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8Transcending Barriers: How Technology is Enabling Global Real Estate – Page 40

September 2013 $6.95

Dave Liniger, Chairman and Co-founder of RE/MAX

: STRONGER THAN EVER RE/MAX Helps Agents Stay Ahead in a Changing Market

www.rismedia.com @RISMediaUpdates facebook.com/rismedia


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{Contents} September 2013/Vol. 29, No. 9 • www.rismedia.com

{On the Cover} 66 Stronger Than Ever

16

66

RE/MAX Helps Agents Stay Ahead in a Changing Market Leadership. Guts. Passion. Drive. Heart. Agents with these qualities know how to get the job done, especially as the real estate market continues to improve. And they’re exactly the kind of entrepreneurs Dave Liniger, RE/MAX chairman and co-founder, wants—and has—in his organization. In this month’s cover story, see why RE/MAX—with 40 years of success and continuous leadership behind it—is a perfect ft for agents who want to align themselves with an organization that can help them stay ahead in an everevolving market.

{Highlights} 40 Transcending Barriers: How Technology Is Enabling Global Real Estate During the ups and downs of the U.S. real estate market, one thing has remained consistent: Foreign buyers continue to purchase signifcant amounts of property here. In this feature, fnd out how technology helps overcome some of the unique challenges of working with international clientele, from language to culture.

22

{Headliners} 13 Policy Matters: Basel, QM and QRM – Disaster Averted, Mostly

42 RISMedia’s Great Spaces

14 NAR Power Broker

12

Roundtable: The

Next Real Estate Landscape – How to Stay Proftable 16 REBAC Report: The New realtor.com®: What It Means for You and Your Agents

19 News Briefs 21 The RREIN Reporter 25 Why Aren’t Agents Answering Their Phones?

42

42

From a wowing Connecticut custom contemporary inspired by Frank Lloyd Wright’s “Fallingwater” home to a Grecian island waterfront estate, Great Spaces is taking things to a whole new level this month.

52 Why You Should Work with Buyers from China…and How One of the hottest trends in American real estate right now isn’t coming from America. It’s the millions of new Chinese buyers that are investing in residential properties here in the USA. They’re wealthy and very savvy when it comes to buying real estate. RISMedia’s REAL ESTATE September 2013 3


28 New Construction: Solving the Move-up Buyer Dilemma

31 Preparing the Next Generation of Real Estate Professionals

32 Industry Insight: Ethnic Groups in America More Alike Than Different When It Comes to Home Buying 40 Transcending Barriers: How Technology Is Enabling Global Real Estate 42 RISMedia’s Great Spaces 46 Knowledge, Awareness and Empowerment Are Keys to REALTOR® Safety 48 Gardner REALTORS®: Everything Old is New Again 52 Trending: Why You Should Work with Buyers from China…and How 59 Strategies: American Home Shield; Realtors Property Resource® 62 REALTOR® Safety Solutions from NAR’s REALTOR Benefts® Program 73 Ask the Experts: Preparing Baby Boomers for New Housing Market; Aerial Filmmaking; What to Know about eSignatures; Marketing to Millennials

RISMedia wants to know where you read our publication in our new series, “Where in the World is Real Estate Magazine.” Over the past few weeks, our staff has been taking the magazine on the road with them on their summer adventures. Left, Executive Editor Maria Patterson has an issue in hand in a certain city where “a location seen just off the coast was the setting for a popular movie starring Sean Connery and Nicolas Cage.” Right, Associate Editor Zoe Eisenberg was found “on an island built from fve separate shield volcanoes that erupted somewhat sequentially, one overlapping the other.” (Answers can be found below.) In the coming weeks, we’ll be posting additional photos in this series on our Facebook page (facebook.com/RISMedia). Anyone who guesses the correct location in the comments section will be entered to win a $10 gift card (winner chosen at random). Do you have a photo of yourself in a unique location reading Real Estate magazine? Send your photos to nick@rismedia.com. If we choose your photo to post, you’ll automatically win a $25 gift card of your own! Answers: Left: San Francisco/Alcatraz. Right: The Big Island of Hawaii.

{Features}

{Online}

{Interviews} 35 Trish Nash, EXIT Realty Gallery of Homes 36 Ron Croushore, Prudential Preferred Realty 55 Randy Durham, Keller Williams Realty

28

46

56 Pat Kelly, Jim Sexton, Realty ONE Group

57 Tim Binning, RE/MAX All Pro

{Experts} 26 Verl Workman - Basic Training: Keeping Your Agents Productive, Proftable and Engaged 39 Margaret Kelly - Business Building: Reasonable Mortgage Rules Make Homeownership Dream a Reality 65 Seth Kaplan - Life in Mobile: Google Sides with Mobile Users 4 September 2013 RISMedia’s REAL ESTATE

{Every Issue} 6 REtrends 9 Publisher’s Desk 77 Service Profles 87 Referrals 96 RE: Real Estate—NAR Helps Members Speak in a Unifed Voice to State and Federal Leaders


We’re Better because of Better Homes and Gardens® Real Estate. We always believed that being a franchise is the best way for a local company to become national. Since we joined Better Homes and Gardens Real Estate, we’ve expanded into new markets and have grown our agent base by almost 30%… while other companies have closed offces and lost agents. Joining Better Homes and Gardens Real Estate gave us a family, and a brand that means home. This was something that our agents and our clients really needed. To us, this has been a perfect relationship. We have a great company, but with Better Homes and Gardens Real Estate… we’re better. To fnd out how you can be better:

BHGREFRANCHISE.COM

MARSHA RAND | CEO & FOuNDER Better Homes and Gardens Real Estate Rand Realty

©2012 Better Homes and Gardens Real Estate LLC. A Realogy Company. 1 Campus Drive, Parsippany, NJ 07054. All Rights Reserved. Better Homes and Gardens Real Estate LLC supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Offce is Independently Owned and Operated. Better Homes and Gardens® is a trademark owned by Meredith Corporation and licensed to Better Homes and Gardens Real Estate LLC. This is not intended, and shall not be deemed to constitute, an offer to sell a franchise. Franchise offerings made only by a Franchise Disclosure Document.

THESE FRANCHISES HAVE BEEN REGISTERED UNDER THE FRANCHISE INVESTMENT LAW OF THE STATE OF CALIFORNIA. SUCH REGISTRATION DOES NOT CONSTITUTE APPROVAL, RECOMMENDATION OR ENDORSEMENT BY THE COMMISSIONER OF CORPORATIONS NOR A FINDING BY THE COMMISSIONER THAT THE INFORMATION PROVIDED HEREIN IS TRUE, COMPLETE AND NOT MISLEADING.

This advertisement is not an offering. An offering can only be made by a prospectus fled frst with the Department of Law of the State of New York. Such fling does not constitute approval by the Department of Law. The Minnesota registration number for this franchise system is F-5883.


{REtrends}

rate of mortgages on one-to-fourunit homes that were at least 90 days past due or in the foreclosure process was at 5.9 percent, compared to 7.3 percent in 2012 and 9.7 percent in 2009. Before the housing bubble burst, the percentage of serious mortgage delinquencies was down to 2.5 percent. Source: www.namb.org.

U.S. Economic Confdence Edges Back Up

Boomerang Kids According to a new survey of more than 2,000 Americans conducted by Coldwell Banker Real Estate and leading psychotherapist Dr. Robi Ludwig, younger parents may be driving the trend of adult children living at home for a longer period of time. According to the survey, millennial parents (ages 18 to 34) are fne with grown children living at home for up to six years after college, while older parents (ages 55 and older) believe they should be out of the house within four years of fnishing college. In either case, the acceptance of adults living at home has its limits. According to the survey, more than two in three Americans (70 percent) believe that too many adults living at home with their parents are avoiding responsibility, and nearly an equal proportion (65 percent) believe too many young adults who live at home after fnishing college are overstaying their welcome. Here are Ludwig’s recommendations for parents:

6 September 2013 RISMedia’s REAL ESTATE

8 Give adult children responsibility: 92 percent of Americans agree that adult children who live at home with their parents should do their own chores.

Americans’ confdence in the economy improved in mid-August after slipping in late July and early August. Gallup’s Economic Confdence Index rose to -10 in the week ending Aug. 11 from the previous week’s

8 Don’t let them live free of charge: 82 percent of Americans feel that adult children living at home should pay rent. 8 Set a target end date: Close to two in three (65 percent) Americans agree that adult children who live with their parents should move out as soon as they fnd a job.

Mortgage Delinquencies Decline The percentage of homeowners behind on mortgage payments or in the process of foreclosure is at a fve-year low for the second quarter, according to a recent survey from the Mortgage Bankers Association (MBA). According to the survey, the

-14…the worst confdence rating since mid-April. This increase in consumers’ confdence is the largest one-week jump since mid-May. Overall, Americans’ confdence in the economy is higher in 2013 compared with 2012. The Economic Confdence Index has averaged -12 for all of 2013 versus -21 for all of 2012. Improvements in job creation, home values and stock prices are likely contributors. RE


I’m Better because of Better Homes and Gardens® Real Estate. My clients range from frst-time homebuyers to multimillionaires. To be competitive, I need a brand that can scale and tools that save me time and money. I have all that with Better Homes and Gardens Real Estate. I have a strong personal brand, with a trusted, national brand behind me. I take the brand’s tools — social media, marketing and advertising — and make them my own. Better Homes and Gardens Real Estate has allowed me to be me, which means the world to someone of my generation. The brand is connected, it’s everywhere… so am I, and so are my clients. Better Homes and Gardens Real Estate is the future. And I’m a part of it. I’m good at what I do, but with Better Homes and Gardens Real Estate… I’m better. To fnd out how you can be better:

BHGRECAREERS.COM

HERMAN CHAN | REAltOR® Better Homes and Gardens Real Estate Mason-McDuffe

© 2012 Better Homes and Gardens Real Estate LLC. Better Homes and Gardens® is a registered trademark of Meredith Corporation licensed to Better Homes and Gardens Real Estate LLC. Equal Housing Opportunity. Each Better Homes and Gardens® Real Estate Franchise is Independently Owned and Operated.


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{Publisher’s Desk} Staying Power

I

n 1973, thousands of entrepreneurs across the country embarked on their respective dreams of business success. One of those entrepreneurial ventures was a small, Denver-based real estate company founded by local real estate agent Dave Liniger and his soon-to-be-wife, Gail. Dave and Gail’s belief was that by championing a relatively radical compensation concept at the time, and by opening the doors of opportunity to all qualifed professionals, including both genders and all races, that they would be able to create a sustainable, competitive business that had the potential to change the face of the real estate brokerage industry. There were hundreds of national franchises at that time, all competing to establish themselves as proftable, successful brands. But 40 years later, almost every one of the companies and brands that made up the residential real estate industry of the 1970s are now distant memories as are—with the exception of a select few—the individuals who led them. The only major surviving frm still led by its founders is RE/MAX. Our cover story this month (page 66) sheds light into the staying power of RE/MAX, both the frm itself and its stalwart leaders, Dave and Gail, survivors on so many levels and true inspirations to all. RE/MAX is an organization that commands respect from all who are familiar with it, as well as those who compete with the brand. Innovation, education and community involvement are just three of the cornerstones RE/MAX was built upon, and which continue to differentiate the company 40 years later. As the real estate business continues to recover and evolve, take a page from RE/MAX and make the changes that consumers demand. Develop a strong team and provide the leadership and resources your agents need to succeed. Stay ahead of the curve on key market trends. And most of all, stay committed to moving forward in the face of adversity. These are just some of the concepts we’ll be discussing later this month at RISMedia’s Real Estate CEO Exchange, taking place at New York City’s Yale Club on Sept. 17 and 18. Looking forward to seeing you there!

John E. Featherston CEO & Publisher

where leaders

live.

what distinguishes leading real estate Companies of the world® is strong leadership at each of its brokerage companies, large and small – leaders like Anita Marie Head, partner and managing broker of Paragon Real Estate Group, a san Francisco-based brokerage started by fve local real estate brokers in July of 2004. Paragon quickly solidifed its position as a major player in its marketplace and remains dedicated to its founding principles of client-centric and community-focused practice, actively supporting local organizations in their efforts to improve the city. an impressive 80% of the frm’s business comes from those who have worked with the company in the past or have been referred by friends, family and co-workers. leaders like anita are at the helm of the network’s 500+ market-leading frms around the world, coming together under the leading real estate Companies of the world® banner to create a powerhouse that collectively sells more homes than any other network. at leadingre, it’s all about “Making the Best Brokerages Better,” with a robust menu of industryleading brokerage services in technology, marketing, education and lead generation. LeadingRE.com | 800.621.6510


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For questions about NAR’s REALTOR® Safety Program, contact SAFETY@REALTORS.ORG


RREIN

RISMedia’s Real Estate Information Network®

RISMedia’s Top 5 in Real Estate Network®

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

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

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

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

SALES Senior Vice President Kara T. Stripay Senior Vice President Anne Kraft Client Relations Manager Patty Sinisko Director, Client Relations Luisa DeDominicis Guidebook Sales Gus Olsen

ADMINISTRATIVE Circulation Manager Alice Heffron RISMEDIA MEMBER NETWORKS Network Manager, RREIN Randi Vannucchi Director of Member Relations, RREIN Peter Di Salvo RIS CONSULTING GROUP Vice President, Managing Director John Sculley, CRP Projects Director Peg Guinta, CRP Email: consulting@rismedia.com

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

PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey REsource Pop-a-Note www.rismedia.com (Daily e-News) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear RISMedia’s Social Media Marketing Course & Certifcation Copyright® 2013 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offces at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years). All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specifc authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

where leaders

live.

what distinguishes leading real estate Companies of the world® is strong leadership at each of its brokerage companies, large and small – leaders like Jeffrey S. Detwiler, president and COO of The Long & Foster® Companies, the largest independent real estate company in the Mid-atlantic region. with over 20 years of mortgage industry expertise, Jeff brings a distinct perspective, having experienced the industry from all vantages – the originations market, as a conduit and warehouse lender, from the wall street angle, and as an investor. his background makes him uniquely qualifed to guide the strategic direction of the organization, overseeing the operations of long & Foster® real estate, Inc., as well as the company’s affliated businesses of mortgage, title, and insurance. leaders like Jeff are at the helm of the network’s 500+ market-leading frms around the world, coming together under the leading real estate Companies of the world® banner to create a powerhouse that collectively sells more homes than any other network. at leadingre, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation. LeadingRE.com | 800.621.6510


{Policy Matters} Basel, QM and QRM –

Disaster Averted, Mostly This column is brought to you by the NAR Real Estate Services group.

by Ken Trepeta

T

his time last year, we warned that the pending rulemakings for the Qualifed Mortgage (QM) and Qualifed Residential Mortgage (QRM) rules mandated by the Dodd-Frank Act and the Federal Reserve’s proposed Basel III international capital standards had the potential to severely restrict already tight credit standards and reduce mortgage provider choice over the next several years. Thanks to the hard work of NAR and its industry partners, the outlook is much brighter today. Furthermore, credit should be given to the Consumer Financial Protection Bureau (CFPB) and the other regulators who listened to industry concerns. While the rulemakings are not perfect, and there are still unanswered questions and issues, it is a far better outcome than it could have been. Basel III Basel III imposes greater capital requirements on the banking industry over the next several years. The main issue with Basel III and mortgages were the changes to risk weighting for various mortgage products depending on the issuer. Thankfully, the Federal Reserve largely reversed this plan in response to concerns that changing the risk weighting would make credit less available and more costly. Another element of Basel III that is troubling to some is the diminu-

tion of the value of mortgage servicing rights. While this issue has not been addressed, the outcome may not be that bad if it forces a reduction in the concentration of loan servicing amongst the largest lenders. Qualifed Mortgage (QM) The proposed QM rule was fnalized this year. The two main issues were whether the QM would be suffciently broad enough to capture the vast majority of the current mortgage market and whether QM would be a safe harbor for lenders or just give them the more limited protection of a rebuttable presumption. CFPB chose to make the QM fairly broad with a safe harbor, encompassing most loans eligible for FHA insurance and Government Sponsored Enterprise (GSE) backing. Critical issues remain with the calculation of fees and points that hopefully will be addressed by passage of H.R. 1077 and S. 949, “The Consumer Mortgage Choice Act.” CFPB did not feel they had Congressional authority to address what this legislation addresses, so it is up to Congress to end the discrimination in the calculation of fees and points. Risk Retention/Qualifed Residential Mortgage (QRM) The QRM, which requires 5 percent risk retention for securitized loans that do not meet the QRM standard,

cannot be broader than the QM. The initial QRM proposal would have required a 20 percent down payment, debt-to-income ratios, and other factors that acted as a proxy for minimum credit scores. NAR organized a substantial coalition of consumer, industry, and civil rights groups to advocate for a much broader QRM. Indeed, NAR wrote to regulators in 2010 suggesting that QRM be aligned with a broad QM. While it is not fnalized as of this writing, indications are that the QRM will be much more like the broad QM than it was proposed. This will be a victory for consumers and the housing industry alike. Conclusion In the fall of 2012, things were looking bleak. Since then, a lot has been done to improve the outlook. To be sure, many issues remain, including the end of quantitative easing and very low rates, the potential for damaging changes to FHA and the GSEs, and tax reform that reduces or eliminates homeownership deductions for mortgage interest and/ or state and local taxes, among other things. We must remain vigilant on these critical issues and also make sure QM, QRM and Basel III are further improved. RE

Ken Trepeta is the director of Real Estate Services, National Association of REALTORS®. RISMedia’s REAL ESTATE September 2013 13


{The NAR Power Broker Roundtable}

The Next Real Estate Landscape: How to Stay Proftable MODERATOR: JEFF BARNETT, Liaison for Large Residential Firms Relations, NAR PARTICIPANTS: SCOTT MACDONALD President, RE/MAX Gateway, Chantilly, Va. LP FINN Chief Operating Offcer, Coach REALTORS®, Long Island, N.Y. JASON WAUGH President, CEO, Prudential Northwest Properties, Portland, Ore.

2012—we’ve just opened another offce to handle the increasing business. But at the same time, we’ve made adjustments and cost reductions over the past two years that we expect will continue to keep us on track even as the market expands… revising our commission schedules, for example, and setting up a property management division to handle rentals for investors.

SM: You can’t lose sight of what’s

LP Finn: I think the key to sustaining

LPF: The bottom line is that to stay

proftability is understanding your business model. A company has to be in balance. As the market pendulum swings back today and sales are more robust, we need to increase market share and transaction volume, and focus on recruiting efforts. But we don’t want to be looking at a lot of shiny new toys that would put our expenditures out of line.

proftable, you need to focus on the things that increase market share in any market environment…recruiting well, and looking at growth opportunities—including mergers and acquisitions—in the same way you would weigh them in any market. The answer, I think, is smart growth, vertical growth…fnding ways to develop more business without expanding your current footprint.

happening in your market if you’re going to make judicious investments. We’re seeing an uptick in foreclosures and some teardowns in certain areas. People need rentals, which is why we moved into property management. And we took a good look at the low inventory and made the decision to partner with a couple of builders to beef up the new-home sales sector.

Jason Waugh: We’re putting an The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Jeff Barnett, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Jef Barnet: As any frst year economics student will tell you, the simple key to getting rich is to spend less than you earn. Does that mean that now, as the real estate market expands, we should still be reining in expenses? Or is this the time to hire more and spring for that brand new video system? Scott, extra nickels in your pocket these days? And if so, how are you spending them?

Scot MacDonald: A few, yes, I’m happy to say. Our sales are up 70 percent for us in the frst six months of this year over total sales in

14 September 2013 RISMedia’s REAL ESTATE

emphasis on training in our company, because agents need to not only focus on building relationships and expanding their business, but also on helping buyers and sellers understand how fast and how far the market has changed and how important it is to be realistic in today’s real estate environment. So while our cost controls are easing, we’re taking a hard look at the resources we have in place and the projected return on investment for any outlay.

JW: Which brings us back to training

JB: Sounds like you’re advocating keep-

JB: And NAR offers a number of training

ing a tight rein on new expenses.

JW: A cautious rein might be more accurate. We’re recruiting more and we are prepping for a signifcant investment in social media tools and strategies. Again, it’s a matter of asking yourself, “is this going to be an effective spend?”

as an area for brokers to focus on. Real estate is a relationship-driven business. That’s true in any market— and especially today, when the market has shifted so dramatically and so many transactions are convoluted. Good agents are successful because they provide the counsel that helps customers make the best decisions. The most sensible spend, as we see it, is not on the tech side, but on the people side.

opportunities through REALTOR® University, including numerous designation and certifcation courses, and the Master of Real Estate degree. Find out more at www.RealtorU.com. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.


WHO SAID THREE’S A CROWD?

Certainly not J.D. Power. Prudential Real Estate Ranked “Highest Overall Satisfaction for First-Time and Repeat Home Buyers and First-Time Home Sellers Among National Full Service Real Estate Firms.”

So if that’s a crowd, consider us in.

Prudential Real Estate received the highest numerical score among full service real estate firms for first-time and repeat home buyers and first-time home sellers in the proprietary J.D. Power 2013 Home Buyer/Seller Study.SM Study based on 4,371 total evaluations measuring 5 firms and measures opinions of individuals who bought and sold a home in the past 12 months. Proprietary study results are based on experiences and perceptions of consumers surveyed April-June 2013. Your experiences may vary. Visit jdpower.com © 2013 BRER Affiliates LLC. Real estate brokerage services are offered through the independently owned and operated network of broker member franchisees of BRER Affiliates LLC. Prudential, the Prudential logo and the Rock symbol are registered service marks of Prudential Financial, Inc. and its related entities, used under license with no other affiliation with Prudential. Equal Housing Opportunity.


{REBAC Report} The New realtor.com®: What It Means for You and Your Agents by Marc Gould

T

he National Association of REALTORS®’ (NAR) board of directors recently decided in a special meeting to recommend allowing realtor.com® to more effectively compete against third-party aggregators by lifting some long-standing restrictions.

NAR’s board recommended several changes to the operating agreement between NAR’s wholly owned subsidiary, REALTORS® Information Network, and RealSelect, which operates realtor.com®. These changes are intended to enable the site to compete more effectively by: 8Allowing the display of unlisted new homes and new-home communities 8Displaying unlisted rentals 8Obtaining listings from entities that aren’t REALTOR¨-owned and controlled, as well as from brokers who aren’t REALTORS¨ 8Identifying auctions of distressed properties, short sales, foreclosures, bank-owned properties and properties where a notice of default has been recorded with an opt-out for listing agents who object Individual consumer FSBOs will not appear, REALTOR® and non-REALTOR® listings will be clearly distinguished, and the value of using a REALTOR® will be emphasized. While consumers still value the REALTOR®brand and the reliability of its data, third-party aggregators like Zillow and Trulia have been able to move into new areas, particularly in markets where there are many nonREALTOR® practitioners. Allowing realtor.com® to give consumers what

16 September 2013 RISMedia’s REAL ESTATE

they want, while still presenting the most accurate and reliable market data, will further enhance the reach of the website and maintain the status of realtor.com® as a signifcant home sales space. “Over the years, REALTORS® have invested a lot of time and millions of dollars in building information technology to give consumers online access to real estate information, and we know that consumer demand for all things ‘home’ has never been greater,” says NAR President Gary Thomas, broker-owner of Evergreen Realty in Villa Park, Calif., in a statement after the special meeting. “As the most trusted resources for real estate information, REALTORS®want realtor.com® to have the resources and fexibility it needs to give consumers what they want, while ensuring that today’s buyers and sellers can continue to rely on REALTORS® for the most accurate, credible market data. We think the proposed changes achieve both goals.” Although a deeper pool of listings brings greater opportunities and more accurate market data, it also brings greater challenges in terms of listing sophistication as non-REALTOR® listings carry a higher risk of not adequately addressing issues such as compensation for cooperating, co-broker and referral agents. However, any broker who has dealt with short sales, REOs, limited service or entry-only listings knows that

compensation issues are nothing new. But now more than ever, brokers need to educate their buyer agents on how to use buyer client agreements and buyer contracts to ensure that their buyers’ interests are protected and that they, as the agents, are adequately compensated for their time and effort. One way to get the tools and skills needed to navigate today’s market to better service your buyer clients is with the Accredited Buyer’s Representative (ABR®) designation. ABR®s already understand how to navigate the choppy waters of offers on short sales and REO properties. ABR®designees know how to best deal with FSBOs to protect buyer clients’ interests while also neutralizing compensation issues before they become a problem. Whether you approach these changes as a challenge or an opportunity, the best thing is to be prepared to deal with them head-on. RE Marc Gould is vice president, Business Specialties, for the National Association of REALTORS® and executive director of REBAC. A wholly-owned subsidiary of the National Association of REALTORS® (NAR), The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifcally on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.


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†Calls are randomly monitored and recorded to ensure quality service. * If your client is purchasing a home, we guarantee to close by the date specifed in their purchase contract, unless prohibited by federal law**, and further provided that the date is at least 30 days after the application date and the date of their purchase contract. If their loan fails to close on time due to a delay by Citibank, they will receive a credit towards closing costs of $1,500. Offer not available for refnance loans, co-ops, unapproved condos, residences under construction, community lending loans, and government loans. In Texas, the credit may not result in your client receiving cash back. (**Federal law requires certain disclosures be delivered to the borrower at least 3 business days before consummation. The guarantee to close does not apply if such disclosures are required and your client’s closing is delayed due to the 3 business day waiting period.) © 2013 Citibank, N.A. equal housing lender, member FDIC. NMLS #412915. Citi, Citibank, Arc Design and Citi with Arc Design are registered service marks of Citigroup Inc.


{News Briefs} Century 21 Real Estate LLC, one of the world’s largest residential real estate sales organizations, won a pair of marketing and communications awards for its innovative SimCity Social marketing campaign on Facebook®. Specifcally, CENTURY 21®earned a 2013 Hermes Creative Platinum Award from the Association of Marketing and Communication Professionals, and a 2013 Bronze Anvil Award from the Public Relations Society of America.

www.century21.com

Realty ONE Group has partnered with Onboard Informatics to deliver a buyer-centric search experience at RealtyONEGroup.com. According to the company, the partnership allows buyers to fnd their own “best place to live” through customized use of the Lifestyle Search Engine among other in-demand content sets buyers need. Realty ONE will be incorporating various supplemental information onto the new site, including home sales trends & transactions, AVM results, area points of interest and more. www.RealtyONEGroup.com

Prudential Real Estate, an HSF Affliates LLC company, announced that the Prudential Real Estate affliate network ranked highest for customer satisfaction in three of the four segments included in J.D. Power and Associates’ annual Home Buyer/Seller Satisfaction Study. The network scored highest in Repeat Home Buyer, First-Time Home Buyer, and First-Time Home Seller categories. It ranked third in the Repeat Home Seller segment.

www.prudential.com

Imprev recently announced the invention of the real estate industry’s frst “App Generator” that enables real estate agents to create an array of branded mobile apps to give away to homebuyers and sellers. Powered by the Imprev Marketing Platform, the App Generator has the ability to produce both stand-alone consumer Web Apps for smartphones and tablets, including iPhones, iPads and Android devices, as well as apps inside websites.

www.imprev.com


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Š2013 Carrington Real Estate Services, LLC. All rights reserved.


RREIN

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

RREIN Roundtable

Managing Operating Expenses and Overhead in a Recovering Market by Nick Caruso Bill Plattos Executive Vice President/Broker First Team Real Estate

Rich Cosner President Prudential California Realty

Nick Caruso: How are you reinvesting in your company now that the market is turning? Bill Plattos: We’re reviewing and taking action in all areas of potential growth. Every one of these projects needs to come with a plan so that the expenditure and effort are truly worthwhile. Rich Cosner: By investing in more sophisticated tools to help our sales professionals better represent their listing clients. Not only are we the leading frm in our market when it comes to representing the upscale end of the market, we’re also working to see that our agents can do everything possible to enable their clients to sell their homes for more. NC: Are you opening new offces or scaling back bricks and mortar? BP: A little bit of both. We’re opening new mega offces and special boutique type spaces in addition to closing or consolidating others. This growth is much more enjoyable than

having to reduce our costs while still maintaining our service to our associates and clients. RC: We opened two new offces this year. While virtual offces are nice in theory, it’s diffcult to penetrate a market without actually having agents working in the market from a “real” location. NC: When it comes to agent count, are your numbers increasing or decreasing? BP: We’re increasing new agents with potential and seasoned agents who have the ability to grow. We have a recruiting and training department that assists our managers. RC: We’re focused on increasing the quality of our agents. That being said, we’ve added a considerable number this year while letting attrition move out the agents who are not that serious about a full-time career. NC: What expense in your company needs the biggest shuffing now that the market is coming back? BP: We actually began this process a couple of years ago by anticipating the improvement in the market. In the past, our company has looked at cycles like this as an opportunity to grow. RC: It’s not any one particular expense. Instead, it’s a vision that everything we do should support the efforts of our agents and anything that doesn’t, isn’t necessary.

NC: Do you have any additional thoughts about this recovering market? RC: As brokers, we need to stay levelheaded and not get caught up in the hype that many of us did in the last good market.

RREIN Network News Coldwell Banker Prime Properties has replaced two of its 15 New York State-based real estate branch offces with modern, technology-rich meeting centers. The new offce designs feature private conference rooms and open workspaces surrounding a centralized spacious foor plan. The offces have been designed with a focus on providing a comfortable meeting space, while also providing easy access to technology for both agents and customers. www.coldwellbankerprime.com

Ed Krafchow, chairman of the board for Better Homes and Gardens Mason-McDuffe Real Estate, announced that Kari Brown has joined the frm as the general manager and director of the Resort and Lifestyle Division of the Wine Country Group, as well as the Tahoe Region. In this position, Brown will help drive sales in the luxury market by expanding the Distinctive Collection brand for BHG. Brown will also be leveraging the Lifestyle marketing tools of BHG, thus further developing additional marketing materials that will promote the lifestyle of the resort areas served by BHG Mason-McDuffe and BHG Wine Country Group. www.bhghome.com

RISMedia’s REAL ESTATE September 2013 21


Prudential Arizona Properties donated more than 50,000 bottles of water to the Phoenix Rescue Mission for the Phoenix homeless population. Prudential Arizona Properties’ real estate sales executives and staff gave an average of 99 bottles per person, company-wide. Through the company’s partnership with national non-proft Move For Hunger and local moving company, Allied Olympian Movers, the water was delivered by the truckload to the Phoenix Rescue Mission.

Prudential Americana team members help collect water for Arizona’s homeless during recent heat wave.

www.americanagroup.com

McColly Real Estate agents, staff and ancillary companies of Community Title and Wells Fargo Home Mortgage celebrated the top producers of 2012. The theme for this year’s Awards and Recognition Breakfast was “McCollyopoly,” a take on the over 75-year-old Monopoly™ board game. The highlight of the event was the announcement of the Platinum Award winners, which included: Top Producer from Illinois, Michelle Arseneau, Bourbonnais offce; Top Producer from Indiana, Kelly White, Portage Willowcreek offce; and Florida Top Producer, Denise Hutchinson from the Daytona Beach Offce. The Rookie of the Year was Mary Beth Meyers from the McColly Real Estate Valparaiso offce. The 2012 President’s Platinum Team Awards were designated to: Illinois Top Producers, Ray and Jeanne Simpson; Indiana Top Producers, The Lisa Grady Team; Florida Top Producers, Christopher Pollard and Jack Pollard. www.mccolly.com

CENTURY 21® New Millennium’s focus for its recent company-wide meeting was “Winning with Negotiation.” Three hundred real estate associates and core service providers

22 September 2013 RISMedia’s REAL ESTATE

Above: McColly Real Estate becomes “McCollyopoly” for a recent awards event. From left to right: Stephen Phillips, president of Berkshire Hathaway HomeServices; Christy Budnick, Prudential Network Realty executive vice president of Residential Real Estate; Linda H. Sherrer, Prudential Network Realty founder, president and CEO; and Earl Lee, CEO, HSF Afflliates LLC

gathered to hone their negotiation skills, something that has already set them apart in serving their clients in the DC Metro area, and around the world. David Knox, internationally renowned real estate trainer and creator of best-selling consumer video, “Pricing Your Home to Sell,” served as keynote speaker. www.c21nm.com

Prudential Network Realty was recently honored as one of the Top 50 companies from within the

Prudential Real Estate network at the Gibraltar Circle Conference in Jackson Hole, Wyo. The Northeast Florida real estate frm received the esteemed Gibraltar Circle Award for the 20th consecutive year in recognition of its service excellence and outstanding sales achievements. Prudential Network Realty was honored for demonstrating innovation, determination, vision and leadership to meet business challenges and increase market share. www.PrudentialNetworkRealty.com


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Why Aren’t Agents Answering Their Phones? by Wendy Forsythe

was scrolling through online listings recently when an exterior photo caught my eye. Upon clicking into the detailed property view and remarks to get a closer look, I was surprised to see that the first sentence read “No phone calls, please.” I had to reread this a couple of times to make sure I wasn’t seeing things. And yet, according to some of our agents, it is becoming more and more common within the industry for agents to request “no phone calls in either the public listing remarks, the private remarks, or both.”

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Why don’t we want to talk to potential clients anymore? Is it really an inconvenience to talk to potential clients, or our fellow colleagues, on the phone about one of our listings? According to a recent study by the California Association of REALTORS®, only 9 percent of agents met or exceeded buyer response time expectations. An astounding 91 percent of agents only “kind of” met— or fell way below—meeting response time expectations. Just to clarify: It seems that we want people to contact us about their real estate needs, but then we don’t respond to their inquiries. I decided to do my own little test and randomly called fve agents, and I got fve voicemails (surprise, surprise). I left a message saying I was interested in information on moving to their market, gave my frst name and return phone number. I got one return phone call two days later. Going back to the California Association of REALTORS®’ study, additional fndings reported that the top three reasons buyers were unsatisfed with their agents were: 1. Slow response time (51 percent) 2. Ineffective/Ineffcient communication (23 percent) 3. Undesirable communication methods (15 percent) In a business that is built on relationships and personal interaction, these statistics are certainly disappointing. But on the bright side, what a huge opportunity this is! If you want to improve your business, start answering your phone. It seems like your competitors aren’t even doing that. From a buyer’s perspective, 17 percent are likely to start working with the frst agent that responds.

If you want to improve your business, start answering your phone. It seems like your competitors aren’t even doing that. Those are pretty good odds if you’re the one answering their phone calls and inquiries. In fact, I’d build my brand around being accessible. I’d advertise it on my online profles, websites, listing remarks, business cards and anywhere else I could. I’d make this a part of who I was—“The agent who answers their phone.” You could be known for worse things in this business! I’m constantly reminded that we tend to make business and life more diffcult than it needs to be. We spend hours glued to computer screens, building presentations and marketing materials, and then we forget something really basic like talking to people who pick up the phone and call us. RE Wendy Forsythe is Executive Vice President/ Head of Global Operations at Carrington Real Estate Services, where she is responsible for the operations and growth of the national brokerage licensed in 25 states, with 35 corporately owned and operated branch offces and more than 1,300 agents. You can email her at wendy.forsythe@carringtonres.com. To learn more about Carrington Real Estate Services, visit www.carringtonrealestate.com/join. RISMedia’s REAL ESTATE September 2013 25


{Basic Training}

Keeping Your Agents Productive, Proftable and Engaged by Verl Workman

lmost every company in the world has the same core objectives: recruiting, retention and proftability.

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For many brokers, the path to success has changed over the last several years. Many companies lost good agents to other companies that were perceived to have a better deal, some simply left real estate to get jobs outside the industry and others just faded out. The recruiting and retention tactics of the past don’t necessarily work today. Agents are more tech-savvy, they see all the options and are motivated for different reasons, but all have one common thread: the desire for real success. Success today is challenging due to limited inventory, rising interest rates and more professional competition. And agents need help. While some companies offer exceptional training for their agents, most struggle with the resources and knowledge to be able to really make a difference in the lives of their agents.

26 September 2013 RISMedia’s REAL ESTATE

From my perspective, after training tens of thousands of agents, I can say that there is a formula that has proven effective and can be duplicated. Let’s break down these three areas: productive, proftable and engaged. Productive: This is the elimination of “fake work,” that feeling of busyness without actually producing anything that moves you closer to your goals. To be truly productive, we must have clear goals and objectives and then spend time every day completing the tasks that move us toward those goals. Proftable: We believe that “just one more sale” can justify just about any purchase. This attitude creates a “buy-now-and-fgure-outhow-to-pay-for-it-later” problem that plagues many small businesses. It’s time to stop buying technology for technology’s sake, and start using the incredible tools provided by our brokers, brands, companies and even NAR. It’s time to run our businesses like we are the CEO instead of a sole proprietor. Bob Corcoran,

one of the best coaches in the world and CEO of Corcoran Consulting, states: “When you learn to run your business like a business and are accountable to a coach, you perform at a higher level, you have multiple streams of income, and you enjoy life with more passion and enthusiasm than ever before.” Engaged: Hire the best sales trainers to teach your agents how to really sell. We have been so focused on survival that we stopped providing real sales training, and in my opinion, this is critical to success. Agents need training on good presentation skills using today’s high-tech tools, how to present a paperless listing, how to get offers accepted in a multiple-offer situation and how to communicate effectively with the generational differences. They also need to be trained to work with a diverse client base, as well as how to handle and overcome objections. Through my experience in coaching and training exceptional agents, I can say that they are simply better salespeople than the average. And this is not something they are born with, but rather, it is a skill they have studied and practiced. They have made sales training a core part of their business strategy. If you provide training, skills, accountability and an environment that breeds success, your agents will become proftable, engaged and productive, and your business will grow as a result. RE Verl Workman is a speaker, coach, business consultant and president of the Top 5 in Real Estate Network®. To hire Verl to speak, consult or work with your company, email Coach@VerlWorkman.com or visit www.VerlWorkman.com for more information.


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New Construction:

Solving the Move-up Buyer Dilemma

by Teresa Walsh

hile Helen Hanna Casey “literally grew up around the new-homes business,” she is quite clear that today’s new-home market is not like the one her father was a part of in the 1950s when he was executive director of the Builders Association prior to starting Howard Hanna Real Estate, the frm she is now president of. “Moving forward, we’re going to see different types of builders, different types of buyers and a different set of buyers’ desires and expectations.” Here, Casey shares why new-home construction just may be the motivation move-up buyers have been waiting for.

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Teresa Walsh: First, tell me about your frm’s history in the new-homes market. Helen Hanna Casey: New construction has always been an important part of the real estate business at Howard Hanna. My Dad was actually involved with the Home Builders before he started our company. In the early to mid ’50s, he was executive director of the 28 September 2013 RISMedia’s REAL ESTATE

Builders Association. Our frst offce was in an area of Pittsburgh where there wasn’t much new construction until the growth of condos in the late ’60s. We were the frst company in our market area to open a condo division. While Dad himself was no longer involved in the Builders Association in the early years of Howard Hanna Real Estate, we maintained a close affliation. I literally grew up around the new-homes business. TW: What opportunities do you see moving forward? HHC: We expect to see growth in both new-home buyer and builder representation. With today’s tight inventory and growing buyer demand, we need to focus on new homes to satisfy the needs of the market. At the same time, builders are afraid to put up spec homes, which means agents need to apply new sales skills and strategies in this changing market. Moving forward, we’re going to see different types of builders, different types of buyers and a different set of buyers’ desires and expectations. TW: Are there any specifc market dynamics driving the importance of new homes? HHC: New construction helps overcome one of the biggest


challenges in today’s market, namely, helping buyers feel secure about selling their existing home. There’s a pentup demand of potential buyers who would like to frst sell their current home, but are concerned about where they’re moving to. You may fnd a great house, but due to low inventory of homes available for sale, there’s a good chance many other people are interested in the same home. What’s great about new construction is you know exactly where you’re moving when that home sells. TW: What trends are you seeing in new construction? HHC: Let’s face it, new construction excites people. They’re excited about all the possibilities and the potential of what they can have today—including new products and new technology. One of the trends often discussed is downsizing, but I feel it’s better described as “right sizing.” You have to remember, it’s all market driven. Some buyers are primarily concerned about the resale value of the home, while others have a longer-term focus. In other markets, there are expectations buyers have in a new home that may be more important than just the size of the home. They may be willing to go with a smaller home, provided the house has all the goodies, such as stainless steel appliances, granite countertops, outdoor areas with a TV and other luxury amenities.

TW: What are your thoughts on opportunities in the area of infll construction? HHC: Infll has always been a part of our business, whether it be large, custom teardowns and rebuilds or tied to new zoning opportunities. We have been doing infll with builders and developers since the ’60s, but today, inflls are hotter than ever because of the drive for city living and the trend toward new urbanism. At this point, we probably have 15 to 20 infll projects that we are working on—everything from a new, mid-rise building with 28 units in Harrisburg, Penn., to a new neighborhood site of condos, rentals, town homes and single homes along the river at a former steel plant site in Oakmont, Penn. One notable infll project we marketed was a new building developed by a bank in downtown Pittsburgh. The key to the success of these kinds of projects is working closely with your builder as a team. Infll revitalizes communities and is incredibly important. RE Teresa Walsh is a founder and owner of Dennis Walsh & Associates, Inc., based in Newport Beach, Calif., which is recognized as real estate’s No. 1 source for training and sales tools specifc to new-home sales and residential construction. More than 150,000 have enjoyed CEO Dennis Walsh’s presentations and Certifed New Home Specialist™ (CNHS), Residential Construction Certifed™ (RCC) & 203K Specialist courses. For more information, visit www.sellnewhomes.com or call 800.428.1122.

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Preparing the Next Generation of Real Estate Professionals A unique collaboration between Colorado State University, Ninja Selling and Leading Real Estate Companies of the World® combines classroom learning, online education and practical application. by Paige Tepping

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hen it comes to preparing students for a career in real estate, Colorado State University’s Everitt Real Estate Center in Fort Collins, Colo., has always taken an integrated approach, incorporating practical assignments into traditional classroom learning. This August, the program introduced online courses that complement inperson lessons, further strengthening the multi-faceted real estate degree program. “We have always prided ourselves on having a program tailored to traditional students, with assignments that are relevant for them, versus those who have been selling real estate for many years,” says Eric J. Holsapple (left), PhD., CCIM, executive director of the Everitt Real Estate Center. “A natural extension is to offer more online learning, which has a strong appeal for this group.” Holsapple recently discussed the idea of incorporating online lessons with Larry Kendall, creator of the Ninja Selling series and founding partner of real estate frm, The Group, a member of Leading Real Estate Companies of the World®. Kendall mentioned a series of online courses he had recently completed for LeadingRE, which were to be delivered through Institute, LeadingRE’s

comprehensive online Learning Management System (LMS). After viewing the courses, Holsapple believed they would be an ideal complement for the course. “I was really impressed, not only with the content and Larry’s unique ability to present highly relevant information in a concise format, but also with the Institute’s delivery system.” While branching into the collegiate world is new to LeadingRE, the company has long been focused on providing industry-leading educa-

tion to members. The full version of Institute offers nearly 200 courses on a range of topics for associates, brokers, managers and marketing and technology professionals. “We are thrilled to partner with CSU and Ninja Selling to pioneer this innovative, college-level offering,” notes Rhett Damon, executive director of strategy and technology for LeadingRE. “We have seen incredible adoption with our own students—all practicing real estate professionals—and are confdent the CSU students will beneft greatly from the real-world insights Larry provides, as well as the informal learning opportunities available through the Institute LMS.” The Ninja courses presented to the CSU students help sales associates (or, in this case, prospective associates) focus their mindsets, skillsets and actions to drive success. Additional courses demonstrate the importance of a customer-driven sales process and examine keys to leadership. “One of the issues with education today is its tendency for passive learning. Students listen, study and take a test. In the real estate profession, interaction is key, so we foster that by having students make prospecting calls and go into the community to make introductions,” Holsapple says. “The Ninja system encourages students to integrate these practices before they graduate, and now even our online program has the interactive component.” Currently, 69 students are enrolled in CSU’s real estate program. Upon completion, they will earn a Bachelor of Science degree in business with a concentration in real estate—with the added bonus of receiving a Ninja Selling certifcate. RE To learn more, visit realestate.colostate.edu, ninjaselling.com, or LeadingRE.com. RISMedia’s REAL ESTATE September 2013 31


{Industry Insight}

Ethnic Groups in America More Alike than Different When It Comes to Home Buying by Nick Caruso

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s a melting pot, America is shaped by the beliefs, customs and cultures of its diverse population. To that end, do individuals from different backgrounds hold the same vision and attitude when it comes to setting forth and achieving the American Dream of homeownership? Better Homes and Gardens® Real Estate recently released national survey fndings from the three largest population groups within the U.S., with an equal distribution among 400 Caucasians, 400 African Americans and 400 Hispanic Americans ages 18 and older. The Better Homes and Gardens Real Estate survey results indicate that Americans from these three ethnic groups are far more alike than different when it comes to homeownership. However, when it comes to considering family ties and origins when buying a home, there are key differences among these ethnicities. “America has a proud heritage of diversity, and the notion that our client base will continue to change and evolve should be apparent to everyone in the real estate industry,” says Sherry Chris, president and CEO of Better Homes and Gardens Real Estate LLC. “It’s important that we understand all that we can about our consumers to best serve them, and that includes understanding them not only from a cultural standpoint, but with regard for their individual values, aspirations and needs.” We’ve Got High Hopes: All groups surveyed are optimistic about the next generation of homeowners.

32 September 2013 RISMedia’s REAL ESTATE

The majority believes their children, or future children, will have a home of their own before the age they did (Hispanic 78 percent; African American 74 percent; Caucasian 56 percent) and homeowners believe that their children’s homes will be the same size or bigger than theirs (Hispanic 90 percent; African American 83 percent; Caucasian 73 percent).

63 percent of Hispanics and 59 percent of African Americans will likely have their parents, grandparents or other extended family members living with them at some point. “The White Picket Fence” Prevails: When asked where they would prefer to live in the long haul, 59 percent of African Americans, 55 percent of Caucasians and 50 percent of Hispanic Americans would select the suburbs as the preferred location for their ideal home. Love Thy Neighbor(hood): A slight majority of respondents (56 percent Caucasian; 50 percent African American; 50 percent Hispanic) said they would rather live in the neighborhood of their dreams, even if they are not head over heels for their house.

Home Is Where You Started: When asked how close they want to live to where they grew up, a majority of Hispanics (56 percent) and African Americans (53 percent) want to live within the same state. Caucasians (56 percent), however, prefer to remain in the same broad region of the country where they grew up. We’re Going to Need a Bigger House: There appears to be a signifcant amount of cohabitation among family members. Findings indicate the multi-generational American home is proliferating. In fact, it is likely to occur in all ethnic groups surveyed. Results show that 63 percent of Hispanics and 59 percent of African Americans will likely have their parents, grandparents or other extended family members living with them at some point. Only 43 percent of Caucasians share these sentiments. Of those who anticipate such living arrangements, 89 percent of African Americans, 89 percent of Hispanics and 88 percent of Caucasians would look for features that could accommodate additional family members, such as separate “inlaw” quarters. RE For more information, visit www.bhgrealestate.com.


There are so many ways to do business with Stewart, you’re sure to fnd a favor you like.

Four convenient ways to access your transactions – another reason why we’re the right choice for you. Stewart Title Company understands you deserve to choose when and where you manage your transactions. And we provide an assortment of choices to better meet your needs. Try them all to discover your favorite, such as: Stewart Online™, powered by SureClose® Anytime access through your computer Stewart My Files mobile app Get information on the go, 24/7, over your Apple® or Android™ device Weekly Summary Reports All activity in the past seven days delivered to your inbox in one, easy-to-read email Personal update Call or drop by our offce to experience personalized service For more information on the many ways to access your transactions and why Stewart Title is the right title company for you, visit stewart.com/flavor or call (800) STEWART.

© 2013 Stewart. Trademarks are the property of their respective owners. Technology provided by PropertyInfo Corporation, a Stewart company.


{Top 5 in Real Estate Network® Spotlights}

Adapting to Current Market Realities by Lesley Grand Trish Nash EXIT Realty Gallery of Homes Years in real estate: 12 Region served: Henderson, Nev. Time on market: Less than 30 days. For high-end properties, it’s closer to 3 or 4 months.

You’ve been very successful at adapting to the market. When the Henderson, Nev., market began its slide, you learned to excel in distressed properties. Can you talk about how you make market transitions? When the market started to turn in Las Vegas, I started to see prices go down in Henderson and decided that I should learn about short sales. After I did my frst one, I thought, “This isn’t so diffcult.” So when the market really went down, I began contacting people who were underwater, and before you know it, I was doing a lot of short sales and became very profcient in this area. While working with short sales or distressed properties of any type wasn’t anything I had ever set out to do, as the market deteriorated, I saw agents who were starving and I decided that in order to survive, I needed to focus on whatever business there was. At the time, this was distressed sales. Also, up until very recently, we didn’t have any traditional sellers because they were all upside down, so we were working with a very depressed market. But thankfully that is changing. I’m still doing distressed sales today, but with the market coming back, I’m also doing traditional sales again. I

was blessed to have closed 465 transactions last year. This year, the Wall Street Journal ranked me as the number 37 agent out of the top 1,000 agents in the country. In order to succeed, I fnd that I have to watch the market, study the market, then transition with it. What is the key to making it in the distressed market? It’s all about setting up the proper expectations right from the beginning so that you have fewer problems throughout the transaction. It’s also very important that you communicate with the buyer’s agent and the seller, as keeping the lines of communication open will signifcantly lower the chances of a short sale deal falling apart. How do you stay motivated? I have always been a goal-oriented person, so staying motivated is all about having business goals that I can review and check to see where I am and what I need to do to get to those goals. I also have a personal

coach as well as a business coach. And my husband, Michael Hiltz, helps me enormously. He is our managing broker, and with more than 30 years of experience in real estate, he helps me stay on track. Michael and I believe in working really hard so we can travel and do the things we love and still have a balanced life. What’s your best tip for time management? While I’m not very good at it, I’m learning that time blocking and delegating are the two most important elements when it comes to successfully managing your time. What is your key to success in real estate? Being ethical in everything I do and having a reputation in the community for always doing the right thing. RE RISMedia’s REAL ESTATE September 2013 35


{RREIN Broker Strategies}

Ron Croushore Owner Prudential Preferred Realty

Building on the Past to Focus on the Future by Barbara Pronin Barbara Pronin: I understand there’s a new and exciting aspect to Prudential Preferred Realty? Ron Croushore: One of the reasons I love this business is that it’s always evolving. First, in 2011, Prudential sold its real estate division to Brookfeld Residential Property Services. Then, in 2012, Brookfeld entered into a joint venture with HomeServices of America to form HSF Affliates LLC, which includes the new Berkshire Hathaway HomeServices brand, available later in 2013. This is nothing but good news to us. It gives us a wealth of added resources and lots of fexibility with our own branding into the future. 36 September 2013 RISMedia’s REAL ESTATE

BP: How will the change affect your agents and your customers? RC: The alliance is seamless and will only enhance our value to buyers and sellers; combined, we are part of an industry powerhouse—a bigger, stronger organization with expanded global capabilities that will help us meet our clients’ needs in more places around the world. Our company is already known for exceptional, high-quality service, thanks in great measure to the knowledge and expertise of our agents. Our most dramatic advertiser of the quality of our service is what we call our Guarantee of Service. When a seller lists with us, we provide a list of the comprehensive services we offer, and if we don’t provide those services as promised, the seller can cancel the listing. BP: Can you give us a sense of your leadership philosophy? RC: It’s pretty simple, actually. I believe in recruiting the most professional, entrepreneurial team members and developing them to be the best they can be. I think our managers and our sales associates are a cut above the rest, which translates to happy clients. In fact, surveys tell us that 90 percent of our clients would choose to work with us again (Quality Service Certifcation). BP: How do you recruit and retain top-producing agents? RC: The best entrepreneurial agents choose to work with us—they know we support them with the marketing, technology and training they need to help them perform at their best. We provide the leading-edge tools all our agents require, and we offer

ongoing and advanced training curricula to assure they are always on the forefront of industry trends and information.

BP: How will your agents differentiate themselves from the competition? RC: There’s a lot of energy and enthusiasm around a new training program we offer that addresses business-critical topics for all our agents, and the curriculum includes many courses about new technologies. With constantly evolving technology solutions, we have to make sure our associates know how to harness the power of those technologies for the beneft of their customers. Buying or selling a home has always been one of the largest and most emotional decisions a person can make, but in this age of unlimited online data, it takes a trusted and knowledgeable agent to help them do it right. BP: What other accomplishments are you most proud of? RC: In 2011 and 2012, we raised more than $100,000 for the MakeA-Wish Foundation of Southwestern Pennsylvania, to make wishes come true for children with life-threatening illnesses. That sum took us over our goal to raise $1 million for this very worthwhile organization. We do it like we do everything here, with cooperation and a whole heart. It’s one of the things that makes our corporate culture such a joy to be a part of. RE

For more information, please visit www.prudentialpreferredrealty.com.


{Business Building}

Reasonable Mortgage Rules Make Homeownership Dream a Reality by Margaret Kelly

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ith interest rates creeping up in recent months, some homebuyers have had to adjust their game plans—and their price ranges—in order to make their move. But even with slightly higher interest rates, home affordability remains very attractive.

One key issue with the potential to put a damper on buyers’ dreams of homeownership seems to be getting the attention it deserves. Regulators are looking to soften the Dodd-Frank requirements that could’ve had a tremendous impact on millions of homebuyers in the form of strict lending regulations. If you’re unfamiliar with DoddFrank, here’s a brief synopsis. When the downturn hit, lawmakers blamed banks and other lenders with doling out risky subprime loans to borrowers who couldn’t really afford them. To protect consumers from this type of activity and avoid another hous-

ing collapse, Congress passed the Dodd-Frank Act, which, in turn, created the Consumer Financial Protection Bureau (CFPB). The CFPB is now tasked with establishing the specifc defnitions of a “qualifed mortgage” and the “qualifed residential mortgage.” The result of these regulations is that only borrowers with the most pristine credit could qualify for a home loan. Others would either not be able to obtain a loan or would be forced to pay much higher rates. The unintended consequences of these regulations have made obtaining a loan extremely diffcult for

people who have any blemishes on their credit or don’t have a sizable down payment saved up. However, it’s possible that regulators may soon loosen the requirements, giving more potential homebuyers a better chance of qualifying for and obtaining a home loan. Banks and other lenders have certainly made great strides in ensuring that they’re not handing out mortgages to people who don’t have the creditworthiness or ability to afford them—and that’s a good thing. But when lending standards become too restrictive, it can impede housing’s recovery and cause more harm than good. As real estate professionals, it’s our responsibility to guide our clients throughout the process. The frst step is to connect buyers with a trusted mortgage lender who will explain the nuts and bolts in detail and be able to show them the pros and cons of obtaining different types of loans. If you’re working with buyers who don’t have a lot of money saved for a down payment and have a limited price range to work with, make sure you show them properties within their reach. Don’t encourage them to go for the trophy home. Counsel them that in today’s competitive market, time is critical, and buyers can’t waste any of it writing offers that won’t have a decent chance of being accepted by sellers. If you have potential clients who simply can’t afford to dive in right now, encourage them to save for a down payment and improve their credit. When they are ready to buy, they’ll remember you as the caring agent who didn’t rush them into a bad transaction just to close a sale. RE Margaret Kelly (CRB) is chief executive offcer of RE/MAX, LLC. For more information, visit www.remax.com. RISMedia’s REAL ESTATE September 2013 39


Transcending Barriers How Technology Is Enabling Global Real Estate by Zoe Eisenberg

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uring the recent ups and downs of the United States real estate market, one thing has remained consistent: Foreign buyers continue to purchase signifcant amounts of property here. They view it as one of the safest and most secure investment markets in the world and take pride in having a place in the U.S. to call “home.” Working with international clients can present some unique challenges and may appear daunting at frst. Cultural norms, business practices and communication styles differ from country to country; and language, time, currency and fnancial differences factor in as well. Luckily, technology helps transcend these barriers, making the global real estate game easier for both REALTORS®and the clients they serve.

40 September 2013 RISMedia’s REAL ESTATE

“There is a rising middle class and economic shift in many countries, making it possible for technology to be more widely used and adapted,” says Eleonore Rojas, principal product manager and vice president, Partnerships and Product Integration at realtor.com®. “Not only does this allow prospective buyers to look abroad for investment properties and second homes, it also enables them to consider moving there full-time and approach these properties as a primary residence.” “The Web is the world’s one commonality,” says Nobu Hata, director of digital engagement for the National Association of REALTORS® (NAR). “Technology has connected people in ways that were never possible before. There simply are no more geographic constraints. While real estate will always be local, it has a universal access point: online.” And one online resource that has helped transform global business for REALTORS® is the realtor.com® International site. “Growth on realtor.com® among consumers from foreign countries and mobile use show that technology is shaping how consumers are looking through inventory. Today, realtor.com®serves some two million listings from 32 non-U.S. countries, in 11 languages and 22 currencies. This level of accessibility is changing how they research, but also how they connect with real estate professionals in general,” says Rojas. So how can you harness the vast scope of technology and use it to better your global business? It may take a bit of trial and error to fnd what works for you and your clients.


Most Popular Tech Tools for Working with International Buyers: “It will take time to develop and refne your individual strategy,” says Tim Hur, NAR president’s liaison to South Korea. “What works for me may not work for you, and what works for one client may not work for another. Each client will be different.” Below are a few tips for successfully utilizing technology in the global real estate market:

8Be mobile compatible. If you haven’t heeded this advice yet, it could be costing you business. If a consumer can’t browse your listings on their phone, they may not bother looking at them at all. “Having a mobile-accessible presence is simply a must for real estate professionals hoping to expand their business to a global audience,” says Rojas. “Mobile use is overtaking the desktop globally at the rate it’s pacing in the U.S., and even faster in several other countries.” Helpful resources: Look for a web design company that specializes in responsive sites specifcally for real estate, such as agentevolution.com or placester.com. 8Ask upfront about preferred communication. “Stop assuming anything. Don’t assume they have an i-anything, or know what online advertisers and third party websites are,” recommends Hata. Instead, ask them how they would like to communicate, be it email, phone, video chat, text, or all of the above. 8Utilize your relationships. Hata suggests leveraging your relationships online, whether through networks or broker relations often found in franchise brokers. “Consider an information exchange with your REALTOR® contacts abroad,” he suggests. Helpful resource: Maintaining a WordPress blog is a great way to bring traffc to your site, attract search engines and connect content with overseas contacts. WordPress makes it easy to tag and connect with their content resources, giving them an easy point of entry to your site and your business. “Networking with local real estate business organizations also can help in understanding the respective legal requirements around fnancing, residency and ownership, which differ greatly by country and are changing in response to economic shifts,” adds Rojas. 8Know your clients, the technologies they are comfortable with, and the properties you are showing. Use technology that your buyers understand, and speak their tech talk. Make sure you know what your clients are comfortable with. Do they love Skype and FaceTime but are unfamiliar with eSignatures? It may be best to forgo the latter if it makes them uncomfortable. “Most of my clients are extremely tech-savvy,” says Hur, who works primarily with clients from Asia. “You need to be more familiar with the property than the buyer to maintain professional credibility.”

8Realtors Property Resource® 8DocuSign 8WordPress 8Responsive site designers for real estate (agentevolution.com, placester.com) 8Skype 8Google Earth and Maps 8Google Hangouts 8Gchat

Helpful resources: DocuSign is a resource that can save considerable amounts of time in the international home-buying process. If your buyer is unable to travel to the United States to sign necessary documents, DocuSign allows them to securely sign and send documents online from any device. International buyers, more than almost any other buyer type, will expect that you have done your homework on properties you are showing them. It is not uncommon for them to purchase a property sight unseen, or virtually narrow their options to view when they are able to visit the United States. Realtors Property Resource® (RPR) is an agent’s best friend for dealing with your most demanding clients. This online resource provides data from more than 400 databases on more than 150 million properties in the United States, including school attendance zones, FEMA food maps, demographic information, thematic maps, heat maps and more.

8Get visual. Allowing a potential client to view the property via video allows you to go to a level of access that photographs will never reach. “If you can visually tour the property on site, that always helps it sell better,” suggests Hur. “Skype is a standard that a lot of international clients understand.” Video not only works to showcase the property, but to connect the client to yourself—the REALTOR®—as well. “Video is very different than pictures because you can actually meet the clients and allow them to put a face to a name. If they see who you are, this helps with the connection,” says Hur. Trust is even more important with global real estate, where clients won’t be able to meet with you frequently or visit the properties in person. This means that making a connection is critical and references are everything. “At the end of the day, your global consumers want the same as those in the U.S.: excellent service, trust, expertise and a great relationship,” comments Rojas. Hur echoes her sentiments; “It’s all about communication and building a personal relationship with every client—that’s the way you’re always going to retain and build your international business.” RE

RISMedia’s REAL ESTATE September 2013 41


{RISMedia’s Great Spaces} This Easton, Conn., contemporary offers sleek amenties, a creative design and plenty of privacy for its new owners.

by Nick Caruso, Zoe Eisenberg & Krisanthia Panaelidis

An Inside Look at a Wowing Connecticut Custom Contemporary Hidden in the quaint town of Easton, Conn., sits this unique custom-built contemporary, designed by architect John Newman and inspired by Frank Lloyd Wright’s “Fallingwater” home. Just a little over an hour away from New York City, this six-bedroom, nineand-a-half-bathroom home contains a breathtaking 800 x 400 squarefoot atrium, three-story windows, and steel, stucco and stone throughout. And that’s not even half of what’s nestled inside its walls. Integrating everyday living with nature, the 9,686-square-foot building is truly a sight to be seen. Blue skies and lush greenery are welcomed inside via the home’s sprawl of German-made windows. If that doesn’t bring the outside close enough, seven terraces provide ample opportunity to sit outside and breathe in the air. Conversely, for those chilly summer or fall evenings, six freplaces are scattered throughout, including one in the formal dining room that stretches foor to ceiling among many exposed steel rafters.

42 September 2013 RISMedia’s REAL ESTATE

For those who love to cook, the chef’s kitchen is decorated with honed granite, an island and a stainless steel stove. One of the home’s many terraces is located just off the kitchen, providing a convenient space for outside dining or, at the very least, a sunny indoor meal. Sharing a freplace with the home offce, the master bedroom suite contains built-in desks with warm wooden shelving throughout. Other perks include hardwood foors, a walk-in closet, its own private balcony and the master bath, enwrapped in slate walls and fooring, with limestone counters. And a hot tub encased in glass? Check! Other entertainment-worthy features include a Gunite outdoor heated pool, a rec room and a cozy home theater area. The contemporary design of this suburban Connecticut dwelling has something for everyone. It can be the perfect hideaway for those seeking peace, quiet and escape; an expansive home to raise a family in; or one of the sleekest party pads this state has ever seen. The option is all yours.

Listed by: Mary-Jo McAvey Listed for: $1,999,999

Grecian Island Waterfront Estate This 6,566-square-foot seafront estate, with scenic views of the bluegreen waters, is located on the island of Crete in Greece. Set in a spot full of natural beauty and sparse residential development, this estate will truly make you feel like you’re in paradise! Complete with two beachfront villas and built on an 8,000-squaremeter plot with an 85-meter façade on the sea, Villa A’s ground foor consists of an open space living room, kitchen, bathroom and guest bathroom. The frst foor is equipped with a master suite, a second bedroom, offce and a ftness room. Villa B’s ground foor comes complete with a living area, kitchen, offce, master suite and bathroom. Other amenities include two freplaces, an outdoor pool and, not to mention, magnifcent gardens flled with the sweet aroma of local fowers.


{RISMedia’s Great Spaces} An exquisite seafront estate on the island of Crete in Greece.

Photo Caption

Listed by: Panagiotis Farmakis, Sotheby’s International Realty Listed for: $7,588,424 USD

Dick Clark’s ‘Flintstone House’ This home takes the idea of “blending in with your surroundings” to a whole new level. Preciously perched on top of a mountain, the Malibu estate was put up for sale in February of this year. Don’t fall for the clever illusion; the home is made of polyurethane spray foam—typically used as insulation—to give the home a “stone-like” exterior designed to Yabba-Dabba-Do!

match the nearby rock formations. Was this a design faux-pas? The one-bedroom, two-bathroom house boasts a unique space that sets it apart from ordinary houses. The whimsical estate features magnifcent views of the Pacifc Ocean and nearby mountains. The home’s cavernous rooms and megalithic columns give the home that stone-age appeal from our childhood that is ohso-hard to resist. Listed by: Coldwell Banker Residential Brokerage Listed for: $3.5 million

Glass stairs and elevators bring “luxurious” to a whole new level in Lake Tahoe.

Innovative Lake House with Unique Glass and Steel Design This architectural wonder, with its unique glass and steel modern design and engineering, captures the natural beauty of the Sierra Nevada Mountains as it’s perched above the shores of Lake Tahoe. The 9,000-square-foot home is anchored in granite above 95 feet of elegant waterfront. The glass stairs—an impeccable design feature—appear to foat in mid-air. Every design detail was carefully considered in order to capture the blue-green waters surrounding the home. While the living spaces within the home are separated in a unique way, they are easily accessed by the home’s central staircase and glass elevator. The luxurious furnishings, plush fabrics, and rich, warm palette complement the home’s minimalist design. The steel pier, with Trex decking and steel stairs that lead to the wa-

RISMedia’s REAL ESTATE September 2013 43


{RISMedia’s Great Spaces} ter, includes a 6,000 pound boat lift with radio control. The surrounding nature combines with the carefully manicured garden in order to meld the home’s futuristic design and create a balance of both modern and traditional luxury living. Listed by: Coldwell Banker Select Real Estate Listed for: $39,750,000

Royal Ranch Home Situated on 504 acres in Snowmass Village, Colo., the three-level, 23,000-square-foot main home is complete with four bedrooms, six full baths, six half baths, formal and informal living rooms, an indoor spa, game room and three-tiered theater. The property is part of a compound that includes a guesthouse, barn, pastures and ponds. Consider yourself a nature enthusiast? The majestic outdoor spaces, complete with fre pit and a woodburning freplace, combined with the expansive open sky views set the tone for a romantic’s luxurious dream.

The 2,680-square-foot guesthouse features two bedrooms, two and a half baths, a wood-burning freplace and a 503-square-foot two-car garage for your guests’ rides. Are you an equestrian at heart? Enjoy private horseback riding on your own terrain! The two-level barn features 5,232 square feet with fve horse stalls, a washing stall, riding arena, bathroom and two additional bedroom suites. Listed by: Craig Morris, Aspen Snowmass Sotheby’s International Realty Listed for: $50,000,000

Adam Levine Sells Hollywood Hills Home Maroon 5’s frontman, Adam Levine, recently sold his home in the Hollywood Hills for more than $3.5 million. The home, which was sold as a pocket listing, includes two freplaces, a home gym and theater. Outside, the half-acre lot includes an outdoor freplace, a swimming pool and a guesthouse.

Levine, currently a coach on “The Voice,” purchased the property in 2005. Instead of calling the space home, he rented it out for an impressive $10,000 per month. Listed for: $3.55 million

Scarlett Sells Condo for Half a Million Actress Scarlett Johansson, of “Lost in Translation” and “The Avengers,” recently sold her Hollywood condo for $470,000. The two-bedroom unit spans 1,148 square feet, and the building includes a doorman, swimming pool and gym. Johansson, who will star in 2014’s “Captain America: The Winter Soldier,” purchased the space in 2003 for $372,000. Listed by: Daniel Lam, Sotheby’s International Realty. Listed for: $470,000

Olivia Wilde Lets Go of Los Feliz Listing Actress Olivia Wilde recently sold her Los Angeles Spanish villa for more than $2 million. The home, located in Los Feliz, was built in 1929 and features a screening room fully equipped with a bar, a library and French doors. The property has four bedrooms and 3.5 bathrooms spread out over 3,284 square feet. A royal ranch ft for nature lovers and horse enthusiasts.

44 September 2013 RISMedia’s REAL ESTATE

Listed by: Judy Cycon, Rodeo Realty; Harriet Cameron and Nikki Joel, Prudential’s Sherman Oaks offce Listed for: $2,190,950


{RISMedia’s Great Spaces}

Olivia Wilde’s Spanish villa recently sold for just over $2 million.

Photo Caption

Strokes Star Steps Out of Studio City Rocker Nick Valensi of The Strokes and his wife, talk show host and actress Amanda de Cadenet, have listed their Studio City home for $1.799 million. Despite the LA location, the home has a New England feel, with an open kitchen overlooking the family and dining room. The fvebedroom home was originally built in 2009, and the couple purchased it in 2011 for $1.3 million.

The warm country kitchen of Strokes guitarist Nick Valensi’s Studio City home.

Listed by: Craig Knizek, The Agency Listed for: $1.799 million

RISMedia’s REAL ESTATE September 2013 45


Knowledge, Awareness and Empowerment Are Keys to REALTOR® Safety by Bob Goldberg

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as REALTORS®, your agents are faced with potentially

8When showing a property, always leave the front door unlocked for a quick exit while you and the client are inside. As you enter each room, let your client walk in frst.

risky situations every day.

Meeting new clients, showing homes, and even walking to your car at night can be dangerous.

8Park at the curb in front of the property rather than in the driveway. You will attract much more attention running and screaming to the curb area. It is much easier to escape in your vehicle if you don’t have to back out of a driveway. Besides, parked in a driveway, another vehicle could purposefully or accidentally trap you.

It’s essential that you and your agents develop and maintain safe office procedures to make safe decisions and know how to react when confronted with trouble.

Safety at the Offce Offce hours vary for everyone. Sometimes you or your agents will be in the offce alone. Precautions can be taken at the offce to not only safeguard your business’ personal property but your own personal property as well. 8Post a staff schedule so that you and your agents know who will be in

46 September 2013 RISMedia’s REAL ESTATE

8Let someone in your offce know where you’re going, for how long and how to get a hold of you, and if possible with whom. This ensures that if you don’t check in, someone will be able to contact you. 8Check your cell phone’s strength and signal prior to showing a home. Make sure you have emergency numbers on speed dial.

t’s an unfortunate reality—

With knowledge, awareness and empowerment as the basis for its ongoing efforts to keep members safe, the NATIONAL ASSOCIATION OF REALTORS® (NAR) designates September as REALTOR® Safety Month, and offers REALTOR® Safety materials for use throughout the year, highlighting safety at the offce, with clients, and online. Here’s a sampling of some of the many strategies that will help keep you and your agents safe in a variety of settings.

initially in your offce if possible.

the offce and when. 8Keep personal information private. Avoid discussing where you live, after-work or vacation plans in front of potential customers. 8When you’re at the offce, have a visitor log book and have each potential client fll out a customer identifcation form. Remember to also check their ID. 8Never let on that you are alone in the offce. Say something like, “My supervisor will be right with you and should be able to assist you.”

Safety with Clients Real estate agents number among those professionals whose business involves dealing with unfamiliar people on a daily basis. So it’s crucial that your agents be mindful of strategies for meeting unknown clients for the frst time. 8Ask the prospect to meet with you

Safety Online More and more work is being done online. Emails, texts and social media are all ways to keep in contact with clients and to recruit new clients. Because of this you or your agents may have connections with people that you don’t really know. Steps can be taken to help you and your agents from exposing personal information and data. 8Keep business separate from your personal life online. Set up separate personal and business accounts on Facebook, Twitter or any social media sites. This will help protect your personal photos, posts and other information from people you don’t know. 8Make sure passwords are not easy to crack. Don’t use things like your birthday, a family member’s birthday, your last name, or a street name. Effective passwords have at least one


Free, Live Safety Webinar on September 5 Be sure to register for the free REALTOR® Safety webinar, Learning to Remove Dangers and Work Safely at REOs and Foreclosures, presented by safety expert Tracy Hawkins. The webinar takes place September 5 at 11:00 a.m. Eastern Time. Hawkins will provide strategies and contingency plans to maximize safety while showing properties, hosting open houses, or evaluating REO, foreclosures and distressed properties. And, if you’re unable to make it, look for the download version available September 9. It’s important that you and your agents keep safety top of mind throughout the year. Learn more safety strategies and view tools and resources available from NAR at www.REALTOR.org/Safety, including: 8Webinars on REALTOR® Safety, presented by industry experts. 8Quarterly safety messages focusing on seasonal tips for on the

job and at home, sent to Associations and brokers to share with members.

special character and one capitalized letter. The harder you make it for the hacker, the more likely they are to leave you alone. 8Checking in to places has become very popular, but as a REALTOR®, you and your agents should be careful about checking in. Would-be thieves can follow you and determine if you’re alone or not. 8Scam artists “phish” for victims’ information by posing as representatives of banks, stores or government agencies via email. Don’t respond to a request to verify your account number or password. Don’t give out personal information. Legitimate companies will not request this kind of information in this manner. RE

8Safety presentation materials and offce forms for REALTORS®

Bob Goldberg is NAR Senior Vice President, Sales & Marketing, Business Development & Strategic Investments, Professional Development and Conventions.

and clients.

or


48 September 2013 RISMedia’s REAL ESTATE

Left to right: Glenn Gardner, Crystal Gertrude Gardner and Glenn “Chip” Gardner onsite at New Orleans’ landmark live oak tree.


Everything Old is

New Again

Staying Close to Its Roots Yields New Success for Time-Honored New Orleans Company by Barbara Pronin early every real estate company in the nation felt the pinch of the last slump. But for one respected New Orleans-based company, it was part of a double whammy, coming as it did on the heels of Hurricane Katrina.

N

and support staff numbering 800-plus in 24 neighborhood offces. The company last year sold more residential units than any other company in the combined metro New Orleans and Mississippi Gulf Coast market. It has expanded both its luxury home and asset management/ REO service divisions, spiced up its marketing, and strategized technology and social media platforms that mark it as an industry innovator—all the while maintaining its branded reputation as the caring, locally-owned home team. “We are enhancing our one-stop shopping services to add value for our customers and our agents,” Chip Gardner explains. “Our affliated Movement Mortgage company is the only one in the nation with the ability to get seven out of 10 loans closed, usually within seven business days.” While the company still does a fair share of the traditional print, radio and television advertising it is known for in the local area, Crystal Gardner, whose middle name honors her great grandmother, has revamped the company’s marketing strategies in the digital and social media space. “Video is the future,” says Crystal Gertrude Gardner.

It might have been enough to spell disaster for a company with a lesser backbone, but for GARDNER, REALTORS®, an independent company with a family culture now in its fourth generation, it was a clear signal to hold tight and go back to its 70-year-old roots. “We were forced to increase our operating effciencies,” says the company’s vice president of Special Initiatives, Glenn “Chip” Gardner. “But Great Grandmother Gertrude Gardner, who was known locally as the ‘Grande Dame of Real Estate,’ founded this company in 1943 with a simple, threeGlenn Gardner, Sharon Gardner, Barbara Blades, Norris Songe part philosophy: Follow the Golden Rule; be a catalyst for positive change; and make your community a better place. That home-grown way of doing things, and our long history of integrity, reliability and unparalleled service, saw us through the tough times and positioned us for the new wave of growth we are experiencing today.” The Gardner real estate family, under the executive team leadership of Barbara Blades, Norris Songe, and Sharon and Glenn Gardner—as well as their children, Chip and Crystal Gertrude Gardner—leads a sales force

Continued on page 51

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Dell G p

fo ate by Maria Patterson hile implementing the right technology strategy is essential els conduct business more effciently and effectively.

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Maria Patterson: For start bout your role at Dell. David Rodriguez: I started with Dell in 2002 after several years in the fnancial services industry. During my tenure at Dell, I’ve held several diverciency. MP: Generally speaki t developments in technology? DR: Technology is changing, innovating and improving all the time. Outdated tech er events. RE For more information, please visit www.dell.com/nar.

50 September 2013 RISMedia’s REAL ESTATE


Continued from page 49

“We have a dynamic Facebook presence, an interactive “The market has turned a corner,” Glenn Gardner redaily e-newsletter, and our own video studio that pro- ports. “Inventory is tight, rates are still attractive, and duces marketing clips, ‘A-Minute-With’ informational and buyers who have been standing on the sidelines for a ‘What’s New’ video segments, a variety of community while are now jumping in. Everyone is busy, and as a service videos and a Sunday morning TV home show.” result, we’re seriously recruiting.” The idea, notes Glenn Gardner, Chip’s father and the “Fortunately,” Chip Gardner adds, “we are seeing a company’s president of Operations, is to combine the fight to quality these days—both new and experienced dynamics of new media marketing with the tradition agents who want to work for a company with generations the company has maintained as the region’s caring, of proven results. So we’re attracting the kind of people full-service real estate company. “For four generations, who believe, as we do, that exceeding the expectations we’ve been the home-grown, locally-owned, internation- of our customers and giving back to our communities are ally known real estate company making home and in- all in a day’s work.” vestment dreams come true,” he says. What’s the state of the local market? “We’re attracting “That’s a principle we’ll never change.” “It’s a seller’s market,” Glenn GardAs part of the effort to be a good ner confrms. “Pending sales and closthe kind of people neighbor, GARDNER, REALTORS® has ings are up, and multiple offers are bewho believe, as we stepped up its commitment to go coming the norm in many areas.” do, that exceeding green. In all, it’s a time of opportunity for a “We’ve implemented an integrated company that has demonstrated over the expectations of paperless transaction management the years that it can weather any type our customers and and digital signature platform comof storm. “If there’s one thing we’ve giving back to our pany-wide that results in increased learned,” Chip Gardner says, “it’s that service, productivity and risk manage- communities are all in we do our best work when we go back ment,” Chip Gardner explains. “We are to our independent roots. Today, as a a day’s work.” selectively choosing strategic business member of Leading Real Estate Compartners who join us in our long-term panies of the World®, we can follow the – Glenn “Chip” Gardner, vision to provide agents with the fnest vision inspired by our founder.” VP of Special Initiatives, business platform in the region in the In the immediate future, he adds, GARDNER, REALTORS® most eco-friendly manner.” that means growing and strengthening Also woven into the family root structheir markets and ensuring their techture is the concept of “showing some nological innovation. Gardner Love”—a company-wide community outreach The company has attracted merger opportunities beand philanthropic program that stems from Gertrude fore, and they will again going forward. But the focus toGardner’s social service work to fnd homes for the day is on maximizing the Gardner family legacy; using needy during the Great Depression over seven decades their size, reputation and resources to maintain their poago. The concept is embraced today by the current team sition as the go-to real estate company in Metro New Orunder the auspices of the Gertrude Gardner Foundation. leans, Greater Baton Rouge and Southern Mississippi— “Through the efforts of our agents and staff, we sup- and doing their best to give back to those communities port more than a dozen local and national non-proft or- in ways that make the world a better place. ganizations,” says Crystal Gertrude Gardner. “Our GARD“We don’t necessarily feel the need to be the largest,” NER ‘Sold Dome’ mascot represents our playful side Chip Gardner maintains. “But we do feel the need to be in the community—the side that stuffs backpacks for the best.” foster kids, dresses up to raise funds for cancer and AlThe family was photographed together recently at the zheimer’s research, and pounds nails into homes for the site of a landmark New Orleans live oak tree. Preservation Resource Center. We support the causes “The tree dates back to 1683, and it’s fourishing after that are meaningful to our agents—like the local shelter, 330 years,” Glenn Gardner notes. “Like this fne oak, so that everyone has a place to call home. It’s as much with its deep roots, GARDNER, REALTORS®plans to keep a part of our company culture as keeping our offce doors on growing to serve future generations.” RE open and calling everyone by their frst names.” These days, there are more frst names being added as recruiting reaches peak levels. For more information, please visit www.GardnerRealtors.com. RISMedia’s REAL ESTATE September 2013 51


{Trending}

by Andrew King

O

ne of the hottest trends in American real estate right now isn’t coming from America. It’s the millions of new Chinese buyers that are investing in residential properties here in the USA. They’re wealthy. They’re motivated. And they’re very savvy when it comes to buying real estate. Consider the following statistics from China-based global real estate listing site, Juwai.com: 8 Chinese are so eager to invest in North American property that sometimes they bring the money with them on the plane. Last summer, a Chinese man was stopped at the airport for having around $177,500 in hundred-dollar bills stuffed in his wallet, pockets and under the lining of his suitcase. In the U.S., Chinese citizens are the top source of airport cash seizures after Americans. 8 Chinese are the world’s fastest-growing property buyer demographic. They spent $7.2 billion on overseas property in 2009. This is projected to climb to $114 billion by 2015. 8 One-third of Chinese millionaires have assets overseas, and real estate is their preferred asset type, according to research by the Hurun Report. 8 China’s economy is still thriving. The country is minting millionaires at a rapid pace. The pool of high net-worth individuals (HNWIs) in China is expected to expand at a 20 percent compound annual growth rate in the next three years, according to McKinsey & Company. That said, reaching the Chinese buyer of American real estate isn’t as easy as listing your property online or buying an advertisement in a Chinese magazine. “Advertising doesn’t bring the return,” says Pauline Ha, a Chinese-American real estate agent with Better Homes and Gardens Real Estate Mason-McDuffe in San Francisco. “In Chinese culture, you have to build a relationship frst.”

52 September 2013 RISMedia’s REAL ESTATE


Ha advocates a strategy that puts customer service up front and center, working hard to satisfy the needs of all foreign buyers and catering to her clients as well as their family members. Her company has been ramping up its sales force and marketing initiatives to attract foreign buyers. “We have a very active market,” says Ed Krafchow, chairman of the board, Better Homes and Gardens Real Estate Mason-McDuffe. Business has been particularly booming around college communities as immigrants look to put down roots where a child might be getting an American education, or many try to move to ethnic neighborhoods where they may know people or be more familiar with the local scene, Krafchow explains. According to Juwai.com, other reasons the Chinese are attracted to the U.S. real estate market include: 8A full 57 percent of rich Chinese have contemplated emigration. Some 20 percent have actually already gone through immigration procedures in countries like Australia, or will soon. 8They want to diversify their risk. By investing in North America as well as at home, they avoid losing everything if one property market or the other goes down. 8One risk Chinese face at home is the possibility of new regulations or taxes that reduce their wealth. Some also worry about social unrest. Riots, strikes and protests recently doubled over the last fve years to 180,000. From a broker’s perspective, a lot of the challenge in courting the Chinese buyer comes down to the language barrier. “I advise agents that if they don’t speak Mandarin, get an interpreter— you have to understand the market,” says Krafchow. “We’re very fortunate in my company because we speak 40 different languages.”

In the San Francisco area, Krafchow estimates that foreign buyers comprise 20 to 30 percent of the market right now, an increase of 300 to 400 percent from where it was 10 years ago. A lot of the surge in foreign—particularly Chinese—interest in American real estate comes from the emergence of the nation’s middle class and the explosion of the Chinese Internet, particularly social media. The Internet in China, though, isn’t the simple communication tool we’re used to when it comes to domestic marketing. When communicating digitally, the Chinese government regulates communications—and it’s even stricter for content that comes in from overseas. “There is a great frewall in China, and it’s nothing like what we’ve experienced before. It is sexy and advanced. It’s a real living, breathing thing,” says Andrew Taylor, Co-CEO of Juwai.com. The system blocks content that comes from certain applications such as YouTube or Twitter. Even The New York Times is blocked before it can get to Chinese computers, Taylor says. To make sure their content gets through the “great frewall,” American brokers need to know what programs are compatible. There’s also the matter of where the content is coming from. Sites that are hosted overseas—even if they’re on a compatible system and software—will take much longer to load in China because of all the government’s flters. According to Taylor, some of the approved pages could take 10 to 15 minutes to load, and Chinese buyers won’t wait that long. The best solution, he says, is to fnd a local site in China to host your American listings. Then, of course, it all comes back to the language barrier. While many American real estate agents

use translating machines to create Chinese language content, Taylor warns that they’re not always accurate and could mistranslate the meaning of what the agent is trying to express, prompting regulators to assume the agent is trying to mislead their citizens. “For a broker to put a listing through a machine translator, you’re putting your broker license in jeopardy,” Taylor advises. “Make sure you’re hosted in China for speed, and make sure you’re speaking the right language.” According to Taylor, these strategies go a long way toward a broker’s credibility, and in China, credibility goes a long way toward business. “Chinese buyers often take a lot of time to research the market, a given property and the agency involved,” he says. “Once they fnd what they want, however, they can move quickly.” Taylor adds that American real estate agents can get more bang for their buck by marketing to wealthy Chinese buyers. Trying to reach the whole country on the Internet would not be an effective strategy, he warns. “Asia has more high net-worth individuals than any other part of the world, but people on the average income won’t be able to buy your property,” explains Taylor. “Focus your efforts on the high net-worth Chinese. They often make multiple purchases over a short period of time. RE

Andrew King is an award-winning journalist with 15 years of experience with the Gannett newspaper company, appearing in The Journal News (Westchester, N.Y.), Asbury Park Press and USA Today. He also contributes to The Real Deal, TheLadders.com and TechPageOne.com. RISMedia’s REAL ESTATE September 2013 53


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{Broker Best Practices}

Down to a System by Maria Patterson

Randy Durham Broker/Team Leader, CRS, ePro, CDPE Keller Williams Realty, Chattanooga, Tenn. Years in real estate: 19 Number of offces: 1 Number of agents: 115 Team members: 8 Regions served: Greater Chattanooga, Tenn., and Northwest Georgia According to NAR research, 42 percent of all homes purchased in the U.S. were found by the buyer searching online. But when it comes to Internet leads, some agents say they are too diffcult to convert, while others rely heavily on them. What’s your take? Agents get a lot of different calls, emails and Internet leads. They tend to cherry pick who they will respond to and have a preconceived idea that an Internet lead is not as important as a person who is asking to go look at a house. But I got a million-dollar deal because I answered an Internet lead right away—a guy in his car, driving up from Florida on his way to Chattanooga. If you’re dealing with a high caliber lead-generation program, you’ll fnd more serious and savvy buyers that are ready to react. What holds agents back when it comes to converting online leads? The No. 1 reason we drop the ball is that we don’t respond as quickly as possible. Agents are out showing houses all day and then at midnight, they’ll respond to leads. So they’re responding hours later instead of minutes later. You need to connect with that buyer while they’re still in front of the computer in search mode. Also, with Internet leads, the most important thing is to establish rapport and a relationship. You can’t take a hard-sell approach.

How do you stay in touch over extended periods of time? We use Top Producer to keep in touch through automated emails. You defnitely want to have a drip campaign in place with valuable messages, such as, “don’t forget to get prequalifed” or “be sure to schedule a home inspection.” We send people a Market Snapshot through Top Producer (an automated market condition report that shows what is selling in the neighborhood and how market conditions are changing). We also have a product called TigerLead to send out listings that meet their criteria. TigerLead allows us to set up a search based on a person’s specifc criteria and then follow what they’re looking at, so we can personalize the interaction and not just be a REALTOR® who’s out there ready to pounce. Do drip-marketing and automated email programs negate the need to call prospects by phone? Nothing can replace personal communication. And there are certain things you can’t communicate in an email, so I try to solicit a phone call in a variety of ways, such as trying to fnd them on Facebook—that way we can send them a message asking for their full contact information. Also, if someone is asking about a specifc property, I’ll send them an email that says, “I have some information for you but I’m driving for the next couple of hours, so please provide a number so that I can call you to discuss.” How many leads can realistically be managed at once? The key to handling a high volume of leads is establishing the best possible system and then making sure you embrace that system. We deal with 400–500 leads per month. There is no way an agent can respond to such a high volume of leads without a systemized program. Top Producer provides our contact management and our drip campaign. I’ve used Top Producer since I started in the

RISMedia’s REAL ESTATE September 2013 55


business and every lead is entered there. We also use it for follow-up campaigns for all past clients and all our listing clients. There’s no way to manage a high volume of listings or buyer leads if you don’t have some sort of contact management system that reminds you to make the phone call, send the letter, take off the lock box, etc. How much of your time is spent prospecting? I time block prospecting for four mornings a week and two evenings a week—an hour at a time. I use the Top Producer mobile app and do it all from my iPhone. I have all my prospects categorized, I pull them up, hit call, and then the app allows me to add notes about how the call went. What advice would you give to new, inexperienced agents? I encourage anyone to seek all the education they can. Participate in webinars that help train you on how to use the products you’ve invested in. You should never get to the point in your career where you think you know everything, because as soon as you do, things will start changing.

Exceeding Expectations in a Comeback Market by Nick Caruso

Pat Kelly General Manager, Arizona; Managing Broker of Gilbert, Ariz. Realty ONE Group Gilbert, Ariz.

Jim Sexton Designated Broker, Arizona; Managing Broker of Paradise Valley, Ariz. Realty ONE Group Paradise Valley, Ariz.

56 September 2013 RISMedia’s REAL ESTATE

Region served: Phoenix metro area Years in real estate: Kelly, 15; Sexton, 33 Number of offces: 5 Number of agents: 1,550 and counting Motto/work philosophy that you live by: PK: Exceed expectations. JS: Provide top notch service to your clients. This includes agents, buyers and sellers. What is your top strategy for closing a transaction? PK: Communication. Almost all problems in a real estate transaction could have been avoided with better communication. JS: I tell agents to pay attention to the details. Each transaction has a slightly different sequence of details and events, making it crucial to pay attention in order to avoid surprises and get it closed. What demographic segments are driving your business today? PK: The Phoenix market is very diverse. People move to Phoenix from all over. Investors have had a major impact in our market over the past few years, but it looks like we may be transitioning into a more traditional market where frst-time buyers make a comeback and play a bigger role. JS: With the number of agents we have, we’re probably hitting all of them—investors, frsttime homebuyers, normal and equity sellers. Boomerang buyers are also coming back into the marketplace. How does your company make its agents’ jobs easier? PK: Realty ONE Group provides a full-time, non-competing broker in each of our offces to assist our agents. We also provide our agents with technology-based tools, allowing them to be more productive. JS: We have a transaction management system that is intuitive, allowing agents to easily manage their fles wherever they are. We


also have an intranet that contains company forms and resources, which acts as our information center. In addition, we have broker support in each of our offces that serves as the agents’ frst point of contact for any of their questions.

How are you capitalizing on this trend? By constantly reminding our agents to contact their database of clients they have worked with in the past that may have wanted to move over the last few years but couldn’t because of pricing or their lack of confdence.

What is the most signifcant trend positively affecting your business right now? PK: Boomerang buyers who are currently renting because they had a short sale or foreclosure in the past 2–3 years but are now eligible to purchase again. JS: Low interest rates. The fact that interest rates are going up a little creates a sense of urgency among buyers. Even though prices have increased 25 percent in the past 12 months, it’s still an affordable market. We’re in a recovering market, but if you wait another year or two, you might be kicking yourself.

What demographic segments are driving your business today? Move-up and frst-time buyers are a large part of our business today. When it comes to working with these two demographics, we’re focusing on reaching out to past clients and encouraging them to let anyone they know who may be interested in getting into the market that now’s the time to do it since prices and interest rates are starting to go up.

Keeping a Pulse on Today’s Market by Paige Tepping

Tim Binning Broker/Owner RE/MAX All Pro Bloomingdale, Ill. Region served: Chicago Years in real estate: 22 Number of offces: 3 Number of agents: 75 Favorite relationship-building strategy: Asking questions What is the most signifcant trend positively affecting your business? The fact that our market has fnally turned the corner, putting us in the midst of a seller’s market. When it comes to market activity, and demand itself, it’s a lot higher than it was a year ago.

What is one of the challenges your market faces and what are you doing to overcome it? The biggest challenge we face has to do with our low inventory levels. We’re working closely with buyers and using technology so that when a listing that matches their criteria comes on the market, it is instantly sent to them. In addition, we’re advising buyers to get out and look at properties if they see something that catches their eye. How do The Real Estate Book and RealEstateBook.com work into your overall marketing strategy for your own brand and for your listings? Not only is The Real Estate Book a well-known brand in our marketplace as far as print, they also have an excellent online presence. The fact that The Real Estate Book is so widely known in our marketplace goes a long way toward showing our sellers that we’re covering all the bases when it comes to marketing their homes through both print and online. The Real Estate Book also utilizes technology that enables prospective buyers to send a text for additional information on a particular home, providing an instantaneous way to gather pertinent information. RE

RISMedia’s REAL ESTATE September 2013 57


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{Strategies}

Real Estate’s Best Back-up Plan COVERING YOUR BASES WITH AMERICAN HOME SHIELD by Nick Caruso

A

lthough different regions may certainly vary in the state of Texas, it’s almost standard for home warranties to be a part of a real estate transaction. And why wouldn’t they? What homebuyer wouldn’t view an included home warranty as the “cherry on top” of an already exciting purchase? With a home warranty, homeowners can rest assured that if a major home system component or appliance breaks down or needs servicing, the repair or replacement may be covered. For new homeowners, this extra perk is a nice security blanket at a time when a lot of money is being put on the table. “I would say about 95 percent of all transactions, particularly when I’m representing the buyer, have a home warranty attached,” says Jennifer Robertson, a REALTOR® for Better Homes and Gardens Real Estate David Winans & Associates in the Dallas/Fort Worth area of Texas. “Even when I’m representing the seller, we are usually providing a home warranty at the buyer’s request. I would say 95–98 percent of the time, it’s of all transactions have a included as part of the home warranty attached. contract.” Robertson has been with David Winans & Associates for the last 12 years. Three years ago, right around the time the company franchised with Better Homes and Gardens, she made the decision to partner with American Home Shield, an industry leader with more than 40 years of experience. Since then, Robertson has been including home warranty plans in most of her transactions, helping her better serve both her buyer and seller clients. “AHS is the largest company, and they have the best resources. When it comes to giving a sense of security

95%

to a client buying a new home, American Home Shield is there.” According to Robertson, home warranties are a point of comfort and “the frst line of defense” if something in the home goes haywire. “It’s certainly the frst stop to make when working through an issue,” she says. In one case, Robertson had a client with a hot water-heater issue shortly after they moved into their new home. It was determined that the tank was propane fueled as opposed to natural gas. Thanks to Robertson’s contact at AHS, the team became very involved to make

“Even when I’m representing the seller, we are usually providing a home warranty at the buyer’s request.” – Jennifer Robertson, Better Homes and Gardens Real Estate David Winans & Associates

sure the contractor had the ability to work on a propane fuel hot-water tank, and they continued to work until the issue was resolved in a timely manner. When asked about her favorite aspects of working with the company: “I think it’s the support that I get at the local level. Every time I call my local sales rep, Mary, whether I have to escalate something, or if I need help getting a product ordered, I never get the feeling that I’m bothering her. I feel like when I have somebody that’s a part of my team, I want them to respond how I respond, and Mary does that. I know that if my client comes to me, and I go to her, she’s going to support us.” The AHS team is also willing to go the extra mile. Whenever Robertson needs assistance putting together marketing tools for a home or additional help promoting the benefts of a home warranty to a buyer, AHS is there and ready to lend a hand. “There are many more success stories, and I’m very proud to work with American Home Shield,” says Robertson. “I don’t always get the answer that I wish I could have, but at the same time, I’m certainly provided with reasons an item isn’t covered, followed by any options a client might have…and it’s always great to have options.”

For more information, please visit www.ahs.com/realestate. RISMedia’s REAL ESTATE September 2013 59


Bridging the Gap REALTORS PROPERTY RESOURCE® PROVIDES AGENTS ACROSS THE BOARD A ONE-STOP SHOP, CHOCK FULL OF UP-TO-DATE INFORMATION by John Voket

hen it comes to utilizing cutting-edge technology, today’s REALTORS® typically fall into three categories: tech savvy, old school and those somewhere in between. For John Connolly, vice president of SUCCESS!

W

Real Estate in Braintree, Mass., Realtors Property Resource® (RPR) is bridging that gap. According to Connolly, no matter how advanced or old school his team members are, they’re all tapping into RPR and utilizing the system with great success. Created in 2009, RPR is the largest database of parcelcentric property information in the industry. Closed to the public, RPR offers one streamlined system that REALTORS® can use based on their needs and the needs of their clients. Information from multiple sources is available, including public records and tax assessment info; liens, standalone mortgages and refnancing loans; school district data, reviews, test scores and more. REALTORS® can also use the system to produce geospatial imagery, heat maps, historical property information and photos. And it is available to every NAR annual dues payer. Before bringing RPR into his company, Connolly’s agents were going through all the local public listings separately, sometimes clicking on dozens of different sites in hit-or-miss fashion to compile the data they needed for reports or for prospective buyers. “But now, with RPR, all the info is one click away,” says Connolly. “It’s right in front of you.”

Having caught wind of RPR at a 2008 National Association of REALTORS®conference, Connolly has watched the program grow from its roots to where it stands today. “We watched the team develop RPR and work out all the bugs, and we’re blown away by what the system offers,” he adds. “We do an RPR training every six to 10 weeks with a special training director we’ve appointed,” says Connolly. “When we show the team all the reports they can produce and all the information that’s one click away, even our most seasoned agents see the value in it, and they don’t have any problems learning how to use RPR.” In fact, Connolly himself has made a great impression on his clients by utilizing the system. “I recently had a woman come through an open house ready to make an offer. By pulling up RPR, I was able to provide her with the information she was looking for pertaining to the neighborhood, local schools and average sales price within about 15 minutes.” “When we show the team all the reports they can produce and all the information that’s one click away, even our most seasoned agents see the value” – John Connolly, Vice President, SUCCESS! Real Estate

Additionally, Connolly says that RPR’s mapping features are very popular among both himself and his agents. Whether it’s searching for a home that cuts down on commute time, or a place that doesn’t exceed a maximum distance from a child’s school, RPR has the team at SUCCESS! Real Estate covered. In the end, when it comes to summing up the system’s value and ease of use, Connolly compares RPR to another tool most folks use every day. “I say RPR is the next most important tool to GPS,” he concludes. RE For more information, please visit www.narrpr.com.


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REALTOR® Safety Solutions from NAR’s REALTOR Benefts® Program Commentary by NAR’s REALTOR Benefts® Team

S

eptember is REALTOR® Safety Month, and the perfect time to think of small steps you can take that can help protect your personal safety on the job, secure your personal information as well as your clients’ data and belongings. The REALTOR

Benefits® Program, NAR’s official member benefits program, is the perfect resource for unique solutions to improve all aspects of safety for brokers and agents. “The REALTOR Benefts® Program gives NAR members exclusive access to a variety of special tools, products and services designed to grow their business, gain a competitive edge and save time and money,” says Bob Goldberg, National Association of REALTORS® (NAR) senior vice president, Sales & Marketing, Business Development & Strategic Investments, Professional Development and Conventions. “Designed with REALTORS® in mind, many of the Program’s offerings have an additional component: They are designed to keep REALTORS® safer, whether from identity theft, property loss or personal harm.”

Secure Technology Solutions Brokers and their agents are entrusted with a great deal of valuable personal information, including clients’ bank account numbers and identifers, which can be vulnerable to hacking and theft. Technology partners in the REALTOR Benefts® Program have safeguards you can use to keep this information secure, yet still readily accessible. For example, DocuSign is the real estate industry standard for eSignature and the global leader in eSignature transaction management. Its tech62 September 2013 RISMedia’s REAL ESTATE

nology exceeds national and international security requirements for esignatures—so your brokerage and your clients are protected while your agents send, sign, track and store documents in the cloud. www.DocuSign.com/nar relay®, an easy-to-use Internet tool for managing real estate transactions online, allows users to control visibility and access to vital transaction documents. And the real estate forms software, zipForm®6, offers integrated and secure real estate document storage. www.ziplogix.com In addition, DocuSign and zipLogix (zipForm®6 and relay®) are also NAR Strategic Investment Companies; that is, they are companies in which NAR has invested directly or through Second Century Ventures. This relationship helps to promote innovation in the real estate industry and enables the entrepreneurial spirit of real estate to thrive. As for e-mail communications, new Program Partner Rackspace® offers REALTORS®a trusted alternative to traditional but unsecure free e-mail accounts. This hosted e-mail service offers brokers the opportu-

nity to enhance their branding and professional appearance, and rest assured that sensitive data is protected. Plus, NAR members enjoy a discount on the service and will have access to their technical support teams 24x7x365. www.REALTOR.org/Rackspace And don’t forget to safeguard your hardware and software as well. Technology Program Partners Dell, Lenovo and HP can each provide you with the products you need to keep your electronics stored securely, including cases, locks and more—all at members-only prices! You can learn more about all of these companies and their technology solutions at www.REALTOR.org/programs/realtor-benefts-program/technology-tools.

Stay Safe Behind the Wheel—and at Home Still other REALTOR Benefts® Program Partners are keeping your personal safety in mind. For example, NAR members can take advantage of the 20 percent discount Sprint® offers on select, hands-free and wireless accessories that allow you to keep your hands on the wheel while you’re closing a deal. Sprint®


also offers the innovative Drive First app, which sends a driver’s calls to voicemail and silences e-mail and text alerts when a vehicle reaches 10 mph. Visit www.Sprint.com/nar for details. Long-time NAR partner Liberty Mutual® Insurance offers innovative car and home safety tips to help you stay safe. Review timely articles and quick tips on their page on REALTOR.org or search the Safe and Smart Living page. Visit http://www.libertymutual.com/safe-and-smart-living And fnally, you should always carry a charged phone in case of emergencies. REALTOR Team Store® offers NAR members 10 percent off on a REALTOR®-branded emergency mobile device charger—so you can be sure you’re never left with a dead battery. Purchase yours at www.realtorteamstore.com.

Safeguard Client Properties Not only do REALTORS® have to consider their own safety, they also have to be mindful of the security of their clients’ belongings and data, particularly during showings. Keep your clients’ property secure by using the SentriLock system. Designed for maximum safety, their NXT lockbox has passed North American security standards, and their SentriCard® automatically disables itself after a number of invalid authentication attempts. (SentriLock is also an NAR Strategic Investment Company.) Find out about these products online at SentriLock.com

Many More Members-Only Offers Online As you can see, REALTOR Benefts® Program partners are not only familiar with their businesses, they are also familiar with yours, and the challenges you face, including staying safe. Each partner company is carefully selected by NAR because of their commitment and dedication to the success of REALTORS® as well as their understanding of the unique needs of real estate practitioners. Interested in more details on the partners mentioned here? Visit www.REALTOR.org/RealtorBenefts or call 1-800-NAR-5233. You can also learn more about the products and services available from all of NAR’s REALTOR Benefts® Partners. RE Bob Goldberg is NAR senior vice president, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions.


Resources that can help build your business

Keep up with industry trends and find the tools you need to succeed at the Agent Resource Center. If you’re looking for information that can help you stay on top of today’s real estate market, visit the Bank of America® Agent Resource Center. It’s a quick and easy way to find resources that can help you manage and grow your business. At the Agent Resource Center, you’ll find: • • • • • • •

Market updates and newsletters Information about upcoming events Instructional videos, tip sheets and step-by-step guides Bank of America mortgage product and service overviews Training and resources for the short sale and REO process Information about affordable housing assistance programs An overview of strategic alliances and how they generate new business opportunities

The site is updated frequently, so you can easily get the most current industry information to help both buyers and sellers move successfully to their closing date.

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

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


{Life in Mobile}

Google Sides with Mobile Users by Seth Kaplan

T

here is no better place to be than at the top of Google’s search rankings; for marketers, it’s the Holy Grail. The key component in reaching that milestone is SEO (Search Engine Optimization), a process by which your site and content is ranked based on relevance. Now, with so much search traffc coming to Google from mobile devices, they are taking a frm stance on mobile SEO, and there is no question that they are standing on the side of the people. Google frst announced their Googlebot-Mobile for smartphones back in 2011; their engine that crawls and indexes sites as if it were a smartphone user. Since then, there have been a couple blog posts, but no frm lines had ever really been drawn in the sand on what will impact mobile SEO. That all changed recently when Google released a blog post announcing that it would begin demoting sites in mobile search results if

they are not mobile friendly or misconfgured. The move highlights the importance Google is placing on mobile users as the future of search and sends a clear signal to marketers that either they implement a mobile solution, or alter a current solution that does not meet their guidelines. The recent guidelines extend beyond just having a mobile optimized site and, for the frst time, go into de-

tail about implementation. The goal of the guidelines is pretty straightforward: Get mobile users to the piece of information they are looking for as quickly as possible. Google highlighted one of the more common changes/recommendations they suggest in their recent post. The frst is with regard to faulty redirects. This happens when a user is redirected from a desktop page to an irrelevant mobile page—we’ve all dealt with that frustration. The key here is to implement what we have referred to in the past as “deep linking,” which ensures all desktop pages redirect mobile users to the corresponding mobile page, thus getting the user to the exact piece of information they are looking for. In addition, they urge marketers to ensure that there are no page errors for mobile users and to test across multiple devices to ensure the highest level of usability. If you’ve spent time, energy and a vast amount of resources on climbing to the top of the mountain with a good SEO strategy, it would be a shame to see your work come falling down by not preparing for mobile SEO. Now that Google has drawn their lines in the sand—and clearly sided with ensuring a quality user experience—there isn’t much time left to get this right. Contact your mobile specialist today and ensure that your mobile assets are following Google’s guidelines for usability. To see how your site looks on a mobile device today, visit www.TestMySiteNow.com. RE Seth Kaplan is president of Mobile Real Estate. For more information, please visit www.mobilerealestateid.com. RISMedia’s REAL ESTATE September 2013 65


Dave Liniger, Chairman and Co-founder of RE/MAX

66 September 2013 RISMedia’s REAL ESTATE


STRONGER THAN EVER RE/MAX Helps Agents Stay Ahead in a Changing Market by Maria Patterson

R

eal

estate

agents

want

to

align

themselves with an organization that can help them stay ahead in an ever-

evolving market. With 40 years of success and continuous leadership behind it, RE/MAX is a perfect ft for many of them. Leadership. Guts. Passion. Drive. Heart. Agents with these qualities know how to get the job done, especially as the real estate market continues to improve. These agents get results for their clients. They like being in the driver’s seat and in control of their success. And they’re exactly the kind of entrepreneurs Dave Liniger, RE/MAX chairman and co-founder, wants—and has—in his organization. For 40 years, Liniger and his wife, Gail, have built a real estate empire on the simple notion that agents should be in business for themselves but not by themselves. The Linigers’ leadership has inspired legions of real estate professionals to look for opportunities amid the challenges. That’s why RE/MAX, a force of more than 90,000

agents in more than 90 countries, is so well positioned to help professional, productive real estate agents elevate their careers and capitalize on the positive momentum in today’s real estate market. Inspiration to All The RE/MAX story can’t be told without mentioning the leadership of Dave Liniger, one of the most vocal advocates on matters that improve the industry for professionals and consumers. After working as hard as anyone to help agents, brokers and distressed buyers and sellers through the diffcult days of the economic downturn, Liniger entered 2012 on an optimistic high note. He knew the recovery was beginning to gain steam. What he didn’t know was that he’d soon be fghting for his life. In February 2012, a life-threatening staph infection nearly killed him; on Valentine’s Day, he actually fat-lined for a short time. He endured months of hospitalization and multiple surgeries, partially paralyzed for much of the time. Told he might never walk again, the extremely active and tough RE/MAX leader fell into despair. Liniger ultimately leaned on the optimistic, goal-oriented mindset that had guided his own success, and that of RE/MAX. He knew he couldn’t give up, and shouldn’t give up, so he decided he wouldn’t give up.

RISMedia’s REAL ESTATE September 2013 67


From that point on, Liniger focused completely on recovery. He attacked physical therapy with his trademark tenacity. He set benchmarks and goals: If he could walk 10 steps, he could walk 100—and then 1,000. He struggled along the way, but kept moving toward self-suffciency. Finally, with limited mobility despite months of rehabilitation, he returned to work in July 2012. Fast-forward to the RE/MAX R4 Convention in February 2013 and an unforgettable Opening General Session. Liniger, who a year earlier had missed the convention for the frst time ever, appeared on stage and shared his story with a crowd of more than 7,000 RE/MAX Associates from around the world. When he fnished his emotional address, he stood up from his motorized wheelchair and, with only a cane, walked off the stage to a thunderous ovation—an electrifying moment in RE/MAX history. The overwhelming support for the RE/MAX leader at R4 confrmed that his struggle, detailed in his New York Times best-selling book, “My Next Step: An Extraordinary Journey of

Dave Liniger signing a copy of his New York Times best-selling book, “My Next Step: An Extraordinary Journey of Healing and Hope.”

68 September 2013 RISMedia’s REAL ESTATE

Healing and Hope,” was well worth the battle. “We all have moments in our lives when we have to choose whether to give up and admit defeat or press on. It could be a medical problem, the loss of a loved one, or a professional situation like the real estate downturn we all went through,” Liniger says. “The thing to always remember is that you can get through it. It’s not easy, but with the right attitude, determination and people around you, you can reach any achievable goal you set for yourself. “During the worst housing market in decades, our agents chose to get training on distressed properties and return to the basics that helped make them successful in the frst place. And they made it through. That’s one of the main things I love about RE/MAX people—they never, ever give up. They always fnd a way.” That top-down resiliency permeates the RE/MAX organization. A can-do confdence has always been a RE/MAX strongpoint, and it shows in the performance of the sales force, which has kept RE/MAX No. 1 in the United States since 1997 and No. 1 in Canada since 1987. The 2013 RISMedia Power Broker Report of the 1,200 largest U.S. brokerages that chose to participate provides a good snapshot of current trends. RE/MAX agents in the report averaged 16.8 transaction sides in 2012, more than double the 8.1 average of all others. No other national franchise topped 11. What’s more, when the 1,200 frms are ranked by transaction sides per agent, 90 of the top 100 are with RE/MAX. 40 Years of Success, Evolution In addition to the return of Dave Liniger, the 2013 R4 gathering also marked the 40th anniversary of RE/MAX. Other networks have come and gone over the past four

decades, but RE/MAX has pushed forward while staying true to its roots. “Our company is built on the strength of individual entrepreneurship and innovation,” he says. “Gail and I realized in the beginning that we would succeed only if our agents succeeded. A lot has changed in 40 years, and we’ve evolved with shifts in the industry, but what hasn’t changed is our core principle: attracting the best agents, and then supporting them, so they can deliver outstanding results to their clients.”

“I really don’t think an agent can thrive without a brand like RE/MAX behind them. We have so much excitement, energy and synergy in this company; I’d never consider leaving.” - Susan Coveny, RE/MAX Prestige, Long Grove, Ill. That principle drew Susan Coveny to RE/MAX more than two decades ago, when she was already a successful agent with more than 15 years of experience. Over the past 23 years, she has earned more than $20 million at RE/MAX Prestige in Long Grove, Ill., qualifying her for the RE/MAX Luminary of Distinction career award. During the downturn, Coveny went from about 24 closings per month to just two or three. But she didn’t give up. “It was my job to keep things going and get us through the hard times so we could be on top of the game when the market came back. And here we


helped RE/MAX lead the industry in professional designations and certifcations for many years, launched a revolutionary eLearning platform called MyRU in 2012. It delivers an interactive, multiplatform learning experience to RE/MAX agents on a 24/7 basis and further solidifes the network’s commitment to education. “The competitive advantages RE/MAX offers simply can’t be matched,” Kelly says. “The best part is that RE/MAX agents use them to build their personal business.”

Margaret Kelly, CEO RE/MAX

are,” says Coveny, who’s now felding more leads and business than ever. “I really don’t think an agent can thrive without a brand like RE/MAX behind them. We have so much excitement, energy and synergy in this company; I’d never consider leaving.” Innovation Leads to More Productivity With home sales and prices on a steady rise, the U.S. housing market has regained its glow, shifting from a buyer’s market to a distinct seller’s market. RE/MAX CEO Margaret Kelly, who appears regularly on national news programs to discuss housing trends and the market’s positive momentum, says it’s no surprise RE/MAX added agents in 2012 and even more in the frst half of 2013. “The agents who join us want the support, the brand name visibility and the credibility of the RE/MAX brand behind their business,” Kelly says. “Part of the reason RE/MAX appeals to so many entrepreneurs is because we’re always looking for ways—through technology, education, resources, advertising and more—to help them stand out and increase their business.” Innovations are the norm at RE/MAX. In the past 20 months, RE/MAX has rolled out three gamechanging websites: www.theremax-

collection.com, a luxury-home search site; www.global.remax.com, for international property searches using local languages and currencies; and www.remaxcommercial.com, the RE/MAX commercial property search portal. The new sites fortify an already vibrant web presence centered on remax.com, which attracts about 50 million visits each year and was ranked by Hitwise as the industry’s top franchise site in terms of annual traffc in 2012. Since 2006, the site has delivered more than 12 million—and counting—referral-fee-free leads to RE/MAX agents. National advertising is another longtime RE/MAX strength that benefts every agent. As competitors have cut back or eliminated national advertising, RE/MAX keeps investing in it—and the results are telling. In a recent MMR Strategy Group survey that asked U.S. and Canadian homebuyers and sellers to name a real estate brand, RE/MAX was mentioned more than any competitor—and named frst more than any other company. That brand awareness is powerful. When people see a RE/MAX ad, they think of the local RE/MAX agent they know or have heard of. Education provides a different kind of edge. The award-winning RE/MAX University, which has

Forging Their Destinies Many RE/MAX agents embrace the resources and transform them into more business, more profts and, most importantly, more happy clients. Georges Bardagi is a perfect example. Bardagi, a Team Leader with RE/MAX du Cartier in Montreal, Quebec, has been an elite producer for two decades. He started his career at RE/MAX in 1991 and kept fnding new reasons to stay. Over the years, Bardagi has succeeded in great markets and in bad ones. Right now, Montreal is riddled with for-sale-by-owner listings, all organized on a regional website that poses a unique challenge to his business. When Bardagi approaches those sellers, who are often

“RE/MAX has 40 years of support and results behind it, and nothing beats that. I never have to sell the brand; I only have to sell my team’s abilities.” - Georges Bardagi, RE/MAX du Cartier, Montreal, Quebec RISMedia’s REAL ESTATE September 2013 69


“What I love about RE/MAX is that you’re in charge of your own value proposition.” - Ryan O’Neill, RE/MAX Advantage Plus, Lakeville, Minn. frustrated after months of no activity, he’s backed by the brand locals know and trust. “RE/MAX has 40 years of support and results behind it, and nothing beats that,” Bardagi says. “I never have to sell the brand; I only have to sell my team’s abilities.” That’s not a problem for Bardagi, whose team has closed more than $70 million in sales so far this year. “At the end of the day, if you have a great brand but the agents don’t provide great service, business will suffer,” Bardagi says. “RE/MAX agents are the best. People know they can trust us to do a great job.” That’s wisdom Ryan O’Neill can agree with. In 2012, he was the RE/MAX system’s No. 1 Team Leader worldwide for transaction sides. O’Neill, 38, represents the next generation of RE/MAX agents: young, tech-savvy, and as driven and passionate as their predecessors. Like Bardagi, Coveny and thousands of other RE/MAX top producers, O’Neill uses the tools—remax.com, LeadStreet (a management system for free remax.com leads), RE/MAX University, etc.—and forges his own destiny. “What I love about RE/MAX is that you’re in charge of your own value proposition,” says O’Neill, who leads the 50-agent real estate team with RE/MAX Advantage Plus in Lakeville, Minn. “I offer an environment that fosters happiness, rewarding work,

70 September 2013 RISMedia’s REAL ESTATE

and the ability to generate new leads and business. The market is always evolving, so we have to work hard to stay ahead of what’s going on.” O’Neill’s market didn’t experience the crash other metro areas did across the U.S., but low inventory and strong buyer demand is creating a different kind of challenge for his team members. Being with RE/MAX reinforces their credibility with consumers and instills confdence in their ability to overcome

any obstacle. It’s really no secret why agents like O’Neill are successful at RE/MAX. They have the drive to go the extra mile, and they’re willing to work hard and do whatever it takes to make their clients happy. At RE/MAX, they’re in control of their results—and that’s just the way they like it. RE For more information, please visit www.remax.com.

RE/MAX Balloon Celebrates 35th Anniversary It’s one of the most recognized corporate symbols on the planet, and understandably so. At seven stories tall, the RE/MAX Hot Air Balloon grabs attention wherever it fies. In October, RE/MAX will mark the 35th anniversary of its iconic balloon. First introduced at the Albuquerque International Balloon Fiesta in 1978, the balloon perfectly represented the RE/MAX network’s “Above the Crowd” commitment to quality. Today, the nearly 120 RE/MAX Hot Air Balloons in operation comprise the largest feet in the world.


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{Ask the Experts} Matt Vernon Home Loans Sales Executive Bank of America www.bankofamerica. com/agentresources

Q:

What are the top three ways to tackle new challenges in preparing baby boomers for the current housing market?

A:

With low inventories of homes for sale and rising mortgage rates, making the decision to purchase a new home is becoming more top-of-mind for baby boomers. As such, the baby boomer segment represents sizable opportunity for real estate professionals, especially given that more than 37.6 million people, approximately 79.8 percent, aged 55 and over live in owner-occupied homes, according to the U.S. Census Bureau; Housing Tenure by Household Type and Age of Householder 55 Years and Over, 2011. However, there are new challenges this segment is likely to face in today’s current housing market. To ensure prospective baby boomer homebuyers are receiving the guidance and information they need, real estate professionals should consider the following tips. Challenge: Obtaining a mortgage may require more steps than before. Solution: Encourage clients to schedule a face-to-face meeting with a mortgage loan offcer to review the home-loan process. This includes conversations on existing home equity, down payment options, and the length of the loan term given the individual’s fnancial circumstances. A

mortgage loan offcer will help guide homebuyers through the process and paperwork and ensure they are not missing crucial steps. Challenge: Baby boomers may have unrealistic expectations about the time it takes to close a home purchase. Solution: Fifteen years ago, the mortgage industry advertised the possibility of loan closing in 10 days or less. Following the housing bubble, the loan process typically requires more documentation and verifcation. In May 2013, the mortgage industry’s average time to close a purchase loan was 44 days, according to the Ellie Mae Origination Insight Report, June 2013. Clearly communicate with clients and set realistic expectations about the timeframe in order to carry out the home purchase process as effciently and smoothly as possible. Challenge: Baby boomers may not be aware of new resources and tools available. Solution: As technology and social media continue to advance, the steps that go into selling and buying a home have changed. However, baby boomers may not necessarily be familiar with the extensive resources available. Real estate professionals can help their clients by introducing them to tools such as the online Home Loan Guide and Home Loan Planner from Bank of America. Considering the signifcant numbers of baby boomers, and the volume of real estate they control, it is vital that real estate agents examine the challenges that could prove a stumbling block to earning trust. By working with a mortgage lending offcer, properly communicating

“Considering the signifcant numbers of baby boomers, and the volume of real estate they control, it is vital that real estate agents examine the challenges that could prove a stumbling block to earning trust.” – Matt Vernon, Home Loans Sales Executive, Bank of America and providing the right tools and resources, assisting baby boomers through the new realities of today’s real estate market could help to successfully grow business. Marcellee Williams Producer & Content Manager WellcomeMat www.wellcomemat.com

Q:

As real estate video continues to take off—literally—how does aerial flmmaking ft into the equation?

A:

Open on a sweeping shot of surf crashing onto a beach, whitecaps contrasting sharply with cerulean water and a stunning home perched on a hilly crest. The RISMedia’s REAL ESTATE September 2013 73


camera fies forward, circling the home from on high, capturing the exact moment when the sun peeks out from behind a cloud. That moment sounds exquisite, breathtaking, even cinematic. That moment sounds expensive. Like camera crews in helicopters, elaborate equipment and a Hollywood budget. Yet, surprisingly, that moment can be captured by one person, a drone and a camera. And forward-thinking real estate industry professionals are taking advantage of those dramatic, eye-catching shots. “It is defnitely a perspective that no one has seen before,” says Matthew Leone of Halstead Property. “When people are sifting through the featured properties online, it really jumps out...and it really resonates.” WellcomeMat recently hosted an online event about aerial flmmaking. We sat down with Matthew Leone of Halstead Property, Tom Flanagan of Residential Properties and Phil Osborne of Home Focus Media to talk about their pitfalls and successes of using aerial flmmaking in real estate. Aerial flmmaking allows for a sense of transparency and perspective that is sometimes impossible to achieve with photography or grounded video. Shots taken from the sky reveal the proximity of a home to water, acreage or even the scope of a backyard, coupling the practicality of searching for a home with the luxury of dramatic cinema. Organizations that embrace aerial flmmaking in their listing videos discover that “it really enhances the storytelling element. Aerial [flmmaking] is a perfect ft for real estate,” says Flanagan. And creative agents are taking

74 September 2013 RISMedia’s REAL ESTATE

it a step further. Phil Osborne explains that “our biggest feedback [is related to] the stills we have been able to take. The flmmakers can take photos [via remote control] and...the agents are using the stills as the primary photo in the MLS.” Leone’s Halstead team fnds that drones can capture smooth indoor shots that feel amazing, giving a true sense of moving through a space. Watch the WellcomeMat EDU: Aerial Filmmaking video (http://bit. ly/192VNz9) for the full story. Patty McNease Director of Marketing Homes.com www.homes.com

Q:

What are the best ways to market my brand and listings to millennial homebuyers?

A:

The Millennial Generation— Generation Y—is comprised of those between the ages of 25– 34, many of which are just about the perfect age for buying their frst home. Millennials are said to be techsavvy, with short attention spans, and the ability to multi-task. They also thrive on instant gratifcation. They’re never without a smartphone or tablet, and generally infuenced by word-of-mouth and “word-of-mouse” advertising. A recent survey of millennials by homebuilder Pulte Group Inc., showed that 65 percent thought the idea of buying a home had increased in the past year. They view investment in real estate as safer than the stock market, in addition to

“Millennials value entertainment rooms over dining rooms, and offces instead of extra bedrooms.” – Patty McNease, Director of Marketing, Homes.com low mortgage rates and good advice from parents. Additionally, a new survey by the National Association of REALTORS® (NAR), reports that millennials account for 28 percent of all home sales, trailing Gen Xers by a few percentage points. Understand their needs. Millennials value entertainment rooms over dining rooms, and offces instead of extra bedrooms. They want the latest in technology to control the heat, air, lights or a security system with their smartphones and tablets. Environmentally friendly fxtures and an outdoor living space are also sought-after amenities. When you think like your customer, your marketing becomes better. Real estate professionals need to appeal to this group by aligning their marketing efforts with millennials’ habits and the means by which they are consuming media. Get visual, social and target mobile devices more than ever. The shift from desktop to mobile is happening across a variety of activities, including social networking and digital video viewing. eMarketer recently reported that time spent viewing media from mobile devices has surpassed desktop. Further, the share of all tablet time spent with video is estimated to nearly double this year to 19 percent. Interact with


them through visuals like video and optimize your websites for mobile devices. Connect with millennial customers on Facebook and Twitter and ask them questions, host photo contests, Twitter chats and conduct surveys to build relationships. If you’re interested in growing your business and connecting with millennial consumers, Homes.com is your place to grow. Homes.com is growing, too—with a national TV campaign reaching 260 million consumers on targeted home networks. For inspiration, visit these resources: Video Content: connect. homes.com/blog, Download Free Social Media eBooks: connect. homes.com/learning, Twitter chats: blog.homes.com and Photo contests: blog.homes.com. Tom Gonser Founder & Chief Strategy Offcer DocuSign www.docusign.com

Q:

As the importance of eSignatures continues to grow, what must real estate professionals keep in mind when choosing a product?

A:

As DocuSign’s founder, I’m familiar with eSignature legal frameworks, especially in real estate as a primary market for us. In the past four years, we’ve seen big changes in the use of tech with eSignature as the preferred way REALTORS® close transactions. In fact, NAR reported that more than 50 percent of all REALTORS® have used eSignature in the past year.

eSignature eliminates printing, faxing, scanning and overnighting to create an easier, faster, more convenient and secure transaction. However, if not careful, agents can put their clients and transactions at risk with the wrong eSignature tool.

ing and stand up in court, eSignatures should:

“While some eSignature solutions meet the minimum requirements set by the U.S. ESIGN Act, many don’t create reliable contracts. Some aren’t even compliant with the ESIGN Act.”

2. Verify signer authentication. The system should verify the signer is who they say they are.

– Tom Gonser, Founder & Chief Strategy Offcer, DocuSign

As a third party with a signifcant stake in the integrity of real estate contracts, banks must ensure the validity of contracts funded by their loans. Banks across the country, including Bank of America, have supplied detailed requirements for eSigned documents. While some eSignature solutions meet the minimum requirements set by the U.S. ESIGN Act, many don’t create reliable contracts. Some aren’t even compliant with the ESIGN Act. Contracts must be able to stand for themselves outside of the eSignature solution. To be legally bind-

1. Ensure signers understand what they’re signing. Legally valid consumer consent process as defned by ESIGN requires the consumer agree, and that agreement tells them how to get paper records.

3. Not change documents after the fact. Documents should be tamper evident so that if changes were made AFTER being signed, the document would indicate it. 4. Show who signed and when. Audit trail and certifcate showing IP and email address, date/time stamp, and authentication measures used to identify the signer(s) help prove the document’s authenticity. You should also consider: 8 Is the product flexible enough to meet your needs? 8Is there an app for iPhones, Androids, iPads? 8Is the product easy to use? 8Does the provider offer the highest levels of security? 8Do the ‘terms of use’ ensure you and your customers’ data will not be sold? 8Does the provider ensure system uptime to provide availability when needed? Given the increasing importance of eSignatures in real estate transactions, agents would be wise to educate themselves on which solutions provide the greatest security to support their business. RE

RISMedia’s REAL ESTATE September 2013 75


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Index of Preferred Providers

The leading companies providing services to the real estate and relocation industries

ABR® ...................................................................................... 78

CENTURY 21 Award ................................................................. 82

American Home Shield ............................................................ 78

CENTURY 21 New Millennium .................................................. 82

Bank of America Home Loans .................................................. 78

CENTURY 21 Scheetz............................................................... 82

Better Homes and Gardens Real Estate LLC ............................. 78

Coach REALTORS® .................................................................. 82

Carrington Real Estate Services ............................................... 78

Coldwell Banker Advantage ...................................................... 83

Centralized Showing Service .................................................... 78

Coldwell Banker D’Ann Harper, REALTORS® .............................. 83

Century 21 Real Estate LLC ..................................................... 78

Coldwell Banker First Realty..................................................... 83

Citibank .................................................................................. 78

Coldwell Banker High Country Realty ....................................... 83

Coldwell Banker Real Estate LLC .............................................. 78

Coldwell Banker Hunter Realty ................................................. 83

DocuSign ................................................................................ 78

Coldwell Banker Kappel Gateway Realty................................... 83

ERA Franchise Systems, LLC .................................................... 79

Coldwell Banker Platinum Partners........................................... 83

FeedbackCentral ..................................................................... 79

Coldwell Banker Prime Properties ............................................ 83

Home Warranty of America, Inc. ............................................... 79

Cutler Real Estate ................................................................... 83

HomeFinder.com ..................................................................... 79

Diane Turton, REALTORS® ........................................................ 83

Homes.com............................................................................. 79

ERA Sellers Buyers and Associates .......................................... 84

HSA Home Warranty ................................................................ 79

Fillmore Real Estate ................................................................ 84

Mobile Real Estate .................................................................. 79

First Team® Real Estate ........................................................... 84

National Association of REALTORS® ......................................... 79

Five Star Real Estate ............................................................... 84

The Personal Marketing Company ............................................ 79

GARDNER, REALTORS® ............................................................ 84

Pillar To Post............................................................................ 80

Gloria Nilson & Co. Real Estate ............................................... 84

Pinnacle Quest Consulting ....................................................... 80

Harry Norman, REALTORS® ...................................................... 84

Point2 ..................................................................................... 80

HJN Team Real Estate .............................................................. 84

Prudential Real Estate Affliates, Inc. ....................................... 80

J. Rockcliff REALTORS® ............................................................ 84

Radian Group Inc. .................................................................. 80

Jordan Baris, Inc., REALTORS® ................................................. 84

The Real Estate Book .............................................................. 80

McCOLLY Real Estate............................................................... 85

Realogy Holdings Corp. ........................................................... 80

Patterson-Schwartz Real Estate ............................................... 85

realtor.com® ........................................................................... 80

Prudential Alliance, REALTORS® ............................................... 85

Realtors Property Resource® ................................................... 80

Prudential Ambassador Real Estate ......................................... 85

Realty ONE Group ................................................................... 80

Prudential Americana .............................................................. 85

RE/MAX, LLC ........................................................................... 80

Prudential C. Dan Joyner Co., REALTORS® ................................ 85

RIS Consulting Services........................................................... 81

Prudential California Realty ..................................................... 85

SharperAgent .......................................................................... 81

Prudential Florida Realty ......................................................... 85

Showing Beacon ..................................................................... 81

Prudential Fox & Roach, REALTORS® ....................................... 85

Sotheby’s International Realty Affliates LLC ............................. 81

Prudential Georgia Realty ........................................................ 85

Stewart Title ............................................................................ 81

Prudential Lancaster ............................................................... 85

Top 5 in Real Estate ................................................................ 81

Prudential Network Realty........................................................ 86

Top Producer® CRM ................................................................. 81

Prudential Preferred Realty............................................................. 86

Verl Workman Seminars ........................................................... 81

Prudential Towne Realty.................................................................. 86

VScreen .................................................................................. 81

Real Estate Teams, LLC ................................................................... 86

Wells Fargo ............................................................................. 81

Real Living Lifestyles Real Estate.................................................... 86 RE/MAX 440 and RE/MAX Central .......................................... 86 RE/MAX Alliance ..................................................................... 86 RE/MAX of Boulder, Inc. .......................................................... 86

RREIN Service Providers

RE/MAX Crossroads ................................................................ 86 RE/MAX Gateway .................................................................... 86

Better Homes and Gardens Real Estate Mason-McDuffe ......... 82

RE/MAX Premier Group .......................................................... 87

Better Homes and Gardens Real Estate Rand Realty ................ 82

RE/MAX Professionals ............................................................. 87

Calcagni Associates Real Estate .............................................. 82

RE/MAX Realty Group ............................................................. 87

CENTURY 21 Affliated ............................................................. 82

RE/MAX Suburban .................................................................. 87

CENTURY 21 Alliance............................................................... 82

RLS, REALTORS® ..................................................................... 87

CENTURY 21 American Homes ................................................. 82

William E. Wood and Associates, REALTORS® ........................... 87

RISMedia’s REAL ESTATE September 2013 77


ABR®

CENTRALIZED SHOWING SERVICE

AMERICAN HOME SHIELD

CENTURY 21 REAL ESTATE LLC

(800) 648-6224 • www.rebac.net • Chicago, Ill. • Marc Gould Brokers are busy with many competing priorities. They should feel comfortable with their salespeople who have earned the ABR® designation when working with buyer-clients. Real estate professionals can hone their skills in representing the needs of homebuyers in real estate transactions and earn the coveted Accredited Buyer’s Representative (ABR®) designation. That training gives an agent knowledge and confdence to navigate the current market. (800) 735-4663 • www.ahs.com/realestate American Home Shield founded the home warranty industry in 1971 and remains the industry leader. Servicing more than 1.3 million customers across 49 states, the company also issues and administers preventive maintenance contracts on major home systems and appliances in 48 states across the country. The Memphisbased company operates three customer service centers, employs approximately 1,600 people and has a national contractor network made up of more than 10,000 independent home-service contractors. American Home Shield is a subsidiary of The ServiceMaster Company, one of the world’s largest residential service networks.

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

BETTER HOMES AND GARDENS REAL ESTATE LLC

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

CARRINGTON REAL ESTATE SERVICES

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

78 September 2013 RISMedia’s REAL ESTATE

(877) 688-SHOW (7469) • www.showings.com • Overland Park, Kan. Established in 1994, Centralized Showing Service is one of the nation’s premier home-showing, appointment-setting services, with six call centers that service 70+ markets across the country. Each year, more than 15 million showings are scheduled for their more than 139,000 agent members. Agents can compile detailed showing reports and enter feedback into reports that can be given to sellers to keep them informed on their home and let them know what they need to improve. (877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is the franchisor of the world’s largest residential real estate sales organization, with approximately 7,100 independently owned and operated franchised brokerages and approximately 102,000 real estate professionals in 74 countries and territories worldwide. The CENTURY 21® System capitalizes on brand marketing, promotions, sponsorships and fundraising efforts with Easter Seals. Technology initiatives include both English and Spanish-language consumer websites, www.century21.com and www.century21.com/espanol, a recently redesigned intranet site, www.21Online.com, and the CENTURY 21 Learning System®, a Web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

CITIBANK (877) 847-2484 At Citibank, we align our strategic objectives with real estate organizations who share our client-centric vision. As an organization, we understand the expectations you have from a mortgage relationship. Our unique approach redefnes the traditional boundaries of the home purchase mortgage process by coherently addressing all of the relevant steps from the point of early online shopping to the loan closing. We have tailored our sales process and fulfllment approach to provide best-in-class mortgage solutions; thus enabling you, as real estate agents, the opportunity to achieve optimum proftability, while receiving unparalleled service execution and client satisfaction. To learn more, contact us at 877-847-2484 or retailpartnership@citi.com.

COLDWELL BANKER REAL ESTATE LLC

(973) 407-2000 • www.coldwellbanker.com • Madison, N.J. • Budge Huskey, President & CEO Since 1906, the Coldwell Banker® organization has been a premier full-service real estate provider. The Coldwell Banker System has approximately 3,100 residential real estate offces and approximately more than 83,000 sales associates in 51 countries and territories. The Coldwell Banker System is a leader in the industry of residential and commercial real estate, and in niche markets such as resort, new home and luxury properties through its Coldwell Banker Previews International® division. It is a pioneer in consumer services with its Coldwell Banker Concierge® Service Program and awardwinning website, www.coldwellbanker.com. Coldwell Banker Real Estate Corporation is a subsidiary of Realogy Holdings Corp.

DOCUSIGN

(866) 219-4318 • www.docusign.com/nar • Seattle, Wash. • Suzanne Alberti, Marketing Campaigns Program Manager - Web DocuSign is part of the National Association of REALTORS®’ Second Century Ventures investment portfolio and is the offcial and exclusive provider of ESIGN services for NAR members, under the REALTOR Benefts® program. Offering the exclusive REALTOR® Edition, DocuSign is the safe, secure way to electronically send,


sign and store real estate documents. DocuSigned documents are legally binding and backed with an audit trail.

ERA FRANCHISE SYSTEMS, LLC

(800) 869-1260 • www.era.com • Madison, N.J. • Charlie Young, President & CEO Since 1971, ERA Franchise Systems, Inc., a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes approximately 2,300 independently owned and operated offces with approximately 30,000 brokers and sales associates throughout the United States and 33 other countries and territories. ERA Franchise Systems, Inc. is a subsidiary of Realogy Holdings Corp.

FEEDBACKCENTRAL

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

HOME WARRANTY OF AMERICA, INC.

(888) 492-7359 • www.hwahomewarranty.com • Lincolnshire, Ill. • Marc Roth, President • David Sobel, Vice President, Sales Home Warranty of America™ (HWA™), the Orange Home Warranty Company, is one of the nation’s most respected and fastest-growing home warranty companies in the industry. Real estate professionals loyally recommend HWA because of its dedication to customer service and the many benefts HWA provides to them, such as the only 13-Month Warranty Plan in the industry, six months of Free Seller’s Coverage (where available), a Free Client Follow-up Program, an Advertising Reimbursement Program and a money-back guarantee.

HOMEFINDER.COM

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

HOMES.COM

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

HSA HOME WARRANTY

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

MOBILE REAL ESTATE

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

NATIONAL ASSOCIATION OF REALTORS®

(800) 874-6500 • www.REALTOR.org • Chicago, Ill. • Dale Stinton, Chief Executive Offcer • Bob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Commercial Services, Professional Development, Conventions • Kenneth Burlington, VP, Strategic Alliances, Business Development, and Product & Sales Management • Karen Bebart, VP, Marketing • Matt Lombardi, VP, Conventions • Jan Hope, VP, Commercial Real Estate • Marc Gould, VP, Business Specialties • Constance Freedman, VP Strategic Investments, Second Century Ventures The term REALTOR® identifes a real estate professional who is a member of the National Association of REALTORS®, the world’s largest trade association, and subscribes to its strict Code of Ethics and Standards of Practice. NAR’s REALTOR Benefts® Program is your member benefts program. NAR has partnered with industry leaders to provide members with value-added offers, and signifcant savings on products and services they use on a daily basis. Visit www.REALTOR.org/RealtorBenefts for more information. Publications available through NAR include “It’s A Great Time To Buy,” the “NAR Profle of Homebuyers and Sellers” and more. Visit www.REALTOR.org/Store for more information. Additionally, NAR has developed a venture capital arm, Second Century Ventures, to invest in companies that push forward innovation in the real estate industry and can beneft from NAR’s membership. Visit www.secondcenturyventures.com for more information.

THE PERSONAL MARKETING COMPANY

(800) 458-8245 • www.tpmco.com • Lenexa, Kan. The Personal Marketing Company creates marketing systems for agents to become known in their market and attract clients for long-term success. Our marketing development team brings proven marketing expertise, cutting-edge technology and personal service to develop a customized marketing solution which can include: direct mail, email marketing, contact management, prospecting and farming, newsletter programs, FSBO and expired targeted campaigns, client follow-up systems and marketing planning services. We offer corporate client partners complete enterRISMedia’s REAL ESTATE September 2013 79


prise solutions for their unique brands.

PILLAR TO POST

(800) 294-5591 • www.pillartopost.com • Tampa, Fla. Pillar To Post is the leading provider of home inspection services to homebuyers and real estate professionals in North America. Operating more than 450 franchises in the U.S. and Canada, Pillar To Post offers the most consistently accurate and comprehensive inspection program available to residential buyers and sellers. Founded more than a decade ago, Pillar To Post is today ranked as the No.1 provider in the home inspections category by Entrepreneur magazine.

PINNACLE QUEST CONSULTING

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

POINT2

(888) 955-7900 • www.Point2Agent.com • Saskatoon, Canada • Walt Baczkowski (wbaczkowski@point2.com) Point2 (www.point2.com) provides real estate marketing and lead management software to brokers and agents in North and South America, Europe, Asia, Australia and Africa, as well as listing data aggregation and syndication solutions to real estate MLSs (Multiple Listing Service), Boards and Associations across the U.S. and Canada. Point2’s solutions also include the consumer real estate listings portal, Point2 Homes, as well as end-to-end property management software for small to medium size organizations, managing up to 1,000 units. Point2 is a Yardi Systems Inc. (www.yardi.com) brand.

PRUDENTIAL REAL ESTATE AFFILIATES, INC.

(800) 999-1120 • www.prudential.com • Irvine, Calif. • Earl Lee, President • Lou Gonzalez, Senior Vice President, Franchise Sales Prudential Real Estate is part of the HSF Affliates LLC real estate brokerage family, which includes Real Living Real Estate and the new Berkshire Hathaway HomeServices brand available later in 2013. Prudential Real Estate, a full-service real estate brokerage franchisor, is technology driven, enhancing the traditional real estate transaction through innovative solutions that meet the needs of brokers, agents and consumers alike. Prudential Real Estate consists of nearly 1,400 franchise offces and 47,000 agents. Franchises are independently owned and operated.

RADIAN GROUP INC.

(877)-RADIAN1 (723-4261) • www.radian.biz • Philadelphia, Pa. Radian Group Inc. (NYSE: RDN) provides private mortgage insurance and related risk management products and services to mortgage lenders nationwide through its principal operating subsidiary, Radian Guaranty Inc. These services help promote and preserve homeownership opportunities for homebuyers, while protecting lenders from default-related losses on residential frst mortgages and facilitating the sale of low-downpayment mortgages in the secondary market. Additional information may be found at www.radian.biz. 80 September 2013 RISMedia’s REAL ESTATE

THE REAL ESTATE BOOK

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

REALOGY HOLDINGS CORP.

(973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems, as well as relocation and title services. Realogy’s brands and business units include: Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, NRT LLC, Cartus and Title Resource Group. Collectively, Realogy’s franchise system members operate approximately 13,500 offces with 241,700 independent sales associates doing business in 103 countries around the world.

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

REALTORS PROPERTY RESOURCE®

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

REALTY ONE GROUP

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

RE/MAX, LLC

(303) 770-5531 • www.remax.com • Denver, Colo. RE/MAX was founded in 1973 by Dave and Gail Liniger, who still manage the company today. From a single offce in Denver, Colo., RE/MAX has grown to be a global real estate franchise network with nearly 90,000 Sales Associates working in over 80 countries. RE/MAX University offers extensive training, available on demand through a number of platforms. The consumer web-


site, remax.com, is consistently ranked among the most visited real estate websites, and LeadStreet provides referrals to RE/MAX Sales Associates with no fees from RE/MAX. To learn how RE/MAX can take your career to the next level, visit www.joinremax.com.

cations; eco-friendly closings; SureClose® document management system; specialty insurance services; commercial and global expertise and more. For more information, visit www.stewart.com.

RIS CONSULTING SERVICES

(203) 853-2167 ext. 140 • www.Top5inRealEstate.com • Scott Schreyer, General Manager RISMedia’s Top 5 in Real Estate® is a membership network of leading real estate professionals who wish to “raise the bar.” Top 5 in Real Estate is a network of select real estate professionals from throughout the U.S. and Canada who have met the Top 5 in Real Estate’s stringent series of various career qualifcations and who are committed to the future development of their professional skills and services to the consumers and the communities they serve.

(203) 852-4304 • Norwalk, Conn. • John Sculley, Managing Dir. • Peg Guinta, Projects Dir. RIS Consulting Services is an independent relocation consulting frm dedicated to designing and implementing comprehensive solutions to mobility issues. We deliver a full range of consulting services to our diverse corporate and relocation service company clients. The executives of RIS Consulting utilize their industry and specialty knowledge to analyze your situation, develop strategic options and implement designed solutions.

SHARPERAGENT

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

SHOWING BEACON

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

SOTHEBY’S INTERNATIONAL REALTY AFFILIATES LLC

(973) 407-5886 • www.sothebysrealty.com • Madison, N.J. • Phillip A. White, President & CEO Founded in 1976, The Sotheby’s International Realty® network was designed to connect the fnest independent real estate companies to the most prestigious clientele in the world. In February 2004, Realogy Holdings Corp., a global franchising with company-owned real estate brokerage operations doing business under its franchise systems as well as relocation and title services, entered into a long-term strategic alliance with Sotheby’s, the operator of the auction house. The agreement provided for the licensing of the Sotheby’s International Realty name and the development of a full franchise system by Realogy’s subsidiary, Sotheby’s International Realty Affliates LLC.

STEWART TITLE Stewart is a customer-focused, global title insurance and real estate services company offering products and services through our direct operations, network of approved agencies and other companies within the Stewart family. Stewart offers personalized service, industry expertise and customized solutions for virtually any type of real estate transaction, and is the preferred real estate services provider. Real estate services include title insurance; mobile appli-

TOP 5 IN REAL ESTATE

TOP PRODUCER® CRM (800) 821-3657 Top Producer® CRM is the super-fast, super-easy real estate marketing system that makes it a breeze to build your loyal client base. Top Producer® CRM allows you to connect to dozens of popular lead sources, making it easy to prioritize incoming prospects, close current business and build referrals for future business. Keep your sales pipeline running smoothly, follow-up automatically, and manage your business in minutes with real estate’s most intuitive CRM application, Top Producer® CRM. Visit TopProducer.com

VERL WORKMAN SEMINARS

(801) 410-0466 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager · Miriam Valere, Coaching & Events Coordinator For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. His empowering presentations and coaching programs, which cover all aspects of real estate including sales, marketing, self-promotion, technology power tools and offce management, have helped thousands of agents reach their goals. Verl consistently brings his contagious enthusiasm to every event, delivering to attendees the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work, in order to achieve top performance and industry excellence.

VSCREEN

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

WELLS FARGO

(800) 526-9496 • www.wellsfargo.com/jv Wells Fargo Home Mortgage launched its frst affliated business relationship in 1993 and continues to specialize in joint ventures with the industry’s leading real estate brokers, homebuilders and fnancial institutions. Whether you’re looking for a new mortgage relationship or want to upgrade your current arrangement, achieve The Next Stage® of success by combining our industry strength and experience with your established customer relationships.

RISMedia’s REAL ESTATE September 2013 81


RREIN Member Profles BETTER HOMES AND GARDENS REAL ESTATE MASON-MCDUFFIE

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

BETTER HOMES AND GARDENS REAL ESTATE RAND REALTY

CENTURY 21 AMERICAN HOMES

(800) 270-6318 • propertyinfo@c21amhomes.com At CENTURY 21 American Homes, we realize that Long Island is more than just a place to live. Our dedicated and talented staff of professional New York State-licensed real estate agents will make every effort to make sure your transaction goes as smoothly as possible. If you have any real estate questions about our services or if you are looking for properties in Nassau County, Suffolk County, Queens County or Brooklyn, we can help. Please contact us to set up a free, no-obligation consultation at propertyinfo@ c21amhomes.com or (800) 270-6318.

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

CENTURY 21 AWARD

CALCAGNI ASSOCIATES REAL ESTATE

CENTURY 21 NEW MILLENNIUM

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

CENTURY 21 AFFILIATED

(800) 238-4646 • www.Century21Affliated.com For more than 30 years, CENTURY 21 Affliated has maintained a reputation for excellence. Founded by Bill Kessler in 1977, CENTURY 21 Affliated quickly emerged as a leader within the CENTURY 21 system. The business philosophy states to treat the public fairly, treat the agents as customers, be assertive and proactive, be positive, be professional, and be state-of-the-art. With this philosophy, CENTURY 21 Affliated is spread throughout Wisconsin and Northern Illinois, including the Greater Chicagoland area, with 52 locations and more than 1000 top professionals. We have been ranked as one of the top 100 real estate companies in the world and ranked number two in the CENTURY 21 system! CENTURY 21 Affliated does not take our reputation for granted. We work hard to have the most responsive, experienced and best-prepared agents along with the state-of-the-art systems and resources necessary to be leaders in the market and industry.

CENTURY 21 ALLIANCE

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

82 September 2013 RISMedia’s REAL ESTATE

(800) 293-1657 • www.century21award.com CENTURY 21 Award is the premier southern California-based, full service real estate company serving San Diego, Orange, San Bernardino, and Riverside counties from 15 distinctive offce locations. We have earned a reputation for delivering the highest quality real estate services. Our 1,000 professional agents and staff are fully equipped to assist you with all of your real estate needs. Our services include residential, commercial, relocation, property management and bank owned properties. (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium, www.c21nm.com, is a full service real estate brokerage company specializing in residential and luxury properties. In addition to its newest Washington D.C. location, the Virginia locations are in Alexandria, Centreville, Culpeper, Fredericksburg, Gainesville, McLean, Stafford, and Woodbridge. The Maryland offces are located in Annapolis, Columbia, Dunkirk, La Plata, Lexington Park, Lusby and Waldorf. Its core services include: mortgage fnancing, investing, settlement services, property management, property insurance, global relocation assistance, and commercial real estate.

CENTURY 21 SCHEETZ

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

COACH REALTORS®

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


COLDWELL BANKER ADVANTAGE

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

COLDWELL BANKER D’ANN HARPER, REALTORS®

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

COLDWELL BANKER FIRST REALTY

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

COLDWELL BANKER HIGH COUNTRY REALTY

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

COLDWELL BANKER HUNTER REALTY www.cbhunter.com With 17 sales offces throughout Northeast Ohio’s 11-county area, Coldwell Banker Hunter Realty has emerged as one of the Midwest’s largest, nationally linked real estate frms and among the region’s top producing real estate companies. Coldwell Banker Hunter Realty distinguishes itself by offering unparallel service by its extensively trained sales associates, specializing in residential

and commercial real estate sales and leasing, relocation services, new construction, land sales and one-stop service for mortgage, title, escrow and home warranty. Coldwell Banker Hunter Realty has been presented the highly acclaimed Coldwell Banker Chairman Circle award yearly since 1991. Visit us online at www.cbhunter.com.

COLDWELL BANKER KAPPEL GATEWAY REALTY

(800) 426-0898 • www.gatewayrealty.com Gateway Realty has been voted Solano County’s top real estate frm for seven consecutive years. Our company has affliations with all the major real estate providers and has been considered the real estate expert in Solano County for over four decades. Eighty-fve percent of our business is derived from returning and referred clients, which is a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals. Call (800) 426-0898 or log on to our website at gatewayrealty.com. Our website offers all properties in Northern California.

COLDWELL BANKER PLATINUM PARTNERS

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

COLDWELL BANKER PRIME PROPERTIES

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

CUTLER REAL ESTATE

(800) 444-8999 • www.CutlerHomes.com For more than six decades, locally owned and operated Cutler Real Estate has enjoyed powerful recognition built upon our trademark of professionalized service to the many families moving in and out of the various neighborhoods of Ohio, Northern Kentucky and Southeast Indiana.“Cutler” is a group of highly trained professionals who excel in simplifying the real estate buying and selling process. Our in-house mortgage, title, property and casualty insurance and legal services epitomize the simplicity of “one-stop shopping.” Cutler Real Estate is a leader in Internet marketing through our award-winning website, www.CutlerHomes.com.

DIANE TURTON, REALTORS®

(877) DTURTON • www.dianeturton.com Founded in 1986, Diane Turton, REALTORS® is a full-service real estate company with 16 offces throughout Monmouth and Ocean counties in New Jersey. Whether you’re looking to buy, sell or rent in New Jersey, you’ll receive service that will surpass your expectations. Diane Turton, REALTORS® consistently ranks in the top of the markets it serves. The frm also provides a full range of fnancial services through Turton Signature Services, including home mortgages, property and casualty insurance and title insurance. RISMedia’s REAL ESTATE September 2013 83


ERA SELLERS BUYERS AND ASSOCIATES

(915) 585-2222 • www.SellersBuyers.com ERA Sellers Buyers and Associates is the No. 1 real estate frm in El Paso, Texas. One of every four real estate transactions in El Paso involves one of our now more than 130 professional agents. Leading the way in professionalism, technology and training, our agents and staff bring value to every step of a real estate transaction. Please call us at (915) 585-2222 or visit our website at www.SellersBuyers.com for information on how we can assist you in buying or selling real estate in West Texas or Southern New Mexico.

FILLMORE REAL ESTATE

(800) 528-6673 • www.fllmore.com Fillmore Real Estate is the New York Metro area’s largest independently owned real estate broker. Specializing in Brooklyn, Staten Island, Bronx and parts of Westchester, Fillmore has residential, commercial and rental divisions. For more information, visit us at www.fllmore.com or call us at (800) 528-6673.

FIRST TEAM® REAL ESTATE

HARRY NORMAN, REALTORS®

(404) 504-7300 • www.harrynorman.com Founded in 1930, Harry Norman, REALTORS® is Atlanta’s oldest and largest residential real estate frm with 12 sales offces, various franchise and satellite offces, and more than 1,000 real estate professionals. Harry Norman, REALTORS® is a wholly-owned subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affliate. HomeServices is the second largest, full-service, independent residential real estate brokerage frm in the U.S. with 17,000 sales associates spanning 20 states. Harry Norman, REALTORS® is the exclusive Atlanta affliate of Christie’s International Real Estate and achieves additional international exposure through membership in such exclusive real estate networks as Leading Real Estate Companies of the World®, the largest network of independent residential real estate frms, with 600 members representing 5,000 offces and 150,000 associates across the U.S. and in more than 35 countries.

HJN TEAM REAL ESTATE

(888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately held real estate company in Southern California with 2,000 agents and employees across 60 locations. First Team wins marketshare in any economic climate through innovation and proprietary marketing tools, and by successfully targeting the luxury market with First Team Estates®. Contact First Team today to fnd out how we have helped thousands of families realize their dream of homeownership—and how we can help you fnd yours.

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

FIVE STAR REAL ESTATE

J. ROCKCLIFF REALTORS®

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

GARDNER, REALTORS®

(800) 566-7801 • www.GardnerRealtors.com Established in New Orleans 70 years ago, GARDNER REALTORS® continues its legacy as the leading full-service real estate company in the southeast Louisiana and southern Mississippi region. Our GARDNER REALTORS® Family is comprised of 800 Sales Associates, Managers, and Support-Staff that serve over 100 communities. Founded upon “The Golden Rule,” we are committed to maintaining our tradition of excellence by continuously delivering top-notch real estate services. We also provide our clients the beneft of “One-Stop Shopping” through our Family of Services, which include: mortgage fnancing, title and home warranty.

GLORIA NILSON & CO. REAL ESTATE

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

84 September 2013 RISMedia’s REAL ESTATE

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

JORDAN BARIS, INC., REALTORS®

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


MCCOLLY REAL ESTATE

(800) 348-2100 x206 • www.mccolly.com Since 1974, thousands of families in Northwest Indiana, Chicago Southland and Daytona Beach Shores, Fla., have trusted their home-buying, selling and relocation needs to the more than 500 sales professionals at McCOLLY Real Estate. We’ve created a onestop shopping environment to save you time and money with our inhouse mortgage, title and rental services.

PATTERSON-SCHWARTZ REAL ESTATE

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

PRUDENTIAL ALLIANCE, REALTORS®

(800) 325-7700 • www.prudentialalliance.com For over 35 years, Prudential Alliance, REALTORS® has served the Greater St. Louis metropolitan area, earning a highly respected reputation for quality service and state-of-the-art technology. Known for its growth throughout the region, the company operates 7 branch locations with 415 agents in four major counties, making it the 2nd largest residential real estate brokerage in the area. Prudential Alliance offers a full range of complementary services, including corporate relocation, new homes marketing, commercial sales, and mortgage, title and home warranty products.

PRUDENTIAL AMBASSADOR REAL ESTATE (402) 493-4663 or (800) 477-7653 agents@prudentialambassador.com • www.prudentialambassador.com Prudential Ambassador Real Estate is dedicated to providing progressive, quality real estate services in Nebraska’s metropolitan Omaha and Lincoln surrounding areas. We service all types of markets: single-family residential, new construction, condos, corporate relocation, third-party relocation, acreages and commercial real estate. With approximately 300 licensed agents, we have an agent to meet your needs regardless of the style, price or age of the property you are looking for. We look forward to helping you sell your home or fnd that dream home you are looking for. We believe in each other and ourselves. We understand that trust is earned and that good, professional service is an essential part of that.

PRUDENTIAL AMERICANA

(800) 735-4488 • www.AmericanaGroup.com With over 250,000 homes sold and 32 years in the industry, Prudential Americana Group, REALTORS® is the leader in Las Vegas real estate. Consistently rated among the top brokers in the nation, our agents successfully help families fnd their dream homes. With seven area offces, Prudential Americana Group, REALTORS® is a full-service brokerage focused on quality service and the development of its agents. Call today to see how we can help increase your business.

PRUDENTIAL C. DAN JOYNER CO., REALTORS®

(800) 476-6650 · www.cdanjoyner.com Locally owned and operated, Prudential C. Dan Joyner Co., REALTORS® has been serving communities in Upstate, South Carolina since 1964. With more than 250 agents on board and nine offces serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we

also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients, while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

PRUDENTIAL CALIFORNIA REALTY

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

PRUDENTIAL FLORIDA REALTY

(954) 693-0100 • (800) 386-1554 www.prudentialfloridarealty.com • Sunrise, Fla. • Rei Mesa, President & CEO Since its inception in 1999, Prudential Florida Realty, Florida Real Estate Services has quickly become the 2nd largest residential real estate brokerage in Florida and is ranked the 33rd largest residential real estate frm in the nation based on sales volume. It is also the 6th largest brokerage in the nation among the Prudential Network brokers across North America. The company offers residential and commercial services as well as seasonal rentals, property management, REO and foreclosures, corporate relocations, referral services, mortgage, title, insurance and warranty services. Prudential Florida Realty, Florida Real Estate Services, includes Prudential Florida Realty, Florida Home Finance Group, an affliate of Wells Fargo Home Mortgage, Florida Title & Guarantee and Florida Home & General Lines Insurance.

PRUDENTIAL FOX & ROACH, REALTORS®

(610) 889-7705 • www.prufoxroach.com Prudential Fox & Roach, REALTORS®, the nation’s 5th largest provider of home services, is an independently owned and operated member of Prudential Real Estate Affliates, Inc. and the largest Prudential affliate nationwide. As the Tri-State area’s real estate leader, the company has 60+ sales locations and 4,000+ associates. Through its affliate, the Trident Group, the company provides one-stop shopping and facilitated services, including mortgage fnancing, title, property and casualty insurance.

PRUDENTIAL GEORGIA REALTY

(770) 992-4100 • www.PrudentialGA.com Prudential Georgia Realty has 23 locations and 1,200 agents, and is an independently owned and operated member of Prudential Real Estate and Relocation Services network. Under the leadership of CEO Dan Forsman, the company is known for innovation and delivering exceptional value to clients. Prudential Georgia Realty has received numerous industry awards and is the market leader in sales units, buyers and listing inventory.

PRUDENTIAL LANCASTER

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

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PRUDENTIAL NETWORK REALTY

(904) 296-1906 • www.PrudentialNetworkRealty.com Prudential Network Realty launched its frst offce in 1988 and has grown to eight branch offces and 275 sales professionals serving northeast Florida. PNR’s experts cover all aspects of residential real estate to include luxury homes, riverfront, oceanfront, condominium, investment and commercial properties. PNR boasts an award-winning corporate relocation and REO division, a builder sales and marketing division, a title company and a referral company and is in a mortgage partnership with EverBank. During the past decade, the company has sold more than 25,000 homes valued at more than $7 billion. Discover how Prudential Network Realty’s exceptional knowledge, innovative marketing strategies and commitment to service can make selling your home faster and easier.

PRUDENTIAL PREFERRED REALTY

(800) 860-SOLD • info@prudentialpreferred.com Put your confdence in the Prudential Preferred Realty brand, the trusted name in Southwestern Pennsylvania real estate. With 19 convenient offces and more than 600 sales associates, Prudential Preferred Realty is the “rock-solid” choice for state-of-the-art technology: experienced, full-time associates, innovative programs and the best customer service in the industry. With focused inhouse mortgage, title and insurance support, clients’ needs are conveniently and concisely incorporated under one roof.

PRUDENTIAL TOWNE REALTY

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

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

REAL LIVING LIFESTYLES REAL ESTATE

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

86 September 2013 RISMedia’s REAL ESTATE

RE/MAX 440 AND RE/MAX CENTRAL

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

RE/MAX ALLIANCE

(877) 412-4811 • www.HomesInColorado.com RE/MAX Alliance is the 3rd largest RE/MAX Franchise worldwide, the No. 1 franchise in the United States (sales volume), and the 19th largest brokerage in the U.S. by transactions. Covering the front range, Denver and throughout Northern Colorado, RE/ MAX Alliance is a full-service company providing REALTORS® and consumers exceptional value in real estate services. From embracing the newest technology to community involvement, RE/MAX Alliance’s 900+ REALTORS® and employees combine strength, experience and professionalism to help families accomplish their real estate goals.

RE/MAX OF BOULDER, INC.

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

RE/MAX CROSSROADS

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

RE/MAX GATEWAY

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


RE/MAX PREMIER GROUP

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

RE/MAX PROFESSIONALS

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

RE/MAX REALTY GROUP

(301) 258-7757 • www.realtygrouphomes.com RE/MAX Realty Group was founded in 1986 by Ken Crowley and Greg Smith. It is one of the largest real estate brokerages in the country, with three offces, more than 130 full-time real estate agents, mortgage and title company affliations and property management services. In 2006, Julie Larson also became a coowner. The company is licensed in Maryland, Virginia, Pennsylvania and D.C. The company’s agents average three times the sales than an average REALTOR®, and with more than twice the experience.

RE/MAX SUBURBAN

(847) 577-9888 • www.remaxsuburban.com RE/MAX Suburban is the leader in the Chicagoland Northwest Suburbs of Illinois market. The company has seven offces and over 180 sales associates.

RLS, REALTORS®

(908) 221-1244 • (973) 543-1000 • www.rlsrealtors.com Opened in March 2010, and sister company to Gloria Nilson & Co. Real Estate, RLS, REALTORS® services the needs of homebuyers and sellers in Somerset and Morris counties in New Jersey. RLS is owned by SCS Realty Investment Group LLC and led by 40-year real estate veteran Dick Schlott. We are a full-service brokerage, offering real estate, title and mortgage services. We are an experienced team of sales professionals committed to redefning personal service.

WILLIAM E. WOOD AND ASSOCIATES, REALTORS®

(757) 499-9663 • www.williamewood.com William E. Wood and Associates was formed in January 1972. The company has market coverage with locations in Virginia Beach, Norfolk, Newport News, Chesapeake, Poquoson, Williamsburg, Smithfeld, Franklin, Elizabeth City and Currituck. We currently have 20 locations and, in addition to progressive market penetration, the company has also expanded the services offered to our agents—including training, new construction, property management, title and hazard insurance programs, mortgage loans, marketing and technological services. It is the company’s intention to continue this commitment to excellence in the real estate profession and to always be “The Best In The Business!”

YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES ALABAMA ERA King Real Estate Co., Inc. 1530 Hillyer Robinson Parkway Anniston, AL 36207 Contact: Donna Sanders, Relocation Director Offce: (256) 831-5656 • Cell: (256) 294-2225 Fax: (256) 831-0077 Email: relocation@era-king.com URL: www.eraking.com Coverage Areas: Anniston/Oxford (Calhoun Co), Gadsden/Rainbow City area (Etowah Co.), Pell City/Lincoln are (Talladega Co.) and Birmingham area (Jefferson Co.) Offces: 4 • Agents: 93

CALIFORNIA Better Homes and Gardens Mason-McDuffe Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) 916-488-3749 (Fax) Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offces: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Suite 110, Rancho Santa Margarita, CA 92688 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345

Email: kpaddock@century21award.com Coverage areas: Orange County Offces: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Drive, Suite 300, San Diego, CA 92108 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: San Diego, Southern Riverside Offces: 15 • Associates: 1200 First Team® Real Estate 108 Pacifca Avenue, Suite 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services URL: www.frstteam.com Toll Free Phone: (855) 858-8028 E-mail: gayleglew@frstteam.com Coverage areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offces: 36 • Associates: 1865 Gateway Realty 750 Mason Street, Ste. 101, Vacaville, CA 95688 Phone: (707) 427-5344 or (800) 426-0898 Fax: (707) 446-9830 Contact: Loretta Neubert E-mail: relo@gatewayrealty.com URL: www.gatewayrealty.com/ Coverage Areas: Vacaville, Benicia, Dixon, Fairfeld, Rio Vista, Suisun City Vallejo RISMedia’s REAL ESTATE September 2013 87


and Winters, CA. Offces: 4 • Associates: 102 J. Rockcliff REALTORS® Headquarters Offce: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (O) 925.251.2501, (C) 925.324.1323, (TF) 877-JRCKCLF (572-2523) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area Prudential California Realty 22800 Savi Ranch Parkway, Suite 100, Yorba Linda, CA 92887 Tel: (714) 998-7250 Email: agentservices@mailpcr.com URL: www.prudentialcaliforniarealty.com Coverage areas: Anaheim Hills, Brea, Corona, Rancho Cucamonga, Riverside, Yorba Linda Real Living Lifestyles Real Estate 16236 San Dieguito Road, Bldg. 4, Rancho Santa Fe, CA 92067 Contact: Dee Emerson • Tel: (888) 557-2289 Email:Dee.Emerson@realliving.com URL: www. RLLifestyles.com/Relo Coverage areas: North San Diego County Offces: 8 • Associates: 400

COLORADO RE/MAX Alliance 5440 Ward Rd. Arvada CO 80004 Contact: Kim Hawkins, VP Business Development Real estate sales, including residential, relocation and commercial Tel: (303) 420-5352 • Cell: (720) 252-8064 Email: kimhawkins@remax.net URL: www.HomesInColorado.com Coverage areas: Colorado Front Range including Metro Denver, Mountain Suburbs of Evergreen/Conifer, Boulder, Fort Collins and Northern Colorado including Loveland, Greeley and Windsor Offces: 21 • Associates: 800 RE/MAX of Boulder, Inc. 2425 Canyon Blvd. #110, Boulder, CO 80302 Contact: D.B. Wilson, CDPE, SFR, CRS, GRI Broker Assoc./Mgr., Relo. Svcs. Tel: (303) 449-7000 • Toll Free: (800) 825-7000 • Fax: (303) 449-8554 • Email: dbwilson@BoulderCO.com URL: www.BoulderCO.com Coverage areas: Boulder, Longmont, Louisville, Lafayette, Broomfeld, Niwot, Nederland, Lyons, Superior, Westminster, Erie, Firestone, Frederick, Jamestown, close in mountains and the entire Boulder Valley. Covering much of Adams, Larimer, Weld, Denver, Jefferson, Gilpin and all of Boulder and Broomfeld counties Offces: 1 • Associates: 85 RE/MAX Professionals 390 Union Boulevard, Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (offce) • (303) 887-5159 (mobile) Email: bradwhitehouse@remax.net URL: www.homesbythepros.com Coverage areas: Denver and surrounding areas Offces: 8 • Associates: 380

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

DELAWARE Patterson-Schwartz Real Estate 7234 Lancaster Pike, Suite 220B, Hockessin, DE 19707 Contact: Marjorie Murray, RCC, Relocation Manager Offce: (302) 234-3600 • Direct: (302) 234-3605 • Toll free: (800) 443-2295 Email: mmurray@psre.com URL: pattersonschwartz.com Service area: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offces: 8 • Associates: 350 Prudential Fox & Roach REALTORS® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Dawn Stump, Referral Manager, (610) 398-6862 Email: dawn.stump@prufoxroach.com URL: www.prufoxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offces: 60 • Associates 3,700

FLORIDA McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage areas: Daytona, Daytona Beach, Daytona Beach Shores, Flagler, Holly Hill, New Smyrna Beach, Ormond Beach, Ponce Inlet, Port Orange, South Daytona Offces: 15 • Associates: 550 Prudential Florida Realty 1580 Sawgrass Corporate Pkwy, Suite 400, Sunrise, FL 33323 Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Contact: Rei Mesa, President, CEO Email: reimesa@prudentialforidarealty.com URL: www.prudentialforidarealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs sharonsapp@prudentialforidarealty.com Serving 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home warranty, 1031 exchange services! Offces: 40 • Associates: 1,800 Prudential Network Realty 4190 Belfort Road, Suite 475, Jacksonville, FL 32216 Contact: Linda Lindenmoyer, Dir. Relocation, Referral Services and Bus. Dev. Tel: (800) 456-8036 • Direct: (904) 296-6400 ext. 313 Email: Linda.Lindenmoyer@Prunet.com URL: www.prudentialnetworkrealty.com Coverage Areas: Northeast Florida including: Jacksonville, Avondale, Ortega, San Marco, Atlantic Beach, Jacksonville Beach, Ponte Vedra Beach, Mandarin, St. Johns, World Golf Village, St. Augustine, St. Augustine Beach, Crescent Beach, Orange Park, Fleming Island, Middleburg. Serving Clay, St. Johns, Duval counties


GEORGIA Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.) Offces: 4 Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, Vice President of Relocation Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com URL: www.MyCbpp.com Coverage areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offces: 7 • Associates: 150 Harry Norman, REALTORS® 532 East Paces Ferry Road NE, Atlanta, GA 30305 Contact: Patsy Alston, patsy.alston@harrynorman.com • Tel: (404) 504-7950 E-mail: patsy.alston@harrynorman.com URL: www.harrynorman.com Coverage Areas: Atlanta, Ga. Offces: 12 • Associates: 1,000 Prudential Georgia Realty 863 Holcomb Bridge Road, Roswell GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@PrudentialGA.com URL: www.PrudentialGA.com Coverage areas: Metro Atlanta and North Georgia Offces: 23 • Associates: 1200

ILLINOIS CENTURY 21 Affliated 221 West Beltline Highway, Madison, WI 53713 Contact: Jennifer Wagner, Relocation Director Tel: (608) 223-2797 • Cell: (608) 751-2576 Email: Jennifer.Wagner@C21Affliated.com URL: www.Century21Affliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Eastern Minnesota Offces: 30 • Associates: 350 McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage areas: Alsip, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Heights, Chicago Ridge, Clearing, Coal City, Country Club Hills, Crestwood, Crete, Dolton, Evergreen Park, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homer Glen, Homewood, Joliet, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manhattan, Manteno, Markham, Matteson, Midlothian, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Forest, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Plainfeld, Posen, Richton Park, Riverdale, Romeoville, Roseland, Sauk Village, Shorewood, South Holland, St. Anne, Steger, Tinley Park, University Park, Worth Offces: 15 • Associates: 550

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

INDIANA CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfeld, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com URL: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfeld, Zionsville, Greenwood, Brownsburg, Avon, Plainfeld, Cicero, Fortville, McCordsville, Franklin, Greenfeld, Sheridan, Trafalgar, Lebanon McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage areas: Beverly Shores, Burns Harbor, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, East Chicago, Fair Oaks, Gary, Griffth, Hammond, Hebron, Hessville, Highland, Hobart, Kentland, Kouts, La Crosse, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Lowell, Merrillville, Michigan City, Morocco, Munster, Ogden Dunes, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, Shelby, St. John, Sumava Resorts, Thayer, Valparaiso, Wanatah, Westville, Wheatfeld, Wheeler, Whiting, Winfeld Offces: 15 • Associates: 550

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

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com URL: www.c21nm.com Relocation Contact: Scott Becker, Director, NM Relocation • URL: move@c21nm.com Providers of world class real estate services in the Northern Virginia, Washington DC, and the Southern Maryland markets. Our areas of expertise range from Fortune 50 executives to specialized training in military and government relocation. Offces: 16 • Associates: 700+ Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director • Main Offce: (301) 695-3020 Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, DC Offces: 4 • Over 150 REALTOR® Associates

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RE/MAX Realty Group 6 Montgomery Village Avenue, Suite 200, Gaithersburg, MD 20879 Contact: Ken Crowley, Broker/Owner Email: kcrowley@remax.net URL: www.realtygrouphomes.com Coverage Areas: Maryland, Virginia, Pennsylvania and the District of Columbia Offces: 3 • Associates: 130

MICHIGAN Five Star Real Estate 4601 Lake Michigan Dr., Grand Rapids, MI 49534 Real Estate/Relocation Services Contact: June Bergsma, Relocation Director Toll Free: (888) 791-2526 • Direct: (616) 437-4119 URL: www.fvestarmichigan.com Coverage Area: West Michigan – Ottawa, Kent, Allegan counties Offces: 4 • Associates: 180

MINNESOTA CENTURY 21 Affliated 221 West Beltline Highway, Madison, WI 53713 Contact: Jennifer Wagner, Relocation Director Tel: (608) 223-2797 • Cell: (608) 751-2576 Email: Jennifer.Wagner@C21Affliated.com URL: www.Century21Affliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Eastern Minnesota Offces: 30 • Associates: 350

NEVADA Better Homes and Gardens Mason-McDuffe Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 • (800) 451-3131 • Fax: (916) 488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offces: 35 • Associates: 2,000 Prudential Americana Group, REALTORS® 2140 E. Pebble Rd. Ste #160, Las Vegas, NV 89123 Contact: Allison Wax, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@americanagrp.com URL: www.americanagrp.com Coverage areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offces: 6 • Associates: 1050

NEW JERSEY Diane Turton, REALTORS® 511 Forman Avenue, Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Diane Turton, Realtors Relocation Services • Tel: 1-877-DTURTON Email: dturton@dianeturton.com • URL: www.dianeturton.com Coverage areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World, Luxury Portfolio, Luxury Real Estate Offces: 16 · Associates: 350

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

MISSOURI Prudential Alliance, REALTORS® 17050 Baxter Road, Ste 200, Chesterfeld, MO 63005 Contact: Patty Viliocco • Telephone: (800) 325-7700 • Fax: (636) 537-4875 Email: pviliocco@prudentialalliance.com URL: www.prudentialalliance.com Coverage Area: Greater Metropolitan St. Louis area including St. Louis and surrounding cities; St. Louis County; St Charles County; Jefferson County; Franklin County; Lincoln County; Warren County Offces: 7 • Associates: 425

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

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Gloria Nilson & Co. Real Estate and RLS, REALTORS® 826 Alexander Road, Princeton, NJ 08540 Contact: Pat Renner, Director of Business Development Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 Email: prenner@glorianilson.com • URL: www.glorianilson.com Coverage areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties Offces: 17 • Associates: 600+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Offce: (973) 736-1600 • Toll Free: (800) 4-JBARIS • Fax: (973) 736-5159 Email: relocation@jordanbaris.com URL: www.jordanbaris.com Coverage area: Essex, Union, Hudson and Morris counties. Specifcally West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfeld, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offces: 2 • Associates: 150 Prudential Fox & Roach REALTORS® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Dawn Stump, Referral Manager, (610) 398-6862 Email: dawn.stump@prufoxroach.com URL: www.prufoxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offces: 60 • Associates 3,700

NEW MEXICO ERA Sellers Buyers and Associates 780 N. Resler Dr. El Paso, TX 79912 Contact: Director of Relocation Services (915) 585-2222 Email: IamRelocating@SellersBuyers.com • URL: www.SellersBuyers.com Coverage areas: El Paso and all of West Texas and Las Cruces and Southern


New Mexico. Offces: 3 • Associates: 133

NEW YORK Better Homes and Gardens Rand Realty 10 Schriever Lane, New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offces: 25 • Associates: More than 800 CENTURY 21 American Homes 1856 Hempstead Turnpike, East Meadow, NY 1554 Contact: Mike Litzner, Broker, Career Development Tel: (516) 334-4333 • careers@c21amhomes.com Arlene Gregory - Referral/Relocation Services Tel: (516) 302-8500 • relo@c21amhomes.com URL: www.c21amhomes.com Coverage areas: Brooklyn, Queens, Nassau and Suffolk, Long Island, N.Y. Offces: 10 • Associates: 400 Coach REALTORS® 66 Gilbert Street, Northport, NY 11768 Contact: Elaine Elish, Inbound Referral Coordinator, (800) 321-7356 x138, Email: elaine@coachrealtors.com URL: www.coachrealtors.com/buying-and-selling/relocation.cfm The Coach Realtors Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators; Elaine Elish, Kathy Brandofno and Roseanne Tourto. These 3 professionals draw upon more than 50 years of combined relocation experience in order to make client transition a comfortable one. Offces: 18 • Associates 618 Coldwell Banker Prime Properties 10 Osgood Avenue, Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offces: 16 • Sales Associates: 500 No. 1 Coldwell Banker affliate in New York State Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com URL: www.fllmore.com Coverage areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offces: 16 • Associates: 400

NORTH CAROLINA Coldwell Banker Advantage 7610 Six Forks Rd. Suite 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation and Referral Services Tel: (800) 274-5345 • Direct (919) 846-3330 Email: BDrake@AdvantageCB.com URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offces: 17 • Associates: 325

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

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

OHIO CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfeld, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com URL: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfeld, Zionsville, Greenwood, Brownsburg, Avon, Plainfeld, Cicero, Fortville, McCordsville, Franklin, Greenfeld, Sheridan, Trafalgar, Lebanon Coldwell Banker Hunter Realty 24600 Detroit Road, Suite 265, Westlake, OH 44145 Contact: Jean Strelou, Relocation Director Offce: (216) 899-2544 • (800) 777-0793 Email: cbhunter@coldwellbanker.com URL: www.cbhunter.com Coverage Areas: Northeast Ohio including the following counties and cities: Ashtabula, Cuyahoga (Cleveland), Erie (Sandusky), Geauga, Lake (Mentor), Lorain, Medina, Portage, Summit (Akron), Stark (Canton) and Wayne (Wooster) Offces: 17 • Associates: 375 Cutler Real Estate 4618 Dressler Road NW, Canton, OH 44718 Contact: Terri Shoemaker, Relocation Director Tel: (800) 444-8999 Email: Relo@CutlerHomes.com • URL: www.CutlerHomes.com Coverage Areas: Greater Cincinnati including the counties of Hamilton, Clermont, Butler and Warren, Northern Kentucky, and Southeastern Indiana, Northeast Ohio including the counties of Summit (Akron), Stark (Canton), Portage (Kent), Medina, Carroll and Wayne (Wooster). Offces: 12 • Associates: 290 RE/MAX Crossroads 17149 SouthPark Center, Strongsville, OH 44136, Northeast Ohio Contact: Dennis Steed, Broker/Owner, Tel: (800) 887-7444 Email: dsteed@remax.net • URL: www.remaxneo.com Coverage areas: Northeast Ohio, Akron, Canton, Medina, New Philadelphia, Rocky River, Stow, Fairlawn, Strongsville, including Carroll, Cuyahoga, Medina, Lorain, Summit, Stark and Tuscarawas counties. Offces: 6 • Associates: 123

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PENNSYLVANIA CENTURY 21 Alliance 4370 Main Street, Philadelphia, PA 19127 Contact: Ron Clarke, President & CEO Offce: (215) 757-2121 • Mobile: (267) 475-8900 URL: http://c21alliance.net Coverage Areas: Greater Philadelphia area and its suburbs, including the surrounding counties of Bucks, Chester, Delaware, and Montgomery Offces: 14 • Associates: 500+ Prudential Fox & Roach REALTORS® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Dawn Stump, Referral Manager, (610) 398-6862 Email: dawn.stump@prufoxroach.com • URL: www.prufoxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offces: 60 • Associates 3,700 Prudential Lancaster 100 Foxshire Drive Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: 717 -393 -2336 Contact: Sandy Zercher • E-mail: sandyzercher@prudentiallancaster.com URL: http://PrudentialLancaster.com Coverage Areas: Lancaster County, Pa. Offces: 1 • Associates: 33 Prudential Preferred Realty 9401 McKnight Road, Pittsburgh PA 15237 Contact: Elaine DeBildt • Tel: (412) 261-4800 Email: edebildt@prudentialpreferred.com • URL: www.PrudentialPreferredRealty.com Coverage areas: Southwestern Penn., including the following counties, Allegheny, Beaver, Butler, Armstrong, Westmoreland, Washington, Lawrence, Fayette and Somerset Offces: 19 • Associates: 650 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Offce: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offces: 4 • Over 150 REALTOR® Associates RE/MAX 440 and RE/MAX Central 701 West Market Street, Perkasie, PA 18944 Contact: Tom Skiffngton: Broker/Owner, Email: tskiffngton@remax.net Tel: (215) 453-7653 • (215) 643-3200 URLs: www.pahomesforsale.com and www.lehighvalleyrealestate.com Coverage areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offces: 10 • Associates: 170 RE/MAX Realty Group 6 Montgomery Village Avenue, Suite 200, Gaithersburg, MD 20879 Contact: Ken Crowley, Broker/Owner Email: kcrowley@remax.net • URL: www.realtygrouphomes.com Coverage Areas: Maryland, Virginia, Pennsylvania and the District of Columbia Offces: 3 • Associates: 130

SOUTH CAROLINA Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, VP of Relocation, Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com • URL: www.MyCbpp.com Coverage Areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offces: 7 • Associates: 150 92 September 2013 RISMedia’s REAL ESTATE

Prudential C. Dan Joyner Co., REALTORS® 745 N. Pleasantburg Drive, Greenville, SC 29607 Contacts: Judy Vaughn, Director of Relocation, jvaughn@cdanjoyner.com, (864) 678-5378 Lisa Rourk, Network Mgr. lrourk@cdanjoyner.com, (864) 678-5247 URL: www.cdanjoyner.com Brookfeld GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offces: 9 • Associates: 250+

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

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

TEXAS Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Parkway, Ste. 301, San Antonio, Texas 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Toll Free: (800) 521-1408 • Direct: (210) 483-7035 Email: ppoitevent@cbharper.com • URL: www.cbharper.com Coverage areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offces: 7 • Associates: 350 ERA Sellers Buyers and Associates 780 N. Resler Dr., El Paso, TX 79912 Contact: Director of Relocation Services (915) 585-2222 Email: IamRelocating@SellersBuyers.com • URL: www.SellersBuyers.com Coverage areas: El Paso and all of West Texas and Las Cruces and Southern New Mexico. Offces: 3 • Associates: 133 RE/MAX Premier Group Serving the Dallas-Ft. Worth Metroplex Contact: Brenda M. Kroll • Tel: (972) 867-7900 Email: brendakroll@remax.net • URL: www.homesforview.com Coverage areas: Dallas, Plano, Frisco, McKinney, Allen, Carrollton, Texas. State, national and international referral system to better serve your real estate needs. Offces: 3 • Associates: 150

VIRGINIA CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com • URL: www.c21nm.com Relocation Contact: Scott Becker, Dir., NM Relocation, Email: move@c21nm.com Providers of world class real estate services in the Northern Virginia, Washington DC, and the Southern Maryland markets. Our areas of expertise range from For-


tune 50 executives to specialized training in military and government relocation. Offces: 16 • Associates: 700+ Prudential Towne Realty 600 22nd Street, Virginia Beach, VA 23451 Contact: Darlene Lamb, Director of Corporate Relocation Services Toll Free: (757) 296-0003 • Direct: (757) 709-2947 Email: relocation@prudentialtownerealty.com • URL: www.prudentialtownerealty.com Coverage areas: Southeast Virginia/Hampton Roads: Virginia Beach, Norfolk, Portsmouth, Chesapeake, Suffolk, Smithfeld, Newport News, Hampton, York County, Williamsburg and Gloucester. Offces: 18 • Associates: 400 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Offce: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia & Washington, D.C. Offces: 4 • Over 150 REALTOR® Associates RE/MAX Gateway 4090B Lafayette Center Drive, Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • Cell: (703) 727-6900 Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage areas: Virginia, Washington DC, Maryland, West Virginia Offces: 4 • Associates: 108 RE/MAX Realty Group 6 Montgomery Village Avenue, Suite 200, Gaithersburg, MD 20879 Contact: Ken Crowley, Broker/Owner Email: kcrowley@remax.net • URL: www.realtygrouphomes.com Coverage areas: Maryland, Virginia, Pennsylvania and the District of Columbia Offces: 3 • Associates: 130 William E. Wood and Associates, REALTORS® 800 Newtown Road, Virginia Beach, Virginia 23462 Contact: Deborah Knight Tel: 757-490-0022 E-mail: dknight@williamewood.com • URL: www.williamewood.com Coverage areas: Portsmouth, Suffolk, Chesapeake, Norfolk, Virginia Beach, Williamsburg, Newport News, Hampton, Franklin, Poquoson, Smithfeld and Northeast North Carolina Offces: 20 • Associates: 600

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com • URL: www.c21nm.com Relocation Contact: Scott Becker, Dir., NM Relocation, Email: move@c21nm.com Providers of world class real estate services in the Northern Virginia, Washington DC, and the Southern Maryland markets. Our areas of expertise range from Fortune 50 executives to specialized training in military and government relocation. Offces: 16 • Associates: 700+ Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Offce: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offces: 4 • Over 150 REALTOR® Associates RE/MAX Realty Group 6 Montgomery Village Avenue, Suite 200, Gaithersburg, MD 20879 Contact: Ken Crowley, Broker/Owner Email: kcrowley@remax.net • URL: www.realtygrouphomes.com Coverage Areas: Maryland, Virginia, Pennsylvania and the District of Columbia Offces: 19 • Associates: 530

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

WISCONSIN CENTURY 21 Affliated 221 West Beltline Highway, Madison, WI 53713 Contact: Jennifer Wagner, Relocation Director Tel: (608) 223-2797 • Cell: (608) 751-2576 Email: Jennifer.Wagner@C21Affliated.com • URL: www.Century21Affliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Eastern Minnesota Offces: 30 • Associates: 350


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INDEX OF SERVICE PROVIDERS ABR® ..................................................................................24

National Association of REALTORS® .........................10, 29

American Home Shield ..................................................27

National Association of REALTORS® Global ..................95

Bank of America Home Loans .......................................64

Norman-Spencer Agency, Inc. ....................................47

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

The Personal Marketing Company .........................58, 72

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

Pillar To Post ........................................................................2

Carrington Real Estate Services ....................................20

Point2 ................................................................................50

Centralized Showing Service .........................................19

Prudential Real Estate Affliates, Inc. .............................15

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

The Real Estate Book.......................................................71

Certifed New Home Specialist (Dennis Walsh & Associates, Inc.) ..................................61

realtor.com® and Top Producer Online marketing solutions ...............................................8

Citibank ............................................................................17

Realtors Property Resource® ..........................................33

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

Realty Executives ............................................................18

HSA Home Warranty ......................................................BC

Realty ONE Group ...........................................................37

Hubzu ................................................................................30

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

Leading Real Estate Companies of the World .......9, 11

RISMedia’s Top 5 in Real Estate Network® ..............76, 94

Market Leader .................................................................38

Stewart Title ......................................................................34

Mobile Real Estate ...................................... IFC, 60, 63, 93

Verl Workman Seminars ..................................................54

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{re: Real Estate}

NAR HELPS MEMBERS SPEAK IN A UNIFIED VOICE TO STATE AND FEDERAL LEADERS s legislators and regulators consider laws

A

and policies that could impact the real estate industry and the livelihood of REALTORS®,

and ultimately, consumers, the National Association of REALTORS® (NAR) is helping bring decision-making authority and strong leadership on such issues to both state and federal leaders. With the combined power of broker, agent and NAR infuence, REALTORS® have a voice in state houses and on Capitol Hill. Broker Involvement Program It’s evident that when brokers alert their agents to key issues, those agents listen and take action. NAR’s Broker Involvement Program provides brokers with a quick and effective tool to rally their agents and send a clear, united voice to state and federal leaders. Broker Calls for Action (CFA) messages are sent to agents from the broker, allowing for agents to quickly take action. The results are proven with response rates on CFAs signifcantly higher—nearly 40 percent of all responses on the Broker Calls for Action are from agents in the Broker Involvement Program. More than 17,000 broker/owners and 450,000 agents are participating in NAR’s Broker Involvement Program to infuence critical legislative issues affecting the real estate industry. Specifcally, NAR, through the Broker Involvement Program, has led the charge to extend mortgage cancellation relief for one year. This helps troubled homeowners by relieving them of an unfair tax burden. NAR has urged Congress to pass a 5-year reauthorization of the National Flood Insurance Program, and has also fought proposals to lower Fannie Mae and Freddie Mac conforming loan limits to $417,000 nationwide. If passed, the measure would have reduced loan limits in 124 counties in 21 states. And most recently, a CFA on the crucial issue of tax reform received a 15 percent national response rate and 72 percent of states hit their goal. NAR’s position as Congress pursues comprehensive tax reform is that it should focus on doing no harm to housing and America’s 75 million homeowners by maintaining current tax laws for homeownership and real estate investment.

96 September 2013 RISMedia’s REAL ESTATE

Broker Conferences and Meetings NAR held the inaugural Real Estate Broker Conference in Chicago last month, where REALTORS® had the opportunity to engage in NAR public policy and political discussions, focusing on federal issues of importance to brokers. Given the success of this event, NAR is urging every state to hold at least one conference or meeting to raise awareness and levels of understanding regarding where brokers can leverage their knowledge and infuence throughout the country. Real Estate Services (RES) Program NAR’s Real Estate Services Program, formed in 2007, identifes the services, tools and strategic relationships that expand and enhance the business interests of NAR’s large broker community. Representing large, diversifed real estate frms with affliated businesses and their agents, RES advocates for broader issues, such as Mortgage Reform, H.R. 1077, The Consumer Mortgage Choice Act and mortgage interest deduction (MID).

More than 17,000 broker/owners and 450,000 agents are participating in NAR’s Broker Involvement Program to infuence critical legislative issues affecting the real estate industry. Real Estate Services (RES) Update The Real Estate Services (RES) Update is NAR’s monthly newsletter designed to keep diversifed real estate frms and their agents informed about issues impacting their businesses. This e-newsletter includes legislative and regulatory updates, news on industry trends, and the latest information on NAR activities as they affect diversifed real estate frms. The benefts of involvement in these NAR programs and services are great in that brokers can effciently protect the livelihood of their business while creating further dialogue with their agents. RE Re:sources Learn more about NAR’s Broker Involvement Program at www.realtoractioncenter.com/realtors/brokers.


It’s a sign. We call it like we see it. When one of the world’s most admired companies puts its name on a real estate sign, that’s a sign buyers and sellers will want to see. When that company is known for stability and financial strength, that’s a sign brokers and agents will want to be on. And when that name stands for integrity, that’s a sign things are changing in the market. Confidence is back.

Good to know.

©2013 Real Estate Brokerage Services are offered through the network member franchisees of BHH Affiliates, LLC. Most franchisees are independently owned and operated. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Equal Housing Opportunity.


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Real Estate Magazine September 2013