GLVR eMag Fall 2017

Greater Lehigh Valley REALTORS MAGAZINE

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®

The Official Magazine of the Greater Lehigh Valley REALTORS®

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Fall 2017

Getting Smart About

Technology!

5

APPS for rEALTorS®

Is it

a Scam? glvrmag.com

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A Letter from the CEO Fall 2017

A priority of the Greater Lehigh Valley REALTORS® is to keep real estate professionals abreast of the industry’s technological developments. In this issue, we turn our focus to technology and, more specifically, how technology can get you and your clients into trouble. Staff at the Association often hear from members who’ve fallen victim to a phishing attack or noticed a hijacked rental listing on Craigslist. While it can be difficult to assist members who have already found themselves in trouble, our hope is that education and knowledge will prevent future victimization. Technology has its pitfalls, but it’s also exciting and revolutionary. In our quest to empower the membership, we ask that you keep an eye on future Association communications for fresh content that will highlight tech updates in the real estate industry.

Justin Porembo CEO, Greater Lehigh Valley REALTORS®

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Contents

Fall 2017

cover story 8

Getting Smart About Technology

Tech Trends to Embrace in 2017

ceo letter 4 A Message From Our CEO

features 12 Apps for REALTORS® 16 Is it a Scam?

Craigslist Rentals

8

21 Cybersecurity Checklist Best Practices for Real Estate Professionals

22 Leading Health Care Innovation in the Digital Age 28 Carbon County Bus Tour 34 REALTORS® Making a Difference 38 Communication Directors Institute 40 Coming Soon 57 Your Answer to Zillow’s ‘Instant Offers’

12

34

department updates 6

MLS

Transaction Desk Launched in August

42 Real Estate Academy

21

Foreclosures, Flips, Financing and More!

43 Professional Standards

Knowing or Reckless False Statements About Competitors

44 Government Affairs

Advocacy, Accountability. Action

community profile 24 Jim Thorpe

24

guest writers Walter Commiso, Owner, Pride Abstract and Settlement Services, LLC Patrick Rooney, Supreme Lending Corrie Taylor, Associate ASID, ASP, CID, CACCII, Set2Sell Home Staging and Design

28 Interested in becoming a guest writer? e-mail tammy@glvr.org

Bennett Infiniti

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TransactionDesk Launched in August TransactionDesk, a real estate transaction management technology already being used by over 500,000 REALTORS® across the country, is a userfriendly tool that allows members to access and manage all of their real estate forms, contracts, documents and contacts – all in one place!

Key benefits of TransactionDesk include: • A modern user interface with a Web 2.0 look and feel.

• The ability to email, download, or print all or some documents from a single page.

• Unlimited and secure online document storage.

• Ability to rename documents quickly and easily.

• Ability to upload, email or even fax documents into your listing.

Tutorials in PDF and video formats are available on the MLS under “External Links.”

PLEASE NOTE: Documents previously attached to listings are available in TransactionDesk. There is no need to re-upload documents to listings.

Should you have any questions about TransactionDesk, contact MLSSupport@GLVR.org.

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Getting About Technology

By Lee Davenport http://realtormag.realtor.org

Tech Trends to Embrace in 2017 From big data to virtual reality, technology continues to make huge strides in the real estate space year after year. But, if you’ve ever worried that these advancements will make your brokerage services obsolete, never fear. I’m here to put your mind at ease.

The National Association of REALTORS®’ 2016 Profile of Home Buyers and Sellers survey found that 87 percent of buyers used an agent last year compared to only 81 percent in 1981. You read that right. As technology and internet connectivity have increased, more consumers are turning to agents, rather than fewer.

But that doesn’t mean you should become complacent. We must remain the experts in all things real estate and continue to offer irreplaceable value in our marketing and negotiation skills.

That includes incorporating tech trends that will help buyers and sellers achieve their goals.

“Aside from internalizing technology on an everyday basis to run your real estate business … there are some very huge tech trends that literally can change everything as we know it,” said Niraj Ranjan Rout, cofounder and CEO of Hiver, which publishes the Gmail app of the same name, in an email interview about the biggest tech trends of 2017.

Here are a few such trends:

Virtual Reality Consumers have long been enjoying virtual realty in the gaming industry. Now, many — especially millennial buyers and sellers

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— have come to expect the VR and 3-D video experiences.

Even in my own household, it’s unheard of to go see a movie like “Star Trek” without seeing it in 3-D. VR has seeped into our society’s collective expectations, and that doesn’t turn off when it’s time to house-hunt.

“VR is most certainly one of the most exciting and coursealtering tech trends for real estate,” said Rout, who notes many different real estate firms are experimenting with VR headsets such as Oculus Rift and Samsung Gear.

Sotheby’s International Realty, in partnership with Matterport, recently introduced 3-D and VR tours online. John Passerini, the brand’s global vice president of interactive marketing, was recently quoted on Sotheby’s blog as saying, “Distance can present a challenge when looking to buy a home, and virtual reality has provided a provocative solution. This technology is allowing buyers to purchase homes without having to physically travel to view them, which is especially relevant to the global clientele we serve.”

Indeed, as VR continues to grow, it will completely change the real estate customer’s experience by providing buyers the ability to experiment with different home styling options, navigate floor plans, and get a full 360-degree view of the house.

Imagine the day when “a prospect can take a slow walk around the garden of the house, experience the wine cellar, [and] stretch their arms to see if the kitchen is spacious enough,” said Rout.

Big Data You may not be immediately attracted to Facebook posts from friends checking in at restaurants and post about their lunch, but all that data can actually be useful for your business. Well, maybe not exactly the lunch specials, but geographical checkins and other types of information being shared may help direct you and your agents to the people who will soon be buying and selling.

Facebook and other companies are collecting all that data in order to tailor advertising and digital marketing. “It allows you to access detailed information about a customer and analyze their past behaviors,” said Rout. “Even simple factors such as the life stage of the prospect, their employment status, marital status, number of kids, and demographics can be included to generate a list of rich targets for whom you have the information to provide rich customer experience.”

There are various ways to retrieve such data, including Facebook ads. With more than 1 billion people logging in daily and sharing bits and pieces about their lives, Facebook is a gold mine of data for real estate professionals to help connect with people when they are gearing up for a move. In fact, Facebook allows advertisers to target consumers by categories such as “likely to move” and “For Sale by Owner.” The days of arbitrarily mailing postcards to people who may not be in

the market to buy or sell are long over. Now you and your agents can use big data to directly find the ideal client. And it’s affordable — an ad can cost as little as $1 to $5 per day.

Home Technology If you’ve ever caught an episode of the old cartoon “The Jetsons,” then you’ve likely fantasized about your own smart or fully automated home. Well, what was once reserved for luxury properties is now available to the mass market. Technology such as smart lighting, automated door locks, temperature controls, and more are increasingly in demand among all home buyers. It’s improving energy efficiency, quality of life, home functionality, and more, said Rout.

Are your agents ready to market smart-home features or advise buyers on the technology that’s available? Do they know the price points and the best local vendors? Do they know what smart-home upgrades can help a home sell faster? “Dismissing technology as some overrated unnecessary luxury can be a notso-smart thing to do, and so is being a late adopter of new tech trends,” Rout said.

Technology is changing, and it’s enhancing our ability to market to and connect with prospects. Start embracing these trends at your brokerage now to keep your business in tune with what buyers and sellers want, while ensuring that your services continue to be irreplaceable.

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Residential Real Estate Listing: Lower Nazareth

The Drone Age

A Realtor® and Inspector Guide to Staying Legal

By John Fries, Co-founder of Lehigh Valley Drone

S

o, you’re a Realtor® who just landed a listing that’s going to make for a great commission when it sells or maybe you’re a home inspector and finding it hard to reach areas that are just too dangerous. No problem, just swing by Best Buy and grab one of those drones and you can be taking photos in no time.

Well, not so fast. There are a few things you need to know before you fly a drone, even if it’s “just this one time” or “every now and again.”

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Nearly a year ago, the Federal Aviation Administration (FAA) released new regulations for commercial drone use (formally known as Part 107 – Small Unmanned Aerial Systems). Prior to August 2016, flying a drone for commercial use required a traditional pilot’s license. This requirement could cost upward of $8,000 in training costs alone.

To boost the growth of this sector, the new FAA regulations removed restrictive requirements and laid out new guidelines.

Without going through all of the legal mumbo-jumbo, using a drone for any purpose that is not for fun or recreational in nature is considered to be commercial in nature. At least that’s the way the FAA sees it and let’s be honest, no matter what you consider the use of your drone, it only matters what the FAA considers it. In addition, getting paid to use a drone is not necessarily the

designation of commercial use.

This is where many people find themselves in compromising situations.

Click to view ae videorial footag e

Commercial Real Estate Construction and Project Progression

So, how do you get the photos or video you need? There are two options, both of which have their pros and cons: 1. Hire a company that provides the services you need.

2. Become an FAA remote pilot.

Hiring a remote pilot costs money every time you need photos or video. However, hiring a professional drone pilot is just like hiring any professional. They know the rules and regulations and should be insured, taking the liability away from you in the event there is a mishap during the shoot.

If you decide to become a remote pilot, you will need to study, take a test ($150 for each attempt, pass or fail) and pass a Transportation Security Administration background check. The remote pilot certificate is valid for 2 years. You’ll need to invest in the equipment that runs around $1,000 $2,000+ for a quality drone. And don’t forget the drone insurance! You will also be completely responsible for use of the drone.

The benefits of being a remote pilot are that after your initial investment, there is very little additional financial output (unless you crash the drone, which you will probably do at least once or twice).

Remember when I talked about folks finding themselves in compromising situations? The FAA Modernization and Reform Act of 2014 spelled out very specific rules for unmanned aircraft use.

The simplest way to sum it up is that using a drone for anything other than hobby flying is going to get you in trouble. The FAA starts fining operators around $1,100 for EACH offense. During an investigation, your drone can contain incriminating evidence on your flight history, which could lead to more fines. The FAA can also issue warning letters or a combination of both warning and fine.

Of course getting spotted flying your drone by the FAA is unlikely, but that doesn’t make it legal. However, when you post those photos online, the chances of your activities being seen by the FAA are significantly higher.

So friends, when you consider using a drone in conjunction of your daily work routine, either get certified as a remote pilot or hire a professional company like Lehigh Valley Drone to ensure you don’t end up on the FAA’s radar (literally).

Commercial Real Estate Progression Project: Bethlehem

Inspection Services: Communications Tower

Residential Real Estate Listing: Palmer Twp

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Commercial Real Estate Listing: Hanover Twp

Apps

for REALTORS

®

GLVR Mobile The GLVR Mobile app puts the MLS in the palm of every member’s hand. Brought to you by the Greater Lehigh Valley REALTORS®, this app was designed to be used by both real estate professionals and future home buyers in the Greater Lehigh Valley.

• Agents see their branding on login and can easily share and communicate with clients in the app.

• Interactive map searching. By using the GPS location technology in your phone, you can easily find listings located around you or you can search by entering a specific location.

• View properties on maps (satellite and hybrid views are available).

• Search using all of the criteria you are used to, like price range, bed, baths, etc.

• Easily see all property detail, including multiple photos, price, property details and descriptions.

• Find your way to the front door with ease with turn by turn direction capabilities.

• Save properties for easy review later, or share them via text, e-mail, Facebook or Twitter.

• Users can do a search on all property types or a specific property type by using the property type filter on the search form.

eKEY by Supra The eKEY app allows you to use your smartphone or tablet as a lockbox key. The eKEY application uses your phone’s wireless communications so you can do business anywhere. Click HERE for more information and/or for pricing.

Have questions about Supra and/or about your options for reciprocity and equipment to open lockboxes? Call the Association office at 610-882-4100.

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Genius Scan – PDF Scanner Genius Scan is a scanner in your pocket. Quickly scan your documents on the go and export them as JPEG or multi-page PDF Files.

Our scanner technology includes smart page detection, perspective correction and image enhancement. The batch scanning lets you scan dozens of pages in a matter of seconds. In addition, Genius Scan offers powerful tools to organize and safely export your documents.

Key Features: • Detects the page frame, crops it and corrects the perspective: you don’t need to take a perfect straight shot. Genius Scan will remove any unnecessary background.

• Enhances the legibility of your document: black and white or color postprocessing • Batch scanning lets you quickly scan pages in a row • Batch import from the gallery to import dozens of photos at a time • Emails the scans as JPEG or PDF files • Creates PDF documents with multiple pages • Organizes your documents with titles, tags and powerful search • Exports the documents to Box, Dropbox, Evernote, Expensify, Facebook, Google Drive, OneDrive (and OneDrive for Business), OneNote (and OneNote for Business), FTP, SugarSync, Twitter, WebDAV and other applications • Prints over AirPrint • Shares document over Wifi for easy access from your computer • Documents are processed on the phone, not sent to a third-party server • Protect your documents with Touch ID and encrypt PDF files with a password

ShowingTime ShowingTime provides residential real estate agents, offices, associations and MLSs with tools to manage showing and feedback, plus analytics and reporting tools to gain valuable market insights.

Benefits for real estate professionals: • Schedule showings and view instructions on the go.

• Access important details any time with the new offline mode.

• Search for listings available to show near your location.

• Share listing activity with your clients.

• Manage feedback for your listings; give feedback on your recent showings.

• Notify sellers when you have completed the showing.

• Sync appointment activity with your personal calendar.

Benefits for sellers: • Get notified instantly of showings and new feedback.

• Review past showing activity and upcoming appointments.

• Receive “showing complete” alerts to know when to return home.

• Send private messages to your agent regarding a recent or upcoming appointment.

RPR Mobile – Property Research for REALTORS® RPR Mobile™ is a property research app exclusively for REALTORS®. Easily search properties, create and send branded reports, and view local market statistics, anytime, anyplace.

Use your location to view nearby listing and sales activity, or take a deeper dive into any property and view tax, mortgage, historical and distressed data, flood zones, school info, dynamic mapping and more.

With RPR Mobile, you’ll have the confidence of knowing you can find the answer, whenever your clients ask the question.

Key Features • Easily search any property, both on and off market • View recent activity and local market conditions around you • Draw search area directly on map • Access tax, mortgage, historical and distressed data, flood zones and dynamic mapping • Search for schools within an area or school district • Create, email, or save branded reports: property report, mini-property report, seller’s report, market activity report, neighborhood report and property flyer • Add photos, text and audio notes to any property • Your notes, reports and recent activity seamlessly sync to all your devices • Click to call the listing agent* • Save properties for instant access, anytime Realtors Property Resource® (RPR®) is a member benefit of the National Association of REALTORS®.

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Greater Lehigh Valley REALTORS MAGAZINE

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Publisher Greater Lehigh Valley REALTORS® CEO Justin Porembo | 484-821-0501 Sales Director Tammy Lerner | 484-821-0511 Art Director Melissa Arranz | 484-821-0509 Assistant Art Director Kim Harrison | 484-821-0514 eCommunication Specialist Mallory Siegfried | 484-821-0504 Billing Sharon P. Adams | 484-821-0503 The Greater Lehigh Valley REALTORS® eMagazine is published quarterly by Greater Lehigh Valley REALTORS® 10 S. Commerce Way, Bethlehem, PA 18017 Board of Directors Cass Chies, President

Barbara Gorman

Christopher Raad, Past President

Craig Liles

Sean LaSalle, President-Elect

Timothy Mahon

Kathleen Gregory, Secretary

Chris Rader

Kimberly Lucas-Mantz, Treasurer

Ellen Shaughnessy

Donna Bartholomew-Sacco

Michael J. Walters

James Christman

Steve Yost

Thomas Cramer Greater Lehigh Valley REALTORS® reserves the right to edit or refuse any advertising submitted to this publication. The Greater Lehigh Valley REALTORS® eMagazine is the official publication of the Greater Lehigh Valley REALTORS®.

All advertising published in the Greater Lehigh Valley REALTORS® eMagazine is believed to be truthful and accurate. However, Greater Lehigh Valley REALTORS® assumes no responsibility whatsoever for typographical errors or omissions in the Greater Lehigh Valley REALTORS® eMagazine. All real estate advertising in this publication is subject to the Federal Fair Housing Act of 1968, as amended, which makes it illegal to advertise “any preference, limitation, or discrimination based on race, color, religion, sex, handicap, familial status, or national origin, or intention to make any such preference, limitation, or discrimination.”

This publication will not knowingly accept any advertising for real estate which is in violation of this law. Our readers are hereby informed that all dwellings advertised in this publication are available on an equal opportunity basis. To complain of discrimination, call HUD toll-free at 1-800-424-8590.

Any reference made to the Greater Lehigh Valley REALTORS® is not to be construed as making representations, warranties, or guarantees concerning the information on properties advertised in the Greater Lehigh Valley REALTORS® eMagazine. All ads contained herein are solely the responsibility of the advertiser. The opinions and statements contained in advertising or elsewhere in the Greater Lehigh Valley REALTORS® eMagazine are those of the authors of such opinions and are not necessarily those of the Greater Lehigh Valley REALTORS®.

This magazine is published to inform GLVR members of matters of general interest and give reports of current events relating to real estate.

Copyright © by Greater Lehigh Valley REALTORS® All rights reserved.

Reproduction in whole or in part without the consent of Greater Lehigh Valley REALTORS® is prohibited.

We Appreciate Our Preferred Vendors!!!

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Welcome New Members!

June 1, 2017 - August 25, 2017 Sameer Atiyeh, Equity MidAtlantic Real Estate Shannon Bakros, CENTURY 21 Pinnacle Joseph E. Barrueta, Weichert Realtors Desiree L. Bauer, RE/MAX Real Estate Karissa Belverio, Realty Solutions of Pa Evagelia Bialobrzeski, BHHS Fox & Roach - Allentown Nathanael J. Boykin, DLP Realty Gretchen S. Brago, BetterHomes&GardensRE/Cassidon Amy A. Bray, Weichert Realtors - Allentown Robert D. Brossman, Weichert Realtors Dominic S. Cardine, One Valley Realty LLC Joan M. Cook, BHHS Fox & Roach - Macungie Michael Costagliola, IronValleyR E of Lehigh Valley Jenelle L. Crisafulli, Keller Williams Real Estate Lisa K. Dalition, Preferred Properties Plus Connie Y. Davis, ERA One Source Realty Kathryn M. Delaney, Quaint Oak Real Estate Diana M. Delorey, CENTURY 21 Keim Realtors Ali R. DelSerro, Builder Marketing Services Hailie DelVecchio, Keller Williams Real Estate Majed Eilan, BHHS Fox & Roach - Allentown Jesse A. Elliott, Weichert Realtors Amber Ettl, Keller Williams Real Estate Kathryn L. Fetzer, BHHS Fox & Roach - Bethlehem Katie J. Fluke, RE/MAX Real Estate Sunny M. Gula, Keller Williams Real Estate Elizabeth Haley, Century 21 Pinnacle Dineen K. Henderson, Keller Williams Real Estate Kelly L. Henderson, RE/MAX Diamond 1st Pamela Hissner, Keller Williams Real Estate Corrie L. Hoffman, BHHS Fox & Roach - Bethlehem Aubrecia D. Houston, BHHS Fox & Roach - Macungie Leah Hunsicker, Keller Williams Real Estate Daniel J. Jordan IV, Keller Williams R.E. Ryan Kahn, Keller Williams Real Estate Kevin M. Kane, Keller Williams Real Estate Colleen A. Kochik, Keller Williams Real Estate Hui Lin, Keller Williams Real Estate Mayisol Lopez, BetterHomes&GardensRE/Cassidon Rena M. Mack, BHHS Fox & Roach - Easton Michele Mazur, Keller Williams Real Estate Raisa McFadden, Keller Williams Real Estate Daniel A. McIntosh, Allison James Estate & Homes Erica Mercado, Keller Williams Real Estate Davida C. Moore, Progressive Realty Inc Edward Moussa, BHHS Fox & Roach - Macungie Catherine Moyer, Assist 2 Sell Buyers & Sellers Shannon A. Moyer, Keller Williams Real Estate Sean O’Connor, Prudential Choice Properties Jonathan N. Ohlsen, BHHS Regency Real Estate Jillian Olderman, Keller Williams Real Estate Jeffrey Oswald, Weichert Realtors Kelly M. Owens, Weichert Realtors - Allentown Matthew L. Palmer, Keller Williams Real Estate Robert Pandaleon, Orloski Real Estate Tiffany L. Rehrig, BHHS Benjamin Real Estate Ruenn J. Rowe, Equinox Advantage Real Estate Carlos R. Santana II, Weichert Realtors - Allentown Raymond Santiago, BHHS Fox & Roach - Allentown Meredith J. Sauers, Weichert Realtors Anna G. Schaefer-Billiard, Weichert Realtors Emily Schwalm, Keller Williams Real Estate Henry R. Sniezek, BHHS Fox & Roach - Allentown Quinn M. Sussick, Keller Williams Real Estate Christopher Troxell, Keller Williams Real Estate Barrington Virgo, Keller Williams Real Estate John C. Walton, Keller Williams Real Estate Lorraine E. Weiss, Weichert Realtors Melissa Welsh, Preferred Properties Plus Michael Whang, Keller Williams Real Estate Daniel P. Williams, Keller Williams Real Estate Hui-Bing Wu, Century 21 Ramos Realty Lee Ziegler, DLP Realty

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William George Weiner Jr. (PA:26931 NMLS:143372) is an agent of Draper and Kramer Mortgage Corp. (IL:MB.0004263 PA:32844.009 NMLS:2551) an Illinois Residential Mortgage Licensee located at 1431 Opus Place, Suite 200, Downers Grove, IL 60515. Telephone 630-376-2100. Regulated by IDFPR located at 100 W. Randolph, 9th Floor, Chicago, IL 60601. Telephone 312-814-4500. Licensed by the Pennsylvania Department of Banking located at 17 N Second Street, Ste. 1300, Harrisburg, PA 17101. Telephone 717-787-1854. Sharon Weiner (PA:26742 NMLS:143365) is an agent of Draper and Kramer Mortgage Corp. (IL:MB.0004263 PA:32844.009 NMLS:2551) an Illinois Residential Mortgage Licensee located at 1431 Opus Place, Suite 200, Downers Grove, IL 60515. Telephone 630-376-2100. Regulated by IDFPR located at 100 W. Randolph, 9th Floor, Chicago, IL 60601. Telephone 312-814-4500. Licensed by the Pennsylvania Department of Banking located at 17 N Second Street, Ste. 1300, Harrisburg, PA 17101. Telephone 717-787-1854. 02611-01 5/17.

Is it a Buyer Beware - Craigslist Rentals Is it the real deal or a scam?

By Mallory Siegfried, E-Communications Specialist

T

he real estate industry is a magnet for wire fraud schemes, phishing attempts, and the like. Scammers manage to worm their way into every aspect of the home buying and selling process. Without proper vigilance, a real estate scam can easily lead to a lost sale or a savings account in ruins. Those who seek to own homes aren’t the only target, though. Rental property scams are just as rampant.

Craigslist rental scams are particularly frustrating for members of the Greater Lehigh Valley REALTORS® (GLVR). Association staff often field questions from members seeking guidance on how to regain control of a property they represent.

In most cases reported to GLVR, scammers replicate a listing found on the Internet, but they change important details like price, amenities and, most importantly, contact information. Email is usually the only way to communicate with the “landlord,” who is coincidentally out of town and unable to meet the prospective client in person. This leads to the “landlord” requesting deposits by wire transfer and… well… you know the rest.

SO, WHAT STEPS CAN YOU TAKE IF YOUR LISTING HAS BEEN HIJACKED?

1. Report the scam directly to Craigslist - https://sfbay.craigslist.org/ contact

2. File a complaint with the Federal Trade Commission - https://www. ftccomplaintassistant.gov

3. Submit an Internet crime complaint with the Internet Fraud Complaint Center - https://www.ic3.gov

4. If you are defrauded by someone you met in person, contact your local police department.

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Consumer Protection Against Rental Scams Spotting the Red Flags

By Mallory Siegfried, E-Communications Specialist

W

hile there is no way to eradicate the world of scams and the people behind them (we can dream, right?), you can arm yourself with knowledge. Below is a list of red flags to look out for when perusing real estate advertisements on websites like Craigslist:

Red Flag #1 They’re Not Local Craigslist is meant for locals to connect with one another to exchange goods and services. If you find that the owner of the apartment is not local, is “away on a trip”, or will not meet you in person, 99 percent of the time it is a scam.

Red Flag #2 Too Good to be True In the Leigh Valley, scammers will often replicate a rental listing found on the Internet, but they change important details like price and amenities. If the deal sounds too good to be true, head to Google and conduct a search of the advertisement’s first sentence. You’re obviously dealing with a scam if the same ad is repeated in several different places on Craigslist, but for different properties.

Red Flag #3 Advanced Payment Scammers posing as landlords are usually “out of town” and unable to meet prospective clients in person. This leads to the “landlord” requesting deposits via MoneyGram or Western Union. Most legitimate landlords will ask for a personal check, a cashier’s check, or a money order for first month’s rent and deposit, and will meet you in person to exchange the executed lease and keys to the apartment. Never send money to a landlord without meeting them, verifying their identity, and receiving a lease and the keys.

Red Flag #4 Odd-looking Photos Scammers grab photos of apartments from websites such as Zillow, Trulia, the Multiple Listing Service (MLS), or other legitimate real estate websites. When scammers grab real photos second-hand, often from a small preview size, the reposted photos in scam advertisements are sometimes highly pixilated and may even have a property management company or MLS watermark on the lower right-hand side.

How to Protect Yourself If you do answer a real estate advertisement – they aren’t all scams – here are a few don’ts when engaging with your next potential landlord: • Do not extend payment to anyone you have not met in person.

• Never wire funds (e.g. Western Union). Anyone who asks you to is a scammer.

• Do not accept cashier/certified checks or money orders.

Banks will hold you responsible when they don’t clear.

• Do not trust guarantees from a third party.

• Never give out financial information (bank account, social security, PayPal account, etc.)

• Do not rent or purchase sight-unseen. That amazing “deal” may not exist.

• Do not submit a background or credit check until you have met the landlord in person.

Individuals looking to rent may not think a REALTOR® can help them find an apartment, but that is absolutely false. While it’s true that the Greater Lehigh Valley REALTORS® is an advocate for homeownership, our members can help find that perfect rental property.

Don’t navigate the market on your own. Real estate professionals have years of experience filtering out scam listings and avoiding the pitfalls of the market. They will guide you to the right home – whether you want to rent or own.

CREDIT: These red flags and tips have been compiled with the help of Craigslist’s page on avoiding scams and a blog by Lisa McCarrel, the Owner and Managing Partner of Move Bay Area.

McCarrel’s company provides relocation services to those looking to move to the San Francisco Bay Area.

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Protect Your Money

Avoid Wire Fraud Schemes When Buying or Selling a Home

By Walter Commiso, Owner, Pride Abstract and Settlement Services, LLC

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riminals begin the wire fraud process way before the attempted theft occurs, as they first need to weasel their way into email accounts, website forms or phone calls to fraudulently obtain private information. It’s important to learn how to protect yourself and how to spot the warning signs.

Once hackers gain access to email accounts, they will monitor messages to find someone in the process of buying a home. Hacks can come from various parties involved in a transaction, including real estate agents, title companies, attorneys or consumers. Criminals then use the stolen information to send fraudulent wire transfer instructions that have been dressed up to appear as if they came from the victim. To this end, criminals will use either the victim’s actual email account (which they may control) or create a fake account that resembles the victim’s email.

Pride Abstract recently handled a transaction that involved a Realtor’s® email account being infiltrated by a hacker, who was able to retrieve the names of the buyer and seller, the time of settlement, and the amount of money expected to be given to the seller.

View Video

Prior to settlement, the seller requested a check in the sum of $239,456.34.

During settlement, however, Pride Abstract received a wire transfer request via email from the “seller.” Exact bank and account information was provided in the email.

Pride Abstract, knowing the original request for a check, discussed the matter at settlement and quickly confirmed the scam. It was soon noticed that the seller’s email address had been manipulated

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ever-so slightly from bestbuilders.org to bestbuildersinc.org – a simple change that could easily be missed.

Wire fraud and email hacking/phishing attacks are on the rise. If wire transfer instructions are provided to you in the middle of an escrow or closing transaction, DO NOT RESPOND TO THE EMAIL. Prior to sending any funds, immediately call your escrow officer/closer (using previously known contact information and NOT the information provided in the email) to verify the email’s authenticity.

Keeping Your Email Secure (Note: These tips were originally posted on PARJustListed) In addition to the National Association of Realtors®’ Field Guide to Reducing Spam Email, Jessica Edgerton, associate counsel for the National Association of Realtors®, offers the following tips to make your email more secure: • Check your sent mail, junk mail, and email account settings regularly for anomalies. Hackers often break into an email account and modify the “email forwarding” settings to forward emails to their own account.

• Regularly purge your email of unneeded or outdated information.

Save any important emails securely.

• Avoid email as a method for sending sensitive or confidential information.

Instead, consider using a secure document sharing or transaction management platform.

• Use strong passwords that incorporate a combination of letters, numbers, and symbols.

• Use two-factor (or multi-factor) authentication.

• Avoid using unsecured or public Wi-Fi.

Best Practices for Real Estate Professionals Cybercrime can be devastating to real estate professionals and their clients. The following checklist offers some best practices to help you curb the risk of cybercrime. Because data protection and cybersecurity laws differ across the country, NAR recommends that you work with an attorney licensed in your state to help you develop cybersecurityrelated programs, policies, and materials.

Never click on unknown attachments or links, as doing so can download malware onto your device.

Use encrypted email, a transaction management platform, or a document-sharing program to share sensitive information.

Don’t download apps without verifying that they are legitimate and won’t install malware or breach privacy.

Don’t click on links in texts from unknown senders.

Prior to engaging any outside IT provider, review the applicable privacy policies and contracts with your attorney.

Carefully guard login and access credentials to email and other services used in the transaction.

Regularly purge your email account, and archive important emails in a secure location.

Use long, complicated passwords such as phrases or a combination of letters, numbers, symbols.

Do not use the same password for multiple accounts.

Consider using a password manager.

Use two-factor authentication whenever it is available.

Avoid doing business over unsecured wifi.

Keep antivirus software and firewalls active and up-to-date.

Keep your operating system and programs patched and upto-date.

Regularly back up critical data, applications, and systems, and keep backed up data separate from online systems.

In collaboration with your attorney, develop a written disclosure warning clients of the possibility of transactionrelated cybercrime. Recommend in the disclosure that buyers never wire money without first confirming the wiring instructions via a phone call to the intended recipient.

Stay up-to-date on your state’s laws regarding personally identifiable information, the development and maintenance of cyber and data-related business policies, and other legally required security-related business practices.

Develop and implement the following policies: 1. Document Retention and Destruction Policy 2. Cyber and Data Security Policy 3. Breach Response and Breach Notification Policy Ensure that your staff and licensees have reviewed and are following all implemented policies.

Review your current insurance coverage, and ask your insurance agent about cyber insurance and the availability and applicability of products such as social engineering fraud endorsements and computer & electronic crime riders.

For more information about cybercrime and cybersecurity, please visit NAR.realtor’s data privacy and security landing page.

Questions can be directed to NAR Associate Counsel Jessica Edgerton at jedgerton@realtors.org.

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Capital BlueCross

Leading Health Care Innovation in the Digital Age

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tart your car from five blocks away with your smartphone.

Don’t miss a play of the game as you grab a snack from the kitchen, thanks to your fridge with the crystal-clear TV display.

See a house you like and schedule a showing right there and then using a mobile app.

Day-to-day life has become easier, and more efficient.

And, so has health care, where Capital BlueCross is leading the market with innovative solutions that empower people with choice, convenience, and confidence so they can be their healthy best.

While Capital BlueCross has served the Lehigh Valley as a trusted partner for nearly 80 years, it’s the future that has the organization a buzz with limitless potential and possibilities that will help customers make informed cost-effective decisions, and improve quality of life.

Still today, Capital BlueCross has engineered myriad tools and resources that are making health care work better for everyone—especially health care consumers.

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Click to view video For members, Capital BlueCross provides the Search & Save Center, a one-stop-shop where customers can find doctors and hospitals, compare treatment costs from one provider to the next, and estimate out-of-pocket expenses based on their unique benefits.

As more health care consumers enroll in plans with higher deductibles and coinsurance, this convenient resource has helped many be more mindful of the costs of services and procedures, giving them the means to shop for health care like they would for a car or household appliance.

Additionally, some doctors still make house calls through Capital BlueCross’ Telehealth benefit. Think of it as Facetime or Skyping with a doctor.

From a smartphone or tablet, a patient can have an appointment from their home, hotel, or anywhere, and at any time. It’s an ideal resource for members to use if their doctor’s office is closed, when they’re traveling or on vacation, or if they simply feel too sick to leave the comfort of their home.

Telehealth doctors can diagnose and treat many ailments including sinus infections, the flu, pink eye, and

skin conditions. Plus, they can send prescriptions directly to the member’s pharmacy.

While Telehealth offers members a convenient alternative for care, it’s also a cost-effective alternative to the emergency room or urgent care center where wait times can be several hours and bills can run hundreds, if not thousands, of dollars. It is worth noting, however, that anytime people feel that their life or well-being is in jeopardy, they should call 911 or seek care at the closest emergency room.

Speaking of member engagement via smartphones, the Capital BlueCross Loop is the company’s newest and most direct means of connecting with its customers. The Loop combines text and mobile web messaging to keep members connected with their health and plan benefits. From reminders to get preventive care—such as physicals or mammograms—to tips on how to secure discounted gym memberships, the Capital BlueCross Loop helps members find ways to better health.

For more information about how Capital BlueCross is helping people through innovation in the Lehigh Valley, visit capbluecross.com or call 855.505.BLUE.

Proud Supporter of The Greater Lehigh Valley REALTORS®

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Viamedia offers precise advertising campaigns that drive your priorities into consumer actions. We specialize in reaching your audience wherever they are with the right message to the right user at the right time… in the right location and on the right screen.

Let’s discuss your audience, your goals and your current strategies… we’ve helped hundreds of business in the Lehigh Valley, let’s see what we can do for you.

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JIM THORPE A Community Profile by Matthew Marks

When the Carbon County and Lehigh Valley Associations of REALTORS® merged in 2014 to become the Greater Lehigh Valley REALTORS®, a new kind of market was introduced to more than 2,500 members and their clients. Carbon County is a bit different than the Association’s original footprint of Lehigh and Northampton counties, but it’s been a joy to learn about and introduce a county rich with history in coal mining, freight and passenger service, and tourism.

GLVR’s CEO Justin Porembo and Government Affairs Director Matthew Marks recently visited the Borough of Jim Thorpe, the county seat for Carbon. Jim Thorpe is a Victorian town nestled in the breathtaking Lehigh Gorge that is consistently ranked on national media “Best” lists as one of the most fun, most beautiful, most romantic and best adventure towns to visit. During their visit, Justin and Matthew spoke to Mayor Mike Sofranko about economic development, his 10year vision, and the attractions that make Jim Thorpe a great place for living and vacationing.

Jim Thorpe is perfect for a weekend jaunt or an extended stay vacation - located just 1.5 hours from Philadelphia, 2 hours from New York City and less than 3 hours from Baltimore. The biggest driving force behind Jim Thorpe’s economic growth is its thriving tourism market that offers year-round outdoor activities, in addition to a downtown that features shops, restaurants, pubs, bed and breakfasts, inns, and even a 5-star hotel.

No matter the time of year, Jim Thorpe is perfect for the outdoorsy type with skiing, snowboarding and tubing at Blue Mountain Resort, or camping, hiking, fishing, rafting or boating throughout the Borough’s beautiful landscape. If you are itching for a competition, you can participate in annual bike races or compete in the Spartan Race held at Blue Mountain.

If the weather isn’t cooperating, there’s always Penn’s Peak, a live entertainment venue that can comfortably host 1,800 concertgoers, the Asa Packer Mansion, the Mauch Chunk Opera House, and the Old Jail Museum.

Mayor Sofranko, who is in his third term as mayor and was first elected to public office at the age of 21, is quick to point out that Jim Thorpe is more than a tourist attraction. More

than 4,700 people call Jim Thorpe home. Sofranko stressed the importance of balancing the needs of tourists with the needs of his residents, who deserve to comfortably live, work, and retire in the Borough.

With two groups to consider – permanent residents and tourists – Sofranko is cognizant of the need to make traveling to and from Jim Thorpe as simple as possible, as well as a need to streamline the visitor process by creating more accessible parking and utilizing technology to improve metered parking and payment.

As Sofranko walks through his community, it’s evident that he has a great rapport with his constituents and has a pulse on the needs of residents, business owners, and tourists. He’s certainly proud of the national media attention and presence on “Best” lists, but his aim is to continue to build, develop and grow Jim Thorpe into the “#1 Small Town in America.”

2016 Housing Market Overview of the Jim Thorpe Area School District Total Closed Sales: 132 Change from 2015: +23.4% Change from 2012: +34.7% New Listings: 294 Inventory of Homes for Sale: 99 Months Supply of Inventory: 8.5 Pct. of List Price Received: 93.5%

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EXplore jim thorpe Nestled in the breathtaking Lehigh Gorge, this Victorian town is teeming with history, romance and family fun.

THE HARRY PACKER MANSION

LEHIGH GORGE SCENIC RAILWAY 1 Susquehanna St. Jim Thorpe, PA 18229 570-325-8485 www.lgsry.com Trains operate daily in July and August.

19 Packer Ave. Jim Thorpe, Pa 18229 (570) 325-8566 www.murdermansion.com

OLD JAIL MUSEUM 128 W. Broadway, Jim Thorpe PA 18229 570-325-5259 www.theoldjailmuseum.com

DOWNTOWN JIM THORPE Jim Thorpe, PA 18229 1-888-546-8467 www.jimthorpe.org

MACH CHUNK OPERA HOUSE 14 W. Broadway, Jim Thorpe PA 18229 570-325-0249 http://mcohjt.com

CARBON COUNTY

BUS TOUR Members of the Greater Lehigh Valley REALTORS® took part in a guided bus tour of Carbon County on July 27, 2017.

The joint event with the Carbon Chamber & Economic Development Corporation included a Keystone Opportunity Zone (KOZ) presentation, a meeting with Rep. Doyle Heffley, and a presentation on passenger and freight service.

Bruce Beaty, principle of Blue Ridge Real Estate, gave an onsite and lunch presentation on upcoming development projects and on Carbon County’s newest KOZ. According to the State Department of Community and Economic Development, the KOZ program provides a unique opportunity to develop land with greatly reduced state and local taxes. Beaty took the group of about 20 Realtors® to the edge of 400+ acres in Kidder Township – an area of the KOZ program – that is being sold for commercial and light industrial use.

Realtor® members then traveled to meet with Rep. Doyle Heffley, who updated the group on legislation that will impact pending projects, businesses and real estate in his district.

During a discussion with rail representatives on passenger and freight service in Carbon County, Matt Fisher of the Lehigh Gorge Scenic Railway spoke to members about the trains (open air car, standard coach, gondola car, and caboose) that depart from Jim Thorpe. You then take a 16-mile, narrated, round trip that follows the winding Lehigh River until you reach Old Penn Haven.

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The Lehigh Gorge Scenic Railway holds special events, including rides with the Easter Bunny, Santa Clause, and various winter characters. There’s also a special ride in October over the Hometown High Bridge, and a “ride and bike” option for those interested in taking an 8 mile bike ride back to Jim Thorpe.

It’s been nearly three years since the Lehigh Valley and Carbon County Associations of REALTORS® merged into the Greater Lehigh Valley REALTORS®. It’s been a pleasure showing our members from Lehigh and Northampton counties all that Carbon County has to offer.

This event was sponsored by

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TOP REASONS WHY YOU SHOULD USE A REALTOR® Many people try to save money when it comes to selling their home. While this is a great idea when it comes to choosing home upgrades and hiring the right moving company, the use of a professional real estate agent isn’t a place to cut corners. Just like you probably wouldn’t perform your own root canal without the help of a dentist, the following are just some of the reasons why you shouldn’t try to sell your own home without the help of a professional real estate agent.

1. Exposure Recent studies* have shown that 94% of homebuyers search for a home online.

This stat underscores the importance of having an online presence and digital strategy. Most real estate agents have this already, whereas this would take a lot of time and potentially money to create on your own. *https://www.nar. realtor/reports/highlights-from-theprofile-of-home-buyers-and-sellers

2. Negotiating There are many people involved in the buying and selling of real estate. Do you feel prepared to negotiation with buyers, buyer’s agents, inspection companies,

appraisers, and attorneys? Even if you’re comfortable doing the talking yourself, you probably don’t have the same real estate education and experience as an agent.

a home without licensed representation can open homeowners up to potential scams. This is especially important during a time when wire transfer scams are becoming more and more common.

3. Paperwork

6. More Money

The amount of paperwork involved in these transactions has only increased. This can be anything from sales contracts, property disclosures, occupancy agreements and more. While there are templates and pre-made contracts available online, this is a transaction that generally can’t be made with a generalized contract.

The main reason homeowners try to sell their home themselves is to save money by not having to pay an agent’s commission. However, a 2016 study* of homebuyers and sellers has shown that, on average, houses sold by a professional agent sell for $60,000 more than those sold by owner. There are also a number of hidden costs that can add up to cut into a seller’s profits such as MLS listing, signage, home warranties, etc.

4. The Seller is Liable It can be easy to make unintentional mistakes, especially during a transaction as complicated as the sale of a home.

A seller without the representation of a licensed agent is accountable for errors ranging from misrepresenting the vinyl floors as hardwood, or failing to disclosure certain facts about the home’s history.

5. Scams can Happen.

Along the same lines, selling, or buying,

*https://www.nar.realtor/reports/highlights-from-the-profile-of-home-buyers-and-sellers

Call Patrick Rooney with Supreme Lending for mortgage information!

NMLS# 203265 Cell: (610) 973-4173 Patrick.Rooney@SupremeLending.com www.PatrickRooney@SupremeLending.com

79 West Market Street, Suite 400 Bethlehem, PA 18018

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To Stage or Not to Stage? &AFTER

BEFORE

By Corrie Taylor, Set2Sell Home Staging and Design, Associate ASID, ASP, CID, CACCII

To stage or not to stage? This is the question many homeowners seek to answer. All homes will sell at some point, but at what cost to the seller?

Ill prepared listings that languish on the market lose “real estate steam” and set the scene for price reductions to stimulate buyer activity. A professional Real Estate Designer, also known as a Home Stager, can help ensure a home never loses prospective buyer momentum.

Price, Location, Condition Price, location and condition are the three main components of any real estate listing. Price is agreed upon between the Realtor® and the seller and is based on comparative sales. Property location is what it is... good or bad. For example, the list price of a property located next to a hazardous waste site will surely be impacted. Condition involves preparing your property to compete with similar properties (this is where Real Estate Designers come in).

Whether new construction or existing, a Real Estate Designer can be an invaluable tool. Statistics suggest that a properly staged property will sell faster and yield an optimum return.

The Art of the Online Presentation In today’s market, it is fact that first impressions are derived from a property’s online listing. In order for buyers to be interested enough to see a property in person, the online listing presentation and photography must command attention. Like it or not, we are a “quick click” society. Superior

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presentation and excellent photography are crucial in keeping the “browser” from moving on to the next listing.

A Real Estate Designer can help sellers create an emotionally engaging presentation that projects a lifestyle that buyers cannot resist.

FOR SALE to SOLD Preparing a property for sale may be overwhelming, but with guidance

from a professional, sellers can employ marketing efforts that simplify design and meet buyer expectations. Although the real estate market ebbs and flows, there will always be real estate to sell.

Properties that do sell have price, location and condition in alignment.

Local and national statistics prove time and time again that seeking staging advice is key to replacing a FOR SALE sign with a SOLD sign.

Home Staging Quick Tip Do: Highlight a property’s strengths through online photography.

Don’t: Go crazy on the close-ups. There is no need for close-ups of granite surfaces, the bathroom commode, or the electric panel. These features should be saved for physical viewing appointments.

Making a Difference

Coldwell Banker Heritage

Coldwell Banker Heritage Committee: Mitchell Fry, Tricia Reed, Robin Yob, Nick Kavounas, Betsey Wenger, Maria Holzer and Janice Kavounas

Coldwell Banker Heritage Supports Lehigh Valley Zoo Dogs and humans aren’t the only beneficiaries of Coldwell Banker Heritage’s good deeds. The brokerage recently made a donation to the Lehigh Valley Zoo in Schnecksville and is sponsoring the zoo’s Bobcat.

Janice Kavounas, Corporate Administrator for Coldwell Banker Heritage Real Estate, Tricia Reed, Associate Broker and Manager for the Coldwell Banker Heritage office in Allentown, and Melissa Borland, President and CEO of the Lehigh Valley Zoo.

The bobcat that Coldwell Banker Heritage Real Estate is sponsoring through the Lehigh Valley Zoo Affinity Program.

Formal Wear Drive for CHOP (Photos provided by Aaron Berger. They first appeared in the Parkland Press)

Home for Dogs Project

to continue this effort throughout 2017.

Coldwell Banker has been in the business of helping people find their dream homes for over 110 years, but their mission has recently been extended to… dogs. More than 20,000 dogs, to be exact.

Locally, the Coldwell Banker Heritage office in Allentown held an “Adopt-APet” day on June 24, 2017. The featured furry friends were provided by The Sanctuary at Haafsville, a Breinigsvillebased safe haven for dogs and cats that has saved over 5,000 animals since it was founded in 2010.

Coldwell Banker founded the Homes for Dogs Project, a partnership with Adopt-a-Pet.com aimed at helping adoptable dogs find loving homes.

Together, the pair has helped more than 20,000 dogs find homes and are poised

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Coldwell Banker Heritage is planning another event in support of the Homes for Dogs Project. It is expected to be held in the fall.

This past spring, Coldwell Banker Heritage held a Formal Wear Drive to benefit the Annual Spring Prom at

Melissa Kavounas waiting for CHOP’s prom.

BHHS Fox & Roach The Macungie Park Pool – affectionately known as “The Fun Pool” – received a much-needed facelift, thanks to volunteers from the BHHS Fox & Roach office in Macungie. The community project involved painting the pool a bright blue color and, due to the large number of volunteers, was finished in one day.

Melissa and Nick Kavounas

the Children’s Hospital of Philadelphia (CHOP). Over 175 young adult and tiny holiday dresses and suits were donated in memory of Melissa Kavounas, daughter of Nick and Janice Kavounas.

Volunteers from the office also participated in the Ben Event at Macungie Memorial Park. The event, which is held in July, raises funds for graduating high school students with intellectual disabilities across the

Lehigh Valley and beyond. Agents from BHHS Fox & Roach assisted with event setup and with various tasks.

The Ben Event included: • ½ Mile Kids’ Run • Bear Swamp Derby • Ben’s Block Party • Breakfast in the Park • 5K Race • Kids’ Fun Dash • And more!

Go to heyiknowyou.org/the-ben-event/ for more information on Ben Yorgey, the inspiration behind the Ben Event.

Nick is Broker of Record for the office in Allentown. His wife, Janice, is the brokerage’s Corporate Administrator.

10th Annual Sporting Clay Shoot Coldwell Banker Heritage Real Estate will be participating in the 10th Annual Sporting Clay Shoot, a fundraiser that benefits victims of child abuse in the Lehigh Valley, on September 15, 2017.

The event is a joint venture with the Western Lehigh Exchange, which is a group of men and women who work together to make their communities better places to live through programs of service in Americanism, Community Service, Youth Activities, and its national project, the Prevention of Child Abuse.

For more information on the fundraiser and/or to inquire about participating, contact Nick Kavounas at 610-3983112.

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Making a Difference

FORE Since 1979, Century 21 has raised more than $111 million in support of Easterseals through community events and fund raisers, helping thousands of children and adults with disabilities live with greater independence.

Locally, Century 21 Pinnacle in 2016 held its first charity golf tournament in support of Easterseals of Eastern Pennsylvania.

The inaugural golf tournament raised $4,500.

Frank Renaldi Sr., broker/owner of Century 21 Pinnacle, not only started the golf tournament to raise funds for Easterseals, but to also honor his business partner, Dave Saveri, and his brother, Steven Renaldi, both of whom passed away.

The 2nd Annual Century 21 Pinnacle Golf Tournament will be held on September 16, 2017, at Southmoore Golf Course in Moore Township. The goal is to raise $10,000 for Easterseals of Eastern Pennsylvania. For more information on the event and/ or to inquire about joining as a golfer, becoming a sponsor or donating a raffle gift, visit the event page on Facebook.

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About Easterseals Easterseals provides opportunities for people of all ages with a range of disabilities to achieve their full potential. With a network nationwide, Easterseals serves approximately 1.5 million people with disabilities and their families.

From therapy and early intervention services, to camps and employment placement, Easterseals helps children and adults with disabilities, caregivers, veterans and seniors be at their best as they live, learn, work and play.

BOOST YOUR LISTING WITH 99.9 THE HAWK! Affordable pricing options for all GLVR members, call 610-258-6155 to learn more!

Contact Devon for immediate assistance at 484-767-9301 Or Michael at Manthony@connoisseurpa.com

photo: NAR Communications

GLVR Staff Member Attends Communication Directors Institute in Chicago

By Mallory Siegfried

The inaugural Communication Directors Institute was held by the National Association of REALTORS® (NAR) in Chicago from June 28 to 30, 2017. More than 150 individuals who handle communications – and various other things – for local and state associations convened on the InterContinental Hotel along the Magnificent Mile for a day and a half of workshops, networking, and keynote speakers.

Representing the Greater Lehigh Valley REALTORS® (GLVR)

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at the Communication Directors Institute was Mallory Siegfried, the Association’s E-Communications Specialist. Mallory previously attended the Communication Directors Summit that was held in Miami in June 2016 (before NAR took responsibility for the conference).

Topics at the institute included: • Member Communications and Engagement • Communicating Clearly and Concisely • Measuring Success: Understanding

and Using Metrics to Increase Engagement • Harnessing Online Communities: Taking Advantage of MemberGenerated Content • Cultivating Content and Visuals: Find, Create, and Share Easily and Affordably • Ripe for Change: Communication Lessons from a Parallel Industry • Direct-to-Consumer Communications • When the REALTOR® / Association Reputation is on the Line • How Not to Sound Like a REALTOR® Robot: Creating Meaningful Consumer Engagement

Did you know?

The average attention span for the notoriously ill-focused goldfish is nine

seconds, but according to a 2015 study from Microsoft Corp., people now generally lose concentration after eight seconds, highlighting the affects of an increasingly digitalized lifestyle on the brain.

• The Next Wave: Technology Trends for 2017 • Best Practices Roundtable (topics included media training, media coverage, branding, email best practices, non-dues revenue, and more).

Dissecting the Audience Katie Townsley and Jeff Anulewicz of MXM, a content-powered digital agency, started off Day One with a break down of today’s connected audience. According to the duo, 187 million people are either a connected consumer or a hyper-connected consumer. People who are hyperconnected can be described as those who have their phone in hand, a laptop nearby, and the television turned on.

But, despite that laptop and television, 71 percent of a person’s daily digital minutes are spent on mobile.

With so much technology and information jockeying for position, you can imagine the complications that are staring down today’s Communication Directors (hence the need for them to network, brainstorm and figure out just how they’re going to break through the excessive noise).

Crisis Communications: Are We Prepared?

The Communication Directors Institute took a serious turn on Day Two during a discussion on crisis management. Staff from two Associations discussed their specific crises, including the ouster of a Board president and the REALTOR®turned-serial-killer from South Carolina, Todd Kohlhepp.

Finding the Right Content for Our Membership During the session on “Cultivating Content and Visuals: Find, Create, and Share Easily and Affordably,” we discussed places to find easy-to-share content, like NAR Toolkits, HouseLogic, Inman and Realtor.com, just to name a few.

With the recent move to handle all media relations in-house, the discussion on crisis management was an important reminder that GLVR staff needs to review and/or update any crisis plans that may be in place. With fresh tips and ideas on how to handle a crisis, now is the perfect time to make sure the Association is prepared to handle a crisis. As one Communication Director noted, “Use peacetime to plan.”

While these are great resources, GLVR isn’t interested in sharing generic content with its membership. What we really need is localized content that empowers you and your clients.

GLVR is expanding its creation and sharing of content, and is on the right track with a newly formed Marketing Department, a recently launched e-magazine, and a website redesign being considered for 2018. GLVR’s new marketing team is looking forward to marrying national content resources with localized information, so that the content shared truly empowers our members and our consumers.

Voice of Real Estate This was a quick overview of key takeaways from the Communication Directors Institute, which was a great opportunity to network and brainstorm with other Associations that share the same communication issues and goals. The discussions proved that the Greater Lehigh Valley REALTORS® is a forward-thinking leader among local Associations, but there is always room for improvement. GLVR aims to be the voice of real estate in the Greater Lehigh Valley, and we will continue to strive for this mission through staff training and through consistent and professional communication practices.

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Coming Soon

By: Hank Lerner, Esq. director of law & policy at the Pennsylvania Association of Realtors®

There’s been a recent surge of confusion and angst over “coming soon” or other similar “pre-marketing” techniques. Whatever you might call it, brokers and agents need to remember that all marketing and advertising has to abide by the same basic rules.

Whether your listing is coming soon or already here, remember these dos and don’ts to make sure you’re staying compliant and protecting yourself.

DON’T advertise a property without written permission of the seller.

Standard of Practice 12-4 says Realtors® “shall not offer for sale/lease or advertise property without authority.” Section 604(a)(8) of the Real Estate Licensing and Registration Act goes further and prohibits “advertising any property without

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the written consent of the owner, or his authorized agent.”

Whatever the strategy is called, advertising without permission is prohibited.

And yes, Virginia, posting property information on Facebook or your website is advertising.

DO get a listing agreement. By which I mean a legally compliant and fully executed one.

Of course the most likely place to get permission to advertise is the listing contract, right? Though it theoretically may be possible to get advertising permission as a standalone document, it isn’t advisable.

Remember that RELRA says a licensee “is not entitled to recover a fee, commission or other valuable consideration in the absence of ” a signed agreement laying out the licensee’s services and the fees to be paid. There’s also a list of specific items that must be included in an exclusive listing agreement in order to be valid. A standalone document that only gives permission to advertise, but doesn’t meet these requirements won’t protect a broker’s right to be paid.

Further, Article 16 of the Code of Ethics says “Realtors® shall not engage in any practice or take any action inconsistent with exclusive representation or exclusive brokerage relationship agreements that other Realtors® have with clients.” No listing contract means no exclusive agreement…which means that other Realtors® are not prohibited from walking right up to that house and asking for the listing.

Finally, we’ve seen some instances where agents have sellers sign a listing contract, but don’t sign it themselves. Their argument appears to be that the seller’s signature has given advertising permission and committed to the exclusive relationship, but that the lack of broker’s signature means that MLS rules don’t apply yet. Sorry, but no. A contract isn’t a contract until both parties agree to it.

DO learn and follow your MLS submission rules.

MLS rules generally require that all listings be entered in the MLS within a certain period of time – usually 2-5 days. If the listing is to be an office exclusive, it still must be submitted but with a “certification signed by the seller that he does not desire the listing to be disseminated by the service.”

Regardless what you call it, once you get the listing contract signed, you must meet the MLS timeline for submission. Either it’s entered and given a status (some MLSs allow some sort of

off-market/coming soon status; others don’t), or it’s submitted with a waiver that it’s not to be displayed.

DO explain to your client what a waiver means.

The No. 1 suspicion we hear about seller MLS waivers is that “the seller didn’t understand what she was signing. If it was explained to them, they wouldn’t have agreed to it.” So, if this is part of your practice, make sure every waiver is an informed waiver, so there’s no question that the seller understands any plusses and minuses that may come from this sort of marketing.

Some waiver forms even have that language right on the form – “I understand that this could be better for me because ______, and might be bad because ______, but this is what I want.” Should you find yourself on the wrong end of an ethics complaint, this sort of thing could be a great help.

DON’T misrepresent the listing status.

There are two common scenarios we’re seeing here. The first is the listing entered as “temporarily off market” or “no showings”, when it turns out the listing agent has been showing the property to his own buyer-clients. That’s a problem – no showings means no showings. If what the agent means is “I’ll show it to my own clients, but won’t let anyone else in,” then the correct approach likely is to keep it from MLS display, since there’s no cooperation or compensation on the table.

The second is agents who include comments like “seller will review all offers Sunday at 5 pm,” but then regularly marks those listings as sold on Friday afternoon. If the intent is actually to hold all offers until the stated time, then fine, but if it’s entered that way to delay cooperating offers while the listing agent works to get offers from her own clients accepted earlier, then this is probably less than a “true picture” of the situation.

Remember that listing statuses are pretty much controlled at the local MLS level. If you feel there should be more or different statuses to reflect common local business practices, you should discuss those issues with the MLS.

DON’T get cute.

If there’s one piece of advice I could give, it’s “don’t get cute.”

Learn the relevant rules – which you’re probably following in the bulk of your practice already – and figure out the pretty simple changes or addenda you need to create (perhaps through your brokerage counsel) in order to accomplish your goals. If you just think it through, it’s not that hard to engage in most legit business practices and follow the rules at the same time.

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DepartmentUpdate Real Estate Academy

Foreclosures, Flips, Financing and More!

One day course = 7 CE credits plus an elective for ABR®

A

s a real estate professional, there are many factors to consider when you are working with investors, or when considering becoming an investor yourself. If you are seeking the fundamentals to better serve yourself or your investor clients on foreclosures, flips, rentals, financing, etc., the Greater Lehigh Valley Real Estate Academy (GLVREA) will soon hold the perfect course for practitioners looking to expand their business services.

GLVREA will hold “Real Estate Investing: Build Wealth Representing Investors and Becoming One Yourself ” on October 25, 2017.

This one day course will garner you 7 continuing education credits and is also an elective for the Accredited Buyer’s Representative (ABR®) designation.

The incomparable Melanie McLane will teach the skills needed to serve clients who want to invest in single family homes, condos, townhomes, and small multi-family properties. Attendees will also learn how to work with investors as they goal set, plan, evaluate and acquire properties, as well as manage them. In addition, students will learn how to become real estate investors themselves.

Sound interesting? Visit www.GLVREAcademy.com to learn more about the course and/or to register. Seating is limited; reserve your spot today!

The Greater Lehigh Valley Real Estate Academy (GLVREA) is offering “Real Estate Investing: Building Wealth Representing Investors and Becoming One Yourself” on October 25, 2017.

Visit www.GLVREAcademy.com to learn more and to register.

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DepartmentUpdate Professional Standards

Knowing or Reckless False Statements About Competitors

T

he Professional Standards department at the Greater Lehigh Valley REALTORS® fields numerous inquiries from both Realtors® and the public, on a number of issues related to real estate professionalism, transactions, and disputes.

In 2016, the most cited Article of the Code of Ethics in GLVR ethics cases were Articles 1, 11, 15, and 16.

Here is a Case Study related to Article 15 of the Code of Ethics, which states: Realtors® shall not knowingly or recklessly make false or misleading statements about other real estate professionals, their businesses, or their business practices. (Amended 1/12) Case #15-1: Knowing or Reckless False Statements About Competitors (Adopted Case #23-1 November, 1992.

Transferred to Article 15 November, 1994.)

Realtor® A operated a residential brokerage firm in a highly competitive market area. He frequently used information from the MLS as the basis for comparative ads and to keep close track of his listing and sales activity as well as his competition.

One day, while reviewing MLS data and comparing it to a competitor’s ad, Realtor® A noticed that Realtor® Z had used a diagram to demonstrate his market share, contrasting it with those of several other firms. The ad showed that Realtor® A had listed 10% of the properties in the MLS over the past three months.

Realtor® A thought this was low. His analysis of MLS data showed his market share was 11%. Realtor® A filed an ethics complaint against Realtor® Z citing Article 15 of the Code of Ethics in that Realtor® Z’s “obviously understated market

share claim” was a “misleading statement about competitors.”

Realtor® A’s complaint was considered by the Grievance Committee which determined that an ethics hearing should be held.

At the hearing, Realtor® Z testified he had always been truthful in his advertising and that all claims were based in fact. He produced an affidavit from the Board’s MLS administrator which indicated that a programming error had resulted in miscalculations and, after careful recomputation, Realtor® A’s market share over the past three months had been 10.9%. The administrator’s statement noted that this was the first time that information related to Realtor® A’s listings or sales had been misstated on the system. “I relied on information from the MLS. It’s always been accurate and I had no reason to even suspect it was wrong last month,” said Realtor® Z in his defense.

The Hearing Panel agreed with Realtor® Z’s logic, noting that a Realtor® should be able to rely on generally accurate information from reliable sources. They reasoned that if, on the other hand, the MLS had shown Realtor® A having, for example, 1% of the market, then Realtor® Z’s reliance on the information would have been “reckless” because Realtor® A had generally had a 10–15% market share and a reasonable conclusion would have been that the information from the MLS was seriously flawed.

The Hearing Panel concluded that Realtor® Z’s comparison with his competitors, while slightly inaccurate, was based on usually accurate and reliable information and had been made in good faith and while technically “misleading,” had not been “knowing” or “reckless”. Realtor® Z was found not to have violated Article 15.

Have a question about Education or Professional Standards?

Contact Diane Fetzer, Director of Professional Development, at Diane@GLVR.org.

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DepartmentUpdate Government Affairs

What’s Happening in

Government Affairs

Call To Action Urge the United States House of Representatives to support H.R. 2874, “The 21st Century Flood Reform Act.” H.R. 2874 reauthorizes the National Flood Insurance Program (NFIP) and makes a number of critical improvements to the NFIP including increased funds for mitigation activities, caps on overall premium increases, improved claim and mapping processes, as well as removing hurdles for more private market participation in the flood insurance market.

Reauthorization of the NFIP will help over 5 million homeowners in 22,000 communities around the country, so it is critical Congress acts now.

If Congress fails to take action to reauthorize the NFIP, it will expire by September 30, 2017.

Click here for more info and to view a sample letter to send to your Congress member.

National

The National Association of REALTORS® (NAR) announced that significant improvements to the “21st Century Flood Reform Act,” key legislation aimed at strengthening and reauthorizing the National Flood Insurance Program, have cleared the way for endorsement of the bill. Among the changes, Realtors® support the House Financial Services Committee’s commitment to retaining “grandfathering” – a policy that protects homeowners from significant rate increases when a flood map changes.

The most recent draft will also limit proposed increases to fees and rate hikes that policyholders faced under previous iterations of the legislation. Earlier versions of the legislation included more dramatic cost increases for homeowners and eliminated grandfathering protections beginning in 2021.

NAR President William E. Brown thanked the committee for working with Realtors® to strengthen the bill and announced NAR’s support for it: “House Financial Services Committee Chairman Jeb Hensarling (R-Texas), as well as Subcommittee on Housing and Insurance Chairman Sean Duffy (R-Wis.), deserve high praise for working with Realtors® to improve this legislation. The changes to the 21st Century Flood Reform Act will help give certainty to homeowners who have brought their property to code and have done their

Fair Housing Case Study In an effort to educate our members about the Fair Housing Act, we ask that you review the situation below that was used in a previous study in the Lehigh Valley: Tester #1, a Hispanic female, contacted a real estate agency to request information on purchasing a home with her husband.

Tester #1 spoke with an agent and said that she was interested in purchasing a home in Allentown. The agent asked Tester #1 where in Allentown she wanted to live and she said closest to Allentown. The agent asked if she preferred a particular school district and Tester #1 stated that she did not. Tester was also asked if she had any preferences for housing features, when she wanted to move and if she was selling her home. Tester #1 received an e-mail (from the agent containing 22 homes available for purchase priced between $157,750 and $180,000. 16 of the listings were located in Allentown and one of those homes was located in the Parkland school district in Allentown.

Tester #2, a White female, called a real estate agency to obtain information on buying a home with her husband. Tester #2 spoke with an agent and said she wanted to buy a home in Allentown. Tester #2 was asked personal questions including her current residence, if she lived in Allentown previously, if they had young children, if they had pets, timeline for moving and where her

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part to protect it against flood risk. It’s a fair and reasonable approach that recognizes the need for accessible, affordable flood insurance, while taking us one step closer towards reauthorization.

“This legislation protects taxpayers, as well as homeowners, which is no easy task. The September 30 reauthorization deadline still looms in front of us, and Realtors® are eager to see this legislation progress quickly. Leaders on both sides of the aisle are well aware that this issue touches 22,000 communities in every state, both coastal and inland. We’re grateful for the committee’s support and look forward to their continued efforts on behalf of homeowners.”

State

The Greater Lehigh Valley REALTORS® is tracking several pieces of legislation in Harrisburg that could impact the real estate industry and private property rights.

SB 76 (Property Tax Elimination) - The Property Tax Independence Act provides for tax levies and information related to taxes; authorizes the imposition of a personal income tax or an earned income tax by a school district subject to voter approval; provides for imposition of and exclusions from a sales and use tax for the stabilization of education funding, for increase to the personal income tax, for certain licenses, for hotel occupancy tax, for procedure and administration of the tax, for expiration of authority to issue certain debt and for reporting by local government units of debt outstanding; establishes the Education Stabilization Fund; provides for disbursements from the Education Stabilization Fund and for senior citizen property tax rent rebate assistance; and makes repeals. The bill authorizes school districts to levy, assess and collect a tax on personal income or a tax on earned income and net profits as a means of abolishing property taxation by the

school district. The tax shall be the Sales and Use Tax for the Stabilization of Education Funding and shall be a replacement for the sales and use tax authorized under Article II of the Tax Reform Code and that is repealed by the act. The bill also provides senior citizens with assistance in the form of property tax and rent rebates. As of June 29, the bill is sitting in the Senate Finance Committee.

HB 1285 (Property Tax Elimination) - Joint resolution proposing an amendment to the Constitution of the Commonwealth of Pennsylvania, further providing for exemptions and special provisions by authorizing the legislature to authorize local taxing authorities to exclude from taxation an amount based on the assessed value of homestead property. The exclusions authorized shall not exceed 100% of the assessed value (changed from 50 percent) of each homestead property within a local taxing jurisdiction. Constitutional amendments require approval in two consecutive legislative sessions and then approval by the voters through a referendum. The referendum will appear on the November ballot.

HB 1213 (Assessment Appeals) - Amends Title 53 (Municipalities Generally), in consolidated county assessment, further providing for short title and scope of chapter and for appeals by taxing districts and providing for standards of redress in appeals. The bill establishes that a taxing district may not appeal the assessment of property based on purchase or sale of the property, purchase or sale of a partial or total interest in the entity holding legal title to the property, financing or refinancing of the property, or certain investments in the property. Also provides taxing districts with the right to appeal an assessment. In an appeal brought before a board of assessment or court of this Commonwealth, the taxing district seeking to increase the assessment shall have the burden to prove that the proposed assessment is not inconsistent

husband worked. The agent also asked Tester #2 if she had any preferences for styles and housing features and Tester #2 said that they didn’t have any requirements. The agent said that Tester #2 would receive an e-mail with listings and additional e-mails if there were new homes listed or changes in pricing. The agent also offered to refer Tester #2 to a lender for a second opinion commenting that an offer could be declined if the lender is not local or prominent. Tester #2 received two emails containing 28 homes available for purchase priced between $142,500 and $175,000. All of the listings were outside the City of Allentown. Over a period of weeks, Tester #2 received several follow up e-mails as listings were added or updated. The email sent by the agent shows criteria for school district as “not Allentown.”

Conclusion: Different Treatment — Steering, Level of Service. Both testers expressed an interest in moving to Allentown. Only the Hispanic tester received listings for Allentown while the White tester received listings outside Allentown. Of the 48 total listings only two homes were offered to both testers. Information on electronic listings sent to the White tester indicated that she was restricted to homes outside the Allentown school district. In addition, the White tester was placed on an update e-mail list, asked more personal questions and offered a referral for local financing.

If you have any questions related to fair housing, please contact GLVR’s Government Affairs Director, Matthew Marks, at Matthew@ GLVR.org

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with the requirements of section 1 of Article VIII of the Constitution of Pennsylvania. The Pennsylvania Association of Realtors® is a member of a coalition supporting this legislation. However, there have been 67 amendments filed for this bill. As of June 28, the bill is sitting in the House Commerce Committee.

HB 331/SB 201 (Like-Kind Exchanges) - Amends the Tax Reform Code, in personal income tax, further providing for classes of income by adding that the requirements of section 1031 of the Internal Revenue Code referring to property that has been exchanged for similar property, shall be applicable. As of May 10, HB 331 is sitting in the House Appropriations Committee and as of May 18, SB 201 is sitting in the Senate Finance Committee.

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The Jim Thorpe Area School District recently selected 900 properties for spot assessment and even discussed including homes purchased over the last three years.

Residents rallied against the assessments and are working with the school district to halt the practice.

“Families are suffering,” Chies told the Times News.

“There are people who pay more in their taxes (per month) than they do in their mortgage. There are many owners whose work just pays their taxes.”

The all-too-common scenario described by Chies forces families to decide whether their tax bill is a higher priority over utility bills and groceries.

Although the threat of spot reassessment in the Jim Thorpe Area School District has been curbed, for now, the fight isn’t over in the Panther Valley School District.

Chies wrote a letter to Superintendent Dennis Kergick Sr. on behalf of the Association, asking him to consider halting the practice of spot assessments, which would result in benefiting the overall health of the community and the housing market.

The Association will continue to monitor the situation in Carbon County and will be a lead voice in support of our members and our community.

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Cass Chies, President of the Greater Lehigh Valley REALTORS®, was interviewed by the Times News about the practice of spot reassessments and the negative impact they are having on the housing market.

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REALTORSÂŽ POLITICAL ACTION COMMITTEE 2017 INVESTORS Kimberly Acosta Peter Adams Peter Adams Sharyn Adams Sharyn Adams Wajeeha Ahmed Wajeeha Ahmed Theresa Alfano Catharine Albertson Phillip Allen Theresa Alfano Michael Ameer-Beg Sebastian Phillip Allen Amico Kori Andralis-Erceg Michael Ameer-Beg Debra Andrews Sebastian Amico Paula Antario Christine Asmar Amspacher Belinda Kori Andralis-Erceg Albert Attieh Laura Aurigemma Debra Andrews Debra Bagarozzo Paula Antario Paveet Bali Jenna Anthony Suchismita Banerjee Katelynn BartholomewAnthony Donna Sacco Kelsey Arcelay Lori Bartkus Tiffany Aritz LeeAnn Baumer Timothy Arnold Susan Beattie Belinda Asmar Raymond Behan Albert Attieh David Beil Laura Aurigemma Randall Beitler Janice Benner Rachel Austin Christopher Bennick Debra Bagarozzo Diann Benscoter Raju Bains Merrill Beyer Brian Baker Nancy Bischoff Shannon Bakros Cynthia Bishop Richard Paveet BaliBogdanski Mary LaurenBeth BallietBohri Zoltan Boldizsar Donna Bartholomew-Sacco Mary Lynn Bonsall Lori Bartkus Tarrant Booker Karen Bosch Basak-Carey Alan Barbara Bottitta LeeAnn Baumer Lou SusanBottitta Beattie Faith Brenneisen Raymond Behan Catherine Breslin David Beil Darcel Bridges Randall Jo Beitler Bobbi Bromley Brandon Beltrame Michael Brown Marissa Burkholder Janice Benner Robert Bury Christopher Bennick Frank Calabrese Diann Benscoter Theresa Calantoni Michael Bernadyn Lori Campbell Merrill Beyer Suzete Campos Jon Capobianco Evagelia Bialobrzeski Dean Carnes Nancy Bischoff Gerard Carpinello Cynthia Bishop Carmelo Carrasco Eugene Bodogh Melissa Carreras Richard Bogdanski James Carroll Gabriel Casas David Bohning Sonia Castro Mary Beth Bohri Deborah CesanekZoltan Boldizsar Nothstein Karen Bonatz Janice Chrinko Mary Lynn Bonsall Christopher Christian James Christman Tarrant Booker Tiffani Christman Alan Bosch Stefan Cihylik Barbara Bottitta Jessica Cincilla Lou Bottitta

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Jeffrey Colfer Mark Duignam Jamie Bowman Todd George Elizabeth Hittinger Joseph Kospiah Robert Clarke Fritchman Paula Meilinger Reis Kotyuk Robin Colon Mary Ealer Patricia Karedis Robert Bradley Ken Gerardi Elizabeth Hoagland Roger Elizabeth Elissa Clausnitzer Mitchell Fry Susan Karper FrankLisa Renaldi Lisa Conover Helene Easterday Jennifer Brehm Lisa Gerstenblith Sylvia Merkel Bonnie Hoffman Koza Jo Ann Clyde Sherri Fucito Therese Kelley Diane Mertz Frank Renaldi Meryl Cooper William Eckert Jacqueline Breidinger Madleine Ghebremariam Christopher Hoffman Phyllis Koze Brian Coffman Beverley Galtman Victoria Kemmerer Christopher Mesch Samantha Rendine CorneliusGamble Philip Edmiston FaithCarol Brenneisen Cynthia Gilbert Dezzarae Thomas Hohl Heather Kramer Colangelo Danielle Adam Jennifer Kennedy Meyers Emma Reynolds Catherine Breslin Gail Hoover GayRibau Krauss Ronald Coleman Robert Cornelius Melissa GarcsarMirtha Eduardo Jayme Kerr Michael Gillis Garett Michaels Carlos Robin Colon Meredith Gardner RebeccaAubrecia MiklasHouston Rachel Riccobono Shiloh Cornelius Kelsey Elliott Dale KesslerLorraine Glaessgen Darcel Bridges Dawn Kresge Meryl Cooper Denise Garrity Mary Ellen Erdie Shane Keyser Miksits Denise Rich Alesia Coulter Bobbi Jo Bromley Michel Glower ElizabethMichael Howard Karen Kucharik Alesia Coulter Karen Gehringer Lisa Kishbaugh David Miller Julie Rich Evonne Courduff Jared Erhart Robert Brossman John Gober Richard Hrazanek William Kuklinski Evonne Courduff Todd George Betty Klein Debra Miller Carol Richard Sherry Ann Erney Michael Brown Cowen Cindy Courtright Anne Goldstein KimberlyDana Huber Kuntz Catherine Lisa Gerstenblith Susan Knoble MitchellDulceDouglas Ridder Goerlich CatherineCynthia Cowen Gilbert Dina Evangelou Christina Bryan Cox Jane Gonzalez Daniel Huber Stephanie LaBella MaryEllen Jill Koch Teresa Riggs-Fejes Thomas Michael Gillis Craig EvankoJason Kocsis Rittenhouse Cox Jennifer Bryan Cramer MaryEllen Mary Gonzalez Alfred Moll Bonnie Lynn Hufton Kathleen Joanna LaFaver Gloria Monks Roger Douglas Koffel Robert Ritter Cramer Glaessgen Patrice Fabozzi Sarah Buck Cressman Thomas Lorraine Toshya Gonzalez Tammy Huk Tzuying Lai Juan Morales Alick Cutrona Michel Glower Joseph Kolarik Kyle Roberts Roger Cressman Louis Falco Marc Burden William Gonzalez Leah Hunsicker Vickie Landis Rose Mott Karen Daley John Gober Shannon Kolling Myra Rodriguez Jeremy Cummings SheriSusan BurdenDalius Barbara Gorman Josh Mrozinski Patricia Husted Carol Landis-Pierce Jane Gonzalez Horace Farber David Kopes Victoria Roelke Elizabeth Cuozzo Kristina Fattorusso Marissa Burkholder Lisa Graul-Oswald Anna Huynh Lang Sean Mulrine Mark Damiano Mary Gonzalez Joseph Kospiah StuartShirley Rogers Linda Barbara Gorman Phyllis KozeAlyssa Graves Dwight Musselman Alick Cutrona Michele Fedorov Robert BuryDanese John Iannitelli Lanning JesseBradley Roldan Robert Natkie Kathy DeBellis Lisa Graul-Oswald JohnThomas Rosario Karen Daley Heathe Fehr Heather Kramer Frank Calabrese LIsa Green Lynda Ivarsson LaPella William Nesbitt Andrea Decker Alyssa Graves Gay Krauss SarahLeslie Rosner Lisa Dalition Kenneth Felix Lisa Calandra Kathleen Gregory Joel Ivory Lapidakis Danny Nimeh William Deibert Kathleen Gregory Karen Kucharik Robert Ross Susan Dalius Kathryn Fetzer Patricia Calantoni Michael Gregory Kristen Obert Jeffrey Jacobs Mary Laronge Deborah DeLong Michael Gregory William Kuklinski Thomas Roth John Dally Barbara Filaseta Petrina CalantoniDelVecchio John Gross Tina Jago Margaret Rowe Larter Marie Obert Christine John Gross Douglas Kuntz Christopher Mark Damiano Theresa Calantoni Kenneth Gross Ronald Ondishin Heidi Jaquith Marilyn DemendozaSean Rowe LaSalle Kenneth Gross Joseph Finnerty Stephanie LaBella Michelle Beth Guadagnino Joanna LaFaver Hershel Ruhmel Linda Danese A. Louise Finney BruceConte Campbell Beth GuadagninoTerry Oplinger Bashar Jarrah Vibeke Lavan Orlando Diaz Kathryn Orlando Joseph Guglielmo Tzuying Lai RobinTome Ruhmel Diane Davidson John Fiore Lori Campbell Joseph Guglielmo Daniel Jordan Lazaro Michael Dickinson Richard Orloski Norman Gundrum Carol Landis-Pierce Peter Ryan Paul Davison Louis Fisher Suzete Campos Sunny Gula Daniel Joseph Eric Leadbetter Robert Dieter William Ortiz Andrew Gusick Margaret Larter Nadya Salicetti Trisha DeBeer BethBrooke Cannon Dietrick Norman GundrumCarla Ortiz-Belliard Nicholas Kalogeras Katarine NancySanchez Leary Jason GutierrezMary Lou Fiske Sean LaSalle Beth DolinichKathy DeBellis Ouf Kaminski Erin Fleckenstein Jon Mary Capobianco Andrew Gusick Mohamed Joseph Maryann Lebus Robert Hackman Vibeke Lavan Osvaldo Sanchez Carol Dorey George HahalisJie Floyd Tome LazaroJason Gutierrez Juan Pagan Sands Andrea Decker Caden Caracciolo Michael Kaminski KarenJoseph Lepeta Stephen Dreisbach Panik Chuck Haley Joyce FolsomNancy LearyRobert Hackman Theresa Mary Andres Santana William Deibert Elizabeth Cardone Kane Ari Lester Jennifer Duarte Charalambos William Hall Maryann Lebus Patricia Saunders Rosario William Fonzone James Carfora Jennifer Hafer Patricia Karedis Bernadette Lewandoski Papageorgiou Anne Stuart DubbsSamuel Del Tiffany Hallett Joseph Lepeta Eric Schatz DeborahDonna DeLong HarmonyChristopher Forister Matthew Susan Karper Barry Lewis Eva Carl Dugan Ari Lester George Hahalis Ellen Passman Nicholas Schiavone Shabana Pathan DeanHelene Carnes Easterday Diana Delorey Trixie Hailye Melissa Keck Cliff Lewis Scott HarringtonKathleen Fosbenner Barry Lewis Matthew Schmoyer Andrea Patterson William Eckert Richard HartzellPhilip FowlerCliff Lewis Chuck Haley Ali DelSerro Gerard Carpinello Walter Keiper James Craig Liles Agnes Schoenberger Kelsey Elliott Hendricks Liles Haley Claudia Paulino Schrader ChristineKathy DelVecchio Jamie FraileyJames CraigElizabeth Carmelo Carrasco Regina Kelechava Susan Maryann Liles Cheryl Penuel Jared Erhart Monna Lou Maryann Liles Iona Schwartz Marilyn Demendoza-Conte Kim Frailey Melissa Carreras William Hall Therese Kelley Kelly Link Carrie Petrovich Dina Evangelou Henninger Salvatore Lisinichia Kent Seagreaves Laraine Demshock Rebecca Francis James Carroll Tiffany Hallett John Philapavage Victoria Kemmerer Salvatore Lisinichia Craig Evanko Alicia Hernandez Sureya Lococo Michael Seitz Janice Pigga Orlando Jessica Diaz Marcella Carter Jeffrey Hammel Jennifer Kennedy Louis Falco Hilbert Brandy Franco Andrea Lohman PurviSureya Shah Lococo Horace HoffmanJames Francois Timothy Bonnie DiBernardino Gabriel Casas Farber Jayme Kerr Andrea Lohman Christopher Donna LongHarmony Pat Pignitor Cheryl Sharayko Lucy Pilovsky Michele Christopher Hoffman EllenChristopher Shaughnessy Alicia Frear Boabdil Louison Sonia Castro Fedorov Sarajoy Dickey Scott Harrington Dale Kessler Long Amanda Pitts Kenneth Felix Thomas Hohl Barbara Shelly Michael Dickinson John Fretz Michael Madden Peter Cerruti Leslie Harris Shane Keyser Rodney Long Selena Polidura Barbara Filaseta Michael Howard Gail Magnant Michael Shelton Deborah Cesanek-Nothstein Dieter Kurt Fretz Matthew HartmanRichard Suzanne King Alex Lopez Pongracz A. Louise Finney Robert Richard Hrazanek Stanley Majewski Laurie Shenkman Kitrina Chaapel Brooke Dietrick Tamra Poust Robert Hartman Lisa Kishbaugh Mayisol Lopez Louis Fisher Dana Huber Richard Freyling Mark Marina Dandie Shiffert MaryChies Lou Fiske Bonnie Lynn Hufton Catherine Lacey Ditondo Sarah Fried Jon MarkleyRichard Hartzell Gale Pring Clarence Kistler Losch LauraKanda Shimer John Pryslak Erin Fleckenstein Mary Beth Tammy Matthew Marks Thomas Shive Janice Chrinko DolinichHuk Christopher Fritchman Virginia Harwood Christine Kizer Boabdil Louison Carolyn Qammaz Jie Floyd Patricia Husted Elizabeth Martinez MarcTyler Sholder Christopher Christian Derek Donatelli Glenn Fritts Cheryl Haughney Betty Klein Lucas Kristen Quijano Joyce Folsom Anna Huynh Michael Martinez Susan Shortell Bradley Christman ForisterHelene Donohue Tiffany Hayward Leticia Quinones Timothy Klotz Kimberly Lucas-Mantz Christopher John Iannitelli Marie Fry Frank Mastroianni Judith Shuman James Christman Carol Dorey Mitchell Fry Nicholas Heist Susan Knoble Mark Lutz Christopher Raad Kathleen Fosbenner Lynda Ivarsson Ladonna Mayo Kimberly Sidlar Philip Fowler Tiffani Christman Michael Joel DorneyIvory Sherri FucitoJoseph Mazurek Dineen HendersonGeorge Raad Jill Koch Macort DavidJames Simoes RaderKochik Jamie Arthur Mazzei Stefan CihylikFrailey Michele Jeffrey Dragani Jacobs Beverley Galtman Kathy Hendricks ChristineColleen Timothy SKutnik Michael Madden Anthony Ramos Kim Frailey Tina Jago Muchugia Mbugua Smith Jessica Cincilla Stephen Dreisbach Yanitza Galvan Monna Lou Henninger Lynn-Anne Kocon AishaGail Magnant Peter Ramos Rebecca Francis Heidi Jaquith Richard McCauley Cheryl Smith Robert Clarke Ada Duarte Adam Gamble Alicia Hernandez Lauren Ranzino Jason Kocsis Timothy Mahon Brandy Franco Bashar Jarrah Chad McConnaha Erin Smith Elissa Clausnitzer Jennifer Duarte Melissa Garcsar Lyndsie Hesener Thomas Kocsis Stanley Majewski Janet Rasely James Francois Daniel Joseph Kristine McCreary Gregory Smith James Raub Jo Ann Clyde Anne Stuart Dubbs Kalogeras Meredith Gardner William Hess Douglas Koffel Frank Mancuso John Fretz Nicholas John McDermott Robert Smith Fretz Joseph Kaminski BrianKurt Coffman Donna Dugan Denise Garrity Jessica Hilbert Daniel Rawleigh Joseph Kolarik Charles Mantz Michele McDonaldSteven Smith Lisa Razze Michael Kaminski Heinze GloriaMark LeeMarina Snover CarolRichard ColangeloFreyling Eva Dugan Karen Gehringer Corey Hill Shannon Kolling Deborah Reinhard Christopher Mary Kane Lori Measler CarolJon Snyder-Hare Ronald Coleman Margaret Dugan Michael Gensey Tracey Hillier David Kopes Markley

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Matthew Marks Janice Sobieski Reis Del Markward Xiaoxi Song Elizabeth Martinez Matthew Sorrentino Michael Martinez Caroline spears Santiago Martinez Earl Stafford Frank Mastroianni Joanne Stahl Matthew Starr Courtney Matthews Robert Stephens Jesse Maurer Douglas Sternberger Ladonna Mayo Michael Strickland Michele Sutch Mazur Luanne Joseph Mazurek Joseph Szivos Pamela Szivos Arthur Mazzei Peter Tabarani Muchugia Mbugua Justin Taglioli Richard McCauley Barbara Taylor Chad McConnaha Christa Taylor Kristine Tognoli McCreary Sandra Scott John Tomlinson McDermott Christina Trabosci Michele McDonald-Heinze Julie Turylo-Wargo Maria McDonough Nancy Unangst Kelly McGill Kristine Vanderpool Brigita McKelvie Theodore VanWert Zhanna Ved Lori Measler Ethel Velopolcek Mia Mecleary Marcia Villamil Paula Meilinger Daniela Villarejo Erica Mercado Joseph Vlossak Sylvia Merkel Ann Vlot Diane Mertz William Vogt Jessica Vooz Christopher Mesch Katrina DezzaraeWachob Meyers Amy Wakefield Garett Michaels James Wakefield Justine Micklus Jennifer Wales Michele Miezitis Dale Wallace Theodore Wallace Rebecca Miklas Shih-Chiung Wang Elizabeth Miksits Carrie Ward Connie Miller Robert Weber David Miller Colette Weir DebraWells Miller Erika Betsey Wenger Peter Miller Steven RhondaWerley Miller Charlene White Kelsy Millheim Denise Whitney Kimberly Mitchell-Goerlich David Wignovich MarkWildman Molchany Sally Alfred Moll Thomas Williams Filomonia WilliamsGloria Monks Freeman Juan Morales Audrey Winton Rose Mott Monika Wojtynski Thomas Moulder Thomas Woodring Yvonne Worman Josh Mrozinski Kimberly SuchismitaYandrisovitz Mukherjee Paul Yoder Sean Mulrine Daniel Young Dwight Musselman Judi Youssef Natkie DRobert Martin Zawarski Robert Nemeth Weston Zelenz Jennifer Ziegler William Nesbitt Theresa Ziegler Nancy Nicotera Tanya Niland

Danny Nimeh

George Raad

Andres Santana

Sarina Spinelli

James Wakefield

Cody Nimeh-Chapkovich

Christine Rader

Heather Santee

Noreen Spraga

Jennifer Wales

Irving Noble

Delphine Raka

Raymond Santiago

Earl Stafford

Dale

Wallace

John Nyari

Anthony Ramos

Faith Sarisky

Joanne Stahl

Theodore

Wallace

Laurie Nyce

Peter Ramos

Patricia Saunders

Nancy Stano

Michael Walters

Kristen Obert

Lauren Ranzino

Kirk Saylor

Matthew Starr

Shih-Chiung Wang

Marie Obert

Janet Rasely

Eric Schatz

Lauren Stehly

Carrie Ward

Jonathan Ohlsen

James Raub

Nicholas Schiavone

Robert Stephens

Janice Washeim-Krout

Jillian Olderman

Daniel Rawleigh

Jane Schiff

Douglas Sternberger

Christine Weaver

Ronald Ondishin

Lisa Razze

Jennifer Schimmel

Anthony Stratz

Robert Weber

Terry Oplinger

Dakoda Reece

Matthew Schmoyer

Michael Strickland

Tammy Weidner

Kathryn Orlando

Deborah Reinhard

Agnes Schoenberger

John Sullivan

Gary Weiland

Richard Orloski

Barbara Reinhold

Susan Schrader

Luanne Sutch

Michael Weinstein

William Ortiz

Roger Reis

Emily Schwalm

Laura Sverha

Colette Weir

Carla Ortiz-Belliard

Frank Renaldi

Iona Schwartz

Louise Sylvester

Erika Wells

Jeffrey Oswald

Frank Renaldi

Timothy Schwartz

Rebecca Symmes

Melissa Welsh

Mohamed Ouf

Samantha Rendine

Kent Seagreaves

Joseph Szivos

Betsey Wenger

Kelly Owens

Emma Reynolds

Michael Seislove

Pamela Szivos

Steven Werley

Nicole Ozoa

Carlos Ribau

Michael Seitz

Richard Szulborski

Catherine Wesoloski

Juan Pagan

Rachel Riccobono

Christine Shaffer

Peter Tabarani

Michael Whang

Robert Pandaleon

Denise Rich

Purvi Shah

Justin Taglioli

John Whitby

Theresa Panik

Julie Rich

Cheryl Sharayko

John Tanney

Charlene White

Charalambos Papageorgiou

Carol Richard

Ellen Shaughnessy

Barbara Taylor

Denise Whitney

Ellen Passman

David Rickert

Jo Ann Sheesley

Christa Taylor

David Wignovich

Jitendra Patel

Dulce Ridder

Barbara Shelly

Stefanie Terico

Jon Wilcox

Shabana Pathan

Teresa Riggs-Fejes

Michael Shelton

Charles Thomas

Sally Wildman

Susan Patt

Donna Rindgen

Laurie Shenkman

Eric Tielemans

Thomas Williams

Andrea Patterson

Kathleen Rittenhouse

Peter Sheridan

Anita Tish

Filomonia Williams-Freeman

Claudia Paulino

Robert Ritter

Dandie Shiffert

Sandra Tognoli

Helen Wilten

Cheryl Penuel

Kyle Roberts

Kristina Shimer

Scott Tomlinson

Logan Winchester

Viviana Peralta

Myra Rodriguez

Laura Shimer

Christina Trabosci

Audrey Winton

Lisa Perin

Victoria Roelke

Thomas Shive

David Tretter

Monika Wojtynski

Laina Perpente

Stuart Rogers

Marc Sholder

Debra Trimmer

Joy Wolf

Yinette Perreault

Nancy Rojas

Susan Shortell

Frank Trovato

Regina Wolkoff

Carrie Petrovich

Jesse Roldan

Judith Shuman

Christopher Troxell

Thomas Woodring

John Philapavage

Elizabeth Roma

Jeffrey Sibel

Julie Turylo-Wargo

Yvonne Worman

Janice Pigga

John Rosario

Kimberly Sidlar

Nancy Unangst

Lisa Wright

Pat Pignitor

Sarah Rosner

David Simoes

Dara VandeBunte

Robin Wright

Lucy Pilovsky

Robert Ross

Timothy SKutnik

Kristine Vanderpool

Hui-Bing Wu

Andrew Pingyar

Thomas Roth

Aisha Smith

Theodore VanWert

William Wyland

Amanda Pitts

Christopher Rowe

Cheryl Smith

Zhanna Ved

Kimberly Yandrisovitz

Selena Polidura

Michelle Rowe

Erin Smith

Heidy Vega

Kevin Yarnall

Richard Pongracz

Ruenn Rowe

Gregory Smith

Dennise Velasquez

Paul Yoder

Justin Porembo

Hershel Ruhmel

Robert Smith

Ethel Velopolcek

Steven Yost

Sharon Porter

Robin Ruhmel

Steven Smith

Lawrence Ventrudo

Daniel Young

Frank Posocco

Arlen Rupp

Dennis Snell

Marcia Villamil

Jay Young

Tamra Poust

Salvatore Ruta

Henry Sniezek

Janiris Villar

Jennifer Young

David Powers

Gail Ruth

Gloria Lee Snover

Daniela Villarejo

Virginia Youravich

Michael Powers

Jessica Ryan

Elizabeth Snyder

Barrington Virgo

Judi Youssef

Gale Pring

Peter Ryan

Kenneth Snyder

Joseph Vlossak

D Martin Zawarski

John Pryslak

Deanne Saab

Carol Snyder-Hare

Ann Vlot

Weston Zelenz

Upendra Puri

Nadya Salicetti

Janice Sobieski Reis

Sharon Vogt

Lisa Zezoney

Carolyn Qammaz

James Samois

Valarie Solosky

William Vogt

Jennifer Ziegler

Kristen Quijano

Katarine Sanchez

Patrick Sommer

Jessica Vooz

Lee Ziegler

Leticia Quinones

Marielis Sanchez

Xiaoxi Song

Katrina Wachob

Theresa Ziegler

Jennifer Quiring

Osvaldo Sanchez

Matthew Sorrentino

Megan Waits

Deanna Zuercher

Christopher Raad

Karen Sands

Caroline Spears

Amy Wakefield

2017 RPAC STATS

Dollars invested

$42,754.08

Number of investors

587

First time investors

138

All information reflects statistics for RPAC investments in 2017

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GLVR Event Photos Boys & Girls Club June 2017

Carbon Bus Tour July 2017

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Allentown Walking Tour & Happy Hour August 2017

GLVR Signature Event June 2017

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5

CONSIDERATIONS FOR YOUR SET OF WHEELS

You know the saying “If you look good, you feel good”. Most realtors know to how to dress appropriately for their clientele.

Studies show conservative and casual clothing styles are likely to portray a more reliable and self-controlled personality. A more formal attire conveys an “unfriendly personality and a sense of unease in others.” But, what about your car?

What does your car say about you? You’ve probably asked yourself, “Does it matter to my clients what car I drive?” Among realtors, there seem to be two schools of thought when it comes to their Cars or SUV’s:

• My car gives potential clients the impression that I am successful.

• All that matters is that whatever I drive is clean and reliable.

Having a potential buyer in the car gives you a chance to educate them about the current housing market, the contracts, inspections and get to know their tastes.

As Realtors and Brokers contemplate this conundrum, here are 5 Points to Consider when choosing your next set of wheels…

1) LUXURY VEHICLES ONLY...

Depending on the homes you typically sell, you may drive a Maserati. If you are working high-end clients, driving a modest car shows you either very consertative or you can’t afford a better car.

Agents who drive a nice car want to project a classy, successful image to their clients, so they choose the style and brand they feel will accomplish that. One of their biggest arguments is that a nice car gives the client confidence that they do their job well, so why wouldn’t they trust them to sell or buy their home?

Driving a higher price vehicle indicates to your clients that you’re likely successful at what you do. While some might see a luxury car as a sign of success, others might see it as showy.

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You might be of the opinion that “It doesn’t matter what you drive.

It matters how you treat people. Most real estate agents believe the following “musts” for their cars: • It must be fairly new and dent-free with shiny paint

• It must be clean, inside and out

• It must seat at least two other adults

• It must be reliable, safe and insured

2) FUEL EFFICIENT VEHICLES...

According to the National Association of Realtors (NAR), agents drive collectively 3.6 billion miles a year…You probably contributed several thousand miles of your own to that huge number! So, fuel consumption and expenses can get very high when topping off your tank at $50 or $60 per gas station visit.

There are many benefits to driving a fuel efficient vehicle. Real estate agents put in a lot of miles on the road, and the car they emerge from to shake hands with new prospects may influence how they are perceived by potential clients.

3) MATCH YOUR TARGET DEMOGRAPHIC...

Some think it is best to connect with whoever your client base may be. It could be awkward for you to drive your high earning client in an older vehicle or vice versa. If you live in a suburban or rural area, drive a Sports Utility Vehicle (SUV). In all-weather regions, make sure your vehicle has All Wheel Drive. If you serve a lot of young families, then consider a crossover SUV or minivan.

You want your clients to know that you are successful and can manage your money, but do not want to come off as the person who overspends their money on brand new cars that don’t hold their value.

4) LEASE OR BUY? More car, less money--it’s hard to argue with that combination.

That’s why more real estate agents and brokers are deciding to lease rather than buy. At first glance, leasing would appear to be a no-brainer. Consider the popular INFINITI Q50 Sedan. A typical three-year lease can shave your monthly payment by $100 or more. There are tax benefits, too, if you use your car for your real estate business.

The only catch is that many leases have mileage restrictions that make you pay per mile once you go over a set mileage. For more on buying vs leasing your car, check out this GREAT ARTICLE from Realtor Magazine or call the Greater Lehigh Valley Realtors preferred automotive group at Bennett INFINITI of Allentown. infinitiofallentown.com

5) YOUR PERSONAL PREFERENCE...

What is your personal branding strategy? Do clients know you as the “Cool Realtor” servicing a community’s up and coming neighborhood? Or the “Family Realtor” with listings near great schools?

Are you the “Fancy Realtor” with luxury and vacation properties?

Whatever you may be known as, make sure your car matches your persona.

This probably won’t surprise many of you, but appearances matter in our industry. A lot. This is why having a modern, clean car that fits your personal brand is so important.

So, what type of car SHOULD Realtors drive? The short answer is a mix of your client’s lifestyle preferences and your personal preference. The best choice, some agents say, is a car that reflects success but doesn’t flaunt.

Deciding on your next vehicle purchase, consider an INFINITI - the Luxury Vehicle Division of Nissan. INFINITI makes cars and SUVs that fit a realtors day-to-day perfectly…practical, spacious, and durable.

As the official automotive sponsor of the Greater Lehigh Valley Realtors, Bennett INFINITI of Allentown has an exclusive offer for all members and associates of GLVR. You will find an awardwinning staff and Affordable Luxury at BENNETT INFINITI of Allentown. Visit infinitiofallentown.com for your next car…

Real Estate is a people business and ultimately your leads chose you as an agent because they like you. This is not to say that all of the above points don’t matter, but ultimately Real Estate is about connecting with members of your local community. Consider members of your client base first and go from there!

The appearance of your car makes a difference in the way you’re perceived by customers. Therefore, you may likely buy a new car every two or three years anyway. When you lease, you can expense the percentage you use for business, and that expense can be up to the entire payment. Whereas when you buy a car, you can deduct only a limited amount of the depreciation. The more expensive the automobile, the bigger the tax advantage of leasing.

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Your Answer to Zillow’s ‘Instant Offers’ Daily Real Estate News | Friday, May 26, 2017

I

n select markets today, the competition isn’t just from other neighborhood brokerages.

It’s also from companies like OpenDoor.com and OfferPad.com, with attractive online platforms that promise sellers a quick, hasslefree, cash sale. In May, Zillow joined the fray, introducing its “Instant Offers” platform in two test markets, Las Vegas and Orlando, Fla. (Phoenix was added as a test market in August). The platform enables sellers to receive and compare cash offers from selected investors, as well as obtain a CMA from one of Zillow’s paying customers, a Zillow Premier Agent.

For many real estate agents, these online marketplaces feel like a threat to their role in the transaction and their livelihood. Zillow, which makes a significant share of its revenue providing tools and services to real estate agents, has moved to dispel that concern, saying it will encourage, but not require, sellers to connect with an agent to close the transaction.

It remains to be seen whether Zillow will be successful enough to expand Instant Offers to more markets. If it does, the promise of a quick sale may capture some consumers’ attention.

But many professionals say they relish the opportunity to compete and communicate their value as a real estate professional.

What would you say to sellers who are considering the option of a direct, cash sale?

Here are six talking points.

• I work in this market and know the community better than any website could.

• I will help you get your house ready for sale.

• I will market your home to the widest possible audience, not just investors seeking to make a profit on your home.

• I will aim to get you the best offer possible, and I have the skills to help you negotiate the terms of the sale.

• One of the best parts of my job is helping you find a buyer who will love your home the way

you do.

• As a REALTOR®, I follow a Code of Ethics that includes a pledge to “protect and promote the interests of [my] client” (Article 1). These online companies may facilitate your transaction, but not necessarily with your interests in mind. With “Instant Offers,” unless you choose to work with an agent, you’ll be on your own handling the details of the transaction.

If past performance is any indicator of the future, sellers will continue to gravitate your way. The National Association of REALTORS®’ 2016 Profile of Home Buyers and Sellers showed that 89 percent of sellers worked with a real estate professional to sell their homes. Only 8 percent of home sales in 2016 were FSBOs, a form of which is direct sales.

Still, direct sales may pose other challenges to the industry.

In addition to competing for sellers’ attention, these online investor sales may exacerbate the already tight inventory situation many of your buyer clients are facing. Instant Offers, for example, connects sellers with a small group of investors who are partnering with Zillow.

Sellers who go that route are taking their home out of the inventory for the average buyer.

Also, sellers who choose direct sales aren’t listing their property on the MLS. How will that affect the reliability of MLS data? Not just real estate professionals but also economists and governments use that data to spot market trends, determine fair market values, and make plans.

John Mosey, president of NorthstarMLS, which serves more than 16,000 real estate professionals in Minnesota and western Wisconsin, sees no cause for concern on that front. “We’ve dealt with things like the ‘coming soon’ phenomenon and off-MLS activity, and we’re seeing that these trends aren’t shifting FSBO numbers,” he says. “Our transaction volume in 2016 was $19 billion, and we’re in the Midwest, where market values don’t come close to the coasts. So you don’t need the offmarket activity to get a true picture of what’s going on. I think the potential harm with these off-market listings is that a lot of them have never been market-tested, so it’s hard to get an accurate appraisal.”

If nothing else, Mosey adds, direct-sale platforms are yet another innovation that should make both MLSs and practitioners think more deeply about how to communicate their value.

Denee Evans, CEO of the Council of Multiple Listing Services, lives in Las Vegas where Instant Offers is being tested. She draws a correlation between real estate and her previous work in the financial industry. “Even when people began doing their own online trading, there was a healthy industry for financial planners. You need a professional to help you with that. There are too many little things to keep track of,” she says.

“Even with my real estate knowledge, I don’t buy and sell houses myself,” Evans says.

“There’s no replacement for a professional who does this every day and knows the ins and outs of the market.”

—Graham Wood, REALTOR® Magazine

Why Isn’t GLVR Taking a Stand?

“We’ve seen many Realtors® speak out on social media about [the issue of Zillow’s new Instant Offers feature] and many have called for boycotts. While individual brokers and agents can certainly make independent business decisions about distributing their own listing content, we want to caution members against starting or promoting group boycotts of Zillow. It’s unlawful for associations to encourage members to withhold listings or business from any company, or to adopt rules that would prevent them from doing so.” - Hank Lerner, PAR Director of Law and Policy

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2017

POLITICAL OUTLOOK THURSDAY, SEPTEMBER 21

Steel Stacks, Fowler Blast Furnace Room 9 am - 12 pm | Register ims.glvr.org Doors open at 9:00am. Breakfast buffet/networking available until 9:50. Meeting begins at 9:50am

Jamie Gregory, VP/Deputy Chief Lobbyist, National Association of Realtors® will give an update on legislative issues from Washington, D.C Derenda Updegrave, Director of Public Policy and Political Affairs at the Pennsylvania Association of Realtors® will give an update on legislative issues from Harrisburg.

Matthew Marks, Government Affairs Director, Greater Lehigh Valley Realtors® will give an update on legislative issues from Carbon, Lehigh and Northampton counties.

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