Across the Association - September/October 2024

Across the Association

OFFICIAL PUBLICATION OF THE GREATER CAPITAL ASSOCIATION OF REALTORS®

SEPT/OCT 2024 GCAR Trade Show Answering Compensation Questions Essential Safety Tips

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Across the Association

VOLUME 35 | NUMBER 5 | SEPT/OCT 2024

FEATURES Community Relations

GCAR Trade Show

Laura Burns, CEO OFFICERS Kathleen Sullivan, President Melissa Woodcock, President-Elect Kirsten Blanchard, Secretary-Treasurer DIRECTORS Felton McLaughlin Jennifer Mentiply Lorenzo Murray Suzanne Prezio Michelle Poccia Dan Shepard Kathie Spangler Linda Yetto The Greater Capital Association of REALTORS® is a professional trade association which provides its members with programs and services which enhance the members‘ ability to successfully conduct their businesses in a competent and ethical manner, promotes cooperation among its members, and promotes the public‘s right to own, use and transfer real property.

The Greater Capital Association of REALTORS® makes no warranties and assumes no responsibility for the accuracy of the information contained herein. The opinions expressed in articles are not necessarily the opinions of the Greater Capital Association of REALTORS®.

The Greater Capital Association of REALTORS® does not necessarily endorse the companies products or services advertised in the newsletter unless specifically stated.

10 Client Questions About Compensation

12 Essential Safety Tips

14

19

ACROSS THE ASSOCIATION

MEMBERSHIP

With the President............................. 4

Affiliate Members.............................20

What’s Happening.............................. 6

New GCAR Members.......................23

Upcoming Events............................... 7 Award Season....................................11 Education............................................17

ADVERTISERS 1st National Bank of Scotia...........18 Arnoff Moving & Storage...............18

ADVOCACY

NYSAR..................................Back Cover

Legislative Update............................. 8

The Towne Law Firm, P.C.................. 2

RPAC Report......................................... 9

On the cover: On August 5th, committee members met with Senator Jake Ashby (R - NY43) to discuss his views on key real estate issues. Pictured left to right: Ira Bethea, Susan Sommers, Laura Burns, Melissa Woodcock, Senator Jake Ashby, and Kathleen Sullivan.

ACROSS THE ASSOCIATION 3

WITH THE PRESIDENT

NEW RULES IN REAL ESTATE TAKE EFFECT

For months, we’ve been discussing the significant changes coming to the real estate industry due to the national settlement agreement concerning broker commissions. The time for these changes has now arrived.

While change can be challenging, these new rules represent a positive step forward for our industry. They enhance transparency and fairness, emphasizing the importance of clear, negotiated agreements protecting agents and buyers.

As of August 17, two key updates affecting our business practices have One thing that remains unchanged.

REALTORS® will continue to provide come into effect: invaluable services, guiding clients Removal of Offers of Compensation through complex and emotional from the Multiple Listing Service transactions with expertise and (MLS): Moving forward, offers of dedication. Our support is unwavering, compensation will no longer appear on even in the face of industry changes. the MLS. However, home sellers and brokers can still offer compensation We remain steadfast in our outside the MLS. This compensation commitment to offering exceptional can include various options, such as service and building trusted a fixed-fee commission paid directly relationships with buyers and sellers. by consumers, seller concessions like buyer closing costs, or a portion of the Now, with even clearer guidelines listing broker’s compensation. What to support us, we are more prepared remains unchanged is that commissions than ever to navigate the changes in and fees have always been, and will our industry. continue to be, negotiable.

Requirement for a Written Agreement Before Touring Homes: Agents working with buyers must now enter into a written agreement before touring a home. This agreement must clearly specify the amount or rate of compensation. However, this requirement does not establish any mandatory professional relationship between real estate professionals and buyers.

4 SEPTEMBER/OCTOBER 2024

Kathleen Sullivan 2024 GCAR President

GCAR.COM

MAKE IT HOME

STAY SAFE ON THE JOB YEAR-ROUND With tips and tools from NAR at nar.realtor/safety REALTOR® Safety Pledge

Commit to prioritizing your safety.

Social Media Content

Follow NAR on Facebook, Instagram, LinkedIn and Twitter for weekly safety tips to share.

Safety Webinars

View past sessions on data security, mental health, personal and client safety.

Monthly Articles

Stay in the loop on the latest safety topics.

Training Videos

Learn best practices to keep yourself, your clients, and your business safe.

Office Forms

For REALTORS ® and clients.

Questions? Contact safety@nar.realtor

WHAT’S HAPPENING First-Time Homebuyer Round Table with Congressman Paul Tonko Per the Congressman’s request, GCAR President-Elect Melissa Woodcock hosted a first-time homebuyer roundtable on August 15th at her office in Latham.

Congressman Tonko requested to meet with first time buyers to learn more about the challenges they faced and what he and his colleagues in Washington, DC can do to help.

National Association of REALTORS® Honors 2024 Good Neighbor Award Finalists Global MLS Member, Dan Davies, is Among the Finalists The National Association of REALTORS® has selected ten REALTORS® as finalists for its 2024 Good Neighbor Awards. This award honors REALTORS® who make an extraordinary difference in their communities through volunteer work.

Dan Davies has been a volunteer firefighter for 35 years, serving as chief or assistant chief many times. He responds to hundreds of calls a year and, in addition to fire and motor vehicle accidents, he is often called on for mountain and diving rescue and recovery.

Five winners will be selected by a multi-stage, criteria-based judging process. Winners will receive a $10,000 grant and national media exposure for their community charity. The winners will also be recognized at the REALTORS® Conference & Expo this November, while five honorable mention selections will receive a $2,500 grant for their respective nonprofit organizations.

The public is invited to weigh in on the ten finalists through October 2nd, as a $2,500 award will go to the top votegetter and the second and third place winners will each earn $1,250. Visit realtor.com/goodneighbor to vote for Dan.

Sympathies are extended to...

The friends and family of GCAR member Pamela Bliss, broker-owner of Bliss Properties, who passed away on July 31, 2024.

The friends and family of former GCAR member Richard Preisman, broker-owner of Preisman Realty, who passed away on August 9, 2024.

The friends and family of GCAR member James Conroy of Berkshire Hathaway HomeServices, who passed away on August 14, 2024.

The friends and family of former GCAR member and past president of the Albany County Board of REALTORS®, Howard Carr of Berkshire Hathaway Blake Commercial Services, who passed away on August 22, 2024.

The friends and family of GCAR member Donna Riccittelo of Berkshire Hathaway HomeServices, who passed away on August 23, 2024.

6 SEPTEMBER/OCTOBER 2024

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NAR Consumer Guide Series Designed to be given directly to inquiring buyers, these resources are part of NAR’s ongoing campaign to help members bring clarity to the practice changes for consumers.

Open Houses and Written Agreements: Defines key terms under the settlement in consumer-friendly language and helps to explain when agents are required to enter into written agreements with buyers and when they are not.

REALTORS’® Duty to Put Client Interests Above Their Own: Explains what it means for a REALTOR® to act in their client’s best interest and describes how the practice changes combat unlawful steering practices.

Written Buyer Agreements: What they are, why consumers will be asked to sign them, and how they help create clarity and transparency at the start of a relationship between a buyer and their real estate professional.

What Veterans Need to Know About Buying a Home: This resource covers what NAR is doing to promote access to financing for veterans and highlights the options available to veteran buyers in their homebuying process.

Learn more at facts.realtor

DATES TO REMEMBER September 29 - October 2 NYSAR Fall Business Meetings Turning Stone Casino October 10 GCAR Trade Show Crowne Plaza Albany – Desmond Hotel October 16 Global MLS Annual Meeting November 8 - 10 NAR NXT Boston, MA November 14 Nina Amadon Memorial RPAC Dinner Canali’s Italian Restaurant November 21 GCAR Annual Meeting December 9 - 12 Triple Play Atlantic City, NJ For additional information, visit GCAR.com/events

ACROSS THE ASSOCIATION 7

LEGISLATIVE UPDATE

BROADBAND EXPANSION, ENERGY SUMMIT, TAX CAP, AND NEW CONTRACTOR LAW

By Connor Gillis Government Affairs Rep, NYSAR

8 SEPTEMBER/OCTOBER 2024

Federal Government Approves Initial Proposal To Expand broadband Access The U.S. Department of Commerce has approved more than $664 million in funding for New York State to expand broadband access to areas currently lacking it. The Broadband, Equity, Access, and Deployment (BEAD) program is part of a $42.45 billion grant program authorized under the Bipartisan Infrastructure Law approved by President Biden.

According to New York State Empire State Development, 98 percent of households in the state currently have access to broadband internet.

Tax Cap Remains At 2% For 2025 “Allowable tax levy growth will be limited to 2 percent for a fourth consecutive year,” Comptroller Tom DiNapoli said. “The inflation rate has decreased since the highs of 2022, but local governments are still facing higher prices for goods and services, moderating sales tax revenue collections, and an end to federal pandemic aid.” DiNapoli’s office calculated the 2025 inflation factor at 3.30 percent. However, due to the NYSAR-supported Property Tax Cap law, tax levy increases are limited to either 2 percent or the rate of inflation, whichever is lower.

Governor Hochul To Convene Global Energy Summit Governor Hochul announced that New York will host an energy summit featuring global experts as the state struggles to meet the mandates of the 2019 Climate Act, which some business leaders have warned could have devastating economic impacts on myriad industries and consumers.

Governor Hochul’s announcement comes after a coalition of more than 50 business, energy, and labor organizations called on her administration to comprehensively assess the state’s impending climate mandates. Recently, California state lawmakers began raising concerns with their state’s similar climate goals.

New Independent Contractor Guidance: Effective August 28, 2024 A new law impacting the independent contractor relationship between a broker and associated licensees went into effect on August 28, 2024. This new law is NOT part of the NAR lawsuit settlement. The new law is called the “Freelance Isn’t Free Act” (FIFA) and was modeled after a law that has been in effect in New York City. The purpose of the law is to expand protections for independent contractors (referred to as “Freelance Workers” in the law) as well as additional requirements for those individuals or entities that utilize independent contractors as part of their business (such as real estate brokers).

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RPAC REPORT RPAC is the only professional organization in the country organized for REALTORS®, run by REALTORS®, and exists to promote issues important to REALTORS®. RPAC provides financial support to lawmakers and candidates who understand and support private-property rights and the real estate industry.

RPAC FUNDRAISER

Nina Amadon Memorial Dinner November 14, 2024 6:00 pm Canali’s Italian Restaurant 126 Mariaville Rd. | Schenectady, NY

TICKETS

RPAC Contribution: $50 Includes Italian dinner buffet and champagne toast

2024 RPAC GOALS Fundraising Goal: $83,246 YTD: $59,576 (71%)

Participation Goal: 1,368 YTD: 1018 (74%)

RPAC INVESTMENT LEVELS Investor: $15 - $98 99 Club: $99 - $249 Capitol Club: $250 - $499 Presidents Club: $500 - $999 Sterling R: $1,000 - $2,499 Crystal R: $2,500 - $4,999 Golden R: $5,000 - $9,999 Platinum R: $10,000

ACROSS THE ASSOCIATION 9

COMMUNITY RELATIONS MEMBERS PROUDLY VOLUNTEER FOR THE “OPERATION AT EASE” BIKE RIDE! On August 10, GCAR members volunteered for “Operation at Ease” for their posttraumatic stress awareness motorcycle and car ride. Hundreds of motorcycle riders met at Spitzies in Colonie and were then led by a police escort to Wicked Eatery Pub and Entertainment in Clifton Park.

Operation At Ease takes dogs from shelters, pairs them with deserving veterans and first responders, and provides a free guided training program for post-traumatic stress and light mobility service dogs. They look forward to serving those who have served our country and our community.

GCAR DONATES TO HOPE 7 AND MT. IDA THANK YOU FOR DONATING TO THE TOILETRY DRIVE! PRESERVATION ASSOCIATION On July 19, GCAR donated funds to Hope 7 and Mt. Ida Due to the members’ generosity, area shelters received many toiletry items for their residents. Committee Preservation Association in Troy. members sorted numerous boxes of donations and then The Mount Ida Preservation Association is dedicated delivered the items throughout the Capital District. to historic preservation and community service. The funds will help renovate the food pantry they operate.

The East Side Neighborhood Recreation Center (Hope 7 Community Center) is a resource that provides services to individuals and families in the community.

Its primary operations are the food pantry, summer camp, and after-school program.

10 SEPTEMBER/OCTOBER 2024

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SPOTLIGHT ON EXCELLENCE Award Season is Here—Nominate An Outstanding Candidate Today!

It’s that time of year again when we come together to celebrate the incredible individuals who have made a significant impact through their dedication to community service and the real estate profession. We encourage all members to submit nominations for these distinguished awards.

GCAR GOOD NEIGHBOR AWARD

Nomination Deadline: October 13, 2024 Do you know a fellow GCAR member who has made a real difference in our community?

The Good Neighbor Award honors those who have gone above and beyond, dedicating their time and energy to initiatives that improve the quality of life in our communities.

Whether it’s through crime prevention, youth mentoring, or homelessness prevention, these individuals exemplify what it means to be a good neighbor. Nominees will be assessed on their personal contributions, impact, reach, and their role as a positive example for others in the industry. Plus, the recipient’s chosen 501c3 organization will receive a $3,000 grant. Let’s recognize and reward the true community champions among us!

REALTOR® OF THE YEAR

Nomination Deadline: October 13, 2024 This esteemed award honors a visionary leader who has shown unparalleled dedication to GCAR’s members and mission. We are looking for candidates who have not only contributed significantly to our local association but have also made their mark on the state and national real estate scenes. The REALTOR® of the Year award considers a range of factors, including involvement in local association activities, civic engagement, professional accomplishments, and a strong adherence to the REALTOR® Code of Ethics. Help us highlight the extraordinary individuals who are shaping the future of our industry!

Don’t miss this chance to honor those who exemplify excellence and service in our real estate community. Your nominations will help us celebrate their remarkable achievements and inspire others to strive for greatness.

Take the time to nominate someone who has truly made a difference. For more details on how to nominate, visit our website or contact the GCAR office. Together, let’s celebrate the extraordinary contributions that define our community and profession!

VISIT WWW.GCAR.COM/AWARDS FOR MORE DETAILS AND SUBMISSION FORMS.

ACROSS THE ASSOCIATION 11

Save the date for the GCAR Trade Show on October 10 at the Crowne Plaza Albany – The Desmond Hotel!

This exciting networking event will gather top professionals from the real estate industry under one roof. With more than 90 vendors in the exhibit hall, it’s your chance to connect with industry leaders and build valuable relationships. Whether you’re an experienced pro or new to the field, the GCAR Trade Show is an opportunity you won’t want to miss!

SCHEDULE 12:30pm – 3:30pm Exhibit Hall 1:30pm – 3:30pm RPAC VIP Lounge 3:45pm – 4:30pm Keynote Presentation 4:30pm – 5:30pm Cocktail Reception

REGISTER AT GCAR.COM/TRADESHOW

Expand Your Network

Seize the opportunity to grow your professional network at the GCAR Trade Show! Engage with fellow members and potential partners who can become invaluable client resources. Enhance your listing and buyer presentations by tapping into the connections you make at this event. Stand out as a trusted advisor by referring your clients to the top-tier services offered by our vetted GCAR business affiliate members.

Exciting Prizes Await

Get ready for hourly prize giveaways happening right on the trade show floor! Thanks to our generous sponsors and exhibitors, you could win fantastic prizes ranging from gift cards and restaurant vouchers to having your dues covered. Remember, you must be present to win, so stay close to the action and don’t miss out on these exciting rewards.

Experience the RPAC VIP Lounge

With a small contribution to RPAC (REALTORS® Political Action Committee), you’ll unlock exclusive access to the VIP Lounge. Treat yourself to various amenities designed to make your event experience unforgettable, including professional headshots, express manicures, chair massages, and tasty snacks. By supporting RPAC, you’re helping to protect public rights and keeping real estate affordable for everyone. Join us in empowering REALTORS® to succeed in their business endeavors!

Enjoy: • Ben & Jerry’s Ice Cream • Express manicures by Krystal Rose Studio • Chair massages by Krystal Rose Studio • Psychic readings by Lynne Kuber, Lora Lee Ecobelli, and Sandy Streun • Tarot readings by Prudence Theriault • Headshots by In-House Media

Community Relations Silent Auction

This year, money raised from auction sales will benefit the Troy Area United Ministries. In partnership with interfaith communities and others, Troy Area United Ministries provides a safe and just space for those in need, offering meals, HIV/AIDS services, furniture, education, spiritual counseling and advocacy. Contact Sherry Marr at smarr@gcar.com if you would like to donate a basket.

12 SEPTEMBER/OCTOBER 2024

Free Food Samples

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Keynote Presentation by Maura Neill Fair Play - Buyer Representation & Compensation Conversations

Homebuyers have had access to fair and equal transaction representation since the 1990s. The value and process of buyer representation has come under scrutiny with class action lawsuits, NAR lawsuit’s proposed settlement terms, and continued scrutiny from the DOJ. The removal of MLS compensation offers, and the mandating of written agreements have real estate licensees questioning how to serve their buyer clients and how they will be paid for their work. Join Maura for this uplifting and positive keynote exploring best practices to serve buyer clients while navigating these changes, keeping the consumer in mind in the process, and how things aren’t changing all that much.

Maura Neill (ABR, AHWD, CRS, e-PRO, MRP, PSA, MA) is a second-generation REALTOR® who combines her love for the industry with her passion for education. Before entering the real estate business in 2001, Maura taught at Florida State University and the University of Phoenix. She is an active agent with RE/MAX Around Atlanta, leading her team and representing buyers and sellers daily.

A SPECIAL THANK YOU TO OUR EVENT SPONSORS

We would like to express our deepest gratitude to our incredible event sponsors for their invaluable support of the GCAR Trade Show. Their generosity and commitment have made this event possible, and we couldn’t have done it without them.

PLATINUM SPONSOR Cocktail Sponsor Homestead Funding Corp.

Lanyard Sponsor Creative Marketing Concepts

Keynote Speaker Sponsor Trustco Bank

MLS Dues Sponsors CRS Data Adirondack Basement Systems

Complete Dues Sponsor Homeowners Advantage Program Book Sponsor Caridi Payne & Associates and PAC Abstract & Title Services Gold Sponsor 32 Mile Productions Association Dues Sponsors DeAngelus Group, PLLC Mabey’s Moving & Storage Rohan & DeLancey, P.C. Badge Sponsor ClearPath Mortgage Solutions Coffee Sponsors Elliott Law Office PLLC KeyBank Salerno Law Women’s Council of REALTORS®

Passport Sponsors Arnoff Moving & Storage Marshall & Sterling, Inc. ShowingTime Sunmark Credit Union Victory Funding Photobooth Sponsor Ballston Spa National Bank Silver Sponsors Ianniello Anderson, P.C. In-House Media J Squared Home Inspections, LLC Trade Show Bag Sponsors 1st National Bank of Scotia M&T Bank Premium Mortgage The Towne Law Firm, P.C.

Drink Ticket Sponsors Carey Home Inspection Movement Mortgage The Mortgage Place, Inc. Sign Sponsor Cutco Closing Gifts Benefactor Smith Dominelli & Guetti LLC Bethea Realty Friend of GCAR Bhumio CIREB FBS Data Meri Light Photography Vivid Home Inspection LLC Broker Sponsors Albany Realty Group Berkshire Hathaway HomseServices Howard Hanna HS Capital Realty LLC Romeo Team Realty Signature ONE Realty Group Sinkoff Realty Group Sterling Real Estate Group Walton Realty Group ACROSS THE ASSOCIATION 13

Answering Your Clients’ Questions About Compensation By: Melissa Dittmann Tracey Contributing Editor, REALTOR® Magazine

Learn what research shows about framing discussions around money to get the most positive outcome possible.

A written agreement is a prime opportunity to explain all the services you provide and the value you bring to the transaction. Keep in mind that selling the value of an intangible service, such as what you offer to buyers and sellers, may take extra thought, patience and explanation. “The buyer can’t line services up on a shelf and compare them the way we can when choosing among products, whether it’s cars or Lego sets,” says researcher Ann Mirabito, assistant professor of marketing at Baylor University.

desires,” Blocker says. “By doing so, agents can effectively communicate the holistic value they provide.”

4 Insights to Frame the Compensation Talk Compensation conversations can be challenging when clients perceive the cost as higher than the value they’re receiving. Many times, when that happens, it’s because the client isn’t educated on what they’re getting for their money, Mirabito notes. Researchers stress the need to ditch sales scripts as a method for communicating value(link is external), especially because your First, make sure you’re armed with the right information communication will vary from client to client. Use the at facts.realtor to accurately and fully explain the practice following research to frame your discussions. changes to your clients. Clearing any confusion they may have about the impact on the transaction is a good way 1. Ask Open-Ended Questions to build trust and show value. You also need to explain “Open-ended questions are vital, as they delve deeper and demonstrate your brand, which is the vehicle that into clients’ motivations, uncovering their true needs drives your connection to consumers. Establish for and potential objections,” Blocker says. He found in your clients how you’re different from other agents in a the study “Are We on the Same Wavelength?(link is way that matters to consumers, Mirabito suggests, and external)” that eliciting stories from clients can help emphasize that difference in all your communication them better articulate their desires and concerns. So, when discussing compensation, you might ask, “Can channels. you walk me through what an ideal homebuying or Chris Blocker, professor of marketing at Colorado State selling experience looks like for you?”

University, who studies value positioning for industries like real estate, says agents need to communicate their “This question can help identify key concerns and allow the agent to address them effectively, aligning their value in three main areas: • Outcomes, such as how an agent will help clients services with the client’s values and needs,” Blocker says. You also may consider saying something like, “Tell sell or acquire a home • The process, such as how the agent will clarify the me about the last time you made a large purchase.” Ask about the experience, who else was involved and what homebuying or home selling journey • The overall experience, such as how the agent will made the process painful. manage the client’s emotions 2. Find Common Ground “The challenge lies in clearly articulating these aspects Social psychologist Robert Cialdini, who has long studied and connecting them to the client’s specific needs and sales principles in negotiations, emphasizes “liking” as 14 SEPTEMBER/OCTOBER 2024

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a key motivator in sales. People tend to like others who they connect with on a personal level and who cooperate in reaching a mutual goal. Cialdini’s research found that 90% of business professionals reached an agreement with their client after having a personal dialogue and finding common interests. That compares to only 50% of business professionals who bypassed the dialogue and got straight to the compensation conversation. So, don’t underestimate the importance of small talk before compensation discussions. Find similarities with your clients and offer up genuine compliments to create rapport before getting down to business.

suggests. Data and storytelling showcase successes from your work experience and relate them to the current client’s situation. For example, you can present case studies of similar buyers, outline the challenges they faced in the market, the solutions you provided and the positive outcomes you achieved, Blocker says.

3. Establish Trust Through Action When choosing a real estate agent, honesty and trustworthiness are among the top-ranked traits buyers and sellers look for, according to NAR’s 2023 Profile of Home Buyers and Sellers. Agents who are REALTORS® can demonstrate these traits by talking about their adherence to a strict Code of Ethics, which requires that they act in their clients’ best interests. You might also consider sharing NAR’s pamphlet on 179 ways you’re worth every penny of your compensation. Consumers extend their trust when they view you as dependable, competent and customer-oriented, the report shows.

On the other hand, a client’s perception of your trustworthiness can be jeopardized if he or she perceives an invasion of their privacy, such as being prodded to buy before they’re ready. Research shows that trust can be established by showing the following traits: • Listen carefully and ask related follow-up questions.

• Show understanding of the client’s individualized needs.

• Be highly responsive to any concerns a client expresses.

• Show yourself as an excellent problem-solver.

• Discuss how you’ll keep them updated on the transaction.

• Emphasize your commitment to a successful outcome.

• Offer competitive pricing.

If Your Clients Still Have Questions …

Be prepared: “Prevailing market conditions might influence potential clients to put undue focus on an agent’s commission rate and not listen to their pitch,” notes Blocker in his study “Want to Convert More Leads? Dig Deeper Into What Customers Value.” “In response, successful agents will go out of their way to understand what creates value for consumers and help them to believe in their superior ability to facilitate that journey.”

Mirabito encourages agents to show their negotiation skills by recounting specific examples of how your savvy negotiations turned into a higher contract price for a seller. “While statistics demonstrating your prowess are powerful, anecdotes are more memorable,” she notes.

Understand what’s really behind any probing your clients are doing about compensation. “Handling objections effectively involves understanding the objection, validating the client’s concerns and reframing the conversation to address underlying needs,” Blocker says. “This approach helps in addressing the real concern and provides a path to a mutually beneficial solution.”

Clarify your understanding of the client’s concern by repeating what they said back to them. This acknowledges that you heard their concern. Then, introduce a different perspective, such as reemphasizing the time and effort you will put in to help them achieve their goal, talking specifically about how you’ll help them achieve the desires they’ve previously communicated to you.

“Each buyer’s agent will need to think through the value of their service, such as time they’re saving the buyer by previewing properties, their ability to find rare “During compensation talks, agents should focus on properties and their ability to negotiate more favorable listening actively, being transparent about costs and prices and terms for buying the house,” she says. When emphasizing their commitment to prioritizing the agents can communicate this value clearly, clients are client’s best interests over simply closing a deal,” Blocker likely to view the compensation as fair given everything says. they’re getting.

4. Demonstrate Expertise Through Success Stories Use relevant, recent data when talking about your Reprinted from REALTOR® Magazine by permission of the National compensation and share client success stories, Blocker Association of REALTORS®. Copyright 2024. All rights reserved.

ACROSS THE ASSOCIATION 15

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16 SEPTEMBER/OCTOBER 2024

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EDUCATION

DEADLINE APPROACHING December 31, 2024, is the deadline for completing cycle 7 of the National Association of REALTORS® code of ethics course requirement.

REALTORS® are required to complete an ethics course of not less than 2 hours 30 minutes of instruction time with or without continuing education (CE) credit. The ethics course must meet specific learning objectives and criteria established by the National Association of REALTORS®.

Failure to complete training during any cycle will lead to suspension of membership for January and February immediately following the cycle deadline, with termination of membership starting March 1 after the cycle deadline.

GCAR will submit evidence to NAR indicating member compliance if members took their ethics course at GCAR or through The CE Shop. However, if members took their ethics course elsewhere, they must send their course completion certificate to aaddor@gcar.com, which will be sent to NAR. GCAR will offer multiple course opportunities throughout 2024; check the GCAR Education Calendar for the most up-to-date class schedule.

Does GCAR have proof of my ethics course?

If a member took their ethics course through GCAR or our online partner, The CE Shop, then YES, we have your certificate of completion, and no work is required.

If you are uncertain of your status, visit GCAR.com and click ‘GCAR LOGIN’ to access member services. Choose ‘Member Education History’ then choose ‘Personal Education Tracking.’ Under ‘Category,’ you will see ‘Cycle 7 2022-2024 Ethics Req’; the ‘status’ field will say ‘completed’ if we have your certificate.

How to Fulfill the Requirement C2EX NAR’s free Commitment to Excellence (C2EX) program fulfills the Code of Ethics Training Requirement for existing members. Begin here: www.c2ex.realtor NAR Code of Ethics Course Specialized content for residential, commercial, and appraiser practitioners. No final exam, members must pass module quizzes. Learn more: www.nar. realtor/code-of-ethics-training The CE Shop GCAR education partner, The CE Shop, also offers several options to fulfill your ethics requirement.

Learn more: gcar.theceshop.com/nar-ethicsrequirement

Upcoming GCAR Ethics Courses OCTOBER 28 - 29 | 9am – 1:00pm GRI - 1 Ethics DECEMBER 10 | 5:30pm – 8:30pm Ethical Business Practices DECEMBER 20 | 9am – 12pm Ethical Business Practices TO REGISTER, VISIT GCAR.COM/CALENDAR

If the status field says pending, we either do not have your ethics form or have not yet sent it to NAR. GCAR pushes information to NAR monthly. As 2024 unfolds, we expect to receive many ethics certificates. Therefore, check your status the month following your submission to GCAR. If members have questions regarding this process, please call the office at 518-464-0191.

ACROSS THE ASSOCIATION 17

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18 SEPTEMBER/OCTOBER 2024

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Prioritize Your Well-being with Essential Safety Practices and Tips September is REALTOR® Safety Month, and there’s no better time to reassess your safety protocols and make safety a top-of-mind priority.

Safety is a healthy habit that could save your life. So, don’t wait until the worst happens, and be prepared with measures to cut down the chances of becoming a target.

Remember, the real value in real estate is YOU. 1. Keep personal information private. Getting to know your client does not need to include personal information about your children or where or with whom you live.

2. Discourage criminals from targeting your open house by explicitly promoting that identification will be required at the front door and video surveillance will be in use.

3. Protect your mental health. Try to recognize when stress is building up and be prepared with a list of ideas for positive ways that could help you de-stress.

4. Avoid public Wi-Fi. While free wireless networks are convenient in a pinch, they can put you at a higher risk of hackers accessing your data sent over unprotected networks.

5. Be careful not to overshare on social media. Avoid posting anything that may inform others of your whereabouts like where you are going, how long you will be there or if you will be alone.

6. When meeting with a client for the first time, do so at the office or in a public place. Always let a fellow agent or someone in your office know who, when, and where you are meeting.

7. When entering a basement, always have an exit strategy prepared. Let the client go downstairs first or let them go alone and stay on the main floor.

8. Data security and privacy laws vary from state to state. It is important to understand how your local and state laws impact your business regarding data security.

9. Look out for each other and alert your colleagues when you are contacted by or dealing with a suspicious customer to spread awareness for potential safety issues.

10. If you ever feel uncomfortable meeting a client in person, use the “buddy system.” Have code words prepared to notify each other if you feel threatened and need to make an exit.

11. Avoid listing a property as “vacant” as it could be an open invitation to criminals.

12. Be cautious of attracting thieves by showing too many pictures of expensive items, such as electronics or jewelry, on your property listings.

13. If you must take a phone call while showing a property, keep the call short and simple. This will minimize the time you are unaware of your surroundings and potential safety concerns.

14. With advances in AI, even people’s voices can be mimicked. Having codewords in place is a simple way to verify colleagues’ and family members’ identities.

15. Utilize location-sharing apps to connect with your circle so they keep an eye on you when you are in the field.

GCAR AFFILIATE MEMBERS Use this directory as a resource for products and services. Affiliates join monthly, so check each issue for updates. You can also search the online Affiliate directory by visiting GCAR.com/affiliate-members.

10 One Productions 518-487-9497 www.10oneproductions.com Aaron@10oneproductions.com

1st National Bank of Scotia 201 Mohawk Ave Scotia, NY 12302 518-370-7117 www.firstscotia.com japoulin@firstscotia.com

32 Mile Production – Filmworks 331 Round Lake Rd Ballston Lake, NY 12019 845-597-4804 filmworks109.com chuck.fernandez@32mile.com

Arnoff Moving & Storage 10 Stonebreak Rd Malta, NY 12020 518-463-5525 www.arnoff.com dfeldman@arnoff.com Assured Partners 2880 US Highway 9 Valatie, NY 12184 518-783-8801 www.assuredpartners.com/valatie ryan.page@assuredpartners.com Ballston Spa National Bank 990 State Route 67 Ballston Spa, NY 12020 518-363-8110 bsnb.mymortgage-online.com nancy.koval@bsnb.com 20 SEPTEMBER/OCTOBER 2024

Bhumio PO Box 3872 Albany, NY 12203 518-429-7484 bhumio.com victoria@bhumio.com

Carey Home Inspection PO Box 1061 Averill Park, NY 12018 518-956-1078 www.careyhomeinspection.com don@careyhomeinspection.com

Clean Isle Home Inspections 350 Northern Blvd, Ste 324 Albany, NY 12204 518-914-8700 www.cleanisles.com mark.connal@cleanisles.com

Clearpath Mortgage Solutions 43 British American Blvd Latham, NY 12110 518-389-7070 clearpathmortgages.com mike.rankin@clearpathmortgages.com

Community Bank NA 4781 State Highway 30 Amsterdam, NY 12010 518-380-3620 www.cbna.com toni.zidich@cbna.com

Concord Pools & Spas 156 Sparrowbush Road Latham, NY 12110 518-566-6499 concordpools.com bucky.jablonski@concordpools.com Crosscountry Mortgage 105 Lake Hill Rd, Suite 4 Burnt Hills, NY 12027 518-469-1200 crosscountrymortgage.com/Robert-Tuttle robert.tuttle@myccmortgage.com Cutco Closing Gifts 21 Cliff St Hastings on Hudson, NY 10706 518-755-5701 www.cutcoclosinggifts.com asahr09@yahoo.com

Deangelus Group, PLLC 3 Corporate Drive, STE 204 Clifton Park, NY 12065 518-631-6400 x101 www.dglawny.com/ karen@dglawny.com Debut Property Staging PO Box 547 Slingerlands, NY 12159 518-313-0975 debutpropertystaging.com eileen@debutpropertystaging.com

DogWatch by Top Dog Pet Fence 410 Troy Schenectady Rd Ste 204 Latham, NY 12110 518-783-5678 x1 www.topdogpetfence.com ed@topdogpetfence.com

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Dryer Vent Wizard 8 Napa Court Niskayuna, NY 12309 518-901-3694 www.saratogadryervent.com jcatino@dryerventwizard.com

Edgeco Environmental 136 Columbia St Cohoes, NY 12047 518-235-5687 www.edgecoenvironmental.com edgecoenv1@gmail.com GoRascal, Inc. 376 Broadway, Ste 17 Saratoga Springs, NY 12866 518-791-4595 team.gorascal.com/heidi heidi@gorascal.com

Homestead Funding Corp.

8 Airline Drive Albany, NY 12205 518-464-1100 x392 homesteadfunding.com mholmes@homesteadfunding.com

In-House Media 5 Autumn Court Gansevoort, NY 12832 518-350-4991 www.mhfphoto.com hello@mhfphoto.com

Haus Capital Corporation 10 Blacksmith Dr, Ste 3 Ballston Spa, NY 12020 518-366-8608 www.hauscapitalcorp.com bryan@hauscapitalcorp.com

J Squared Home Inspections 518-669-1574 www.jsquaredhomeinspections.com Jordan@jsquaredhomeinspections.com

Hinman, Howard & Kattell 10 Airline Dr, Ste 205 Albany, NY 12205 518-869-5552 www.hhk.com jprout@hhk.com

Key Bank 66 South Pearl St Albany, NY 518-257-8602 www.key.com harjit_m_earnest@keybank.com

Homeowners Advantage 4 Winners Circle Albany, NY 12205 518-928-8741 www.homeownersadvantage.com ecruz@homeownersadvantage.com

La Voie Insurance 440 3rd Ave Watervliet, NY 12189 518-526-8043 lavoieinsurance.com dlavoie@lavoieinsurance.com

Maple Tree Funding 1202 Troy Schenectady Rd, Bldg 3 Latham, NY 12110 518-782-1202 www.mapletreefunding.com slatza@mapletreefunding.com Meri Light Photography, Inc. 227 Kingsley Rd Burnt Hills, NY 12027 518-754-1077 merilightphotography.com Meri@Merilightphotography.com

Metzwood Insurance 300 Great Oaks Blvd, Suite 300 Albany, NY 12203 518-392-5161 www.metzwood.com matt@metzwood.com Movement Mortgage 120 West Ave, Ste 206 Saratoga Springs, NY 12866 518-368-4404 www.theannasmithteam.com anna.smith@movement.com Navy Federal Credit Union 24 Sailfish Dr Groton, CT 06340 www.navyfederal.org brienne_ramos-dupuis@navyfederal.org NBT Bank 52 Broad St Norwich, NY 13815 315-505-6572 ww.nbtbank.com aleo@nbtbank.com

M&T Bank 313 Ushers Rd Ballston Lake, NY 12019 518-221-1145 www.mtb.com lmurphy2@mtb.com

ACROSS THE ASSOCIATION 21

GCAR AFFILIATE MEMBERS

NEST Environmental, LLC 863 Route 212 Saugerties, NY 12477 845-853-4840 www.nestpp.com jslater@celticiaq.com

New York Real Estate Photography 518-284-1400 nyrephotos.com matthew@nyrephotos.com

Northern Living 1849 State Route 9 Lake George, NY 12845 518-685-6569 www.northernlivingny.com info@northernlivingny.com

Premium Mortgage 931 New Loudon Rd Latham, NY 12110 201-638-9804 premiummortgage.com kkamber@premiummortgage.com RE Tech Academy 517-214-3333 retechacademy.com todd@retechacademy.com

Rohan & Delancey, P.C. 18 Computer Drive, Ste 100 Albany, NY 12205 518-438-0010 brohan@rohanlaw.com

22 SEPTEMBER/OCTOBER 2024

Salerno Law, PC 16 Round Lake Rd Ballston Lake, NY 12019 518-309-3404 salernolawny.com kim@salernolawny.com Saratoga Community Federal Credit Union 23 Division Street Saratoga Springs, NY 12866 518-583-2323 x123 www.saratogafcu.org lmccoy@saratogafcu.org

Saratoga National Bank & Trust Co. 171 Broadway Saratoga Springs, NY 12866 518-745-1000 x2921 www.saratgonational.com joy.rodriguez@arrowbank.com

SEFCU Mortgage Services 700 Patroon Creek Blvd. Ste 301 Albany, NY 12206 518-369-4815 www.sefcu.com mmoolick@sefcu.com

SMPR Title Agency, Inc. 50 Chapel Street Albany, NY 12207 518-867-7524 www.smprtitle.com beverly@smprtitle.com

The Dust Busters PO Box 4521 Clifton Park, NY 12065 518-728-7394 paula.dustbusters@gmail.com

The Mortgage Place 646 Plank Road, Suite 102 Clifton Park, NY 12065 518-982-0480 x102 www.themortgageplaceinc.com jrussell@themortgageplaceinc.com The Reis Group 8 Stanley Circle, Suite #4 Latham, NY 12110 518-266-9966 reisinsurance.com cgranger@reisinsurance.com

The Towne Law Firm, P.C. 500 New Karner Rd Albany, NY 12205 518-452-1800 www.townelaw.com shalini.natesan@townelaw.com Trustco Bank 518-374-4056 www.trustcobank.com ddepasquale@trustcobank.com Wells Fargo Home Mortgage 43 N. Plank Rd Newburgh, NY 12550 845-440-2302 www.wellsfargo.com michael.waters@wellsfargo.com

Sunmark Credit Union 1187 Troy Schenectady Rd Latham, NY 12110 518-730-9070 www.sunmark.org eloisa.behnke@sunmark.org

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WELCOME

NEW GCAR MEMBERS REALTOR® PRINCIPAL

REALTOR® NON-PRINCIPAL

CapMark Realty LLC Adam Sanders 3 E. Evergreen Rd. Ste 101-246 New City, NY 10956

A & M Prospect Properties, Ltd Hunt ERA Salman Khan Andrea Neuls

Go Lyst Agency LLC Bryan Campo 8 Callaghan Blvd Ballston Spa, NY 12020 Margaret McNamara Margaret McNamara 7 Imperial Drive Loudonville, NY 12211

Berkshire Hathaway HomeServices Blake, REALTORS Terry Dehler Chad Majewski Real Estate Melissa Petersen Erick Rivera-Huertas

Hunt Real Estate ERA Mohammed Ahmed Zaineb Ihsan Julie & Co Realty, LLC Nicole Buck

Core Real Estate Team Wenskarly Alce

Keller William Capital Dist Daniel Bennett Joseph Berman Dionne Davis Alexander Gomez Regina Green Kelly Jablonski Kevin Kennedy Meghan Koetzner Daniyal Mukaram Salvatore Pupillo Jane Scherck Hilary Worthing

Cornwell RE LLC Elizabeth Chenot

Kellie Kieley Realty LLC Lya Lang

Darby Real Estate of New York Inc Megan McHugh

Krutz Properties, LLC Anganese Gomez

Clever Property Management, LLC Heidi Knoblauch John Perri Coldwell Banker Prime Prop.

Tyler Childrose Jasmine Williams Payne

Elliott Property Services Madison Elliott eRealty Advisors, Inc Santiago Jaraba Chacon eXp Realty Kyle Garnsey Vasiliki Manginis Field Realty Laura DeLuca Howard Hanna Gianna Bynum Alisha Irvin Howard Hanna Rand Realty Kyla Thomas

Sinkoff Realty Group Jessica Bosley Sterling Real Estate Group Nicole Pellegrini Thomas J Real Estate Inc Joyce Dunn Tomo Real Estate Anthony Giglio TopNetRealty.com Inc Carrie Pescetti Weichert Realtors-Reliable Properties Cole Cioffi David Doyle Carter Durivage Amaya Thomas

Miranda Real Estate Group, Inc Ronald Dobies Miuccio Real Estate Group Kevin Fahrenkopf Jenna Rankert Premier Agent Network Shane Mahar Roohan Realty Peggy King Roundtop Realty LLC Keara MacIntyre Signature One Realty Grp, LLC Donald McGuire Aubrey Talbot

ACROSS THE ASSOCIATION 23

ELEVATE YOUR PROFESSION AT THE 2024 NYSAR FALL BUSINESS MEETINGS! “Elevate Your Profession”, the 2024 NYSAR Fall Business Meetings are just around the corner. Our in-person meetings are scheduled for September 29–October 1. Register today!

To register for the meetings, book hotel rooms and sign up for special events, visit www.nysar.com and click on the link on the homepage.

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