRC members use the “We Are CRS” private Facebook group to solicit advice for problems, business solutions and more. Join the group today at facebook.com/ groups/WeAreCRS.

May/June 2022

By Andrew Conner

Whether they are downsizing to a senior living community or moving south for warmer weather, seniors make up a significant portion of real estate transactions.

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According to a March 2021 National Association of REALTORS® report, baby boomers make up the largest share of sellers at 43%, and 8% of sellers are from the silent generation. Add these together, and over half of all sellers are seniors. Working with seniors can be a profitable and rewarding niche, however, it often requires a different perspective than working with clients at other stages of life. Here are some things to consider when starting a new client relationship with a senior.

SLOW DOWN

As with any client, building a successful agent-client relationship with seniors comes down to establishing trust. For seniors, this will often mean having more patience in your communications, even when the market is sizzling, and quick decisions are more important than ever. “The senior population does not want to participate in this frenzy,” says Todd Smith, CRS, broker associate at eXp Realty in Austin, Texas. “Agents who are thinking about working with seniors need to ask themselves, ‘Can I dial it down to a level where things are slower, more clearly articulated and emotions are really prized?’ When you’re dealing with a senior, they’re moving out of a home where a lot of memories have been formed.” Cheryl Mortvedt, CRS, REALTOR® at First Weber REALTORS® in Dodgeville, Wisconsin, agrees. She recommends having a conversation with your senior clients at the outset to establish their reasons for moving. The Residential Real Estate Council crs.com

May/June 2022

Single-floor/ranch-style homes: This is probably the most common request for obvious reasons: No stairs is a big plus for seniors. Zero-step entry: Similar to ranch-style homes, this feature may be necessary for seniors who are less mobile.

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SENIORS

What are seniors looking for in homes? In some ways it can be similar to what any client would want: modern appliances, abundant natural light, etc. However, there are some features that are particularly requested by seniors. Here are a few features to keep on your radar when you work with senior clients:

“The first thing I do is gauge their feeling about moving,” says Mortvedt. “If they’re building a house in Florida and need to sell this house because they are gung-ho about their new life—that’s an easy conversation. However, a lot of times it’s not always for exciting reasons. It’s because they feel like they have to do the right thing and downsize, but if they were five or 10 years younger, they wouldn’t be selling. That’s the hard part.” Mortvedt recommends a couple ways to manage these feelings. Listen to their memories about the house. Understand their emotions, and try to frame their perspective to focus on the positives of moving forward. Maybe it is very difficult for the seniors to use stairs, so they need a single-level home. Emphasize the improvements to their life a new house could bring. If they mention a specific feature they love about their house—maybe they have a prized antique hutch—help them visualize how that could remain in their new space. “When we’re looking at houses, I would make a point to say, ‘This would be a great place for that hutch,’” says Mortvedt.

Home security: In particular, dongles, bracelets or keychains that guard against slips and falls aren’t usually off-the-shelf options, so knowing what is available is important.

Rick Borelli, CRS, REALTOR® at Howard Hanna in Lakewood, Ohio, also finds framing senior clients’ perspective on their homes useful. “You need to communicate that you’re a professional and this is what you do every day,” he says. “For example, when talking about staging, the home might not be in tune with today’s contemporary style, but it works great for the client. You have to educate them on the market and how ultimately this is a good thing that will help them get more down the road.” From a process perspective, Betsy French, CRS, REALTOR® at Ray & Poynor in Birmingham, Alabama, explains that you can expect to do more business in person, and you should document things in writing as much as possible. “Trust comes from talking with your senior clients and explaining the process carefully,” she says. “Homebuying and selling has evolved since the last time they purchased or sold a home, and you need to take your time communicating that information. I talk a lot more in person with my senior clients, and I also think it’s important to convey the information The Residential Specialist trsmag.com

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FEATURES

Accessible flooring: Assess all the flooring in the home, whether it’s hardwood, tile or carpet. For seniors with mobility issues, some floor styles are significantly more accessible than others.

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Doorways: Does your client use a wheelchair or walker? If so, ensure all of the doorways in the home can accommodate their specific device.

Rails: These can be added to homes when needed, but it is nice if they are already installed—particularly in the bathroom or shower. Faucets: Knob-style faucets are often difficult to turn for seniors. Lever-style faucets are usually preferred.

in writing, so they can reread it, go over it and ask questions.”

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MAKE CONNECTIONS

Taking your time and doing things in person are common suggestions from agents who work with seniors, and this certainly applies to marketing, as well. “I volunteer at a local café in our community, and it’s a place where a lot of seniors come in to have their ‘coffee klatch,’” says Mortvedt. “There, church, the American Legion and places like that are great ways to connect with seniors. It’s really the best way to submerge yourself in a different community. Seniors connect best face to face.” Ray & Poynor took their senior client expertise and created a “Transitional Move Experts” division within their brokerage. While a downsize move is not exclusive to seniors, the division was a natural addition for those already helping seniors choosing to simplify, which can be quite complicated. “The agents in our office who have an SRES [(Seniors Real Estate Specialist® designation)] noticed that we were getting The Residential Real Estate Council crs.com

calls from adult children of seniors who were aware of our work with seniors,” says French. “We recognized a need to formalize the process and make it more accessible for our clients, so we called in the help of our management team to create a plan, establishing partner providers and putting together a package of services summarized in a brochure, which provides a roadmap for what may seem overwhelming. This enables us as REALTORS® to offer a concierge-level service throughout the downsizing process and provides our clients with peace of mind while dealing with what could otherwise be a stressful and lonely time.” This has been a successful venture for French and Ray & Poynor: “Not only are clients happy, but we get great feedback from community partners,” she says. “I got a call from one of our clients who thought it was so amazing that she could just make one call, and we could help her through the whole process. It’s a great new angle on what we do.” Smith has had similar success with marketing his expertise as akin to a concierge service where he can help senior clients navigate every aspect of the transaction. “I choose to market my suite of services across the board to prospective clients,” says Smith. This suite includes his agent capabilities as well as a number of other offerings that can be helpful in senior transactions, including the use of organizational specialists, estate sale administrators, contractors and more. “Seniors—and people in general—want competency,” he says. “I know I’m not a jack-of-all-trades, but I can bring this onestop shop to the table when the situation warrants it. If you’re looking for trusted advisors, why not go somewhere where you can get all that expertise in one place?” It’s clear working with senior clients can be a fruitful niche if you’re willing to go at their pace and know where to look. It can be satisfying to see them transition to a new phase of life successfully with your help. “My philosophy is, we’ll all get to that point,” says Borelli. “I think the key is to treat them like you would a family member—it goes beyond the client-agent relationship. It’s about mutual respect.” TRS

Baby boomers make up the largest share of sellers at 43%, and 8% of sellers are from the silent generation. Add these together, and over half of all sellers are seniors. Source: NAR

Don’t forget to plan for your own retirement. Check out “Transitioning to Retirement” at CRS.com/ webinars.

Market Values

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Insights from industry data

2021 REALTORS & sustainability report ®

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Source: NAR

CONSUMER INTEREST Average of all regions

13%

On average, agents and brokers found that 47% of consumers were somewhat interested in sustainability, and 8% were very interested.

7% 8%

REGIONAL BREAKOUTS REGION: NORTHEAST MIDWEST SOUTH

47%

WEST

■ Somewhat interested

48%

44%

50%

■ Neither interested or uninterested

29%

30%

26%

25%

■ Somewhat uninterested

11%

13%

14%

11%

■ Very uninterested

■ Very interested

AGENTS’ PERCEPTION HIGH-PERFORMANCE HOME IMPACT ON DOLLAR VALUE

10% 5%

said that highperformance homes received offers 1%–5% higher than similar homes.

of respondents said that highperformance homes received offers 6%–10% higher.

%were not sure of the impact on dollar

value that a high-performance home had compared to other similar homes.

30% COMFORT ANSWERING CLIENTS’ QUESTIONS ABOUT HOME PERFORMANCE ■ Extremely comfortable ■ Comfortable

32% 5%

■ Uncomfortable ■ Extremely uncomfortable

18% ■ Not sure ■ None of these

The Residential Specialist trsmag.com

iStock.com/wenmei Zhou

%of respondents

May/June 2022

AGENT MARKET CONSIDERATIONS 34%

Understanding lending options for energy upgrades or solar installations

32%

Understanding how solar panels impact a transaction

30%

Valuation of solar panels on homes

28%

Lack of information and materials provided to REALTORS®

26%

Lack of MLS data about home performance and/or solar installations

of respondents said properties with solar panels were available in their market.

24%

Improving the energy efficiency of existing housing stock Liability of misrepresenting a property with green features

17%

Valuation of green-certified homes

17%

Extreme weather events’ impact on the transaction

13%

Lack of information and materials provided to other professionals

10%

Tiny homes (600-sq.-ft or less)

10%

15%

20%

25%

30%

said properties with solar panels increased the perceived property value.

Note: Respondents were permitted to select as many responses as they felt applicable. The percentage distribution may therefore sum to more than 100%.

11%

Inability to search for green properties

35%

PERCEIVED TIME ON MARKET FOR HOMES WITH GREEN CERTIFICATIONS

(compared to homes without certifications)

45%

iStock.com/Chansom Pantip/julos

40%

46%

30% 20

■ A little more ■ Neither more nor less

10%

■ Much more

■ A little less

The Residential Real Estate Council crs.com

■ Much less ■ Unclear

For more information, access the 2021 NAR REALTORS® & Sustainability Report - Residential at NAR.realtor.

SPECIALIZED

May/June 2022

Council Classroom

KNOWLEDGE

Strategies from the industry’s top educators

Debbie Yost, CRS, is broker/co-owner of RE/MAX Casa Grande in Arizona, team leader of Yost Realty Group, a CRS instructor and a certified life and business coach. One of the RRC courses she teaches, “Systems Will Set You Free,” is highly regarded and a perennial offering from the Council.

A System for All Seasons By Debbie Yost

e could not run our businesses effectively without the use of systems. Anything that you do more than once can be turned into a system, so you don’t have to recreate the wheel—or the form, or the process—each time you need it. One of the reasons that many REALTORS® choose our industry is the ability to set their own schedules and to do business in the manner they choose. I frequently hear that a REALTOR®’s success comes from their “personal service.” I believe that using systems allows you to give even better personal service. I call those special things we do to delight our clients our “secret sauce.” Systems free you to concentrate on delivering the exceptional service our clients enjoy while traversing through the stress of a real estate purchase or sale.

My favorite CRS class to teach is “Systems Will Set You Free.” It offers agents dozens of ways to systematize processes in their business. Let’s talk about just one of them: managing referrals. To encourage past clients and those in your sphere of influence to send you referrals, you must stay top of mind. In a recent survey, 90% of clients expressed satisfaction with their agent, stating they would use them again and refer them to friends and family. Yet one year later, only 28% of those same clients—who were completely satisfied with their REALTOR® —could even recall their agent’s name. Poor communication is one of the biggest complaints about REALTORS®. In the systems class we help create a 33-touch program with 33 communications over the The Residential Specialist trsmag.com

May/June 2022

Debbie Yost, CRS, always has a great turnout at her systems classes. These photos are from the 2022 Wisconsin Association of REALTORS® Winter Convention in Green Bay, Wisconsin.

course of a year. This may seem daunting, but here are a few ways to create regularity with your efforts: Check in with clients the day after closing. This can be quick. “I know you’re very busy. I simply wanted to check in and see if there is anything I can do for you.” Continue to check in again a week or so later and at least quarterly thereafter.

iStock.com/anttohoho

Send out a monthly newsletter. These are available from NAR and can be customized. Many brokers provide them, and there are many templates available for purchase through various vendors. RRC provides a newsletter bi-monthly for CRS Designees. Provide a monthly home valuation tool. Why would we want our clients to seek out an estimate of their home’s value using third-party sites? We use an artificial intelligence tool called Homebot.ai, and it allows you to fine-tune the value before you send the first report. The monthly report offers many tools and calculators for the homeowner’s use. Investors especially love this tool. It’s not going to be as precise as a REALTOR® The Residential Real Estate Council crs.com

doing a market evaluation after a physical inspection, and it’s important to discuss this with the client before you send their first report. None of the other online valuation tools can be as precise as an in-person evaluation either, and homeowners still seek those online valuations. Why are we allowing our clients to search online for this information when we can deliver it to their phone or desktop monthly at a very reasonable price? Those few steps create 24 touches, and then you can fill in with birthday cards, home anniversary cards for a purchase or sale, messages on holidays or special client events, and you will have 33 touches. The class offers a system for REALTOR® referrals, as well. I’m sure we’ve all had the experience of sending a referral to someone and then learning from the client that their home purchase or sale closed, and not only have we not had any communication from the receiving agent but we’ve never received a referral check either. Don’t be that agent! It’s very simple to create a system for keeping the referring agent informed of the progress, the anticipated closing date and let them know when to expect their check. We discuss so many different systems in this class, from creating a time-blocked schedule to systems for obtaining five-star reviews to effective listing and transaction management plans. Putting these systems in place will help you stay top of mind with the people who can direct new business your way. TRS

Systems free you to concentrate on delivering the exceptional service our clients enjoy while traversing through the stress of a real estate purchase or sale.

Check out CRS.com/ catalogsearch to see all of Yost’s previous and upcoming education offerings on systems.

SPECIALIZED

Innovations

May/June 2022

KNOWLEDGE

Tech solutions for real estate

of Americans say they consider themselves “very” or “extremely” concerned about the security of their smarthome tech. Source: Frontier

Device Privacy Support for Agents in Today’s Smart Home

rivacy concerns with many smart home tech devices are on the rise. According to a poll of 1,000 consumers conducted by telecommunications company Frontier, 60% of Americans say they consider themselves “very” or “extremely” concerned about the security of their smart-home tech. From the most popular smart devices, including TVs, speakers and lightbulbs, to smart kitchen appliances, all smart-home

products can be vulnerable to intrusion by others outside the home. The same Frontier poll found some of the top smart-home security concerns include password exploitation (41%), identify theft (39%) and having one’s location tracked (36%), which frames the question of how real estate agents can help their end-user customers better protect their devices and make sure they are connected properly to address these concerns. The Residential Specialist trsmag.com

iStock.com/DrAfter123

By Scott McKinley, AVP, Premium Technical Support for Pocket Geek Home

The Residential Real Estate Council crs.com

iStock.com/rashadashurov

GRE

EN IS E

As each specifically branded smart device may have different capabilities and instructions in the set up, real estate agents should consider supplying privacy tech support to help secure the home’s Wi-Fi network connection. Many, if not all, smart devices require a stable internet connection, and real estate agents can provide the homeowner with the right support and protection for their privacy when using their smart device, including monitoring the Wi-Fi router. For example, protected tech support can help alert the customer of hackers trying to access the home’s network and seeing the devices attached to it. This could ultimately prompt against further activity in trying to access connection to the devices and stealing personal information. Another key for agents is educating the consumer about enabling multi-factor authentication in the device’s settings. Multi-factor authentication, which most businesses now use to protect private information, is a method that requires the user to provide two or more verification factors to gain access to the specific device. As individual consumers may not be fully aware of multi-factor authentication, tech support services can help electronic manufacturers show customers how to set it up, or guide them through it, whether it be another password, numbers or a fingerprint to enter. Whether one buys the smart device directly from the manufacturer or through another distributor, protected tech support offerings can also help the retailer and the consumer understand what updates, if any, are needed on the device itself before use, which is also helpful in protecting the device’s privacy from other outside users. In the device’s settings, there can be software or firmware updates needed, and these updates can include added protection to the data stored on the device. When performing updates, the location settings of the device should also be kept in mind. Just as one allows certain apps to

track where they are throughout the day, smart home devices also have these capabilities, which means they can see every movement throughout the home and store that data for future use. Protected smart home tech support can help decide when and where to disable location services on a specific device while not impacting the device’s intended use.

The right privacy support real estate agents can provide

2 02

May/June 2022

Specific device help for real estate agents

When looking at protecting homeowner privacy, one common device being referenced is the smart TV, in which TV manufacturers can monitor a consumer’s viewing habits. Most smart TVs use automatic content recognition (ACR), which tends to scan the shows watched and share that data with thirdparty services, ultimately advertising other shows to watch. However, protected home support can help the end user disable ACR on their smart TV. Another smart device many have privacy issues with are smart speakers, such as Amazon’s Echo and Google’s Nest. As smart speakers can record voice prompts, support offerings help review and delete these recordings in the device’s settings, and even remove them altogether by disabling the microphone when not in use.

Future of smart home privacy

With more smart home devices hitting the market in 2022 and beyond, these tips for connectivity, password protection, usage settings and specific device applications will allow real estate agents to help their customers increase the privacy protection of the home’s smart devices and give a sense of clarity as these devices evolve. Owners of smart homes can now better understand the risks associated with these devices and be better prepared to combat them. Today’s smart home is supposed to be a secure home, and by implementing the right tech support provider, homeowners can feel comfortable using their smart devices without the fear of being hacked. TRS

For more information on smart home devices and how to keep your clients protected, visit pocketgeek home.com.

SPECIALIZED

Issues of Importance

May/June 2022

KNOWLEDGE

Highlighting timely industry updates

Help Buyers Avoid Excessive Lending Fees By Yatin Karnik, Founder and CEO, Confer, Inc.

What are junk fees?

Junk fees are itemized charges tacked on to the closing cost by the lender. If lenders wanted to make the process convenient and easy to understand, they would consolidate these fees into one lump sum. Some fees can’t be consolidated because they are either dependent on the time of the closing or are deductible. These include: f Points — a percent of the loan and part of the cost of credit f Escrow — payments to fund an account from which the lenders will pay your buyer’s taxes and insurance

Why are junk fees so confusing?

Knowing what basic financing programs are available will help agents better represent their clients. For more information, watch “Financing with Confidence,” presented by Pat Zaby, CRS, at CRS. com/webinars.

The term junk fees is confusing because it leads buyers to believe they shouldn’t be in the closing costs at all. Many lenders pad these fees to make additional money, but that isn’t the biggest reason these fees are bad. Junk fees are controversial because lenders do not offer information about them early in your buyer’s home-shopping process. Lenders do not standardize or explain them. Worst of all, lenders reserve the right to change them right up to your buyer’s closing date. Some fees allow up to 10% of variation. However, new fees can be added if there is valid change circumstance. But does your buyer understand if

f Per diem interest — interest from the closing date to the first day of the following month. The remaining charges are called junk fees and appear on closing statements under many names.

it was a valid change? That’s where fees can surprise you at the closing table. Why do some lenders itemize these additional fees and others don’t? Their goal is to confuse and distract your buyers. If they present a long, detailed list itemized in a different way than other local lenders, it is difficult to compare one loan to another. In addition, these fees are not locked. When most lenders lock your buyer’s interest rates, they guarantee the interest rate and points, but they don’t provide an accurate total of junk fees. The official loan estimate is just that—an estimate. Again, the protections provided by the Real Estate Settlement Procedures Act (RESPA) can easily be twisted with valid change definition. The Residential Specialist trsmag.com

iStock.com/

Inflating fees in a nonstandard, itemized list makes comparing loans practically impossible.

f you want to help your clients and take your real estate business to the next level, become an expert on something homebuyers are clamoring to learn about: junk fees. Banks and lending participants are using hidden and confusing fees to defraud your clients.

May/June 2022

iStock.com/

What to do about junk fees

Steer your buyers to lenders who consolidate junk fees and lock the total, so there are no surprises on closing day. Most lenders will agree to this if you are in the process of shopping for homes. Even when banks and lenders estimate fees upfront, they typically inflate the fees making up the total. Padding these numbers protects banks but dilutes the official loan estimate’s importance because buyers are unable to know the exact fees to expect. Inflating fees in a nonstandard, itemized list makes comparing loans practically impossible. It also bucks the intent of the law that brought previous residential laws under the Consumer Financial Protection Bureau and condensed previous HUD documents into the loan estimate and closing disclosure. If your buyers have asked you for pointers on negotiating junk fees, advise them to let the mortgage company, mortgage broker and title agent know they will not pay padded closing costs and will request receipts to verify charges for outside services such as wire transfers, courier charges, copier fees, mail fees, certificate searches or deed recording. Advise buyers to bring their loan estimate document as well as closing disclosure to the closing to dispute additional charges that appear. There is no way to eliminate junk fees entirely, but you can help buyers minimize them. Watch for excessive processing and documentation fees in these areas: fApplication fee f Underwriting fee f Mortgage rate f Broker rebate lock fee f Loan processing f Return to float fee fee These fees and others can be negotiated. Sometimes just asking about a fee will result in that charge being reduced or even eliminated. The best thing you can do for your buyers is to learn the lingo concerning junk fees and help them shop for lenders early. Also make sure to advise them that the burden is upon the lender to prove it was a valid change circumstance for a fee to have increased. Do not hesitate to demand clarity. TRS The Residential Real Estate Council crs.com

DESIGNATION

NATION

Your Own Council

May/June 2022

News and updates

Share Your Thoughts Join us for Sell-a-bration® 2023 on February 8-9, 2023, in Atlanta! Visit CRS.com/events/ sell-a-bration-2023 for more information.

Updated Transfer Policy The Council has heard members’ concerns, and updates have been made to the Sell-a-bration® conference transfer policy, allowing transfers up to 21 days prior to the meeting. Next year, transfers will be accepted until January 18, 2023, and must be submitted via the transfer request form located on the Sell-a-bration 2023 event page. If you have further questions, please email crshelp@crs.com.

IS COMING! The Council is gearing up once again for another CRS Week, just a few months away. The week is guaranteed to be a success—full of great webinars, useful resources and education discounts as part of bringing awareness to the CRS Designation. Access the latest schedule, and get regular updates at CRS.com/events/crs-week.

RRC’S NEXT VIRTUAL SUMMIT Are you spinning your wheels on social media? There always seems to be something new launching, and it can be overwhelming. It’s time to get focused. Learn how to give your approach focus and develop a strategy with the help of our experts during our Digital Marketing summit on September 8, hosted by Marki Lemons-Rhyal, CRS, and Matthew Rathbun, CRS. Register today at CRS.com/events. The Residential Specialist trsmag.com

iStock.com/Sean Pavone

Do you have ideas on how to make The Residential Specialist an even more useful resource for real estate professionals across the country? Help improve this publication by taking part in our annual readership survey! Share your opinions on what you like and what can be improved, and you could win one of three $100 Amazon gift cards. We’re always looking for fresh ideas and topics to help real estate professionals thrive and be more successful. Visit CRS.com/survey to share your thoughts today!

VISIT THE NEW

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Experience these new features at ﬁnd.crs.com or via the mobile app. *Available on the App Store or Google Play

DESIGNATION

May/June 2022

Ask a CRS

NATION

Advice from your peers

What’s your secret to getting CRS referrals? Volunteer. Leadership roles force you to network more and show your commitment to the Council and the CRS Designation.

Kelli Greentree Hillmar, CRS, Long and Foster Columbia, Columbia, Maryland

Sarah Marrinan, CRS, Engel & Völkers Minneapolis Downtown, Minneapolis, Minnesota

Get involved at all levels—and don’t forget to dance at every function. Barbara DuDeck, CRS, RE/MAX Connections, San Diego, California Be prompt, courteous and friendly. You’re creating a partnership to provide good care to their client. Ultimately, be available to serve the real estate needs of the future client while offering updates to your partner CRS agent. Spread confidence in our awesome professional family of CRSs. Fran Rokicki, CRS, Fran Rokicki Realty LLC, Bolton, Connecticut

I think the first thing it takes is having an updated Find a CRS profile. Then, I think it takes networking with other agents from across the nation and being an active member of your state RRC chapter. It’s easier to send a referral when you know the agent or have at least seen their name contributing to discussions. Tamara Towns-Pozorski, CRS, Benefit Realty, Franklin, Wisconsin

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

Often, it’s simply answering the phone when someone calls for a referral. Many REALTORS® do not answer the phone. Have your profile complete at CRS.com—I look at the specialties chosen when looking for a referral partner. Major RPAC investors also get extra consideration from me and several other members I know. Jim Lee, CRS, RE/MAX Shoreline, Portsmouth, New Hampshire

Networking in person is the best! Sell-a-bration® and RRC classes are great opportunities. I also write winter emails to agents in the Northeast and Canada, telling them what Florida has to offer their clients in terms of winter weather.” Joanne Montgomery, CRS, RE/MAX Associated Realty, Vero Beach, Florida Get involved with your state chapter. They would love to have you as a network area director. You will be amazed by the return on investment of just donating a couple of hours per month. Contact me if you would like help getting involved. Peter Wynyard, CRS, Keller Williams Realty Syracuse, Syracuse, New York

The Residential Specialist trsmag.com

iStock.com/metamorworks

Definitely attend Sell-a-bration® every year. You get to know people, and they get to know you. It makes a world of difference!

RRC Connect

May/June 2022

Expand your network

CONNECTION PERFECTION

Can’t Do It Alone

have a family of clients who I’ve sold many homes to here in Connecticut. They called me for help during the pandemic when their family home in the Bronx, New York, needed to be sold. We were in the beginning of the shutdown, and the family had no idea where to turn. I told them not to worry because I had many connections in the real estate world outside of Connecticut and that I belonged to a special group of real estate professionals that rank in the top 3% of agents throughout the country—my CRS family. Although I didn’t know anyone in the Bronx, I did meet Patrick Lilly, CRS, at past Sell-a-bration® conferences. He said Craig Kaplan, CRS, and Marco BetancourtGomez were the team I needed to reach out to. I never met Craig personally, only had conversations over the phone and emails. He took the bull by the horns and sprang into action. He managed to orchestrate a quick cash sale that was very favorable for my clients, and everyone was thrilled. I thanked Craig for his hard work and said that I hoped to meet him someday or give him another referral.

WEST

During this year’s Sell-a-bration, I was sitting in one of the classes taking notes. I just happened to glance up, and there was Craig standing right before my eyes! We were both excited to finally meet. I was thrilled to have met him at the same event that I had met Patrick. CRS referrals in action!

Mary Jean “MJ” Agostini, CRS, RE/MAX Right Choice, Berlin, Connecticut

WEST

CALIFORNIA’S MONTEREY PENINSULA

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

303-868-3097

Ask about Lake Wildwood near Grass Valley! Specializing in helping You reach Your Real Estate goals since 1991!

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Neighborhood expert with 30 years of experience. Melodee buys and sells as an investor and understands the Denver Market! First time buyers, move up sellers, and investors small and big are her specialty!

A trusted name for nearly 50 years!

TheRiveraTeam.com

Melodee Rivera

melodee@theriverateam.com

The Residential Real Estate Council crs.com

WEST

Mary Jean Agostini, CRS (left), was able to finally meet Craig Kaplan, CRS (right), in person at this year's Sell-a-bration® in Phoenix, Arizona.

DESIGNATION

RRC Connect

May/June 2022

WEST

NATION

Expand your network

WEST

Denver Colorado & Suburbs 30+ years full time Realtor® Your Referrals are in good hands!

Jerry Readle

Selling Lake Tahoe Since 1989 Over $1 BILLION in closed sales

720-220-7225

Craig Zager • The Zager Group

775.901.4663

jerryreadle@remax.net

Northwest

www.LakeTahoeAgent.com

SOUTH

Ann Skiera Broker, ABR, CRS, e-PRO, RENE, GRI, C2EX, AHWD, SRS

Serving: Daytona Beach Daytona Beach Shores New Smyrna Beach Flagler Beach Ormond Beach

Your Way Home to Tennessee

615-794-5575 Office 615-584-4085 Direct



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Office Lic. #264241 Agent Lic. #296978

pilkerton.com/agents/ann-skiera

Contact Me Today

386-848-2823 mary marysmithsells.com @

MarySmithSells.com

SOUTH

The Residential Specialist trsmag.com

May/June 2022

SOUTH

SOUTH LLLLL BBBBB

EXPERIENCED • CLIENT TRUSTED • RESULTS

LBB

LUXURY

JACKIE ROSS

E D I T I O N

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423.364.4663 423.265.0088

904-613-4480

jackie.ross@BHHSPRG.COM

A member of the franchise system of BHH Affiliates, LLC. Equal Housing Opportunity.

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Proudly Serving North Carolina areas: Pinehurst Southern Pines Vass Carthage

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MAUI Real Estate

www.JoanneFoxxe.com

PACIFIC 808-385-2918

MIDWEST

Your Columbus Ohio jofoxxe@gmail.comMAUI Real Estate Connection

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I will personally handle your referrals

Joanne Foxxe 808-385-2918

35+ Years of Experience

CRS, GRI, SRES, e-Pro, RSPS

CRS, GRI, SRES e-pro

Rick Wright

Maui CRS director

614-327-8081 RickWright@REMAX.net

PACIFIC

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Search all Maui properties on my website

www.JoanneFoxxe.com Quality isn’t expensive, it is priceless. Top 100 Hawaii Realtors 2017.

Oh by the way, I am never too busy for your referrals. Keller Williams Maui Luxury Real Estate Kapalua  Lahaina, HI 96761

Reach more than

30,000

CRS peers with your ad here.

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

The Residential Real Estate Council crs.com

Celebrating 30 years assisting clients!

DESIGNATION

May/June 2022

Balancing Act

NATION

Practical strategies for restoring balance

Creative Outdoor Activities for Warm Weather

Camp out in your backyard No need to pack the car up and drive to a campground when you can pitch a tent in your own backyard. There are companies who will come set up a “glamping” experience, though it will be even more fun to set things up yourself. This is a great way to have the adventure of sleeping under the stars while having the comfort of knowing your home is just a few feet away, in case you need to pop in for anything.

Make and fly kites You can easily make a kite from household items you have laying around. Try using old newspapers, plastic garbage bags, sticks from outside and tape. There are tons of tutorials online on how exactly you can best build the frame of your kite. The amount of detail you put in is up to you, as this can be done in less than 30 minutes or take up to an hour and a half depending on the shape you choose to make.

Host a car wash Whether you want to pocket the cash for yourself or donate it to a charitable cause, hosting a car wash can be an entertaining way to make a quick buck. Recruit some friends to help you out on a hot day.

Tie-dying clothes Get your summer wardrobe ready by getting out in the sun and tie-dying some colorful outfits. Depending on how you tie up the clothes, you can achieve plenty of unique patterns with many color combinations. You can tie-dye just about any white item of clothing, even down to your socks.

Go on a scavenger hunt Scavenger hunts are a fun way to explore and make some amazing discoveries. They can be as easy or as difficult as you want them to be. Maybe you want to explore nature and search for specific plants or animals, or maybe you want to go to different landmarks around your city. Whatever you choose, the hunt is sure to be a good time. For even more fun, make it a competition to see who can find everything the fastest. TRS The Residential Specialist trsmag.com

iStock.com/RichVintage/Dejan Marjanovic/KVLADIMIRV/FangXiaNuo/Gareth Webb

inally, the warm weather and sunshine of summer are back. You’re probably eager to get outside and looking forward to exciting outdoor activities. Here are some creative outdoor activities that you and your family can try.

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Cost estimate for Inspection Summary items

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Get a Preview Here 800-294-5591 pillartopost.com *Where available. Not all services are offered by every office. Each office is independently owned and operated.

The Residential Specialist, May/June 2022

Articles inside

The REALTOR®’s Guide to Going Green: