Realty-Builder January 2017

REALTY~BUILDER JANUARY 2017 C O N N E C T I O N

Lee Arsenault: 2017 NEFBA president

Building a family and a business in Jacksonville

Vol. 17 • No. 1

Inside Is it ethical to criticize competitor on social media?

Page 25

Arsenault spent much of childhood overeas

By Clifford Davis Contributing Writer

Lee Arsenault didn’t have long-term friends as a boy.

He spent his childhood bouncing around Central and South American countries with his father, Paul Arsenault, who worked with the U.S. Department of State.

“About every two or three years we’d move again, so all those friendships you make during that time of your life evaporate,” Arsenault said. “As a kid, it tears you up and your friendships become very shallow.”

Finally, when he moved to Jacksonville in 1981, he was able to begin building lasting friendships.

The 64-year-old CEO of New Leaf Construction and New Leaf Homes will be installed Jan. 18 as president of the Northeast Florida Builders Association.

Arsenault was born in Maracaibo, Venezuela. He had siblings born in San Salvador and Massachusetts, Paraguay and Washington, D.C. He became fluent in Spanish, a skill he still uses.

By the early 1960s the family had moved to Argentina, a country the Committee to Combat Terrorism characterized at the time as having “the most virulent terrorism in

Injured Marine and his family move into home built

by Builders Care and Lennar.

Page 29

Photo by Clifford Davis

Lee Arsenault picks up sketches his company did for a nonprofit project with which he’s assisting. Arsenault becomes president of the Northeast Florida Builders Association this month.

Latin America,” according to the Department of State.

The perilous nature of his father’s profession hit home for Arsenault after an American, one of his dad’s colleagues, was assas-

Did you make your company’s list of top producers?

Page 14

sinated by terrorists.

Soon after, Arsenault recalled finding a .38-caliber revolver under the seat of his father’s car.

See Arsenault, Page 4

Marc Jernigan: NEFAR president

Loving what he does for a living Jernigan’s theme for year is ‘Professionalism in Paradise’

By Maggie FitzRoy, Contributing Writer When he worked in retail management for Wal-Mart, Marc Jernigan loved his job.

After moving to Jacksonville, he enjoyed owning and operating a restaurant.

When he embarked on a real estate career, he fully embraced that, too.

But real estate has never been just about selling houses for him. From the beginning, he’s volunteered for leadership positions with the Northeast Florida Association of Realtors, and through the years, worked his way up the chain of command.

This year, he serves as president, a voluntary position that will consume a lot of his time while he INSIDE also continues to operate his full-time Want to know who business as a Realtor with Exit Real is leading NEFAR and Estate Gallery.

NEFBA committees?

And he is looking forward to it.

See list on Page 5 He recently became team partners with Diane Cook, also a Realtor in Exit’s Orange Park office, so he can better serve his customers while leading NEFAR’s 7,500 members into the future.

“NEFAR is a well-oiled machine,” Jernigan, 52, said last month while preparing to assume his new role.

As a result, he doesn’t anticipate any serious issues. But he does have goals in mind and a theme for the year: “Professionalism in Paradise.”

As a Jimmy Buffet fan, Jernigan said “paradise” describes the region. And he regards professionalism as a challenge for the entire industry.

Photo by Maggie FitzRoy In a recent National Association of Realtors “Danger Report,” Marc Jernigan of Exit Real Estate Gallery is being installed as 2017 president of the professionalism was at the top of the list, he said.

Northeast Florida Association of Realtors. He is pictured in December with his busiThe problem is some agents are not trained properly or are

ness partner, Diane Cook who is 2017 president of Women’s Council of Realtors Jacksonville Network.

See Jernigan, Page 5

Real estate lawyer knew at age five she wanted a career in law.

Page 18 Realtors set goals for 2017 and how they’ll reach them.

Pages 6-8

Three key shifts in behavior to help reach goals.

Page 17

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January 2017

‘He made all of us better. He pushed us.’

Charlie Clark helped careers of countless Realtors, builders

By Wesley LeBlanc Contributing Writer

A Celebration of Life for Charlie Clark will be 11 a.m. Feb. 17 at Christ Episcopal Church, 400 San Juan Drive, Ponte Vedra Beach While developing this influence in the world of real estate, Clark also was busy building a family, which began with Trudy, his wife of 45 years.

This marriage welcomed four children who went on to grant the couple six grandchildren.

Clark’s family continued growing when he became the greatgrandfather of four kids.

Before his passing, Clark wished his family love, happiness and success as they expand into their futures.

Lung cancer and brain tumors took his life, but it didn’t take away the impact Clark had on others.

Judy Hicks of Re/Max Unlimited, who also was part of the original SMC, can attest to this.

She was 26 when she moved to Florida and soon began working with Clark.

“The first time I ever heard ‘knowledge is power’ was from him in a meeting. I left that same meeting thinking, ‘I don’t know who this person is but I want to be like him’,” said Hicks.

For Hicks, Clark was a mentor.

“Charlie was bigger than life.

He could motivate you with three or four words. He had so much integrity and so much knowledge,” she said. “He was one of those people that truly wanted to see you succeed in your career and he would help you do it.”

REALTY~BUILDER C O N N E C T I O N

Realty~Builder Connection is published monthly and serves the real estate and construction industries of North Florida. This is an independent publication mailed monthly to licensees in the professions and is the official publication of the Northeast Florida Builders Association.

How to contribute news and top producers Realty-Builder Connection encourages the submission of news and photographs of interest to real estate and construction industries. Deadline is the 20th of each month for the next month’s edition.

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Submissions can be made via email, editorial@realty-builder.com; fax, (904) 353-2628; or mail, 10 N. Newnan St., Jacksonville, FL 32202.

James F. Bailey Jr. Publisher

Marilyn Young Editor

How to Advertise Each month, Realty-Builder Connection reaches more than 7,500 licensed professionals in the real estate and construction communities.

Rates for print and website (realty-builder.com) advertising are available upon request. The deadline to reserve advertising space is the 12th of the month for the next month’s edition; advertising copy is due the 19th.

Deborah Anderson, Account Executive (904) 356-2466 /danderson@realty-builder.com Realty~Builder Connection is a division of:

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Affiliate Members

Charlie Clark receives a standing ovation during his final appearance at a Sales and Marketing Council meeting in March 2015. Clark died in December.

Richard Dostie of Dostie Homes forged a relationship with Clark that he never took for granted.

“He was my go-to person when I would have questions about certain areas in the market and by the same token, he would call me and pick my brain,” said Dostie. “It was a mutual back and forth. Less business and more of a friendship.”

Dostie said he could always rely on Clark.

“On a person level, there wasn’t a finer person. Whatever he told you, you could take to the bank,” he said.

“

“

Charlie Clark was best known as a world-class real estate consultant, but for those who truly knew him, he was so much more.

A mentor, a leader and a friend.

In the 1980s, Clark put together a team of specialists to form a Sales and Marketing Council for the Northeast Florida Builders Association.

Unheard of at the time, those who agreed to join the council were met with life lessons from Clark they will never forget.

Naomi Lumley, one of the original council members, recalls her time spent working with Clark.

“He made all of us better. He pushed us,” said Lumley.

One of her favorite moments with Clark was when he challenged her to do more.

“One day he pulled me aside and said, ‘It’s time you got in the big leagues. It’s time you start doing more’,” she said.

For Lumley, the call to arms from Clark helped her reach new heights.

“Really and truly, he is the success of myself and so many of us,” said Lumley. “We can all go back and contribute our success to Charlie Clark.”

Clark was more than just someone with whom Lumley worked.

The relationship she built with him lasted until the day he died in December.

“I never made a move without talking to my counselor, Charlie.

I would not be where I am without him,” said Lumley.

After graduating from Emory University, Clark carved a path in the world of real estate that would solidify him as one of the most renowned in the business.

He traveled from state to state and country to country, consulting with those who sought him out.

Clark’s knowledge helped others in not only housing, but many areas that occur behind the scenes, such as forecasts, analysis and more.

The first time I ever heard ‘knowledge is power’ was from him in a meeting. I left that same meeting thinking, ‘I don’t know who this person is but I want to be like him’.

Judy Hicks, about Charlie Clark

Rose Bock, another of the original SMC members, said Clark was the “most inspiring person I’ve ever met.”

“He was that kind of guy,” she said. “He was knowledgeable, friendly and never imposing.”

Like others whose lives Clark

touched, Bock laments an end to a friendship that started the day they met.

“Once you knew him, you were going to know him the rest of your life,” she said. “I’ll never forget Charlie.”

Many others feel the same.

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ARSENAULT from front page

His parents divorced in 1967 and Arsenault moved to the Florida Keys with his mother to help take care of the youngest four of his siblings. His teenage years were filled with jet skiing and fishing until graduation, as the Vietnam War loomed.

Arsenault had a low draft number, which he knew meant likely being assigned to the infantry.

“I’d heard stories about the infantry in Vietnam and I really didn’t want that,” he said.

Instead, Arsenault voluntarily enlisted in the Army as an aircraft ordnance repairman. In other words, he’d be fixing rocket launchers, grenade launchers and machine guns on Army aircraft, and not slogging out foot patrols.

Though the designation kept him out of foot patrols, it didn’t keep him out of Vietnam.

After basic training in 1972, Arsenault was assigned to F Troop, 9th Cavalry Regiment.

He flew with the maintenance helicopter that assisted malfunctioning helicopters from his unit in the field.

“On the way to and from the field, I was the door gunner on the right-hand side,” he said.

“But once we got out there, I had a foot locker full of gear to fix rocket launchers, components or unjam a mini-gun.”

The unit was tasked with reconnoitering and attacking the North Vietnamese Army’s advance on its neighbor to the south.

Arsenault left Vietnam not long before the rest of American combat troops were pulled out in 1973.

He returned to the United States as many veterans did, with few job prospects and fellow citizens who were deeply divided over the war they’d fought.

The redhead who changed his life Arsenault worked what construction jobs he could find around Miami and the Keys until his sister, who was going to school at the University of Florida, asked him to pick up her best friend from school who was flying in to Miami to visit.

He was already going to the

airport to pick up his uncle, so he agreed to go a little early.

“Then this gorgeous redhead — who was entirely too young for me — gets off the plane,” he said.

Months later, Arsenault would leave South Florida for a job in Gainesville. After flying back from a job interview in New Orleans, the pair was making their way back to Gainesville when Arsenault had an idea.

“I thought I was going to get the job, so I pulled the car over on Interstate 295 in Jacksonville,” he said. “I walked around the car, got down on my knee and asked her to marry me.”

Lee and Diane Arsenault have been married for 35 years. They have two children, a son and a daughter who now both work for New Leaf, as well as recently welcoming their first grandchild, Benjamin.

The couple started out in a small home in Arlington, while he took night classes at the University of North Florida. Arsenault worked odd jobs like painting and concrete, until a company building an addition to the berthing wharf at Naval Station Mayport offered him a shot at building forms for concrete.

“All of the sudden, I was making $11 an hour,” he said.

As Arsenault took on responsibility, more was given to him.

By the end of the project, he was scheduling concrete trucks and working as a supervisor.

By 1986, he had gutted out enough classes to earn his contractor’s license and started his first company: Arsenault Construction.

For nine years, the mom-andpop company was building 10 to 12 houses a year.

“I was the superintendent, the estimator, the purchaser, the one who met with clients, did the sketches and Diane did the books,” he said.

Arsenault went on to work in supervisory roles for several other construction companies until the bottom fell out of the housing market in the Great Recession.

“I’d been helping a buddy of mine grow his construction business in the mid-2000s,” he said.

“Then in 2009 I helped him close it because the market never recovered.”

January 2017

Photo by Clifford Davis

Scott Miller, left, a factory representative for Gulf Coast Technologies, stands beside Lee Arsenault at the site that would become Madeira at St. Augustine.

Special to the Daily Record

Arsenault’s father, Paul, worked for the U.S. State Department in Central and South American countries, meaning the family’s passports got several stamps.

Together We Will Make

See Arsenault, Page 12

arsenault wants to build workforce One of Lee Arsenault’s main priorities as incoming president of the Northeast Florida Builders Association is rebuilding the construction industry’s workforce in Northeast Florida.

To do that, he wants to focus on local schools.

“I feel strongly that there is a need to change the approach to workforce development,” he said. “Career exploration and discovery at an early age is extremely relevant, and we should find a way to work with our school boards and other stakeholders to connect kids to their areas of interest.”

Arsenault has volunteered with NEFBA and Englewood High School for class field trips to construction sites to introduce students to the construction arts.

He told of one girl who went on a field trip and decided she wanted to be an interior decorator.

“What we’re trying to do now is get the Future Builders of America Club implemented in some of our local high schools,” he said.

Though Arsenault hasn’t yet settled on a President’s Project for his term, he does have a direction.

“I’ve always had a heart for veterans,” he said. “I really admire what they did this year for that Marine.”

NEFBA, in partnership with Lennar Holmes and Builders Care, built a home for Christopher Natto, a former recon Marine who was left partially paralyzed after a parachute jump.

Natto, his wife, Sydney, and their son, Rhett, moved in last month.

“I think something like that would just be awesome,” Arsenault said.

He will be installed at an 8 a.m. Jan. 18 ceremony at the University of North Florida’s Adam W. Herbert University Center.

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Leaders selected for NEFAR and NEFBA groups

JERNIGAN from front page

not as conscientious as they should be. He believes better communication and common courtesy are key.

Due to the nature of the industry, he said Realtors need to communicate with each other all the time, but many fall short.

For example, when showing a home to a buyer, it is professional courtesy to get back to the listing agent to talk about how the showing went. Many don’t.

In addition, some listing agents don’t respond promptly to a showing request, which causes delays and could lose a sale.

Being courteous is about “following the Golden Rule,” he said.

It’s simple things like turning the lights off in a house after a showing and making sure the front door is locked.

He said the Orlando association offers a class on professionalism, which he and several other NEFAR members have taken.

If it expands to other associations around the state, NEFAR will likely offer it.

In the meantime, Jernigan plans to highlight the importance of professionalism in speeches he gives at luncheons and other events.

He also would like to see more Realtors take on leadership positions with NEFAR as a way to serve and learn.

And he plans to encourage members to financially support the Realtors Political Action Committee. It promotes laws that favor homeowners and the real estate industry. Jernigan said he is a major investor.

He may occasionally address issues he believes are important through NEFAR’s weekly email blast, he said, in addition to discussing them at meetings and in speeches.

Some of his other goals for the organization include developing closer relationships with other local NAR-affiliated associations, including in St. Johns and Nassau counties, and developing more business partner relationships with lenders, title companies, home inspectors and other real estate-related companies and

NEFAR

Area council chairs

Beaches: Mick Dolan Historic Area: Jon Singleton Mandarin Area: Heather Allen Ponte Vedra: Jim Ross and Michael Hannon Putnam: Leota Wilkinson Southwest: Lisa Andrews St. Johns: Karen Palmer

Specialty council chairs Special to Realty-Builder

Marc Jernigan, right, attended the Realtors Political Action Committee recognition event for major investors. Jernigan, the 2017 president of the Northeast Florida Association of Realtors, wants more Realtors to get involved with the committee. With him are, from left, Charlie Beard and T.J. Mundy, RP Funding; and Diane Cook, Exit Real Estate Gallery, who is 2017 president of Women’s Council of Realtors Jacksonville Network.

professionals.

Cook, who is 2017 Women’s Council of Realtors Jacksonville president, expects great things from Jernigan as president.

“He is so even keeled and very openminded and also very well respected.

People trust him,” she said. “I think he will open Realtors’ eyes to the opportunities for them to become involved to make our industry better.”

Jernigan said he would likely still be happily working in management at WalMart in Austin, Texas, if his parents hadn’t “schemed” to bring him and his family to Florida with them in 1999 by opening a restaurant they gave him to run.

Schlotzsky’s Deli, a franchise in Orange Park on Wells Road, did very well the first year.

“And then they tore up Wells Road and it killed our business,” he said.

The road construction project to expand the two-lane road lasted three years, cutting sales by more than 70 percent.

So Jernigan knew he had to do something else.

“I said, ‘Let me try real estate,’” he said.

“And I have been in it ever since.”

He joined Watson Realty in 2000, where

he remained until last year, when he joined Exit to team up with Cook.

He sold about $3 million his first year in the business and has since consistently stayed in the $4 million to $6 million range.

With four children, he liked the flexibility of real estate as a career and the leadership opportunities.

He started as an area council chair and after going through NEFAR Leadership Academy, was asked to join the board of directors.

He then became a line officer and worked his way up, from secretary to treasurer to president-elect to president.

Teaming up with Cook has been a good fit, he said, because she is a technology expert and he is more of a “face-to-face and shake hands” person.

They are busy, with numerous listings and buyers, but being highly organized has always been a high priority for him, so he is not worried about running a business while serving as NEFAR president.

“I am excited for the year. The market itself is going to be very dynamic,” he said.

Any agent who is out there working, “will be very successful,” Jernigan said.

l a n o rs pe

Real Estate is

Commercial Alliance of Realtors: Scott Nyman Global Business Council: Josh Rosenberg Young Professionals Network: Cole Slate

Committee chairs

Legislative: Rory Dubin Professional standards: Linda McMorrow

Task force chairs

Candidate screening: Joyce Roberts Community affairs: Don Mullinax Education advisory: Gonzalo Mejia Forms: Jeff Marks Leadership development: Terrell Newberry Mediation: Linda McMorrow Realtor-Builder accord: Janna Thomas Realtor-Builder Tradeshow: Diane Cook RPAC awareness and events: Missi Howell

NEFBA

Committee chairs

Government Affairs: Nathan Day Political Action: Curtis Hart Codes & Standards: Jerry Dean

Council chairs

Clay Builders: Jeff Ferguson Nassau Builders: Ben Stephens Professional Women in Building: Toria Hale Remodelers: Peter Helton St. Johns Builders: Sean Junker Sales & Marketing: Carrie Budds

Group chair

Young Professionals: Cole Slate

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January 2017

Setting goals for a productive 2017 Realty-Builder asked eight real estate professionals to share their goals for 2017. We’ll check back with them later in the year and see how it’s going.

GOAL NO. 2 Increase my presence on social media

this area of the business and also encourage all team members to contribute in this area as well.

WHY THE GOAL IS IMPORTANT Social media continues to grow as a factor in the buying and selling of real estate and it is extremely important to social media to increase the “sphere of Influence.”

Michael Daugustinis

Realtor, Coldwell Banker Premier Properties, World Golf Village GOAL NO. 1 Expand my business to transform from operating as an individual agent to a realty team WHY THE GOAL IS IMPORTANT Setting up a realty team will help grow and advance my existing business beyond the tremendous success I achieved as a top producing individual agent in 2016.

PLANS FOR REACHING THE GOAL The transformation to a team has already begun. Adding motivated agents will assist in all aspects of sales, marketing and administrative areas to achieve greater success.

PLANS FOR REACHING THE GOAL I have contracted with a social media company to increase our presence on social media and one of our new team members focuses on this as well.

GOAL NO. 3 Increase networking efforts and both incoming and outgoing referrals WHY THE GOAL IS IMPORTANT Successful networking helps increase incoming referrals, which are truly the foundation upon which my business is built.

Outgoing referrals are also vital to relationship building.

Both of these are crucial elements to achieving success in my business.

PLANS FOR REACHING THE GOAL The adding of team members has provided me with more free time to concentrate on networking and building business relationships. I will continue to grow

Steve Falor

Realtor, Watson Realty, Ponte Vedra Beach GOAL NO. 1 Continue my ty involvement

communi-

WHY THE GOAL IS IMPORTANT I am a firm believer in “giving back” and “paying “forward.”

A well-rounded life is terribly important. I have been lucky enough to be on the Northgate Home Owners Association Board (my neighborhood) and also the larger Sawgrass Country Club Home Owners Association, serving as president from 201516.

I also chair the Architectural Committee for Sawgrass.

My father taught me, “If you have an opinion, you should get involved!.” I practice that.

PLANS FOR REACHING THE GOAL I will get involved in the St. Johns County government through committee volunteering.

GOAL NO. 2 Achieve a professional designation WHY THE GOAL IS IMPORTANT I want to become a seniors real estate specialist working primarily with customers over 55.

I do a lot of work in this area already but there is a real estate course that, when completed, allows me to use the designation.

I have found a lot of seniors have not been correctly represented and I would like to offer personalized service to this type of customer.

PLANS FOR REACHING THE GOAL I will take a class that includes a final examination.

GOAL NO. 3 Give the most professional service possible without total focus on income WHY THE GOAL IS IMPORTANT I enjoy my work. I take time to get to know my customers and what they want to accomplish — whether selling, buying, renting or investing.

I have move organizers, attorneys, contractors, movers, estate sales organizations, accountants.

My goal is create a team of professional that will provide the best service possible.

I have seen seniors mistreated by agents who don’t take the time to understand their customers’ needs and wants. I would like to participate in 12-15 sales in 2017.

PLANS FOR REACHING THE GOAL HIQ — Honesty Integrity Quality — my words to live and work by.

Tracy Glochau Broker associate, Berkshire Hathaway HomeServices Florida Network Realty GOAL NO. 1 Increase listing inventory WHY THE GOAL IS IMPORTANT An interesting perspective of listing homes is to think of goods in a store for sale. If you have the See Goals, Page 7

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GOALS from page 6

merchandise (houses to sell), an agent greatly increases their success in the business.

More inventory to sell equates to more opportunities for the phone to ring for other agents or buyers looking to purchase your listings.

PLANS FOR REACHING THE GOAL Being more involved locally and staying better connected to previous clients will organically create more opportunities to grow one’s listing inventory.

Another way to stay relevant in growing listing inventory is to more consistently market to the areas where I am trying to grow my listings.

Keeping residents up-to-date with local sales information is very helpful in growing listings.

GOAL NO. 2 Become more involved with local organizations

GOAL NO. 3 Stay better connected to previous clients WHY THE GOAL IS IMPORTANT As one gets busy, it’s sometimes hard to stay in contact with previous clients due to new appointments or engagements that evolve.

Staying better connected helps clients remember you and the great job you did for them and makes them want to give your name the first opportunity they have to refer you.

PLANS FOR REACHING THE GOAL I am hopeful to stay better connected just by picking up the phone and saying hello. I have a few clients that I frequently see, but staying in better contact with everyone is my goal.

As part of my 2017 business plan, I will be incorporating a couple of customer appreciation events, as well as staying in touch with a quarterly newsletter

WHY THE GOAL IS IMPORTANT Local involvement is a great way to grow one’s sphere of influence. As in most every business, real estate is a lot of who you know. More local involvement helps build and solidify business relationships, as well as demonstrates a connectivity and interest with communities’ development.

PLANS FOR REACHING THE GOAL Becoming more involved should be a relatively easily attainable goal.

It’s all about time management and creating time to meet with different area organizations.

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January 2017

Sue Hollis

Realtor, Watson Realty, Ponte Vedra Beach GOAL NO. 1 Expand contacts through addi-

WHY THE GOAL IS IMPORTANT It is important to my happiness to spend more time with my family and friends.

tional social media outlets, smart phones, texting, emails GOAL NO. 2 Focusing on improving business related outreach

PLANS FOR REACHING THE GOAL Learn to say “no”!

GOAL NO. 3 More direct contact and communications with my sphere of influence, past customers, building business relationships WHY THE GOALS ARE IMPORTANT First, the broader the “touch” for past or potential customers you work with improves the opportunities of getting referrals and connections.

It is important to make this a day-to-day part of business. Social contacts, friends and neighbors can be valuable and rewarding for your efforts.

This has to be a focus and make opportunities as a normal part of day-to-day business.

PLANS FOR REACHING THE GOALS In today’s business world everyone moves faster and with shorter time frames for both being creative and recognizing customers’ time.

My strategy is to move to more social media outlets and direct contact. In general, people’s lifestyles are much more mobile in today’s society, therefore, face-to-face contact is conducive to quick interchanges or recognition through email and other social media.

Have access to better technology and up-to-date applications.

Focus on sincere business, friendships and follow-up.

Building my real estate business includes my friends and enjoying life.

Selby Kaiser

Broker owner, The Legends of Real Estate GOAL NO. 1 Increase listing inventory by 20 percent WHY THE GOAL IS IMPORTANT The future of my business depends upon my listing inventory.

PLANS FOR REACHING THE GOAL Continue to market to my past customers and clients

Josh Nugent

Realtor, Berkshire Hathaway HomeServices Florida Network Realty GOAL NO. 1 Better time management

GOAL NO. 2 Become more knowledgeable about how technology can help my business

WHY THE GOAL IS IMPORTANT Because we don’t get paid by the hour.

WHY THE GOAL IS IMPORTANT Technology is important to make my business run more efficiently.

PLANS FOR REACHING THE GOAL I plan to reach this goal by my continued focus on the great percentage of my business being focused on listings and doing a better job interviewing buyers to make sure they are going to be very serious and committed to me.

PLANS FOR REACHING THE GOAL Take courses and explore new programs and devices GOAL NO. 3 Spend more time with my family and friends

GOAL NO. 2 Continue my annual goal of See Goals, Page 8

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8

GOALS from page 7

increasing my listing volume by 50 percent. This year I managed 152 percent.

WHY THE GOAL IS IMPORTANT It goes back to goal number 1 and also will increase my sales volume, as well.

PLANS FOR REACHING THE GOAL I will continue my targeted marketing to my sphere and farm areas.

I’ve aligned myself with a company that shares the same positive goals and supports their agents, which inspires me to be the best I can be PLANS FOR REACHING THE GOALS By continuing the success plan I already have in place and by joining additional councils and charities in order to give back to my community.

Continuing education is another important outlet to further my knowledge and experience with new technologies and techniques that are available.

January 2017

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GOAL NO. 3 Plan vacations and time for friends and family MLS 830335

WHY THE GOAL IS IMPORTANT You can work almost 24/7/365 if you are not careful and the breaks help to energize, inspire and helps me focus better on my business.

PLANS FOR REACHING THE GOAL I have been improving on this every year in the business.

Already have a 12-day European cruise planned for 2017.

Kendall Creek 207 Balvenie Drive, St. Johns, Florida 32259

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Sarah Schneider

Realtor, Keller Williams Realty GOAL NO. 1 To help every client fulfill their real estate dream WHY THE GOAL IS IMPORTANT AND HOW I PLAN TO REACH IT Buying a home is one of the most important decisions in life.

It is also a time where most people feel vulnerable and emotionally overwhelmed.

I want to be a resource and help put my clients at ease. The process should be enjoyable, not traumatizing

Dylan Rigdon

Realtor, Berkshire Hathaway HomeServices Florida Network Realty GOAL NO. 1 Continue to deliver stellar customer service and exceed client expectation each and every time GOAL NO. 2 Continue my commitment to learn new technology and techniques to better serve my clients GOAL NO. 3 Become more involved in my community and give back to those who have supported me throughout my career and our company WHY THE GOALS ARE IMPORTANT My goals are especially important to me as a Realtor because they have a direct impact on the community I serve.

Each time we sell a home, we impact the market and hopefully we always impact the market and community in a positive and progressive fashion.

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GOAL NO. 2 To grow the Jacksonville community, with a focus on involvement in charitable organizations WHY THE GOAL IS IMPORTANT AND HOW I PLAN TO REACH IT It’s especially important for the business community to focus on charity. Success only matters if it is used to better the world.

Particularly close to my heart is Habitat for Humanity. I want everyone to have a home, whether I help them buy it or grab a hammer and help them build it.

GOAL NO. 3 To inspire and mentor the next generation toward their personal and professional goals

P o n t e Ve d r a . N a t u r a l l y.

WHY THE GOAL IS IMPORTANT AND HOW I PLAN TO REACH IT Our young adults are more creative and driven than ever before. I am hosting several meet-ups to help these young professionals identify and reach their goals.

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January 2017

Learning to analyze market through data

By Carrie Resch Contributing Writer

Photos by Carrie Resch

The “Become Your Market Expert: An Intro to Industry Data & Analysis” continuing education class was offered last month by the Northeast Florida Association of Realtors.

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With their laptops at the ready and plenty of coffee to focus on the task at hand, 22 Northeast Florida real estate agents came ready to tackle the sometimes daunting world of statistics.

How to collect, analyze and interpret statistics and real-world scenarios in which analytical data could be applied were the topics at a December Northeast Florida Association of Realtors continuing education course.

“Become Your Market Expert: An Intro to Industry Data & Analysis” with instructor Fiorentina Dajci, was open to real estate agents and appraisers.

Dajci, who has a Ph.D. in economics from Kansas State University and is a professor of economics at Florida State College at Jacksonville, recently joined the Florida Realtors staff to start teaching in real estate. She has a self-described passion for data, research and statistics.

Course objectives included how to find statistics on the Florida Realtors website; how to calculate the mean, median and mode; and discussing what types of information can best be displayed utilizing graphs.

Microsoft Excel, Dajci said, can be a useful tool in which to enter data that can be used to create charts. As a hands-on activity, the class practiced entering data in an Excel spreadsheet.

Using the Florida Realtors website (floridarealtors.org), Dajci demonstrated how to pull data that will show the customer the “big picture.”

Ethically, real estate agents and industry specialists are required to pull unbiased data.

Median sales price, inventory of active listings, month’s supply of inventory and closed sales are all good indicators to use to paint the overall picture, Dajci suggested.

It can be misleading to report percentages without accompanying information about the actual data, Dajci warned.

And the smaller the sample size, the more obligation there is to provide actual numbers instead of just percentages, she said.

For example, a particular ZIP code, especially in the case of a large metropolitan county like

Duval, is not necessarily a reliable representation of the entire area.

Instead, the same basis of comparison should be employed, for the most part, and then let the data speak for itself, Dajci said.

Ken Watson, a real estate agent with the Fred Miller Group, was hoping the class had more marketing information that he could apply.

“I wanted to learn how to market to my clients better — take the information that we have available to us and put it in a format that they could easily Ken Watson understand,” Watson said.

In his opinion, the abundance of information he received in the class was somewhat fragmented and it will take some time, he said, to digest the information.

He does, however, think he will use what he learned about making graphs from collected data.

Gina Evans, a real estate agent and director of marketing at Atlantic Palm Homes, sought out the class to learn how to better analyze mar- Gina Evans ket conditions.

Evans praised Dajci for giving the class a wealth of excellent information, but said she wishes a basic class had been offered as a precursor.

Dajci considered the feedback she received from Evans and other students and said she might structure the course differently in the future.

In addition, she may suggest the class be held in the computer lab next time to give students even more hands-on practice.

Still, Evans said she plans to use what she learned to substantiate her claims to builders, sellers or buyers.

“The more information you have, the better you can present whatever case you are trying to make — whether it’s on pricing, whether it’s on time on the market ... to say this is where I came up with this, I’m not just pulling figures out of the sky and it’s not just my opinion,” Evans said.

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Course instructor Fiorentina Dajci has a Ph.D. in economics from Kansas State University and recently joined the Florida Realtors staff to start teaching about real estate.

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January 2017

SMC shares holiday spirit at breakfast

The Sales and Marketing Council for the Northeast Florida Builders Association held a holiday party, which included collecting donated toys. Above, Franchesca Swierz, Judy Hicks and Denise Patricoll bag items.

Thomas Signorello, left, and Rory Durbin take a break for a quick picture.

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Diane Cook shares a hug with another SMC member at the event.

NEFBA Executive Officer Corey Deal takes a few minutes to thank attendees.

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January 2017

ToUCHPoinT saVE THE DaTE! Friday, March 17th 22nd annual laurel awards Alhambra Dinner Theater

Join us in Welcoming your 2017 sMC Board of Directors at nEFBa’s installation Breakfast January 18th • 8:00-9:30am • UNF/University Center

Carrie Budds Chairperson iMortgage

Katrina Watkins First Vice Chair

Glenn Layton Homes

Donna Bavier SAM Tram

Brightway Insurance

Jacki Matthews Education Riverside Homes

Alaina Record Second Vice Chair Dostie Homes

Andie Patton SAM Tram: Co-Chair

Christina Welch Third Vice Chair Keller Williams

Vintage Estate Homes

Mark Sherman Realtor Builder Tradeshow

Aaron Bacus Breakfast Programs

Jaime Bavier SMC Cares/Charitable

First Guaranty Mortgage Corporation

Bank of England

Jenn Stewart Laurel Awards Dream Finders Homes

Rodrigus McFarland Judy Hicks Networking/Events Networking/Events KB Home

ReMax Coastal

Jim Doyle Website

Melissa Matthews Welcome

Homebridge

Brightway Insurance

Janna Thomas Immediate Past Chair/Nominating

RedDot Marketing

Providence Homes

Catherine Lee Amber King Laurel Awards Co-Chair Laurel Awards & Public Relations Co-Chair Times Union

Tim Newman Networking/Events Bank of England

Ann Hicks Welcome

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CalAtlantic Homes

Ron Harris Education

Harris Realty Partners

Tiffany Mayer Welcome Amerispec

Calendar of Events

For more information or sponsorship opportunities, please contact Palmer Kuder at Palmer@nefba.com February 3

sMC Breakfast

March 17

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8:00-9:30am • UNF/University Center 6:30pm • Alhambra Theater

March 10

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Contact Palmer Kuder for reservations & information Palmer@nefba.com

Mission

Vision

Goal

To enlighten, motivate and educate NEFBA members through dynamic programs and networking opportunities so more new homes are sold.

To be the most effective resource for selling and marketing new homes in Northeast Florida.

Bring members and guests together in fun, informative, rewarding events and activities to stimulate networking and business relationship building opportunities.

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They have always gone the extra mile for me and my customers. Together with their excellent customer service and product offerings you will not be disappointed!” 圀攀渀搀礀 䌀栀愀渀搀氀攀爀Ⰰ 漀眀渀攀爀 ㄀㔀㄀㔀 䌀伀唀一吀夀 刀伀䄀䐀 ㈀㄀ Ⰰ 匀唀䤀吀䔀 ㄀ 㜀 簀 䨀䄀䌀䬀匀伀一嘀䤀䰀䰀䔀Ⰰ 䘀䰀 ㌀㈀㈀㔀㤀 簀 㤀 㐀⸀㠀㈀㘀⸀㄀㜀㐀㠀 簀 圀圀圀⸀䌀䠀䄀一䐀䰀䔀刀䐀䔀匀䤀䜀一匀䠀伀䴀䔀⸀䌀伀䴀

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12

Allahiari

Benjamin

Crain

D’Anna

January 2017

Devane

Fuller

Hughs

People News

Berkshire Hathaway and Davidson hire new agents New hires at Berkshire Hathaway HomeServices Florida Network Realty include: • Laura Allahiari brings a background of marketing and technology to the firm. She will be in the St. Augustine office.

• Cindy Benjamin has experience in customer service and managerial positions, particularly in the medical community. She will work out of the Beaches/Intracoastal West and Southside office.

• Sharon Crain was previously a sales associate at a local firm and will work in the Fleming Island office.

• Amanda D’Anna is an experienced Realtor who has earned the Military Relocation Professional designation and is completing her Graduate Realtor Institute licensing.

She also was a magnet school teacher in Northeast Florida.

D’Anna will join the Avondale office.

• Katerina Devane, previously a Realtor with Prudential in New York, also was a senior paralegal and contract manager. She will work in the St. Augustine office.

• Barbara Fuller has a background in management, training and customer service. She will be in the St. Augustine office.

• Cherie Hughs, who has lived in Northeast Florida for nearly three decades, will join the Ponte Vedra/Nocatee office.

• Elizabeth Loftin, a native of Boston, has a background

Loftin

Maginsky

in residential real estate investments. She will work in the Metropolitan office.

• Nicholas Maginsky has a bachelor’s degree in communications from Flagler College and will work out of the St. Augustine office.

• Lynn Mattingly, who with her husband, is a real estate investor with experience in investment property purchases and sales, renovation and property management. A previous self-employed professional organizer, she will join the Beaches/Intracoastal West and Southside office.

• Clifton Tippins previously worked at churches in Augusta, Ga., and Jacksonville, where duties included management, planning and implementation. He will be in the Ponte Vedra/Nocatee office.

Davidson Realty hired two agents. They are:

Tippins

Denton-Scheck

• Jeanne Denton-Scheck has more than 20 years’ experience in real estate sales, along with backgrounds in teaching, customer service and outside sales in the telecommunications field. She is on the boards of Florida Realtors and the Northeast Florida Association of Realtors, for which she is the secretary.

• Kelly Mickey worked in the health insurance field for 16 years and has previous experience in property management and real estate sales. The New Jersey native was raised in Northeast Florida.

Mattingly

Mickey

ARSENAULT from page 4

“So after being on the couch for a few months,” he said, “I decided to start New Leaf Construction.”

Start of a successful new business venture The first years weren’t easy.

“I’d cut my pay, cut my pay and I was making less than what I needed to live on,” he said.

“I had to use up my 401(k), we were almost at the point where we were going to lose our house.”

Soon, a small, but growing group of loyal clients began to turn his fortunes.

The company started out doing smaller jobs for friends and family and began to get repeat customers.

Then, he interviewed for his business to build Old San Jose on the River.

“Getting that job in February 2012 was really a transformative moment for our company,” Arsenault said. “Our purchasing manager was actually out nailing baseboards when I called him

and said, ‘Get back to the office.

We have a lot of work to do.’”

The company is now headquartered at a glistening office building on Southpoint Boulevard. It is set to begin a new slate of nine homes in Queens Harbor, with other projects in the works.

In Jacksonville, not only has Arsenault found professional redemption, but personal redemption, as well.

The group at New Leaf Construction is a tight-knit lot who gather every Tuesday for a book club meeting and a good bourbon — though, as Arsenault says with a mischievous grin, there are no books involved.

Along with his friends at work, his church family at Deer Meadows Baptist Church has provided the lifelong friendships he never knew as a child.

“When I go down through my whole life and look back at all of these things, I’m just really appreciative,” he said.

From Venezuela to Argentina to Vietnam to the Great Recession to New Leaf, Arsenault sees a purpose to each experience.

“I believe that whatever God lets us go through, good and bad, it’s to help us grow or to help someone around us grow,” he said.

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realty-builder.com

January 2017

How will Trump presidency impact housing?

From floridarealtors.org Donald Trump, the real estate tycoon, will be the nation’s 45th president.

That’s good news for the housing industry, right? Well, there’s a lot to consider.

Here’s how the Trump presidency may impact housing and homeownership this year.

A ‘responsibly aggressive’ marketplace A unified call for less government regulation is coming from the Trump camp as well as Republicans in Congress.

On the deregulation radar: the Consumer Financial Protection Bureau and other elements of Dodd-Frank, the Wall Street reform act that President Barack Obama signed into law in 2010.

“Since the elections, there has been much discussion of how expected changes under a Trump administration are likely to reduce the (CFPB’s) impact, particularly in the enforcement arena,” said Rob Chrisman, a senior adviser for the Stratmor Group, a mortgage industry consultancy. “Dodd-Frank will not be eliminated. It will be refined, which is a good thing.”

Jeff Taylor is managing partner of Digital Risk, a mortgage processing company. He also said trimming Dodd-Frank would be good for potential homeowners.

“If Dodd-Frank is streamlined, I think you could have banks be more responsibly aggressive in the marketplace, as far as making mortgages,” he said. “And I think that will open up more product for first-time homebuyers … in the next couple of years.”

Taylor said less stringent regulations on lenders might lower the costs of compliance and allow more small community banks to compete with big banks, “boosting bank profits — all of which are likely to increase credit availability.”

However, critics like Noah Smith, former assistant professor of finance at Stony Brook University, worry deregulation will dial banking risk back up and, perhaps more importantly, put taxpayers back on the hook to bail out the bad actors.

Just as during the housing crisis of 10 years ago, it would be another “race to the bottom,” Smith wrote in a Bloomberg analysis.

But a reduction in federal regulations won’t transform the housing industry, Chrisman said.

“Trump may mean less federal

What about Fannie Mae and Freddie Mac? Another item on the Republican agenda is to reduce the government footprint in the mortgage industry. That means moving Fannie Mae and Freddie Mac into the private sector.

The two government-sponsored companies back a majority of mortgages and were bailed out with taxpayer dollars during the housing crash. Fannie and Freddie buy home loans from lenders and then package and sell those loans in large bundles of bonds.

The quarterly profits that Fannie and Freddie earn are funneled to the U.S. Treasury, which has been paid back $60 billion more than it provided in bailout funding to the firms.

Investors in Fannie and Freddie want to see that money move back into the private sector.

In November, Trump’s Treasury secretary nominee, Steven Mnuchin, told Fox Business Network, “We gotta get Fannie and Freddie out of government ownership.”

Taylor said removing that federal guarantee would reduce the global demand for the mortgage-backed securities that the two quasi-government agencies issue. Those bonds are instrumental in freeing up capital for lenders to make more loans.

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enforcement, but the states will remain aggressive.

Politicians in California, Illinois and New York, primarily Democratic states, have already mentioned a stepped-up regulatory atmosphere,” he said.

12/19/16 11:26 AM

A lack of skilled labor has been one of the biggest constraints to the housing industry for the past couple of years, and Taylor worries the Trump administration may not help in that regard.

“Mr. Trump’s plan to spend money on infrastructure projects around the country could result in more laborers taking those jobs and leaving homebuilders short-handed,” Taylor said.

“Also, his immigration stance is likely to keep immigrants out of the country and out of the workforce — a blow to homebuilders who rely on immigrants for many construction jobs.”

Labor shortages also contribute to rising wages for construction workers, which in turn keep new home prices high, he adds.

However, Robert Dietz, chief economist for the National Association of Home Builders, said he expects the Trump administration to take action on some labor rules that could benefit the homebuilding industry.

That will almost certainly include the Obama overtime rule “that would’ve affected a lot of construction site managers,” Dietz said.

That rule, blocked by a federal judge on Nov. 22, aimed to double the maximum income a worker could earn and still be eligible for mandatory overtime pay. The new limit of $47,500 would have given 4.2 million more Americans the opportunity to earn overtime.

Dietz also is looking for a Trump administration to help lower building costs.

“Just under 25 percent of the cost of a newly built home is due to regulatory burdens,” he said.

“I think it’s reasonable that the

new administration can address a lot of them.”

How Trump might affect home affordability Mortgage rates have soared since Trump won the election.

That’s part of a good news/bad news scenario.

“One could argue that the Trump victory has driven up interest rates due to the fear of future inflation, given his tax and infrastructure build proposals,” Chrisman said.

“This increase in rates certainly negatively impacts homeownership for first-time buyers.

Increasing interest rates, however, often signal a strengthening economy, and if that is the case, more first-time borrowers will qualify,” he said.

Taylor also said home affordability could suffer but offers another factor in the equation.

“On the positive side, (higher mortgage rates) could also slow price appreciation, which would help buyers. The housing market has lacked first-time buyers and move-up buyers. Slower price appreciation could benefit moveup buyers who have regained value in their home and want to move up before prices rise again,” he said.

Will mortgage interest deduction be cut?

And then there’s the most sacred cow of all: the mortgage interest deduction. It is frequently mentioned as an important factor in the “buy or rent” conversation.

The Trump administration and Republicans have floated the idea of putting a cap on the amount of allowed interest you could deduct from your tax bill.

An analysis by the Tax Policy Center of the Urban Institute and Brookings Institution said only about one-fifth of households actually use the deduction. And most of those are way above middle-class taxpayers.

“The Tax Policy Center finds that in 2017, Trump’s cap would affect only about 160,000 singles, a tiny fraction of the 89 million single taxpayers, and about 230,000 couples out of 59 million joint filers,” Howard Gleckman, senior fellow with the Tax Policy Center, writes on Forbes. com. “The vast majority of the taxpayers who would face the cap are high-income.”

A positive outlook for the New Year All in all, the experts we spoke with are optimistic about 2017.

Lenders are using better technology to streamline the mortgage process, and the housing market is “healthy” and “robust,” in their words. “Builders are excited,” Dietz said.

He said reductions in regulatory costs could help homebuilders provide housing to the tightest segment of the market, the entrylevel buyer.

“If we do get an administration that’s taking a look at various kinds of regulatory policies — where they’ve grown too large or too expensive — that will certainly be a help [to] the supply side of the market,” Dietz said.

“And I think that’s good news, not just for builders, but it’s good news for renters and prospective homebuyers because adding supply is the way that you address housing affordability issues,” he added.

realty-builder.com

14

January 2017

Dream Finders donates home to Purple Heart recipient Dream Finders Homes awarded U.S. Army Sgt. A.B. Shirley and his family the twostory, fully furnished stadium home that has been at EverBank Field for the past two Jacksonville Jaguars seasons. “I don’t even have words,” said Shirley, a Jacksonville native who was injured in Afghanistan in 2011 when an IED exploded under his vehicle. The presentation was made during the Jaguars game against the Tennessee Titans. Dream Finders worked with the Military Warrior Foundation to select Shirley as the winner of the mortgage-free home from 80 veterans.

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Top Producers

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Berkshire Hathaway HomeServices Florida Network Realty Avondale: Liz Bobeck (top listings, sales and transactions) and Allison Steilberg (top production) Beaches Intracoastal: Beverly Hecht (top listings), Joe Collerd (top sales) and Al Kekec (top transactions and production) Fleming Island: Kathy Davenport (top listings), Anita King (top sales) and Kat Wetmore (top transactions and production) Mandarin: Nicole Sherman (top listings, sales and transactions) and Selma Collier (top production) Ponte Vedra: Elizabeth Hudgins (top listings), Jennifer Kaus (top sales and transactions) and Devon Witt (top production) San Marco/San Jose: Anita Vining (top listings, sales, transactions and production) St. Augustine: Stefanie Bernstein (top listings, transactions and production) and Karen Peil (top sales)

Exit Real Estate Gallery Beaches: Angel Cleves (top listing) and Daniel Danyus (top sales) Orange Park: Judy Horton (top listing and top sales) Mandarin: Shawn O’Neill (top listing and top sales) Avondale: Mabel Nunez (top listing) and Michael Collier (top sales) Deerwood: Rory Dubin (top listing) and Wanda McReynolds (top sales) Fleming Island: Victoria Crawford (top listing) and Susan West (top sales)

Davidson Realty Erin Mount (top producer), Ann Kuss (top sales) and Amy Anderson (top lister)

Legends of Real Estate East Coast November: Buzz Thomas (top lister) and Hallie Satkoff (top sales and top producer) December: Buzz Thomas (top lister and top sales) and Hallie Satkoff (top producer)

Watson Realty Corp.

Top salesperson for Jacksonville region: Jan Shields, Atlantic Beach Top lister for Jacksonville region: Jon Warner, Fleming Island Top sales team for Jacksonville region: Menton-Ballou Group, St. Johns Top listing team for Jacksonville region: Palmer Marketing Group, Atlantic Beach Top salesperson for North Central region: Margo Marshall, St. Augustine Beach Top lister for North Central region: Rita Hall, St. Marys Top sales team for North Central region: Preuss Team, Amelia Island Top listing team for North Central region: Gonzales/ Thomas Team, St. Augustine Intracoastal: Paula Powell (top sales) and Orjada Hajdini (top lister); team: Sandy Miller Team (top sales and top lister) Atlantic Beach: Jan Shields (top sales and top lister); team: Palmer Marketing Group (top sales and top lister) Hodges: Toni Randall (top sales and top lister); teams: Paula Pou Team (top sales) and Sharon Mills Team (top lister) Mandarin South: Kim Brown (top sales) and Joanie Heighes (top lister): team: Debbie Shagnea Associates (top sales and top lister) Ponte Vedra: Barbara Maple (top sales) and Kenneth Connelly (top lister): team: Cammy & Richard Ray (top sales) and Atkins/Leapley Team (top lister) Mandarin North: Christine Ragazzo (top sales) and Kimberly King (top lister): teams: David and Clair Team (top sales and top lister) Fleming Island: Tom Yates (top sales) and John Warner (top lister); team: LeRoy Team (top sales) and Sallie Ross Team (top lister) Sunbeam/Baymeadows: Pat Crossen (top sales) and Shelba Williams (top lister): team: The Get Smart Team (top sales and top lister) Hidden Hills: Sherry Martello (top sales) and Carrie Clark (top lister); team: Rosener Group (top sales) and DeCastro/Erickson Team (top lister) OP Blanding: Lisa Jacobs (top

Brag about your firm’s top agents

Let everyone know who your top producers are. Submit names by 3 p.m. on the fifth of the month by email, editorial@realty-builder.com, fax: (904) 353-2628 or mail, 10 N. Newnan St., Jacksonville, FL 32202.

sales) and David Faehnrich (top lister): team: Holm Team (top sales and top lister) Fort Caroline: Rick Beeson (top sales and top lister): team: Foster-Nelson Team (top sales) Duval Station: Kimberly Godsey (top sales) and Brandon Fruscella (top lister) Avondale/Ortega: Corinne Grant (top sales) and Jon Singleton (top lister) St. Johns: Kim Martin (top sales) and Stephanie Olsen (top lister): teams: MentonBallou Group (top sales and top lister) Southside: Regina Sooey (top sales and top lister) San Marco/San Jose: Charles Anno (top sales and top lister): teams: Dream Home Team Jax (top sales) West/Chaffee Road: Susan Krawczyk (top sales and top lister) North Jacksonville: Reginald Robinson (top sales) and Don Oxley (top lister) OP Oakleaf: Richard Bain (top sales) and Steve Pena (top lister) South Beach: Lee Buck (top sales) and Holly JacksonHouser (top lister); teams: Impact Team (top sales and top lister) Middleburg: Idy Rodriguez (top sales and top lister) Keystone Heights: Melissa Pellerito (top sales and top lister) Putnam County: Chris Fields (top sales and top lister) St. Augustine: Debby Duenow (top sales) and Gene Johnson (top lister); teams: Jacalone Team (top sales) and Gonzales/Thomas Team (top lister)

St. Augustine Beach: Margo Marshall (top sales) and Bonne Jones (top lister): team: Crum-Gachet Team (top sales and top lister) Amelia Island: Jill Wright (top sales) and Joshua Humphrey (top lister); teams: Preuss Team (top sales) and Farnsworth Team (top lister) St. Marys: Steve Turner (top sales) and Rita Hall (top lister) Palm Coast: Sherron Skibo (top sales) and Pam Acosta (top lister); team: Johanson Team (top sales) and Exceptional Performance Team (top lister) Gainesville: Jonathan Colon (top sales) and Kathleen MacDowell (top lister) Tioga: Julie VanBeek (top sales and top lister) Nocatee: Linda Ash (top sales) and Judy Lassiter (top lister)

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ERA Davis & Linn

Keller Wiliams Jacksonville Southside

Mariah Mouro (top producer), Mary Walker Miller (top agent), Jane Bracken and Andria Palgut (top sales)

Century 21 St. Augustine Properties Beverly Danielle (top producer) and Nancy Kaman (top lister)

Coldwell Banker Premier Properties Vince Fattizzi (top lister), Michael Daugustinis (top sales) and Robin Rawal and Michael Daugustinis (top producers)

Norville Realty

H. Daniel Lewis III (top sales) and Travis Minch (top lister)

Keller Williams Jacksonville December: Jon Brooks (top closings individual), Welch Team (top closings team), SymPortico (top listings team) and Damon Lee, Keith Jones, Diana Watts and Jon Brooks (top listings individuals) November: Sellin’ With CC: (most listings by team): Amanda Romeo and Diana Watts (most listings by individual agents), Select Property Partners (most closings by team); Debbie Villa, Amanda Romeo, Cara Ferreira and Eric Landry (most closings by individual agents)

Chad Neumann (top producer), The Edge Team (top producing and top listing team) and Rene Zook (top lister)

Keller Williams Atlantic Partners Jacksonville Beach: Margi Petitt & Tom Gibbon (top lister and top producing team) and Cyanne Goodwin (top producer) St. Augustine: Erin Meehan (top lister) and Dawn Humphrey (top producer) Amelia Island: The Miller Group (top lister), Tracy Fendig (top producer) and The Brandon Gill Team (top producing team)

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January 2017

Enjoy outdoor Living PErsonaLizEd For you

TrailMark is a new secluded community in St. Johns County with 1,300 acres of natural beauty, exceptional amenities and distinctive homes. A thoughtfully planned community with so much to offer. Take a scenic stroll through preserved oak hammocks, discover the winding waterways, or relax by the pool overlooking the sparkling community lake.

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January 2017

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January 2017

Stay focused, ignore drama for success NEFAR seminar shares 3 key shifts need to reach business goals

By Maggie FitzRoy Contributing Writer

The plane that Roberta Ross boarded in Pittsburgh to begin a trip to Jacksonville was delayed two hours due to mechanical issues.

Ten minutes after it finally took off for Atlanta, a female passenger had a medical emergency, forcing a return to the airport.

By the time Ross finally got to Atlanta, she’d missed all connecting flights to Jacksonville and had to spend the night in a hotel.

The next day brought its own challenges.

The earliest flight to Jacksonville was delayed by bad weather elsewhere in the country.

By the time Ross walked into the Blueprint for Agent Success class she was slated to teach at the Northeast Florida Association of Realtors office, it was noon — the exact time the session was scheduled to begin.

But she wasn’t at all flustered. She was pumped and ready to go.

“We were all meant to be here together,” she said, later using her situation as an example of how to remain calm and focused when moving toward a goal.

She told the class she had said a prayer for the ill woman, who she later learned was fine. Ross said she kept her eye on just getting to Jacksonville, while “letting everybody else play out the drama.”

Recalling the angst of a seatmate who was amazed at her

serenity, she told her, “That’s how I’ve trained my mind.”

Then she told the class: “Look for the open door and move through the open door, then look for the next one and go through that. It’s what got me here today.”

Ross, who bills herself as “America’s Six Figure Real Estate Coach,” came to the area originally to lead a workshop on Amelia Island for some of the country’s most successful Realtors.

While here, she put on the Blueprint presentation for NEFAR members to give them advice on how to take their business to the next level, financially and psychologically.

The 90-minute presentation featured a three-part blueprint for success, which she promised was more than about making more money.

“Is your business enjoyable?” she asked. “If not, what is the point? There are plenty of other things you can do to make money.”

Ross outlined three “key shifts” that attendees needed to make to become more successful, in whatever way they defined it.

Key Shift No. 1 is “Drop the Rock,” with the rock symbolizing things they might be holding onto they believed were helpful, but were not.

See Shifts, Page 22

Business coach Roberta Ross gives her Blueprint for Success presentation last month at the Northeast Florida Association of Realtors headquarters.

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January 2017

‘I knew I wanted to do it’ Real estate lawyer’s path to career began at age 5

By Wesley LeBlanc Contributing Writer

On Jan. 1, Michelle Glass celebrated the one-year anniversary of her real estate law firm.

That opening came after a long journey in the legal world, one that began when she was a child.

Glass remembers sitting in the judge’s chambers during her parents’ divorce proceedings, with an attorney on each side of her.

“I was 5 but even though I didn’t know what they were doing, I knew I wanted to do it,” she said.

Her first job in the field was as a secretary for a bankruptcy firm. Afterward, Glass attended the St. Thomas University School of Law in Miami.

Born and raised in South Carolina, it was the appeal of Florida’s weather and beaches, coupled with an opportunity to enroll in St. Thomas’ first-ever spring term for law that brought Glass to the state.

She hasn’t left since.

“I just love Florida,” Glass said.

After graduating from law school, she worked for a sole practitioner in Melbourne, which she found interesting.

“It tells you what law you want to work in and what law you don’t,” Glass said.

From there, she eventually made her way to Jacksonville after getting a job with Fidelity National Law Group in its Title Claims Division.

At this point, Glass had decided real estate law was where she wanted to be.

Why? It wasn’t necessarily the interest in realty, although that is certainly apparent, but rather, the desire to help people in many ways Glass might come into work for a day of closings but the next day, she might spend hours helping a person retain ownership on a house they’re in danger of losing.

“I do what I do because I love helping people. I always have and I always will,” she said.

This also manifests itself in her volunteer work.

For many years, Glass worked on the management team for the Special Olympics in Northeast Florida. At many events, she managed the check-in and registration for participants and doled out the awards.

Glass first started helping with Special Olympics when at age 6 or 7, she and her siblings were dropped off at the event to help.

“I’ve been in love with the program ever since,” she said.

Glass also has volunteered many hours to help the elderly in hospice, which was a challenge for her.

She was very close to her grandmother who lived to be 98, although she needed help. That made Glass realize volunteering was something she needed to do.

“I would not want someone in my family to be alone at that point in their life,” she said.

Running her own firm and being president of the Mortgage Bankers Association of Jacksonville and of her condominium association makes it tough for Glass to volunteer as much as she’d like. She does plan, though, to get back to it soon.

As president of the Mortgage Bankers Association, she finds herself in the middle of a three-year commitment.

The first year consists of sitting on the board as vice president. Glass has completed the first year and moved on to the second, which means she is now president. As president, she represents not only the real estate industry, but the bankers involved, as well.

Beyond working with her board to solve issues and further protect the industries at hand, she helps throw multiple fundraisers

Glass

throughout the year.

“I’m a part of this association because I want to be involved. I love it,” Glass said.

The third year consists of a term as pastpresident, which acts as a mentor to the current president.

Looking back at her law office’s first year, Glass finds herself extremely grateful and humble. After leaving Vernis & Bowling, she is humbled that her clients followed her.

“My clients had a choice when I left my previous law office to open my own. They could find another firm or they could go with me,” she said. “All of them came with me.”

While Glass continues juggling the multiple positions, one thing is clear: She’s excited about the future.

“The Law Office of Michelle L. Glass, PA, is going to be big. Just you wait,” she said.

Florida international investment down $4.3B From floridarealtors.org

Florida Realtors’ Profile of International Residential Real Estate Activity report finds that international sales hit $19.4 billion last year, though that’s less than the $23.7 billion spent in 2015.

As a percentage of total dollar volume spent on Florida real estate in 2016, international sales made up 19 percent. However, that’s a drop from 24 percent in 2015. Nationwide, foreign buyers made up only 7 percent of existing home sales’ dollar volume. In the report, 2016 refers to the 12-month period from August 2015-July 2016.

Findings include: • Foreign buyers purchased 47,000 residential properties in the 12-month period (44,000 in 2015) • The dollar volume decreased as the number of purchases increased because the average price that foreign buyers paid declined to $412,000 in 2016 compared to $539,000 in 2015.

• The median purchase price also decreased to $253,000 from $297,000 due, in part, to a smaller fraction of Latin American buyers who tend to purchase property in higher price ranges.

• A strong U.S. dollar impacted sales this year: 58 percent said the effect was “significant” (52 percent in 2015).

• 30 percent of foreign buyers said Florida’s real estate prices were more expensive than prices in the buyer’s home country (22 percent in 2015).

• Latin America and Caribbean buyers accounted for the biggest share (39 percent) of Florida foreign buyers, but that was a noticeable year-to-year decline (56 percent in 2015).

• The top five countries whose residents invested in Florida this year by dollar volume: Canada ($3.0 billion), Brazil ($2.8 billion), Venezuela ($1.5 billion), the United Kingdom ($1.4 billion) and Argentina ($1.4 billion). Buyers from these countries accounted for 52 percent of

total dollar volume and 48 percent of foreign buyer purchases.

• Foreign buyers purchased property across Florida, but their primary destinations were: Miami-Fort Lauderdale-West Palm Beach (52 percent), Orlando-Kissimmee-Sanford (12 percent) and Tampa-St. PetersburgClearwater (8 percent).

• 72 percent of foreign buyers made an all-cash purchase.

• 72 percent bought residential property for vacations, residential rentals or both.

Floridians searching for properties abroad • 14 percent of Realtors said they had a client seeking to purchase property abroad.

• Countries in Latin America and the Caribbean generated the most inquiries. Spain, Italy, Canada, the United Kingdom, France and Germany — countries that are also origins of foreign buyers — were also of interest.

• 79 percent of Floridians were interested in residential property.

• 84 percent intended to use the property for vacation, residential rental or both.

Interactions with international clients • 48 percent of Realtors in Florida worked with an international client in 2016, a decline from 69 percent in 2015.

• 10 percent of Florida Realtors members had six or more clients (21 percent in 2015).

• 64 percent reported no change or an increase in the percentage of international clients (69 percent in 2015).

• Personal contacts, previous clients and business contacts accounted for 68 percent of referrals or leads. The agent’s firm’s or franchise’s website or social media was the primary source of online leads, as well as other aggregator websites and Realtor.com.

• 39 percent spoke a language other than English (36 percent in 2015).

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SJBC celebrates 2016, prepares for 2017

St. Johns County Commissioner Henry Dean swears in the 2017 St. Johns Builders Council board of directors, from left, Bill Lazar, Dennis Ginder, Michael Davis, Robert Marshall, Dave Caputo, Tyler Fugitt, Cheryl Brunk, Holly Yelton, Jerry Dean, Victor Raymos, Zach Scott and Howard White.

Photos by Fran Ruchalski

Ginder presents Lazar of the St. Johns Housing Partnership with the Builder of the Year award for 2016.

Local photographer Greg Lepera provided portraits by the Christmas tree for those who attended, including Vicki and Robert Marshall.

Sean Junker says a few words to the group after he was sworn in as the 2017 council chairman. Those few words were, “Thank you.”

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Vicki Marshall, left, chats with Christine Danner and Louis Danner before the festivities got underway.

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January 2017

commercial roundup

45-acre project set for Town Center area

By Karen Brune Mathis kmathis@jaxdailyrecord.com

If there was any question whether more property might be developed near St. Johns Town Center, the answer is yes.

Members of the Skinner family want to rezone about 45.2 acres south of Topgolf, west along Interstate 295, for apartments and commercial and retail development.

Called the Hanover Town Center Mixed Use Planned Unit Development, the property would be developed in two phases.

The first phase would comprise up to 400 multifamily residences — typically apartments — on about 19.4 acres at the southern end of the site.

The second phase, immediately south of Topgolf, would consist of up to 150,000 square feet of retail commercial development and/or up to another 400 multifamily units on about 12.2 acres.

The remaining acreage is for roads, drainage and a JEA easement.

The Arthur Chester Skinner Jr. Trust proposes the rezoning from one Planned Unit Development district to another to permit a mixed-used development.

The site is on St. Johns Bluff Road North between I-295 and Brightman Boulevard. Topgolf is at 10531 Brightman Blvd.

According to hanoverco.com, its project mix totals almost 44,000 units across the country and more than $8 billion in project costs.

East San Marco project coming closer to reality Work is expected to begin in the spring for the long-awaited East San Marco development, featuring a Publix Super Markets Inc. store.

The city issued seven permits in December for the project at 1532 Atlantic Blvd., including for the shell of the long-awaited grocery store.

The contractor is Cambridge Swinerton Builders Inc. of Atlanta for the structures at Hendricks Avenue and Atlantic Boulevard.

The buildings include the 33,481-square-foot Publix and 13,524 square feet of retail space on the ground level. Tenant build-out work will be separately permitted.

There are three buildings for the 239 apartments — two at four stories and one at five. And there are two parking garages —

one providing the ground-level retail parking and the other a six-story deck for the residents.

Jason Jacobson, regional partner of developer ArchCo Residential LLC, said last month work probably will begin about April, with completion in about two years.

Jacobson said he hopes to have another 27 rental townhomes completed then, too.

East San Marco was first announced in 2006 by Regency Centers and The St. Joe Co., a former developer on the deal, but it stalled along the way.

Common area next up for Sadler Point With The Loop Pizza Grill and Talon Marine LLC signing on as its first tenants, owners of Sadler Point Marine Center are preparing for more leases and designing a common area for tenants and community events.

Owner Brooks Busey and consultant Jack Shad, an urban redevelopment specialist with Windmill Consulting LLC, are working on plans for the central common area of the former Pier 17 marine store.

Preliminary designs for the $100,000 renovation show conference rooms, seminar/gallery space and a café and lounge area with an outdoor covered patio.

Busey also envisions hosting training classes, such as boating safety and engine maintenance for boat owners.

Sadler Point Marine Center is at 4669 Roosevelt Blvd.

The Loop will lease almost 3,200 square feet and Talon Marine, which will sell Garmin electronics and other boating gear and accessories, will lease about 800 square feet.

Busey expects the two businesses to open about April 1, pending permits and build-out. That leaves about 7,500 square feet for other retail uses in the more than 17,000-square-foot center.

The total build-out investment is estimated to be at least $1 million.

Special to Realty-Builder

A rendering of Hanover Cambridge III under construction in Cambridge, Mass., an example of multifamily projects developed by The Hanover Co.

The anticipated $105 million project comprises apartments, hotels, and commercial and medical uses.

That combination could catalyze the need for apartments, commercial tenants and restaurants to serve employees at the large companies — like Amazon. com — developing in the business park.

Branan Field Village LLC bought the vacant land from LPP Mortgage Ltd. for $1.8 million, according to John Kiddy, a manager and partner in the company.

He said 70 acres will be developed and the other 22 acres will be preserved.

Of the development acreage, 40 acres will be for multifamily

residential, estimated at a $55 million build-out, and 30 will be for commercial uses, anticipated to be $50 million.

Kiddy said Branan Field Village will comprise 600 apartments on the 40 acres, consisting of two phases of 300 units each; four hotels on 10 acres; and retail, restaurant, professional and medical offices on 20 acres.

Florida Baptist site to be redeveloped The Florida Baptist Convention Inc. bought the Northeast Florida Regional Council building near Southpoint for $2.3 million.

Based at 1230 Hendricks Ave.,

the convention intends to move to the 6850 Belfort Oaks Place building and sell its San Marco site for redevelopment.

The convention plans to move its corporate offices and about 30 employees to the Belfort site early this year. It is near Butler Boulevard and Interstate 95.

The regional council relocated to WJCT Studios Downtown.

Jacksonville-based Block One Ventures wants to buy and clear the 3.45-acre Hendricks Avenue property to develop a multistory structure with up to 345 residential units and 30,000 square feet of retail and commercial uses.

The Baptist Building is on a full city block near the Downtown Southbank.

Branan Field Village planned in Clay County Transportation, housing, jobs and medical expansion are driving new development in north central Clay County.

Citing those factors, developers of the proposed Branan Field Village bought 92 acres at southeast Branan Field and Old Jennings roads in the Middleburg area.

SM

File photo

The Florida Baptist Convention is slated to sell its San Marco property, above, and intends to buy the Northeast Florida Regional Council’s Southpoint building.

21

realty-builder.com

January 2017

New officers for WCR Jacksonville Network

Carol Zingone, of Berkshire Hathaway HomeServices Florida Network Realty, presented the extra effort award to Lisa Andrews. Zingone received the founders award.

Andrew Bell, left, of The Legends of Real Estate East Coast, installed 2017 officers for the Women’s Council of Realtors Jacksonville Network. They are, Teresa DeLue, CMG Financial, treasurer; Lisa Andrews, North American Title, secretary; Cynthia Givins, Exit Real Estate Gallery, vice president of membership; Wanda McReynolds, Exit Real Estate Gallery, president-elect; and Diane Cook, Exit Real Estate Gallery, president. During the event, Givins received an honor circle award; McReynolds won rising star of the year honors; and DeLue was named affiliate of the year.

Gathering for a photo are Howell, Audrey Lackie, Liz McMahan, Zingone and Tiffany Mayer.

Photos by Deborah Anderson

Missi Howell, right of Watson Realty Corp., received the mentor of the year award from Zingone.

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22

SHIFTS from page 17

Every accomplishment is first created in the mind, she said, and “new action requires new thoughts.”

Since every action begins as a thought, she warned them to be vigilant about what they “consumed” each day.

She recommended they listen to tapes about success or read uplifting books and material rather than consuming negative messages from the culture.

“News is negative and rarely accurate,” she said. “Why belly up to it, when you can be consuming things that move you forward?”

She recommended they cultivate a “prosperity mindset,” which sees opportunities, as opposed to a “scarcity mindset,” which sees obstacles.

Ross also suggested they “drop the rock” into their business, by learning how to let nonproductive tasks go or delegating them to others.

Key Shift No. 2 is about building relationships.

“You get business from engaging with the right people,” she said. “But prospective clients don’t care about you. It’s 100 percent about what you can do for them, based on what they

want and need.”

She encouraged them to engage through multiple mediums and figure out ways to stand out from the competition.

Key Shift No. 3 is about building their business around the “I.C.,” aka their “ideal client.”

Most agents want any kind of business they can get, but that’s a mistake, Ross said.

Her advice: “There are things and people you naturally gravitate toward,” so go there. “Don’t go after everyone. That’s desperation,” she said.

Instead, she said, “put out a strong focused signal by design.”

Patchy marketing, she said, leads to patchy results.

Attendees, who asked questions throughout varied in levels of experience.

Peter King, who had entered real estate one month earlier, said he liked her advice about identifying a market and focusing his efforts on that, rather than being scattered.

Kim Sandberg, with Re/ Max Unlimited in Nocatee, is a 10-year veteran who said she found the session helpful when it came to taking it to the next level.

“Sometimes it’s not about the tools and technology, it’s back to business and relationship building to be successful,” she said. “I feel all charged and ready to go.”

January 2017

Photos by Maggie FitzRoy

Roberta Ross talks to Victoria Gregory, a Realtor with Re/Max Sterling, after her presentation last month.

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Peter King, a Realtor with Third & Main Realty, said he liked Ross’s advice on focusing efforts on identifying a market to go after.

Older adults face housing troubles From floridarealtors.org The nation’s housing inventory won’t meet the needs of an increasingly older population through the next two decades, according to a report released by the Harvard Joint Center for Housing Studies.

With more than one in five people in the U.S. expected to be 65 or older — one in three households will be headed by someone in that age group by 2035 — the population growth of older adults is increasing the need for a greater inventory of affordable and accessible housing, stresses the report, “The housing implications of this surge in the older adult population are many and call for innovative approaches to respond to the growing need for housing that is affordable, accessible and linked to supportive services that will grow exponentially over the next two decades,” says Chris Herbert, managing director of the Harvard center.

As the baby boomer generation ages, the U.S. population aged 65 and over is forecast to increase from 48 million to 79 million.

The number of households headed by someone over the age of 65 is expected to rise by 66 percent to nearly 50 million, according to the report.

That growth is expected to increase demand for housing that boasts universal design features, like zero-step entrances, singlefloor living and wide halls and doorways.

Currently, only 3.5 percent of homes offer those three features.

Low-income renters may be particularly vulnerable as they age, according to the report. By 2035, about 8.6 million renters will be paying more than half their income for housing.

By that time, an estimated 7.6 million older adults will have incomes that likely qualify them for federal rent subsidies — a 90 percent increase from 2013, according to the report.

“Right now, more than 19 million older adults live in unaffordable or inadequate housing, and that problem will only grow worse in the next two decades as our population ages,” says Lisa Marsh Ryerson, president of AARP Foundation, which provided funding for the report.

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realty-builder.com

January 2017

Real estate experts see challenges, opportunities From floridarealtors.org The homeownership rate in America continues to hover around a 50-year low, but experts gathered for an event in the Washington, D.C., offices of the National Association of Realtors said there also are real-world opportunities to turn that trend around.

“It’s tough out there right now for buyers, especially in many of the red-hot markets around the country where competition is the fiercest,” says NAR President William Brown. “Thankfully, we know there are ways to help consumers.

“Addressing the growing student loan burden, widening the credit box for strong buyers, building more homes that meet the demand of lower and middle-income buyers — these are among the many steps we can take to clear the pathway to homeownership,” he said.

Nobel Prize-winning economist Robert Shiller, who headed the housing and homeownership event, offered his take on the housing market’s history and possible future.

Oil price trends, building costs and other factors play a role in driving demand, Shiller told the audience, but public sentiment clearly plays its own role in driving the housing market.

“It’s kind of obvious that home prices have been rising at a good clip (since the Great Recession) … But it’s not because of building costs, population trends or interests rates.” he said. Instead, “It’s the changing narrative and the stories that go along with it.”

To make his point, Shiller

Special to Realty-Builder

National Association of Realtors President William Brown, left, talks with NAR Chief Economist Lawrence Yun and Robert Shiller, a Nobel Prize-winning economist at the association’s offices.

showed data on the expected average annual increase of homebuyers from 2002 to 2016.

He noted that in the run-up to the Great Recession, homebuyers expected an average annual increase in home values as high as 13 percent.

Since then, that expectation has fallen, changing the narrative of the housing market.

“That’s why I don’t think we’re in a bubble now,” Shiller said.

“It’s not as it was in 2004.”

Following Shiller’s remarks, CNBC real estate correspon-

dent Diana Olick moderated a panel that included NAR’s Chief Economist Lawrence Yun; Beth Ann Bovino, chief U.S. economist at S&P Global; Susan Wachter, Albert Sussman professor of real estate, Wharton School of Business; and John Weicher, director of the Center for Housing and Financial Markets, Hudson Institute.

The economists focused on the homeownership rate and its importance to the broader economy.

Yun, in particular, talked about

challenges to homeownership that include rising rents and student debt loads, noting the difficulty in purchasing a home has led to a growing wealth inequality between generations.

“There is a tremendous wealth buildup among people who are 65 and older,” Yun said. “They have essentially paid off their mortgages.”

For the younger generation, including those under 35, Yun said, “They feel that they are being left out.”

While the pendulum swung

too far toward loose underwriting before the Great Recession, it has since swung in the other direction, Yun added, leading to what he described as “overly strict underwriting standards” that can put homeownership out of reach for even strong buyers in some circumstances.

“We do expect to see some improvement (in the homeownership rate), but it’s going to take some time,” Bovino said. “Rents are increasing and interest rates are low, so there is an interest in getting back into homeownership.”

NAR reported last month the median existing-home price for all housing types was up 6.0 percent from the previous year, marking the 56th consecutive month of year-over-year gains — a finding that coincided with a 4.3 percent year-over-year decline in inventory levels.

The audience also heard from U.S. Reps. Frank Lucas, R-Okla., and Brad Sherman, D-Calif., who are members of the House Financial Services Committee.

In a panel moderated by Politico financial services reporter Lorraine Woellert, the congressmen discussed the likelihood that significant reforms to tax policy may come before Congress this year.

They agreed eliminating the mortgage interest deduction would likely meet strong public opposition.

Brown thanked participants for their expertise.

“I’m pleased we could highlight these issues with today’s event and reiterate the importance of protecting and defending incentives for homeownership and real estate investment,” he said.

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January 2017

Strong year for real estate in Florida From floridarealtors.org What events changed Florida’s real estate industry in 2016?

In a state that often defies the national norm, the year proved to be another step forward in the long post-Great Recession recovery.

Florida Realtors News editors selected the following as 2016’s most influential issues:

Home inventory?

What inventory?

The real estate industry always faces challenges and 2016 might have been the best year ever except for one thing: Realtors didn’t have enough homes to sell.

Almost every economic indicator suggested that recession remnants had disappeared.

In November, Case-Shiller declared home prices surpassed their pre-recession peak and statistics compiled by Florida Realtors research department found a steep decline in foreclosures.

The final piece of any economic rebound — wage growth — appeared surprisingly strong by December and unemployment dropped to a seven-year low.

A continued economic uptick and new demand from baby boomers and millennials may, however, make 2017 real estate’s “best year ever” — providing more current homeowners decide it’s time to sell.

Foreclosures?

What foreclosures?

Foreclosed homes have been a noticeable part of many Florida housing markets for the past few years.

However, a decline in the listing inventory coupled with a foreclosure drop, made these bankowned properties more expensive as selling prices came closer and closer to fair market value.

In 2016, Florida led the nation in foreclosures for a few months, but by October it dropped to No. 6, according to ATTOM (formerly RealtyTrac).

The trend should continue in 2017, though with a slight increase possible thanks to an October ruling by the Florida Supreme Court that freed lenders to foreclose on some homes previously protected by a five-year statute of limitations.

Mortgage rate confusion At the end of 2015, mortgage experts predicted that rates would go higher in 2016 — the third year in a row for a “prepare now for higher rates” forecast.

It was also the third year in a row experts were wrong.

Pundits predict a rate increase yet again for 2017, but they might be right this time.

Rates have risen about a half point since the presidential election and a few inflation signs convinced the Federal Reserve to raise short-term interest rates in December and propose potentially three more increases this year.

The Fed rate only has an indirect impact on fixed-rate mortgages, however.

What will happen in 2017? It remains to be seen, but fencesitting buyers should probably act quickly if they hope to secure rates that remain relatively low.

The low-down on mortgages Before the Great Recession,

mortgages were easy to get; during the recession, only buyers with stellar credit reports had a chance.

As the nation continues to recover, the 3 percent down payment mortgage is becoming more common thanks to changes made by Fannie Mae and Freddie Mac in late 2015.

And as competition heats up, some lenders have started offering even better terms this year.

Quicken, for example, announced a 1 percent down payment mortgage loan last summer and other lenders trying to attract customers have started flirting with loans that require no money down.

Condos in play again A massive housing bill signed

by President Barack Obama in August made it easier for firsttimers to buy an affordable condominium using FHA financing — a change especially important in condo-heavy Florida.

Under H.R. 3700, the FHA’s recertification process will be “substantially less burdensome,” and FHA’s owner-occupancy requirement will drop from 50 percent to 35 percent.

The bill also requires FHA to replace an existing policy on transfer fees with a less-restrictive model. The change, while immediate, will take time to work through the system.

However, it should not only help first-timers get a home, it could also enable existing condo owners to sell and move up.

Special to Realty-Builder

Low inventory was a problem throughout 2016 and will continue to be one throught 2017.

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Insurance issues tied to plumbing Property insurance costs have been a thorn in many Florida homeowners’ sides.

State-owned Citizens said in October that current costs are largely South Florida’s fault due to a rash of claims for water damage caused by broken pipes — and private insurers quickly agreed.

While 2016 broke an 11-year hiatus for hurricanes hitting Florida, the cost to insurers was relatively small ($824 million in insured losses).

But Citizens and private insurers say property coverage costs will go down only if the Florida Legislature makes it harder for homeowners to “assign benefits” to a contractor and enacts tougher rules to regulate the way owners repair homes after a water pipe leak.

The Great Wall of China By the fall of 2016, the Chinese spent more money investing outside their home country than any other nation, bumping the U.S. from the top position, according to JLL’s International Capital Group.

And for the fourth year in a row, the National Association of Realtors’ annual survey found the dollar volume of Chinese real estate purchases ($27.3 billion) exceeded all other countries and was more than triple Canadian purchases (No. 2 at $8.9 million).

For some Canadians, the “buy a Florida home” trend reversed a bit in 2016 when a favorable monetary exchange rate convinced some homeowners that it was the ideal time to sell and cash out.

See Florida, Page 25

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904-696-3483 lot 29 lot 13 lot 42 lot 19 lot 37 lot 18

316,800 $ 318,900 $ 315,900 $ 325,000 $ 296,900 $ 313,400 $ 342,900 $

904-225-2734 lot 2-160 lot 2-169 lot 2-188 lot 2-196 lot 1-34

$

214,700 201,400

$ $

4 bd/2 ba 3 bd/2 ba 3 bd/2 ba 3 bd/2 ba 3 bd/2 ba 3 bd/2 ba

3 bd/2 ba 3 bd/2 ba 3 bd/2 ba 3 bd/2 ba 3 bd/2 ba

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904-365-5565 lot 25 3 bd/2 ba lot 28 3 bd/2 ba lot 34 3 bd/2 ba

212,800 $ 204,900 $ 220,600 $ 222,100 $ 224,500 $ 213,400 $

203,200 202,200 $ 222,300

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3. Yellow Bluff Estate 904-309-5992 lot 4 3 bd/2 ba lot 5 3 bd/2 ba

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6. Flora Parke

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25

realty-builder.com

January 2017

Can you criticize a competitor on social media?

From floridarealtors.org After 20 years in the business, Sue is proud of her spotless reputation as a Realtor. She has become skilled at leasing commercial rentals Downtown and has a large number of loyal clients.

Rodney, a new licensee, is aggressively pursuing Sue’s customers.

To his dismay, he’s having little success because there’s simply not enough business for two agents. So, he decides to shake things up a bit by disparaging Sue in a social media campaign posted to his personal Facebook account.

“Market values are up, so why are your buildings vacant and your rent below fair market value? Maybe you should ask your real estate broker, Sue. Instead of pursuing tenants, Sue just sticks her sign in the window and waits for business to come to her,” he says on Facebook.

“I can increase consumer traffic, making Downtown a desirable place to do business, benefiting both landlord and tenant alike if given the opportunity,” he says. “Leasing commercial properties should be left to the professionals, not to a part-timer whose skill set is limited at best.”

Sue is appalled.

Rodney’s statements and accusation that she is a part-timer are untrue.

What bothers her the most is the fact that some clients, who are desperate for tenants, are now questioning her ability to lease their properties.

The town is recovering from the recession and it has been difficult to bring businesses to an economically depressed area.

But, unknown to the tenants and Rodney, Sue has hired a marketing firm to help her attract boutique businesses and the process is just getting started.

Rodney feels since he posted his comments on his personal Facebook account, he can say whatever he wants, but Sue files an ethics complaint alleging Rodney has violated Article 15 of the Code of Ethics.

She cites Standard of Practice 15-2, which states, “The obligation to refrain from making false or misleading statements about other real estate professionals, their businesses and their business practices includes the duty to not knowingly or recklessly publish, repeat, retransmit, or republish false or misleading statements made by others. This duty applies in writing, by technological means (e.g., the Internet), or by any other means.”

Are Rodney’s comments about Sue unethical? Using a personal account on social media does not absolve Rodney from making false or misleading statements and an ethics hearing panel could find him in violation of Article 15 because his claims that Sue is a part-timer whose skills are limited to placing signs in storefronts and waiting for business to come to her could be construed as reckless and misleading.

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Special to Realty-Builder

The Federal Aviation Administration finally made it legal for Realtors to use drones — with a list of rules to follow.

FLORIDA from page 24

Hacking, scams and lies In 2017, buyers could get virtually mugged in their own homes as thieves scammed unsuspecting Americans in new and creative ways.

One big scam in 2017 was especially chilling for the real estate market.

Scammers would steal a Realtor or title agent’s email password, monitor their account and communications with a buyer, and, at the last minute, use that account to email payment information about their pending home purchase — bogus information that deposited money in the scammer’s account.

In addition, other scams — such as the Craigslist scam in which thieves steal listing data and photos and attach a fake agent’s name –– continued.

Everyone who conducts business online must remain vigilant.

Drones finally go legit

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In June, the Federal Aviation Administration finalized rules for the business use of drones.

Before then, Realtors who used drones for listing photography either did so illegally, had a

pilot’s license or hired a private vendor.

Under the new rules, however, drone use went from almost impossible to merely difficult.

The final rule, which became effective in late August, requires operators to have a remote pilot certificate, follow rules on maximum height, stick to flight paths without people below and more.

Many Realtors think aerial photography in listing videos gives them a marketing edge and drone use in real estate is expected to expand.

Florida Realtors celebrates centennial The state association hit a milestone in 2016: Realtors have now officially been helping Florida buyers and sellers for 100 years.

To celebrate, Florida Realtors hired big name talent (Jay Leno) for its annual convention, noted milestone events in publications (Florida Realtor magazine and Florida Realtors News), and logged record attendance at Florida Realtors Convention & Trade Expo and August’s REBarCamp, among other special events.

A three-dimensional art piece, The Sun and the Sea, was created to commemorate the first 100 years and is displayed in Florida Realtors’ office lobby in Orlando.

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January 2017

Industry News

Sponsored by:

Toll Brothers add Julington design to country club

Compiled by Staff Toll Brothers has added the 3,392-square-foot, two-story Julington home design to its Ambassador Collection in Atlantic Beach Country Club.

The home has four bedrooms, three-and-a-half bathrooms and a three-car garage.

The gourmet kitchen includes a large walk-in pantry, center island with seating and an open view of the breakfast area, great room and covered lanai.

The first-floor master bedroom has a coffered ceiling, large walk-in closet and master bath.

Priced from $764,995, the Julington is available in three elevations — traditional, craftsman and country manor.

In addition, the builder has a Stonebrook Classic scheduled to be completed in the spring.

The 3,037-square-foot home features three bedrooms, twoand-a-half bathrooms, a two-car garage, covered lanai and gourmet kitchen with center island and breakfast area.

The Stonebrook is priced at $772,990.

Toll Brothers buyers can choose from a variety of home designs in the country club’s Legacy & Heritage and Ambassador Collections, priced from the low $600,000s.

The development’s sales center and decorated model is at 1601 Atlantic Beach Drive in Atlantic Beach and is open 11 a.m.-6 p.m. Sunday and Monday and 10 a.m.-6 p.m. Tuesday through Saturday.

For more information, call (904) 247-5455 or visit TollBrothersABCC.com.

Davidson Realty leasing offices Davidson Realty has several executive offices available for lease in its headquarters in

World Golf Village, beginning this month.

Each office includes an executive desk and chair, two guest chairs and phone with voicemail.

In addition, tenants have access to a separate entrance, furnished conference room, wireless internet and kitchen.

Leases range from $895 to $1,300 per month.

For information, call Sherry Davidson at (904) 940-5000.

Pineapple Corp. breaks ground at The Vista The Pineapple Corp. had the groundbreaking of its first model in The Vista at Twenty Mile, a gated neighborhood of 44 homesites in Ponte Vedra.

Two models are planned to open in the spring, with construction of the second model beginning soon. Presales are underway.

Homes in The Vista will be built exclusively by The Pineapple Corp. and start in the low $900,000s.

The community features five new courtyard-style floor plans from 4,000 to more than 5,500 square feet.

The Vista will offer estate-style homes on secluded preservation land, featuring Spanish architecture that highlights the unique history of Ponte Vedra and St. Augustine.

“All of the plans at The Vista at Twenty Mile are completely custom-designed to meet the needs of modern living, with endless options for every family,” said company president, Spencer Calvert.

For more information, contact Kurt Morgan at (904) 568-3682 and kmorgan@ thepineapplecorp.com or visit ThePineappleCorp.com.

Items in this column are compiled from news releases. Please email submissions to editorial@realty-builder.com.

Clay Habitat receives $56,500 donation

Special to Realty-Builder

Orange Park Furniture donated $56,500 to Clay County Habitat for Humanity to build a new home for a partner family member. From left are Elmer (E.J.) James, owner of Orange Park Furniture; Carolyn Edwards, executive director of Clay County Habitat for Humanity; April Nester, treasurer of Orange Park Furniture; and Olen Markum, president of Orange Park Furniture. Last month, there were seven families waiting for homes. The donation will help speed up the year-long process and offset most of the construction costs.

Toll Brothers added the Julington design to its offerings in the Atlantic Beach Country Club. The home comes in three elevations, including the traditional, shown above.

Special to Realty-Builder

The Pineapple Corp. announced the groundbreaking of its initial model home in The Vista at Twenty Mile. At left are Kurt Morgan, left, sales manager, and Spencer Calvert, president.

27

realty-builder.com

January 2017

We are a network of successful REalTORS,® advancing women as professionals and leaders in business, the industry and the communities we serve.

“

“

My goal for 2017 is to provide member value at each and every event, whether through education, network, or support of each other, everyone will walk away with something that they can use in their business to grow their business.

Kick off the New year with keeping more money in your pocket!

Don’t miss this value packed presentation.

Business Resource Meeting “Tax Strategies for the Business Professional Guest speaker: Janice Nichols, Tax Reduction Institute Thursday, February 16

11:15 a.m.-1:00 p.m. • $20 if paid in advance, $30 at the door Deercreek Country Club • 7816 McLaurin Road North Go to www.wcrjax.org to RSVP for this meeting.

Diane Cook, President

2016 Calendar of Events JaNuaRy 19

Business Resource Meeting at Deercreek Country Club 11:15 a.m.-1:00 p.m. • Preregistration is required

JaNuaRy 25-29

Women’s Council and Florida Mid Winter Meeting in Orlando

FEbRuaRy 2 February Social

5:00-7:00 p.m. • Bistro Aixe (San Marco)

FEbRuaRy 8

Governing Board Meeting at NEFAR 9:00-10:00 a.m. • All members are welcome

FEbRuaRy 16

Business Resource Meeting at Deercreek Country Club 11:15 a.m.-1:00 p.m. • Preregistration is required

MaRCh 8

Sponsor:

Governing Board Meeting at NEFAR 9:00-10:00 a.m. • All members are welcome

Thank you to our January Meeting sponsor: Ricki Taylor with

Thank you to our January Social sponsor:

MaRCh 14

Annual Women’s Council Golf Tournament at Deercreek Country Club Start planning your 4-somes now!

Sponsors needed. Contact Marc Jernigan for more information at MarcSellsJax@gmail.com

January Member Spotlight

Diane Cook, Exit Real Estate Gallery, 2017 WCR Jacksonville Network President A little known or unknown fact (past or present) about yourself?

I was born in Ohio, grew up in Alabama, attended Auburn University. My background is Mortgage Banking. I worked on the servicing side of the mortgage banking business, first in various areas of management for the Mortgage servicing division and then as a Corporate trainer for Mortgage Originators and the Origination systems.

What is your passion in the office? Outside the office?

I enjoy training. Outside, I love to boat and scuba dive.

How has WCR benefited you personally and professionally?

It has helped me to get out of my shell. I was always a person who sat back and watched and learned but never jumped in to get involved. I was the quiet one. Since becoming involved with WCR, I have been asked to get involved and that has helped Diane Cook me to connect with my peers. I have met a lot of amazing people through WCR. Exit Real Estate Gallery Additionally, I have made new life-long friends throughout the state as well as other 2017 WCR Jacksonville regions. This has encouraged me to become more involved with NEFAR leadership Network President because of what I have learned in WCR. I was honored to have been selected to attend and graduate from the Florida Leadership Academy in 2016. I don’t believe I would have been selected to be a part of this amazing group without my involvement with WCR. The skills I have learned have benefited both my professional and personal life.

MaRCh 28 – 29

Great American Realtor Days in Tallahassee

aPRil 6

April Social 5:00-7:00 p.m. • Blue Fish Restaurant (Avondale)

aPRil 12

Governing Board Meeting at NEFAR 9:00-10:00 a.m. • All members are welcome

aPRil 20

Business Resource Meeting at Deercreek Country Club 11:15 a.m.-1:00 p.m. • Preregistration is required

Business Resource Meeting Reservations MUST BE MADE by the Friday before the event due to final count needed for the venue.

Visit www.wcrjax.com to register.

Or contact Diane Cook at (904) 773-3894.

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2016-12-16 4:38 PM

A publication of Realty-Builder Connection realty-builder.com

January 2017 Home permits continue to rise, builder confidence reaches 11-year high. Page 36

29 Charlie Clark leaves behind long legacy in Northeast Florida building industry. Page 32

Thomas May Construction selected to build NEFBA’s new 10,000 square-foot office building. Page 32

Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

Meet the 2017 NEFBA president: Lee Arsenault, New Leaf Construction

Perhaps the most significant celebration of the Northeast Florida Builders Association each year is the installation of the incoming president.

It is a time of pride and anticipation: Pride in the quality of leadership that is present among the membership and anticipation for the growth and enhancement the new president brings to the table.

It is with great pride and anticipation that NEFBA introduces Lee Arsenault as the 2017 president of the state’s largest homebuilders association.

Among NEFBA’s builder members, stories of surviving the rough years are not rare.

Stories of coming out of those years stronger and better prepared to weather storms are plentiful.

With common threads, these builders attribute their success to a number of factors: careful planning ahead, diversifying their product, finding the right market niche, Arsenault Continued on page 30

Builders Care gives new start to veteran’s family

Builders Care’s 2016 Veterans Project came to a joyful conclusion Dec. 9, when the Natto family was given a grand tour of their new home.

While the project itself came to an end, it marks the beginning of a new life for this military family.

The events leading up to that happy movein day were life-changing.

On Feb. 29, Chris Natto, a 26-year-old Recon Marine, was on a routine training mission with his unit: a night jump over an untested landing zone. A miscalculation by the unit’s ground command led to a tragic accident.

Natto remembers hitting the top of a tree and having his legs flare out. He landed on a branch and as his parachute collapsed, Natto fell 40 feet to the ground, landing on his back.

He was unable to move or even call for help. He was paralyzed from the chest down.

Chris and his wife Sydney are from St. Johns County and both sets of parents still live there. But neither family has a home equipped for handicap accessibility, so Chris remained in the Veterans Administration hospital in Tampa.

Their 22-month-old son, Rhett, stayed in

Lee Arsenault, left, was installed as president of the Northeast Florida Builders Association for 2017. At right is Chet Skinner, outgoing president for 2016, who recently presented Arsenault the Florida Home Builders Association’s Builder of the Year award for last year.

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Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

A publication of Realty-Builder Connection

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January 2017

Arsenault Continued from page 29 tenacity, support of family, friends, loyal trade allies and their faith.

As a comeback builder, Arsenault speaks eloquently for those in the local industry who have redefined themselves and are now enjoying a successful return to the landscape of Northeast Florida.

His personal experience gives him a deep appreciation for the value of determination, the support of the association and faith.

Arsenault’s story was one of determination and small steps.

When the housing market suffered so many losses and Arsenault was without a job.

Then he began to receive calls from friends to help out with remodels, small projects that kept coming.

Those calls, Arsenault says, were a lifeline and quickly led him to start his own company, New Leaf Construction.

He activated his Florida general contractor’s license, secured the needed insurance and legal documents.

His wife, Diane, created the

name and designed the logo, which has several layers of meaning.

“The obvious, of course, is my personal ‘turning over a new leaf,’ a new chapter of my life,” Arsenault said.

“And as work projects came to our attention, we started to be able to hire and put others back to work, the company offered them that same opportunity.

“The logo also expresses our belief that our customers are also like branches on a tree, that we are connected and sustain each other,” he said. “We are all connected when we work together to achieve our dreams.”

He also said working with personal friends taught him some important lessons about the relationship between a builder and a homeowner.

“Success of those projects depended on understanding what the homeowner wanted,” he said. “I learned that our role is to be an advocate for our customers.

“I had always wanted the

Participation is key to NEFBA’s success What a privilege it is for me to serve as president of NEFBA this year.

While serving on the association’s executive committee as secretary-treasurer and vice president, I witnessed the exchange of ideas, the strong leadership skills and the exercise of good judgment at the top levels of our association.

As a long-term member, I have seen these same qualities demonstrated throughout our councils, committees and member-driven events.

My goals this year are your goals: To increase the strength of our members and their voice in local, state and national decisions affecting the industry; to enlarge our training opportunities to include issues important to builder and associate members; and to encourage stronger business opportunities and relationships throughout our area of influence.

In other words, to help you achieve your business goals, which in turn strengthens our great association — the largest homebuilders association in Florida and the fifth largest in the nation.

I am relying on the support of the NEFBA staff and your active participation as we work together to achieve these goals.

The NEFBA staff, working largely behind the scenes, does a remarkable job of bringing together and meeting the needs of companies and individuals who live and work in six Northeast Florida counties: Baker, Clay, Duval, Nassau, Putnam and St. Johns.

Our associate members are even more diverse, including professional service providers, products and goods purveyors, agencies — everything from A (accounting) to Z (zoning consultants).

Perhaps even more important to our success this year is

FROM THE PRESIDENT

customer to have a good experience and be happy with their new home, but this experience gave me greater insight into the advocate’s role of a builder or remodeler,” he said.

Arsenault is a strong proponent of the Pinnacle Builder Award, which he believes is a huge benefit to NEFBA members.

After he began hiring for his new business, Arsenault was approached by one of his tradesmen whose business was suffering because builders were hiring other contractors, contractors who were not NEFBA members.

Arsenault was concerned and together they went to talk to then-president of NEFBA Mark Downing.

“I didn’t have a solution, but was so pleased when the Pinnacle Builder Award was created because that was certainly a step in the right direction,” Arsenault said. “It’s an innovative, effective way to promote a concept that is essential to keeping our association strong and growing.

“By acknowledging and rewarding builders who make this commitment, we encourage others to do the same,” he said. “And New Leaf is proud to be a Pinnacle Builder.”

Last year, Arsenault was named 2016 Builder of the Year by the Florida Home Builders Association as a result of his service to the community through charitable projects New Leaf has participated in and also his involvement as chairman of the FHBA Codes and Standards Committee.

Arsenault is a member of the Remodelers Council and has been on the NEFBA board of directors since 1995.

He takes advantage of his membership with NEFBA’s parent organization, the National Association of Home Builders, to obtain training and valuable interaction with builders from across the country. He also is a vocal advocate for the association.

“NEFBA gives its members an edge,” he said. “What one company or an individual cannot accomplish, the association can. There is strength in numbers and we are particularly fortunate to have wellconnected members and staff who work hard to get our message to area, state and national decision makers.”

Arsenault was born in Maracaibo, Venezuela, where his father, who worked for the U.S. State Department, was assigned.

He and his six siblings had

an international childhood living in Central and South America before returning to the U.S. to attend junior high school. He learned Spanish before he learned English.

The family lived in Maryland before moving to Southwest Miami.

Arsenault finished high school in the upper Keys and joined the Army upon graduation, serving a tour of duty in Vietnam.

After his discharge, he returned to the Keys and began his long and productive life in the construction industry.

Lee and Diane, who have been married for 33 years, have two children: Rebecca, vice president of accounting for New Leaf, and Christopher, who also lives in the area and is pursuing his own career.

Rebecca has a baby boy, Benjamin, now just a few months old. Needless to say, baby Benjamin has been receiving lots of love and attention from the whole family.

Join us in welcoming our new president, Lee Arsenault.

We invite you also to join us in working together to make this another great year for the industry and all NEFBA members.

For upcoming events visit www.nefba.com

New Home... for the New Year!

Lee Arsenault

New Leaf Construction your active participation in and commitment to enhancing the industry and the association.

Whether it is attending meetings, joining a council or a committee, participating in workshops and social network opportunities, I believe you will find your investment of time financially and professionally rewarding and personally satisfying as well as a significant contribution to the association.

I hope to see you throughout the year and I hope to hear from you about your concerns, your successes and your ideas for ways to improve.

It’s an exciting time to be in the building business in Northeast Florida and I am looking forward to a great year.

Thank you for this opportunity to serve you.

Lee Arsenault Founder, president of New Leaf Construction

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Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

A publication of Realty-Builder Connection

January 2017

31

NATTO Continued from page 29

Natto’s father-in-law Command Chief Warrant Officer, Florida National Guard, CW5 Jerry Dedge, assists Chris at the dedication of the family’s new home.

Rhett Natto and his grandmother (Sydney’s mom) arrive at the new home built to meet the needs of Chris Natto, a Recon Marine, who was severely injured in a training mission.

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Justin Brown of Builders Care and Matt Devereaux of Lennar Homes accept the Florida Distinguished Service Medal, the highest medal the state bestows on civilian organizations.

St. Augustine with Sydney’s parents, while she divided her time between her son and her husband.

Builders Care approached Matt Devereaux of Lennar Homes. When he heard their story, he decided to build this family a home in St Augustine.

Groundbreaking was Oct. 24 and the Natto family saw it complete and ready to move in on Dec. 9.

Beds were made with freshly washed sheets and the refrigerator was well-stocked.

“Our goal was to make every part of the home accessible to Chris,” said Devereaux. “We widened the door to his son’s bathroom so Chris can be present during bath time.

“We pushed out the garage to build in a ramp and the door from the garage into the house operates by the push of a button,” he said. “We added a few steps to raise the child’s bed so Chris and Rhett can be eye-to-eye for bedtime stories and prayers.”

In addition, the kitchen island has a lowered microwave and sink and the outdoor kitchen has a handicapaccessible grill. The front bedroom and bath were converted to an in-home gym with donated equipment for Natto’s ongoing rehabilitation.

Devereaux said every Lennar trade partner was involved and eager to step up and donate time, money and skill to help this family.

Builders Care and Lennar were honored with the Florida Distinguished Service Medal, the highest medal the state of Florida bestows on civilian

organizations.

The color guard stood at attention for the entire dedication ceremony. St. Johns County firemen and policemen were on hand, as well as members from the National Guard.

Other dignitaries at the dedication included Congressman Ron DeSantis and Lennar Regional President Fred Rothman.

“Chris and Sydney were overjoyed and so full of gratitude,” said Builders Care Executive Director Justin Brown. “This was beyond their wildest dreams and they were so moved by everyone’s involvement.

“When Matt (Devereaux) opened the garage door and exposed their new Toyota minivan, Sydney seemed shocked. Her reaction brought tears to many of us. They really are a sweet young family,” Brown said.

Gene Rover, chairman of the Builders Care board of directors, said this project underscores the mission of the organization.

“This was truly a modernday barn raising with the entire community coming together to help this military family who gave so much in service to our country,” Rover said. “It has been so great to be a part of this project, to be able to witness firsthand the tremendous outpouring of generosity from so many.

“I am so proud of our role and for the dedicated members of NEFBA and Builders Care, with a special thanks to Lennar and its trade partners,” he said.

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Prices, specifications and availability are subject to change without notice. Square footage is approximate. Actual homes as constructed may not contain the features and layouts depicted and may vary from image(s). ©2017 Richmond American Homes; Richmond American Homes of Florida, LP, CBC1257429

The outdoor kitchen has a grill accessible to Chris Natto.

Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

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A publication of Realty-Builder Connection

January 2017

NEFBA selects builder for new office site

NEFBA has called the building at 103 Century 21 Drive home since 1993.

For the past 23 years, NEFBA offices have occupied suite 100, and other NEFBA entities, such as the Apprenticeship Program and Builders Care, have used separate space in the building.

As NEFBA grew and the members were scattered throughout a four-county area, there was a realization that perhaps a more centralized location would better serve members.

In 2012, NEFBA leadership decided to put the building on the market as the initial step in finding a more convenient location for members.

When the building was sold, NEFBA agreed to lease space for five years. This allowed time to search and plan.

An 11-member Building Committee, chaired by past president Glenn Layton (2009) and composed primarily of

other past presidents, made the decision to purchase a 3.9-acre plot, a recommendation that was approved by NEFBA’s board of directors.

“The Southpoint area is convenient to both Interstate 95 and Butler Boulevard,” said Executive Officer Corey Deal. “We found and purchased a nearly 4-acre plot and brought in architect Erik Kasper to begin drafting plans for the 10,000-square-foot office building.”

Kasper, founder and president of Kasper Architecture and a NEFBA member, is working with the Building Subcommittee that includes NEFBA past presidents Rick Morales (2015) of Morales Construction Co.; Barbara Moore (2012), division president of Lennar Homes; and Layton, founder and president of Glenn Layton Homes.

Another major step was announced at last month’s board meeting: Thomas

Remembering Charlie Clark, the Godfather of SMC Charles R. Clark Hall of Fame (2012). was a familiar face Charlie lost his and respected battle with cancer name to NEFBA Dec. 10. members.

One of his last His contribution to wishes was, in his NEFBA’s Sales and own words, “to Marketing was proencourage you to do found and he was an unexpected and affectionately known unsolicited act of as the Godfather of kindness for someSMC. one less fortunate.”

Charles R. Clark Charlie’s influA Celebration of ence was far beyond NEFBA, Life service for Charlie will Florida and the United States. be 11 a.m., Feb. 17, at Christ Among his contributions to Episcopal Church, 400 San the real estate industry were Juan Drive, Ponte Vedra his participation in creating Beach. training programs leading to NEFBA extends sympathy certifications including certiand condolences to Charlie’s fied site agent, advanced cerwife Trudy (also a NEFBA tified site agent and master in member) and his entire famresidential marketing. ily.

He was known internationCharlie Clark is missed, but ally as an authority on housing his legacy will live on through and building statistics, trends, his influence on the lives of analyses and forecasts. many and his significant conAmong his many honors tributions to the real estate were NEFBA’s Arnold Tritt industry.

Achievement Award (2015) See Page 2 in Realty-Buildand induction into the Florida er for another story on CharHome Builders Association’s lie’s impact.

Professional Women in Building comes to NEFBA NEFBA is proud to announce the creation of a chapter of NAHB’s Professional Women in Building Council.

PWB represents members working in all facets of the industry as builders, developers, remodelers, trade con- Toria Hale tractors, architects, marketers, designers and mortgage brokers.

Professional Women in Building is the fastest growing council in the national association.

“We are fortunate to have so many women in the building industry among the NEFBA members and I am convinced our council is also going to grow at a rapid rate,”

said Toria Hale, the new council’s chair.

“We welcome the talent, experience and expertise that already exists to launch and grow this important group.

We envision the council as a training, networking and work-place solutions resource,” she said.

Hale is with H. Smith Inc. and invites your inquiries of interest about PWB. Or you may contact Corey Hacker, NEFBA’s liaison for the new council.

Hale’s contact information is (904) 268-9990 and vhale@hsmith-inc.com.

Hacker can be reached at (904) 725-4355 or CHacker@ nefba.com.

May Construction’s bid was accepted and the company was awarded the project.

Thomas May Construction, a longtime NEFBA member, was established in 1985 and specializes in nonresidential

construction.

“We are excited about the move,” Layton said. “We believe the convenience of the location will promote member participation in workshops, meetings and NEFBA

events.

“It’s a sign of our growth and confidence in the association,” he said. “Our goal is to make the association more accessible and a source of pride for members.”

Architect Erik Kasper meets with Rick Morales, 2015 NEFBA president; Barbara Moore, 2012 president; and Building Committee Chair Glenn Layton, 2009 president, to discuss plans to build a 10,000-square-foot building to house NEFBA offices.

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Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

A publication of Realty-Builder Connection

January 2017

33

Greene’s wins Chester Stokes golf tourney LIFETHRIVE Chet Skinner, left, 2016 NEFBA president, congratulates the winning team in the Chester Stokes Holiday Golf Tournament from Greene’s Quality Construction: Mike Greene, Jason Herndon, Donnie Thomas and Richard Gaines. Second place went to Eagle Roofing Products and Florida Custom Marble finished third.

‘We are in the people business’

By Charles Mullis LifeThrive Performance Systems

Brad Shee, of MastercCraft Builder Group, and Adam Merrill, of John Merrill Homes, head for the next hole.

Special thanks to sponsors of the tournament, which featured 140 golfers at the Marsh Landing Country Club.

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“No, I am not. I’m in the construction business,” a contractor may say, when told what the headline for this story says.

Contractors who fail to consider the human factor in the construction business rarely reach a high level of success — nor do they remain in business for decades with stable bottom lines.

In our industry, the workforce is a special blend and it continues to change.

When I started my first construction company in 1972, high schools taught basic trade skills such as woodworking, electrical and plumbing.

Therefore, the work pool was rich and deep. Now you must search to find a secondary education institution that offers any training in the basic trades.

Our culture experienced radical changes in the late 1960s and the shift in workforce training was toward the new technological industry.

Would-be job candidates for construction jobs may not represent the best choices when it comes to training, stability and clean records.

Often those with less adaptability show up full of optimism and proclaiming experience and skill.

Traditional hiring practices are often expensive and out of reach for many small or family-owned businesses.

Hiring an executive or trained professional to conduct assessments, perform background checks, interview candidates and provide an evaluation can be expensive. It is simply not an option for most in our industry.

Much construction work is seasonal and tied to the economy, resulting in fluctuation in the workforce. Likewise, the labor pool fluctuates and is often transitional.

Last year, NEFBA began offering seminars to help members identify approaches that will help companies simplify and improve this process — regardless of revenues or company size.

The forums provide access to free assessments and simple programs that will cut down on turnover and improve profitability.

This year, a series of seminars is scheduled to help employers evaluate personnel as well as clients.

They will take the guesswork out of 75 percent of most contractors’ turnover and profitability problems.

Today, it is harder to communicate a concept than it is reality.

However, if tradesmen and workers do not understand this, a company most likely will not be in business in the 2020s.

As blunt as it may seem, it is the truth: “You have a job because I have a business. I do not have a business so you can have a job. Be an asset, not a liability and you can keep it.”

Call me “old school,” but this is often what needs to be heard.

This is what I have been communicating to every new employee for more than 30 years — but in a way they understand it, relate to it and buy into it.

I made this concept a part of my hiring routine after years of frustration with the surprises that came as a new hire begins to feel comfortable on my crew and the real employee is revealed.

It may take about a month for the real worker to show up. The seminars will help find and recognize the best personnel choices by discovering the real employee before the hire.

Even with years of experience, it wasn’t until I began to use tools of discovering the human matrix that I got better at seeing the real employee during the interview process.

Learn how to do this with the upcoming seminars at NEFBA.

Celebrating a great year in Nassau County

20 Lunetta Ct., St. Johns, FL 32259 For more information contact Carolyn Hickman at 904-624-4368.

Prices, plans, and terms are effective on the date of publication and subject to change without notice. Depictions of homes or other features are artist conceptions. Hardscape, landscape, and other items shown may be decorator suggestions that are not included in the purchase price and availability may vary. This ad contains general information about a new home community in Florida and it is not an offer or the solicitation of an offer for the purchase of a new home. This information is not directed to residents of any other state that requires registration or permit issuance prior to the publication of such information. Square footage/acreage shown is only an estimate and actual square footage/acreage will differ. Buyer should rely on his or her own evaluation of useable area. Completion and/or move-in dates are estimated. Standard Pacific of Florida (CQ1038741). Standard Pacific of Tampa (CQ1038743). CAJAX132

In Nassau County, holiday celebrations take full advantage of the area’s coastal lifestyle. The Nassau Builders Council hosts an oyster roast early in December to celebrate a successful year and kick off the holidays.

Nassau Builders Council Chair Ben Stephens addresses the crowd at the Dec. 1 oyster roast.

Nearly 120 members and guests enjoyed live music, barbecue and, of course, oysters.

Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

A publication of Realty-Builder Connection

34

2017 NEFBA board, council and committee members Board of directors Mike Atzert Sherwin Williams Paint

Susan Beaugrand Wells Fargo Bank

A.J. Beson Beson4

Joe Blanco ICI Homes

Carrie Budds iMortgage

Matt Carlton Carlton Construction

Trudy Clark TECO Peoples Gas

Roger Cortie HabiJax

Ryan Davis CornerStone Homes

Nathan Day H. Smith Development

Tim Deck First Coast Supply

Matt Devereaux Lennar Homes

Keith Donnely David Weekley Homes

Jason Dugger Scapes of North Florida

Jeff Ferguson

Deryl Patterson Housing Design Matters D.R. Horton

Tony Raso D.S. Ware

Chris Shee MasterCraft Builders

Howard Sheffield Sheffield and Boatright

Leed Silverfield Silverfield Development

Cole Slate Exit Realty

Pete Steinmetz Turner Pest Control

Ben Stephens EverBank Mortgage

Bobby Walton Insuramerica of Florida

Doug Wenzel Bonded Builders Home Warranty

Bill Wilson Bill Wilson Inspections

Larry Wittmer Woodsman Kitchen & Floors

Chris Wood Riverside Homes

Patrick Zalupski Dream Finders Homes

Executive committee

Josh Garrison

President: Lee Arsenault, New Leaf Construction

Kip Gleckler Lumber Unlimited

John Griffin American Electric Co.

David Hacker Construction Specialties of North Florida

Chris Hagan Republic Services

Toria Hale H. Smith Development

Ron Harris Harris Realty

Curtis Hart Hart Resources

Peter Helton HW Contracting

Linda Hutchins LMH Solutions

Charlie Jimerson Jimerson & Cobb

Sean Junker Providence Homes

Brad King iMortgage

Todd Knowles Quick Tie Products

Trish Kolosky Kirk’s Framing

Doug Maier Maier Development Solutions

Lenny McAneny McAneny Builders

Jim McDade Tidewater Homes

Ross McWilliams Fidelity Bank

Steve Merten Toll Brothers

First vice president: Chris Dostie, Dostie Homes

Bill Lazar, Dennis Ginder, Mike Davis, Robert Marshall, Dave Caputo, Sean Junker (Chair), Cheryl Brunk, Holly Yelton, Tyler Fugitt, Jerry Dean, Victor Raymos, Zachary Scott and Howard White. Not pictured are Aaron Kenney, Andy Chambers, Dennis Scott, Jeff Ferguson, Ed Paucek and Cathy Whaley.

The St. Johns Builders Council installed its new board of directors, presented awards and celebrated another successful year at its annual holiday party. The Dec. 10 event was held at the Marsh Creek Country Club.

The 2017 board of directors are Bill Lazar, Dennis Ginder, Mike Davis, Robert Marshall, Dave Caputo, Sean Junker, Cheryl Brunk, Holly Yelton, Tyler Fugitt, Jerry Dean, Victor Raymos, Zachary Scott, Howard White, Aaron Kenney, Andy Cham-

bers, Dennis Scott, Jeff Ferguson, Ed Paucek and Cathy Whaley. Junker, of Providence Homes, was named chairman of the board.

Awards were presented to Bill Lazar, of St. Johns Housing Partnership, as builder of the year, and John Howard (ServPro), associate of the year.

Special recognition was given to: • Howard White and the St. Johns County Building Department for their endless hours of work during

the aftermath of Hurricane Matthew • Victor Raymos, St. Augustine/St. Johns County Board of Realtors, in appreciation of support during 2016 • Jimbo Granger, Builders First Source, for donations of materials for wheelchair ramps and commitment to SJBC’s fishing tournament • Vernon and Linda Keith, Construction Debris Removal, for their continued support throughout the year.

See related story on Page 19.

Second vice president: Harlan Bost, Florida Custom Marble Third vice resident: Gene Rover, B&G Plumbing/B&G Heating & AirConditioning Training vice president: Keith Ward, Thomas May Construction Secretary/treasurer: Jerry Dean, Vintage Estates Homes Immediate past president: Chet Skinner, Skinner Bros. Realty Executive officer: Corey Deal, Northeast Florida Builders Association

Council and committee chairs

@NEFBAMembership

bit.ly/FacebookNEFBA

CONSTRUCTION TO PERM, FHA, VA, CONVENTIONAL

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Apprenticeship Executive Committee: Keith Ward, Thomas May Construction Builders Care Executive Committee: Gene Rover, B&G Plumbing/ B&G Heating & Air-Conditioning Codes & Standards Committee: Jerry Dean, Vintage Estates Homes Government Affairs Committee: Nathan Day, H. Smith Development

Wendy Hilton

Becky Cooper

Political Action Committee: Curtis Hart, Hart Resources

NMLS ID: 263101

NMLS ID: 546219

(904) 568-8161

(904) 463-7696

Professional Women in Building Council: Toria Hale, H. Smith Development Remodelers Council: Peter Helton, HW Contracting Young Professionals Group: Cole Slate, Exit Realty

Michael Mitchell

Clay Builders Council: Jeff Ferguson, Drees Homes

Servpro of Mandarin, Beaches/ Ponte Vedra, St. Augustine

Nassau Builders Council: Ben Stephens, EverBank Mortgage

Michael O’Steen

St. Johns Builders Council: Sean Junker, Providence Homes

The Parc Group

St. Johns Builders Council installs 2017 board members

Bob Porter

Drees Homes Miranda Contracting

January 2017

Did You Make the Headlines?

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realty-builder.com

35

A charming new neighborhood with the amenities of a larger community

The Manor House

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Custom residences from $300s to $700s Six beautifully designed model homes open daily

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Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

A publication of Realty-Builder Connection

36

January 2017

Permits up, builder confidence at 11-year high With one month left in 2016, the total number of new-home permits issued in Clay, Duval, Nassau and St. Johns counties exceeds the total for 2015. First, second and third quarter totals exceeded last year’s and suggest a steady increase over the past 12 months. According to the National Association of Home Builders, builder confidence in the market for newly built single-family homes jumped 7 points to a level of 70 on the NAHB/Wells Fargo Housing Market Index, the highest since July 2005.* 120 90

Clay County permits 2015-2016 6 64

60 30

114

103

89

96

93

90

90

66

2015

92 63

90

41

104

70

57

66

76

68

44

66

2016

48

45

0 J an

400 300

Mar

Apr

May

J un

J ul

Aug

S ep

237

251

O ct

Nov

Dec

Duval County permits 2015-2016 214

200 100

F eb

269 132

161

244

227

214

224

324

273

267 202

193

184

178

187

Aug

S ep

O ct

Nov

97

92

153

142

J ul

2015

255

208

207

2016

0 J an

160

F eb

Mar

Apr

51 38 J an

400 300

64 62 F eb

82

122

50 46

52

Mar

Apr

56

79 78

May

J un

J ul

Aug

279

306

262

289

323

321

328

354

170 222

177

145

J an

F eb

327

292 216

170

2016

77

72

67

64

58

S ep

O ct

Nov

Dec

255

258

216

243

254

243

51

77

St. Johns County permits 2015-2016

200 100

Dec

2015

115

40 0

J un

Nassau County permits 2015-2016

120 80

May

35

2015 2016

191

0

1,000 750

Apr

May

J un

J ul

Aug

S ep

O ct

Nov

Dec

689

751

677

622

567

529

516

592

606

564

523

J ul

Aug

S ep

O ct

Nov

Total permits 2015-2016 572

500 250

Mar

645

788

741 804

751

453

407

J an

F eb

539

536

498

Mar

Apr

May

737

2015 2016

0 J un

*The NAHB/Wells Fargo Housing Market Index is strictly the product of NAHB Economics and is not seen or influenced by any outside party prior to being released to the public. HMI tables can be found at nahb.org/hmi. More information on housing statistics also is available at housingeconomics.com.

w ram! e N ur Prog o t ou Loan b ka e As Hom eam r D

“LIVE

Dec

Source: Permit data provided

by Wolfe Jackson, The Resource Group LLC

where everyone wishes they could . . .”

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Magnificent views overlooking the Championship King & Bear Golf Course, World Golf Village. Luxury Coach-Style Condominiums, concrete, distinctive finishes, soaring ceilings, spacious screened patios with two car garages.

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Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

A publication of Realty-Builder Connection

January 2017

37

Upcoming events Local events are listed first, then NEFBA events. Council and committee events are listed in alphabetical order by event name for convenience in tracking your area of interest.

NEFBA Social Feb. 2, 5:30-9:30 p.m.

The Haskell building, 111 Riverside Ave. Sponsor: Tritt & Associates RSVP: Maggie Farnell, Maggie.Farnell@atritt.com

NEFBA Membership Committee Feb. 2, 11:30 a.m.

NEFBA office RSVP: Hans Krieg, HKrieg@nefba.com

NEFBA Lunch & Learn with FHB Insurance Jan. 25, 11:30 a.m.

Location: NEFBA office Topic: Key Legal Concepts &

Risk Management Strategies for Builders.

RSVP: Michelle Glass, MGlass@nefba.com

NEFBA new member orientation

Builders Care board meeting

NEFBA Lunch & Learn with USI First Choice

Feb. 15, 10 a.m.

NEFBA office Contact: Hans Krieg, HKrieg@nefba.com

Feb. 14, Noon NEFBA office RSVP: Justin Brown, JBrown@builderscare.org

Feb. 8, 11:30 a.m.

NEFBA office RSVP: Michelle Glass, MGlass@nefba.com

Apprenticeship Sporting Clay Shoot-Out

Clay Builders Council breakfast

NEFBA General Membership/ BOD meeting

Jan. 27, 11 a.m. registration; 11:30 a.m. lunch; and 12:30 p.m. shotgun start Bradford Sportsmen’s Farm, 11394 SW 106th Ave., Hampton Cost: $100 individual shooter, $350 foursome RSVP: Christina Thomas, CThomas@nefba.com

Feb. 15, 8:15 a.m.

NEFBA office Sponsor: Beson 4 Contact: Michelle Glass, MGlass@nefba.com

Feb. 8, 8:30 a.m.

Island Life Grill, 2245 Plantation Center Drive, Fleming Island Cost: $10 Contact: Jessie Spradley, JSpradley@nefba.com

Government Affairs Committee Jan. 26, 8:30 a.m.

NEFBA office Contact: Jessie Spradley, JSpradley@nefba.com

Remodelers Council luncheon Feb. 16, 11:30 a.m.

NEFBA office Cost: $7 Remodelers members, $10 non-members Contact: Corey Hacker, CHacker@nefba.com

A Hines Community

Sales & Marketing Council breakfast Feb. 3, 8 a.m.

University of North Florida University Center, 12000 Alumni Drive Speaker: To be announced Sponsors: Prime Lending & The Legends of Real Estate Cost: $15 in advance for SMC members, $20 at the door Contact: Palmer Kuder, Palmer@nefba.com

St Johns Builders Council annual charity golf tournament Feb. 13, 11 a.m., registration/lunch; Noon, tee-off Marsh Creek Country Club, 169 Marshside Drive, St Augustine Cost: $120 individual, $400 foursome Contact: Leona Brown, SJBCouncil2@aol.com

St Johns Builders Council social Feb. 21, 5:30 p.m.

Details to be announced Contact: Leona Brown, SJBCouncil2@aol.com

Please call the NEFBA office at (904) 725-4355 to confirm details of any NEFBA calendar event, or contact the event coordinator by email. Check the NEFBA website calendar at www.nefba.com.

Welcome, new members The following companies became NEFBA members in November.

Advantage Doors Stonecore/Earthcore Chris Walker

Brenda Bennett

AT&T Mobility

The NDN Companies

Monty Khullar

Dawn Blackledge

Construction Underwriters

Tison Sound & Security

Thomas Lobrano IV

Shawn Tison

First Beaches Insurance

Upchurch, Bailey and Upchurch, P.A.

George Garcia IV

FEW LOTS REMAIN WITH SPECTACULAR INTRACOASTAL AND GOLF-COURSE VIEWS

Head, Moss, Fulton & Griffin, P.A. Alexandra Griffin

Holmes Stamp & Sign

Erin Rohan Smith

The following individuals became NEFBA Affiliate members in November.

Paul Lepore

Linda Macload

Maronda Homes of Florida

Merrill Lynch - Bledsoe, Baker & Associates

Peter Chun

Scott Smith Integrity Financial

Special thanks to these members for recruiting and sponsoring a new member: Bryan Rendzio, David Hacker, Franchesca Swierz, Gene Rover, Keith Ward, Kristopher Gray, Lee Bledsoe and Leed Silverfield. For more information about the benefits of membership and how to become a NEFBA member, contact Hans Krieg at (904) 725-4355 or at HKrieg@nefba.com.

Palencia has prepared lots in its last estate-home neighborhood: Costa del Sol. Build the home of your dreams on one of the remaining 18 developer lots in Northeast Florida’s premier resortlifestyle community.

New member spotlight AT&T Mobility, Monty Khullar AT&T provides end-to-end mobility solutions that enable agile business operations. Mobility services from AT&T provide comprehensive solutions that will help you stay connected and mobilize your business.

The company receives the highest rating of “excellent” for wireless telecom services.

AT&T’s broad portfolio of mobility solutions creates a highly secure connected ecosystem of employees, partners, customers, processes and assets that can be optimized when and where work demands.

Call Monty Khullar at (904) 612-9034, or visit www.att.com.

v Championship Golf Course with 33,000 sq.ft. Clubhouse v New Tennis Clubhouse with 10 Har-Tru Tennis Courts v Fitness Center with Aerobics Studio v Four Swimming Pools v Miles of Trails, Walkways and Boardwalks

Sponsor spotlight

MODEL HOMES NOW OPEN CONTACT PALENCIA REALTY FOR A TOUR TODAY

Integrity Financial, Kristopher Gray Integrity Financial empowers you to shape your financial future through holistic investment strategies, a high level of knowledge and expertise in financial planning.

The company distinguishes itself by simplifying the complex financial needs of individuals and families into intentional and well-articulated financial goals.

This personalized approach allows you to create a clear vision for your future focused on wealth preservation and generational transfer.

Call Kristopher Gray at 1-800-794-4015 or visit online at integrity.financial.

(904) 810-0500 v VIVAPALENCIA.COM 605 PALENCIA CLUB DR v ST. AUGUSTINE, FL 32095

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McKinney Levine Studio, Inc. (904) 655-6303 • for Carla Luigs of Hines (904) 599-9015

11/18/16 11:53 AM

Builder News N o r t h e a s t F l o r i d a B u i l d e r s a s s o c i at i o N

A publication of Realty-Builder Connection

38

January 2017

Clay Builders install officers, celebrate

Ferguson, right, swears in the 2017 board that includes Dal Beggs, Whaley, Chris Thomas, Michalak, Kolosky and Greathouse. The installation and holiday party were held at Kolosky’s home.

Clay Builders Council 2016 board members showing off their new NEFBA cups: Cathy Whaley, Angie Michalak, Trish Kolosky, Mike Dallas, Glen Greathouse, Bill Auclair and outgoing chair Jeff Ferguson.

John Long, second from left, was named 2016 Clay Builder of the Year for his dedication to the council. Celebrating with him are Ferguson; Lee Arsenault, NEFBA president; and Jessie Spradley, NEFBA CBC liaison.

Holiday cheer for over 100 Clay families A week before Christmas, NEFBA’s Clay Builders Council partnered with the Food Pantry of Green Cove Springs for the 27th consecutive year to provide food baskets to more than 100 Clay County families.

Each basket had all the items necessary for a traditional Christmas dinner.

This joint effort began when the council built shelves and a reception area for the Food Pantry of Green Cove Springs. Wanting to contribute more, the Clay builders began giving away food baskets the next year creating a holiday tradition.

Through the purchase of food and overseeing its distribution, CBC helped to ensure at least a portion of those Clay County families in need have Christmas dinner.

The Clay County Humane

Society also joined in the effort by giving out food for hungry pets.

Volunteers from Boy Scout Troop 424 were on hand to help people load baskets into their cars and Santa Claus himself supervised operations while checking his list.

The families were selected by the food pantry with input from local churches and then invited to receive Christmas food baskets.

“I am grateful that we (Clay Builders Council) have an opportunity to help those in need in our own community,” said Trish Kolosky, chair of the event for CBC. “I am so proud that we have been able to continue to provide support to the food pantry, and I am looking forward to working with them for years to come for the benefit of families in Clay County who need some help.”

WOW YOUR BUYERS WITH A DREES HOME Why wait? Show your buyers move-in ready homes in high-demand communities.

Drees makes it easy for your buyers to design their one-of-a-kind home.

ST. AUGUSTINE Markland 366 Bronson Parkway Korbett F MLS# 826118 3,470 sq.ft. $449,900

ST. AUGUSTINE Markland 480 Bronson Parkway Teagan H MLS# 826107 3,143 sq.ft. $459,900

ST. AUGUSTINE Markland 227 Haas Avenue Radford B 2,911 sq.ft.

ST. AUGUSTINE Markland 162 Haas Avenue Holbrook H 3,454 sq.ft.

MLS# 831804 $449,900

ST. AUGUSTINE Markland 363 Bronson Parkway Marco H MLS# 812653 2,789 sq.ft. $399,900

ORANGE PARK Eagle Landing at Oakleaf Plantation 1099 Autumn Pines Drive Durbin D MLS# 802872 3,083 sq.ft. $369,900

GREEN COVE SPRINGS Magnolia Point 2005 Wedge Court Palmetto C MLS# 808294 3,247 sq.ft. $359,900

JACKSONVILLE Panther Creek 1239 Luffness Drive Tybee C MLS# 780421 2,640 sq.ft. $259,900

MIDDLEBURG Two Creeks Gated 1151 Orchard Oriole Place San Pablo C MLS# 811313 3,094 sq.ft. $319,900

MLS# 829404 $429,900

St. Mary’s Episcopal Church was the scene of activity as food was delivered, sorted and baskets prepared for distribution.

For information contact our New Home Specialist at (866) 257-9321

dreeshomes.com

©2016 The Drees Company. All rights reserved. 171222

Chris Dostie and his family, Keith Ward and Jeff Ferguson keep Santa company as Santa takes a coffee break while waiting to load the next car.

171222-Realty Builder Connection • 6” x 11”

Prices subject to change without notice.

January 2017

realty-builder.com

39

Find your dream here in these fine Florida communities: The Preserve - 600’s Dunes of Amelia - 300’s Amelia Island, FL Amelia Island, FL (904) 624-0047 (904) 716-1872 or (904) 710-3636 Oyster Bay - 400’s Fernandina, FL Grand Lake - 200’s (904) 624-0047 St. Johns, FL (904) 504-8883 COMING SOON: Ocean Ridge - 500’s Ocean Breeze - 400’s St. Augustine Beach, FL Amelia Island, FL (904) 476-4236 (904) 624-0047 Markland - 400’s St. Johns, FL (904) 458-6035

Madeira - 200’s St. Augustine, FL (904) 503-7055

Atlantic Beach Country Club - 600’s Atlantic Beach, FL (904) 476-4236

The Surf - 500’s Amelia Island, FL (904) 716-1872 or (904) 710-3636

From the time you walk in our door to the day you move in and beyond, we will make sure all the details are correct.

When it comes to purchasing your new home, do not settle for anything less.

(904) 503-7055 • www.myriversidehome.com CBC1254135

904-461-0041

Homes from the $245s to $680s+ in the Jacksonville area

See a David Weekley Homes Sales Consultant for details. Prices, plans, dimensions, features, specifications, materials, and availability of homes or communities are subject to change without notice or obligation. Illustrations are artist’s depictions only and may differ from completed improvements. Copyright © 2017 David Weekley Homes - All Rights Reserved. CBC1257289 Weekley Homes, LLC. Jacksonville, FL (JACA76037)

As we celebrate our own blessings from the past year, we would like to express our gratitude for all of your hard work. We appreciate all that you do for David Weekley Homes and hope that you have a healthy and happy New Year!

That’s why we stake our reputation on helping you enhance yours. Selling a new David Weekley home to your Clients means more than simply giving a family a place to live. It means providing a rewarding home building journey and creating an inspiring space where their dreams can come true. That’s how reputations are built – one exceptional experience at a time – and it’s why we make our Team a seamless extension of yours.

That’s The Weekley Way.

When it comes to selling homes, your name matters.

Happy New Year!

Mortgage Bankers Association president knew career path from an early age Page 18

Page 2

Lee Arsenault

Charlie Clark remembered as mentor and cheerleader for Sales and Marketing Council members

Page 1

Marc Jernigan and Lee Arsenault have their own visions for moving NEFAR and NEFBA forward

Taking the reins for 2017

January 2017

Page 29

Injured Marine and his family move into home built by Lennar and Builders Care

Marc Jernigan