ABOVE Winter 2013

YOU’RE INVITED TO THE PARTY! PLAN FOR R4 PAGE 26

THE RE/MAX MAGAZINE WINTER 2013 REMAX.COM/ABOVE

VISIBILITY CREDIBILITY FOUNDATION Enjoying the Advantages of Four Decades on Top

PLUS MyRU DEBUTS

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GARY VEE! 29

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PAGES OF HISTORY INSIDE!

NEXT BIG THINGS 39

PAGE 30

Keep your short sales moving With an escalation web tool for RE/MAX®agents When you’re working on a short sale, communication between the agent and the servicer is critical to success. That’s why Bank of America has provided a convenient escalation web tool for RE/MAX agents that can help resolve short sale issues quickly and keep the process moving.

Understand when it may be appropriate to escalate. Resolving an issue always begins with contacting your assigned Short Sale specialist through Equator.® The welcome page of the escalation web tool provides guidelines to help you understand when it may be appropriate to submit an escalation as well as how to use the tool.

Connect to a dedicated team. If an escalation is appropriate, simply complete all required fields on the escalations form and click Submit. Your escalation will be sent directly to the RE/MAX Escalations team, who will contact you within two business days.

Actual resolution of an issue can take up to 30 days depending on the situation.

A resource for buyer’s agents. Buyer’s agents may also submit escalations that will be reviewed and acknowledged. However, to protect the seller’s privacy, specific transaction information will be provided only to the listing agent.

This escalation web tool is just one more way Bank of America is working to make the short sale process easier for RE/MAX agents.

To learn more, please visit the REO-Short Sale Initiatives page on RE/MAX Mainstreet.®

THIS INFORMATION IS NOT INTENDED OR AUTHORIZED FOR CONSUMER DISTRIBUTION. All trademarks are the property of Bank of America Corporation or their respective owners.

Bank of America and other advertised companies are separate entities; each is independently responsible for its products, services and incentives.

Bank of America, N.A., Member FDIC. Equal Housing Lender. ©2011 Bank of America Corporation.

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OPENING REMARKS

What 40 years really means

BY MARGARET KELLY, CHIEF EXECUTIVE OFFICER, RE/MAX, LLC

Margaret Kelly is one of the most well-known, well-liked and highly respected leaders in the real estate industry. In her 25 years with RE/MAX, she has initiated and inspired tremendous growth, innovation, creativity, compassion and results. As CEO of RE/MAX, she dedicates her efforts to maintaining a culture of collaboration across the network and across the industry for the benefit of real estate professionals and the consumers they serve.

ABOUT THIS COLUMN Opening Remarks features the thoughts of top RE/MAX leaders, speaking on major themes within ABOVE.

I

T’S BEEN 40 YEARS SINCE DAVE and Gail Liniger made their huge leap of faith, betting their futures on a belief in themselves and a great idea.

Richard Nixon was president, “All in the Family” was must-see TV and the average price of a home was about $32,000.

It’s fun to think about what the world looked like – and what we all looked like – in 1973, but the real meaning of our 40th anniversary goes far beyond nostalgia.

The essence of the 40th is the competitive edge it represents, involving elements like credibility, stability and reputation. An agent who joined RE/MAX last month – even if he wasn’t born in 1973 – already has all of those things working for him. It’s a built-in edge.

You know the old line about buying a certain make of car and then seeing it everywhere? A similar thing happens in our profession, but with a twist.

Consider a couple on the verge of buying their first home. They’ve seen RE/MAX yard signs and ads for years, but they’ve never really paid attention because they had no need to. Now, though, when it’s time to care about real estate and choose an agent, RE/MAX is top of mind.

That’s what happens with a brand presence built up over a long time and viewed as the cream of the crop. It brings the sort of awareness and trust new brands would kill for. And we – all of us – have it, because for 40 years RE/MAX has attracted the best agents and been defined by their actions.

Every agent who has worn a RE/MAX pin has contributed to what we are today. Every interaction, situation and transaction is woven into our collective image.

Whether you’ve been with us for 20 days, 20 months or 20 years, you are the face of the company to the people you work with or know. And because you’re so good at what you do, the foundation we have grows even stronger every day.

So as we highlight the 40th anniversary throughout the year – and I really hope you’ll be at R4 for the big celebration – you should know that it’s as much about you as it is about Dave and Gail. They started the ball rolling – and continue to lead us, with amazing courage and vision – but the rest wouldn’t have been possible without people like you.

Happy 40th. I’ll see you soon in Las Vegas!

REMA X .COM/ABOVE • WINTER 2013

1

features

Back then, women were turned away from real estate offices, and the maximum commission concept was very new. Our competitors said we’d never survive. But RE/MAX was innovative.

– MARY GEDACK, RE/MAX ALLIANCE, WESTMINSTER, COLO. JOINED IN 1976

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

CONTENTS

26 30

AN EPIC CELEBRATION The 2013 RE/MAX R4 Convention will celebrate the network’s legendary history while looking ahead to what Associates will need to stay competitive and on top.

FEBRUARY 25 – 28, 2013 LAS VEGAS, NEVADA

RE/MAX AT 40 A lot can happen in 40 years – and did! In celebration of the 40th anniversary of RE/MAX, here’s a year-byyear timeline that highlights just a fraction of what made RE/MAX the powerhouse it is today.

ABOVE ONLINE View this and past editions of ABOVE at

remax.com/above. Enhanced with videos and additional resources, the ABOVE website is a fun, interactive way to experience and share the magazine.

You’re thinking about selling homes. But what are online customers thinking about you?

Don’t worry! SOCIAL IMPACT from Homes.com keeps your online reputation safe and sound.

With Social Impact from Homes.com, our online reputation experts work for you. We’ll ensure you have a positive online presence, allowing you time to focus on what you do best—selling real estate. RE/MAX® associates receive 20% off the Social Impact package!

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departments

IN EVERY ISSUE:

ABOVE

01 OPENING REMARKS 48 JUST FOR FUN

®

WINTER 2013, VOL. 3, NO. 1 ABOVE, a quarterly publication (January, April, July, October), is the official magazine of RE/MAX, LLC, the international real estate franchisor serving the industry’s most productive Sales Associates.

RE/MAX World Headquarters 5075 S. Syracuse St. Denver, CO 80237-2712 PO Box 3907 Englewood, CO 80155

remax.com

23

®

RE/MAX, LLC CHAIRMAN & CO-FOUNDER Dave Liniger VICE-CHAIRMAN & CO-FOUNDER Gail Liniger

15

39

CHIEF EXECUTIVE OFFICER Margaret Kelly PRESIDENT Vinnie Tracey EXECUTIVE VICE PRESIDENT, GLOBAL COMMUNICATIONS AND BRANDING Mike Ryan

ABOVE DIRECTOR, CHIEF NEWS EDITOR George White

INSIDE STORY

CREATIVE SERVICES DIRECTOR Collin Meek

6 SNAPSHOTS

SENIOR EDITOR Amanda Derengowski

Relief after Superstorm Sandy, RE/MAX Commercial website debuts, RE/MAX tops Entrepreneur’s 2013 Franchise 500, and more!

EDITOR Deborah Ball Kearns

To reach the editors of ABOVE, call 303.796.3573 or email above@remax.com.

To order additional copies, call the RE/MAX Order Desk at 303.796.3672 or visit www.remax.net.

15 LAYING THE GROUNDWORK FOR GREATNESS The leaders of RE/MAX China foresee limitless opportunities and positive consumer reception as RE/MAX launches in China.

18 LEADING THE CHARGE John Veneziano and the 70 Sales Associates in his brokerage are enjoying the results after moving from ERA to RE/MAX.

FULL SPECTRUM

39 THE NEXT BIG THINGS From attracting clients around the globe to honing their digital marketing strategies, these agents are paying attention to emerging opportunities.

20 UNDER THE HOOD The new remax.com delivers more leads, more listings, more customization – and more business to RE/MAX Associates.

23 MEET THE NEW MyRU MyRU, the latest evolution in the industry-leading education offered by RE/MAX University, delivers an interactive, customtailored eLearning experience.

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

RE/MAX, LLC, is not responsible for the content of advertisements and assumes no liability for any claims arising therefrom.

RE/MAX, LLC, is an Equal Opportunity Employer and supports the Fair Housing Act. Each RE/MAX office is independently owned and operated. ®

42 STAY THE COURSE BUILDING BLOCKS

Copyright © 2013 RE/MAX, LLC. All rights reserved. ABOVE is a registered trademark of RE/MAX, LLC. The material herein may not be duplicated, copied or reproduced – in whole or in part – in any way without written permission. ABOVE magazine is provided to RE/MAX Affiliates as one of many benefits. The opinions of guest contributors and interviewed guests are their own and not necessarily those of RE/MAX, LLC, or its Affiliates, or any of its owners, officers, employees or agents.

Wayne Moen, President of the Canadian Real Estate Association, discusses his tenure and what lies ahead for the Canadian market.

ABOVE & BEYOND

44 SERVING THOSE WHO SERVE RE/MAX agents find success and fulfillment helping military families buy and sell homes.

47 SCOUT’S HONOR Through her longtime commitment to Scouting, Sharon Watson has helped generations of young people learn to lead.

www.hungryeyemedia.com 800.852.0857 PRESIDENT Brendan Harrington EDITOR Tom Wilmes ART DIRECTOR Lindsay Burke PROJECT MANAGER Susan Humphrey NATIONAL AD SALES

Susan Wist 303.378.1626 susanwist @hungryeyemedia.com

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INSIDE STORY

SNAPSHOTS

SANDY

BY THE NUMBERS

In the Aftermath of

SANDY RE/MAX RELIEF FUND DONATIONS HELP AGENTS IN NEED

RE/MAX OF NEW JERSEY Regional Director Amanda Brown expected the worst when she toured the popular tourist town of Point Pleasant on the Jersey Shore a few weeks after Superstorm Sandy wreaked havoc on the East Coast.

Brown had heard from RE/MAX Associates that their homes were destroyed,

offices were lost and countless transactions were in jeopardy of not closing.

When Brown arrived to survey the damage, she was taken aback for an unexpected reason.

“Everyone was in cleanup mode,” Brown says.

“It was one of the most inspiring things I’ve ever witnessed. You had offices

Best

that were completely ripped out and agents who had lost their homes, yet everyone was determined to get this mess cleaned up.”

RE/MAX Affiliates who were affected by Sandy had a unique resource to turn to: The RE/MAX Relief Fund. It can provide immediate aid when catastrophe hits the RE/MAX family.

Rene Zipfel, a Sales Associate with RE/MAX Real Estate in Lavallette, N.J., lost her home on Ortley Beach — one of the hardest-hit neighborhoods — and nearly all of her business. The RE/MAX Relief Fund assistance came at just the right time.

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Zipfel’s family used the money for food, gas and incidental items.

“It helped us tremendously,” she says.

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

Months later, Zipfel and her family now live in a rental property, and she is trying to rebuild her business as cleanup continues in her island community.

“I had two closings scheduled in November that didn’t happen,” Zipfel says.

“It’s tough to re-establish and market your business on a budget of zero.”

Valerie Shalomoff’s Long Island home flooded and was without power and heat for more than two weeks. Her family also lost both of their cars. Assistance from the RE/MAX Relief Fund was the first type of aid she received from any agency or group.

“We still haven’t seen

anything from the insurance company,” says Shalomoff, a Sales Associate with RE/MAX Liberty in Queens, N.Y. “The money we received from the Relief Fund helped pay the bills.”

The Relief Fund distrib-

uted more than $30,000 in aid to the first group of East Coast applicants.

RE/MAX Affiliates have donated more than $35,000 to the Relief Fund to help Sandy victims.

“We are fortunate to have

had such a quick response from the RE/MAX network,” says Mike Reagan, President of the RE/MAX Relief Fund.

“We continue to keep those impacted by the storm in our thoughts, and hope for a quick recovery.”

WANT TO HELP? NEED ASSISTANCE? The RE/MAX Relief Fund provides help when catastrophe hits. Download a donation form or application for aid on RE/MAX Mainstreet. Email relieffund@remax.net.

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INSIDE STORY

SNAPSHOTS

REMAXCOMMERCIAL.COM. HIGHLIGHTS. 250,000 commercial listings 35,000 unique visitors in first month 118,029 page views in first month Commercial leadgeneration for RE/MAX Associates around the world

A STRONG Debut

Websites for Commercial Offices, Divisions and Practitioners Blog covering top RE/MAX Commercial dealmakers, their deals and hot industry topics Global industry news A comprehensive directory of services – and more!

IN ITS FIRST MONTH, 35,000 UNIQUE VISITORS MADE THEIR WAY TO remaxcommercial.com, the new, standalone website dedicated to reinforcing RE/MAX as a top global commercial real estate brokerage network.

The new RE/MAX Commercial website, which launched in mid-November, features nearly 250,000 commercial listings from around the world, and not just RE/MAX listings. The site generates leads worldwide and distributes them to RE/MAX Commercial Practitioners through LoopNet, Gryphtech and the commercial side of MLSs. A key perk: RE/MAX Commercial Practitioners still benefit from the power of remax.com, which routes all consumer traffic seeking commercial real estate listings to the RE/MAX Commercial website. Links to remaxcommercial.com appear right on the remax.com home page and numerous other pages throughout remax.com, which averaged 4 million visits – MARK HULSEY, RE/MAX RESULTS-COMMERCIAL DIVISION, per month in 2012.

ST. PAUL, MINN. The big goal of the remaxcommercial.com site is to influence buyers, sellers, landlords, tenants, brokers, bankers, municipalities, and other commercial professionals to choose their local RE/MAX Commercial Practitioner for their investment needs.

By having RE/MAX Commercial on a standalone site, it’s not just a sub-brand of remax.com anymore. That separation is important for commercial brokers. For us to be more competitive online and even the playing field, we needed this.

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

I N D USTRY ANALYSIS

Chairman Dave Liniger weighs in on lending standards LENDING REGULATIONS HAVE become overly strict in response to the loose lending standards that contributed to the housing downturn. Tighter restrictions are stifling the housing recovery, Dave Liniger said in a point-counterpoint feature in the January 2013 issue of DS News magazine.

“The reaction of the lending industry to the housing crisis was to overreact.

The pendulum of reason has swung too

far in the opposite direction,” he said.

The RE/MAX Chairman and CoFounder presented his thoughts alongside Ivy Zelman, CEO of real estate analysis company Zelman & Associates, in a discussion on whether regulators have “overreached” in tightening lending regulations.

Liniger went on to state that despite incredible interest rates and favorable home prices, the stringent policies are not just stalling

the housing industry, but also the nation’s recovery from the recession.

“What this market desperately needs is commonsense regulation and lending,” he said. “Housing policies should truly safeguard consumers without stifling economic growth.”

For her part, Zelman stated that ongoing uncertainty has led lenders to tighten their restrictions above and beyond what is required. What’s needed, she said, is more clarity in the rules, which will let lenders get back to offering mortgages to creditworthy borrowers.

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REMA X .COM/ABOVE 12/19/12 • WINTER 2013 9:24 AM

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INSIDE STORY

SNAPSHOTS

What motivates you to keep aiming higher in your career?

Jodee: Setting goals helps keep me on schedule and in check. And my husband and two boys are my biggest supporters.

Chopper: It’s a matter of selfmotivation – I love what I do and I won’t settle for second best. Only the lead dog has the best view.

Cherie: Always wanting better for myself and my clients. I’ve worked hard to have a great reputation; part of that is personality, the other is how you do business. If you’re honest, strive to learn more and are the best you can be, then the rewards are endless.

Sherri: You get out of life what you put into it. It’s that simple. My family, my two Chihuahuas and my peers keep me working harder and harder.

4x4

MAXIMIZE RESULTS Four top producers answer four questions on performing at the highest level.

How do you manage tough decisions and situations?

Jodee: RE/MAX Mainstreet is filled with resources, and I use the Design Center to create marketing fliers. I’m also loving our local MLS database online. My most recent training, Brian Buffini’s Peak Producers, has also made a big difference.

Chopper: LeadStreet helps keep our buyers and sellers engaged, and the new Every Door Direct Mail program from the USPS has proven to be a great tool.

Cherie: I’m an old Top Producer user and usually carry 90 listings at a time.

Sherri: It’s almost impossible to function without my iPad, and I believe my phone has become a permanent part of my face! It’s critical to anyone’s success to be visible on a consistent basis and to have 24/7 “virtual availability” for clients.

What new market segment would you like to explore in 2013?

Jodee: I stay focused on the task at hand, tap into all my resources and get creative. I’m the facilitator of the transaction, so I need to communicate effectively and not take issues and situations personally.

Jodee: I would like to focus more

Chopper: I stop, take a deep breath

Commercial site has us more focused on multifamily and mixed-use buildings going into the new year.

and remember I have two ears and one mouth that I try to use proportionately. I’ve had very different life experiences, and challenges offer opportunities that others often don’t see.

Cherie: Quoting Howard Brinton: “I provide; the client decides.” It puts things in perspective.

Sherri: I believe a real estate transaction is typically a win-win situation for buyers and sellers. There’s always a solution to a problem. A closing attorney once said to me “It’s not a problem if you can write a check,” and boy was he right.

10

What tools help you elevate your business and level of service?

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

on single-family, new construction and commercial sales.

Chopper: The new RE/MAX

Cherie: I’m looking forward to the CLO C KW I S E F ROM TOP L E F T: Jodee Duenas, RE/MAX Diamond Realty, Hagåtña, Guam (Hall of Fame) Chopper Russo, RE/MAX Traditions Real Estate, Oakland, N.J. (100 Percent Club) Cherie Hansen, RE/MAX of Bigfork, Bigfork, Mont. (Lifetime Achievement Award) Sherri Mercurio, RE/MAX Preferred, North Providence, R.I. (Executive Club)

RE/MAX R4 Convention for inspiration. I’m interested in learning new ideas to help me perfect something I do now, like improving my marketing pieces, and finding out about emerging opportunities.

Sherri: I’d like to become more involved with REOs. I’ve been focusing on short sales for five years and have successfully closed more than 100 short-sale transactions. I’d like to share my knowledge with other professionals who may be hesitant to approach a short sale, and educate them about the process.

Increased Reach RE/MAX WORLD LONG DRIVE CHAMPIONSHIP SLATED FOR NEW CHANNEL, NETWORK DEBUT AFTER 17 YEARS ON ESPN, THE RE/MAX WORLD LONG Drive Championship is moving to the Golf Channel for the 2013 event. In addition to the final competition airing live on the Golf Channel, NBC Sports will air a 60-minute recap, marking the first time that power golf’s premier event will be seen on network television.

Full competition coverage moving to Golf Channel in 2013

“Through the Long Drive Championship, people all over the world become familiar with the RE/MAX brand,” says Mike Reagan, RE/MAX Senior Vice President of Business Alliances.

Millions tuned in to the 2012 ESPN coverage in December. The event also generated buzz in major magazines like Sports Illustrated and Golf Magazine, online and through social media.

In the Open Division, Ryan Winther overcame swirling winds to defeat Tim Burke for the 2012 title, with a swing of 343 yards in the final round. In the Senior Division, Eric Lastowka defeated Frank Miller 387 yards to 369.

RYAN WINTHER

REMA X .COM/ABOVE • WINTER 2013

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INSIDE STORY

SNAPSHOTS

The No. 1’s keep coming RE/MAX RANKS AS THE NO. 1 REAL estate brand in Entrepreneur magazine’s 2013 Franchise 500. It’s the 10th time that has happened in the past 14 years.

Just as Subway, 7-Eleven and other elite brands dominated their categories, RE/MAX finished ahead of the five other real estate franchisors that qualified for the 500. Key criteria include finan-

cial strength and stability, growth rate and size, low startup costs and global presence.

“We are pleased, but not surprised, to be ranked No. 1,” RE/MAX CEO Margaret Kelly says. “Our Sales Associates and Broker/Owners are talented people who help each other excel, whatever the market conditions.”

CROSSWORD ANSWERS (FROM PAGE 48) ACROSS 6. EXPERIENCE 7. OUTSTANDING 8. RSN 9. GAIL LINIGER 10. CRS 13. YARD SIGN 15. ABOVE 16. LUXURY 19. EUROPE 21. ABR 24. ABOVE THE CROWD 26. LAS VEGAS 28. HALL OF FAME 29. FORTY 31. PREMIER 33. COMMERCIAL 36. OUT IN FRONT 37. MISSOURI 38. DESIGN CENTER 39. SALES 40. MYRU DOWN 1. DENVER 2. WINS 3. LEADSTREET 4. NOBODY 5. ONE LOG 10. CDPE 11. BRAND NAME 12. WHAT MOVES YOU 14. SIX 17. REGIONS 18. REFERRALS 20. EARN 22. REMAX.COM 23. CALGARY 25. DAVE LINIGER 27. MARGARET KELLY 30. BALLOONS 32. EXPERTS 34. OFFICES 35. KOMEN

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

DONOR’S CHOICE pediatric wheelchair for

CHILDREN’S MIRACLE NETWORK Hospitals has a new program called Give Miracles that lets supporters choose exactly how their donations will benefit the CMN Hospital of their choice.

Donors can browse hospital wishlists at GiveMiracles.org and purchase items hospitals need. Options range from a comfort toy for $30 to a

$970 to an entire hospital wing devoted to neonatal intensive care for $12 million. And many more items in between can make a big difference for sick and injured children.

The Give Miracles “crowdfunding” is a great opportunity for RE/MAX offices or Associates who are interested in coordinating efforts to purchase top-tier gifts. Groups of individuals essentially pool resources to purchase higher-cost

items, such as a $6,500 jetted therapy tub or $8,500 life-saving organ transportation service. On the GiveMiracles.org website, groups can follow their progress toward raising the funds.

Learn more at GiveMiracles.org.

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Step into my office To sign up today, visit att.com/wireless/REMAX Or, to find the nearest AT&T store, visit att.com/find-a-store Please have proof of eligibility (employee badge, pay stub or business card) Mention FAN: 22541

* IMPORTANT INFORMATION: Available only to RE/MAX. Other conditions and restrictions apply. See contract and rate plan brochure for details. Subscriber must live and have a mailing address within AT&T’s owned wireless network coverage area. Equipment price and availability may vary by market and may not be available from independent retailers.

Purchase of additional equipment, services or features may be required. Not all features available on all devices or in all areas. A $36 activation fee may apply. See your AT&T Representative for more information. Š2012 AT&T Intellectual Property. All Rights Reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. Printed in the U.S.A.

GLOBAL DEVELOPMENT

INSIDE STORY

LAYING THE GROUNDWORK FOR

GREATNESS MEET RE/MAX CHINA LEADERS HENGBIN YU AND QI HAN. THEY FORESEE LIMITLESS OPPORTUNITIES AND POSITIVE CONSUMER RECEPTION OF THE BRAND AS IT LAUNCHES IN CHINA. BY DEBORAH BALL KEARNS

QI HAN

HENGBIN YU

REMA X .COM/ABOVE • WINTER 2013

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INSIDE STORY

GLOBAL DEVELOPMENT

T

HERE’S A CHINESE PROVERB THAT SAYS: “IF YOU WANT ONE year of prosperity, grow grain. If you want 10 years of prosperity, grow trees. If you want 100 years of prosperity, grow people.”

Every entrepreneur strives to build a business and find capable people to run it for long-term success. RE/MAX China’s new leaders, Chairman and Owner Hengbin “Brandon” Yu and CEO Qi “George” Han, are looking to do just that as they introduce RE/MAX to more than 1.3 billion Chinese consumers and prospective agents.

Yu, a quiet leader who commands the respect of his entire team, and Han, a sharp-minded franchising veteran, share a common goal: They want to revolutionize China’s real estate market by focusing on attracting top-producing real estate agents to a well-established brand. And they found a perfect match for their ambitions in the RE/MAX model.

They sat down with ABOVE recently during a month-long stay in Denver for business training at RE/MAX World Headquarters. Here’s what they had to say about plans for RE/MAX China in the year ahead.

had other brands to choose from; why RE/MAX? Yu Quite simply, RE/MAX is the No. 1 real estate brand in the world.

The global referral network will be a major advantage, both in terms of exchanging referrals with agents in other countries and for the Sales Associates within China.

Han RE/MAX is well established around the world. It’s a brand name people know and trust. There’s so much support and training offered at the corporate level that other brands, like Century 21, which operates in China, do not offer. We believe the RE/MAX model will appeal to top producers, because it values the independent sales professional,

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making it ideal for spurring productivity and competition.

Q | What’s the Chinese real estate market like right now?

Yu There are three factors that heavily influence housing demand in China: 1) Tradition (it’s typical in Chinese culture to get married, buy a home and have children); 2) Inflation; and 3) Limited investment choices due to housing policies. Because of the restrictions, many wealthy Chinese citizens are investing in real estate abroad, particularly in the U.S. and Canada.

Han The Chinese government influences housing prices through policy. To avoid a housing bubble, the government instituted homebuying

restrictions in dozens of major cities in 2011, including limits on foreign real estate purchases by nonresidents, higher down payments, and caps on the number of units homebuyers can purchase. The policies worked, forcing prices down.

Q | What challenges will RE/MAX face as it enters China?

Yu We feel that now is a great time to bring RE/MAX into China.

Government policies have decreased the number of transactions brokers are closing. Office owners don’t have enough transactions, so commissions also are down. But as the market demand increases due to more hiring and middle-class growth, we’ll see that trend reverse. RE/MAX offers maximum commission, which

PHOTOS BY MARC PISCOTTY

Q | Welcome to RE/MAX! You

ABOUT THE LEADERS HENGBIN YU Yu, a seasoned entrepreneur, has held a variety of leadership positions across numerous industries, such as mining, IT development, banking, investment and franchising, to name a few.

He is currently Director of the Beijing Franchise Equity Exchange, as well as chairman of four other companies, in addition to being Chairman and Owner of RE/MAX China.

QI HAN differentiates it from traditional Chinese brokerages. We’re confident that this Sales Associate-centric model will appeal to and attract topproducing Chinese real estate agents.

Han China has a franchising law that prohibits the sale of individual offices within the first year of operation, so we’ll focus on building our regional operations. We have plans to headquarter master regions in Beijing; Hong Kong; Zhengzhou, Henan; and Nanjing, Jiangsu.

Q | How do you think Chinese consumers will receive RE/MAX? Yu I think the Chinese people will welcome an established, professional real estate brand like RE/MAX. Business relationships are very

NEW HORIZONS: CHAIRMAN AND OWNER HENGBIN “BRANDON” YU (RIGHT) AND CEO QI “GEORGE” HAN, DISCUSS THE INTRODUCTION OF RE/MAX INTO CHINA DURING A TRIP TO RE/MAX WORLD HEADQUARTERS IN DENVER.

important in China; consumers expect to establish an amicable relationship – even a friendship – with someone they do business with. The real estate agent who is knowledgeable and friendly, with a willingness to learn and embrace the RE/MAX way, will fit in best with RE/MAX China – and invite more consumers to trust the brand.

Han Chinese people, in general, are not aware of RE/MAX. But those who have traveled or studied abroad, particularly in North America or Europe, have encountered the brand and have a positive impression of it.

Han, CEO of RE/MAX China, has worked in franchising operations for more than 15 years.

His extensive franchise experience includes working with nondomestic brands that want to enter the Chinese market, as well as Chinese franchise chains. Han has worked with more than 100 franchises across 43 different industries, including real estate organizations B.A. & 5I5J Group, a Chinese real estate brand, and Century 21, for which he served as vice president of China operations for seven years.

REMA X .COM/ABOVE • WINTER 2013

17

INSIDE STORY

MAJOR CONVERSION

LEADING

CHARGE the

JOHN VENEZIANO SWITCHED FROM ERA TO RE/MAX FOR ITS COMPETITIVE ADVANTAGES. HIS ADVICE? EMBRACE CHANGE TO STAY ON TOP.

BY NATHAN SOLHEIM

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but after the market hit bottom, they were the ones closing up shop.

NEW TOOLS FOR RESULTS

the branding change in other ways, too.

“I contacted all of my former clients to let them know I was now a RE/MAX agent,” DeOliveira says. “I was able to re-establish connections that could result in transactions in the future.”

Since the switch to RE/MAX, Veneziano and the 70 Associates at RE/MAX Andrew Realty Services in Medford and Stoneham, Mass., have THE BIG ANNOUNCEMENT reaped the rewards. Agents have Positive outcomes like this were received more than 300 leads and exactly what Veneziano imagined have been plenty busy. when he gathered his agents in a Broker Associate Sory DeOliveira conference room at a local hotel in has already had September to announce success with the change. He had kept LeadStreet. After the news a secret by saying receiving a lead he was moving up the generated on company’s annual New remax.com, DeOliveira Year’s meeting to the fall. and the prospective He told the group he client signed an had heard requests for agreement within more leads and more a week. marketing services – and She also received had found a solution. He SORY DeOLIVEIRA a phone call from a then led everyone to the seller who liked her other end of the hotel, new RE/MAX profile where a huge RE/MAX online. Soon after, DeOliveira met with welcome event was set up in another the woman at her waterfront condo conference room. By the time they on Boston’s inner harbor and secured left, Veneziano’s Associates had new the listing over a cup of tea. business cards and a new brand identity.

DeOliveira has seen the advantages of “They were excited,” Veneziano

PHOTO BY KEN RICHARDSON

L

AST SEPTEMBER, JOHN Veneziano made a bold but calculated move. He dropped his longtime association with ERA – a relationship that dated to 1989 – and rebranded his brokerage to RE/MAX. “Complacency is the No. 1 killer of business,” he says. “I wanted more.

I wanted branding. I wanted leads.

I wanted marketing. I wanted a more close-knit network. I really looked into the key differences between the brands, and at all the pros and cons, and it came down to the fact that others just can’t compete with RE/MAX.” By joining RE/MAX, Veneziano and his agents gained stronger brand-name recognition, better sales prospects, more visibility on the street and on the Internet, a strong regional office that fosters networking opportunities, and a better grasp on future success.

Veneziano has a history of fighting stagnation to the benefit of his agents, and his brokerage as a whole.

For instance, he scaled back and reduced overhead just before the 2006 downturn. His competitors thought he was going out of business,

Complacency is the No. 1 killer of business.

– JOHN VENEZIANO

JOHN VENEZIANO

recalls. “They felt they were getting a company they liked working for and a brand they were excited about working with.”

Tom Lee, who’s been with Veneziano’s brokerage since 1996, said Veneziano’s way of breaking the news was dramatic and effective. And to Lee, the advantages of moving to RE/MAX were quickly evident.

“Comparing the two brands in the local market, there’s no question,” Lee says. “Even people who knew us as a company didn’t necessarily know ERA. But RE/MAX is instant recognition. RE/MAX is top of mind.

You see it on a daily basis.”

Veneziano expects the switch to help his agents build their business.

And, as he sees it, they deserve a leader who acts in their best interests.

“The day I sit in my chair like Captain Kirk and think everything is great is when you should ask me to retire,” Veneziano says. “Complacency will hurt my agents’ income, and I won’t let that happen.”

KEY TAKEAWAYS What’s best for your business might be to change the way you do business.

Use the tools at your disposal in ways that work toward your goals.

Align yourself with strong partners.

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BUILDING BLOCKS

ONLINE

THE

Under Hood THE NEW REMAX.COM DELIVERS A CONSUMER-DRIVEN, AGENT-FRIENDLY EXPERIENCE On the surface, the newly redesigned and re-engineered digital home of RE/MAX is a sleek, elegant portal that empowers consumers in their home search.

Dig deeper, and it’s a robust platform for agents to customize search and branding functions. Here’s what’s inside.

INDUSTRY-LEADING SEARCH 1 The first thing consumers see is a large search bar that lets them quickly filter their results. It’s prominent and makes finding their perfect place a cinch.

2 As search results come in, consumers see large photos of homes and all the important details. If there’s a property they don’t want to see again, they can click “hide” and it will disappear from all future searches.

If they want to save a search, they simply click the heart logo to see more results later.

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3 When consumers click on a listing, they can browse larger photos and request more information from their local RE/MAX agent. They can focus just on the photos by clicking the “Quiet mode” button, which darkens the entire background and enlarges the photo gallery.

The search tool on the new remax.com is a huge upgrade that gives consumers everything they want: bigger photos, more listings, less clutter and customizable results. Each time a person returns to the site, results are tailored to their previous searches or their saved search criteria.

BRANDED FOR YOUR BUSINESS Complementing its great search functionality, the new remax.com also allows U.S. Associates to put their name and business in the forefront.

You can brand many pages on remax.com with your photo, name and contact information, when you use the new rem.ax URL Shortening Tool to send consumers to the site.

Become the go-to agent on remax.com in just a few short steps:

SHORTEN AND BRAND ANY URL.

1

2

3

4

Copy the URL of any page on remax.com (a listing, a tips article – just about any page)

Paste the remax.com URL into the rem.ax URL Shortening Tool on Mainstreet

Click “Shorten”

Copy the new URL (or download the QR code!) and add it to your marketing materials

Associates anywhere in the world can use the rem.ax URL Shortening Tool to create shorter, cleaner links to any web page. It shrinks long – sometimes unsightly – URLs down to just 13 characters and adds the valuable RE/MAX branding.

Not only will rem.ax links be easier for people to read, remember and enter into their browser, they’re also great to use on social networks, especially when you’re trying to stay under a 140-character limit.

This tool also helps you monitor traffic to your links and provides you with a QR code you can use in marketing materials.

Start shortening your URLs today, via the RE/MAX Mainstreet Marketing tab.

TWO DESIGN CENTER ePOSTCARDS. Put your rem.ax URLs that link to remax.com on two high-impact ePostcards now available in the RE/MAX Design Center. They’re the perfect way to let your contacts know about the new, robust remax.com – and keep them linked to you.

Listings and much more In addition to listings, other great resources include: H ome Values provides instant home values and recent sale prices in thousands of cities and towns

G et Advice section full of tips on buying, selling, financing and more

O n the Move blog covers everything from housing tips and market trends to news and observations

REMA X .COM/ABOVE • WINTER 2013

21

BUILDING BLOCKS

TOOLS

One-Stop Solution CLOUD-BASED SERVICE EXPANDS BEYOND DISTRESSED PROPERTIES

N

EARLY 9,000 RE/MAX Associates use the RES.NET cloud-based portal to manage their Short Sale and REO transactions – and now the technology solution is available for managing any type of real estate transaction.

RES.NET has evolved to meet the transaction-management needs of agents working in traditional sales.

And the RE/MAX Approved Supplier is helping RE/MAX Associates evolve, too, by offering them the same tools that have already proven to be successful in the distressed property arena.

The more than 80 percent of consumers starting their home search

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online are looking for easy access to ability to keep in constant contact with information, and efficiency that only all transaction participants, through top technology can provide. RES.NET every step of the process. gives agents the infrastructure to It also makes the process more deliver what consumers want and how transparent. Agents, their clients and they want it – online. other parties can easily Through the RES.NET send, view and sign Learn more about Agent Portal, agents can documents online using the ways RES.NET connect to other real ese-signature technology. puts technology tate professionals – and to work for you and Plus, submitting offers your clients. Visit to buyers and sellers is a breeze. RES.NET www.res.net/remax. via the RES.NET Buyer provides an automated, and Homeowner portals. paperless environment The service empowers agents to handle that minimizes everyone’s time in front every aspect of a transaction in one of the computer and maximizes agents’ centralized system. Much like social time in front of clients. media, RES.NET offers subscribers the

RE/MAX UNIVERSITY

BUILDING BLOCKS

Meet the

MyRU

NEW

EXPAND YOUR KNOWLEDGE BASE WITH A CUSTOMIZED, INTERACTIVE LEARNING EXPERIENCE

M

yRU, the latest evolution in the industry-leading education from RE/MAX University, has taken everything you loved about RU and transformed it into an interactive, customtailored and completely redesigned eLearning experience.

And although the packaging has changed, rest assured that all the great education is still there. The best has just gotten better.

Q: Can I still watch RU videos?

Q: Is MyRU the same as RU? A: MyRU is the interactive learning component of RU that gives you a wide variety of tracks to choose from and a personalized learning plan.

paths to a new level of understanding about each subject. You can start and stop at any time on virtually any device, including a tablet.

Q: What is “MyRU Trax”?

Q: How long do the tracks take?

A: MyRU Trax is a collection of multi-step courses, such as “Building Your Business: Facebook” and “Diving into Distressed Properties,” that you can tackle all at once or one segment at a time.

The whole idea is that the individual tracks provide

A: As long as you need.

That’s the beauty of MyRU. You can start a track from anywhere, pause your course and then pick up where you left off when you’re ready again – whether it’s the next day or the next week.

A: Yes. They’ve been catalogued within MyRU to help you find the videos you need even quicker.

They’re right alongside the courses.

Q: Can I still earn professional designations?

A: Of course! All of the full designation courses, such as ABR, CDPE and CRS, are all right there on RU.

Q: How do I know if MyRU is right for me?

A: The only way to know for sure is to log in and try it out.

Keep reading to get started.

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BUILDING BLOCKS

RE/MAX UNIVERSITY

1 Visit Mainstreet and click the RU tab.

5 Easy Steps to Start Learning with MyRU

On the RE/MAX University page, click the MyRU button, which takes you to your MyRU personalized home page.

2 Explore the home page.

In the upper left-hand corner, you’ll see your name and office. Your Learning Plan appears below that. The righthand bar includes a catalog search bar, a few quick links, and your completed work section. Make sure to click “Check System” in the upperright corner of the page to ensure your computer and browser are able to run the eLearning modules.

3 Use the search bar to find a topic.

5 Log in from any computer or device.

Maybe you’re on an iPad* or a laptop, or even a smartphone. Not a problem; log back in from any device, go to your Learning Plan and pick up where you left off.

*Not all courses are compatible with the iPad or other tablets.

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4 Once you have a few items in your Learning Plan, click a title to get started.

Make sure your browser’s pop-up blocker is turned off.

A new window will appear and take you through the course step-by-step. When you need to stop, pause the player and close the window.

With MyRU, you choose the content that fits your needs.

Not sure what you want?

Click “Browse Catalog” to see the entire catalog of courses and videos. Once you’ve found what you’re looking for, select your desired course and either add it to your Learning Plan by clicking “Add to To-Do List,” or jump straight into it by clicking “Go to Content.”

joiN the re/ma x

top 100 list What’s the secret weapon that helped Marti Hampton become the new #1 team leader in the U.S. for RE/MAX? I can directly attribute 40% of my business to radio. I’ve worked with Matt for 7 years. His knowledge of how to market on radio and the network of superstars he’s built is amazing.

GET ON TRAX

If you’re new to MyRU eLearning, start with the interactive course “Introduction to eLearning.” It explains the evolution of RE/MAX University and how the MyRU approach to education works for you. After your orientation, create your plan of attack. Here are some of your options:

NAVIGATING THE. ROAD TO WEALTH. Create a comprehensive business plan that puts your business on track to achieve your short- and long-term goals. At the end of this interactive, step-bystep program, you’ll have a complete business plan based on your objectives.

RE/MAX DESIGN CENTER. Are you taking advantage of your personal marketing center? Learn the ins and outs of the RE/MAX Design Center and become an expert in creating great promotional materials for your business, from postcards to web commercials – and much more.

MINING FOR PROSPECTS.

LEADSTREET.

Learn how to earn the income you want through the art of prospecting.

This course helps you find new clients by requesting feedback and effectively using the power of the RE/MAX brand.

RE/MAX offers a huge advantage when it comes to leads, as millions of unique visitors to remax.com are delivered directly to RE/MAX agents through LeadStreet, free of referral fees. Learn the ins and outs in this 12-segment curriculum.

SOCIAL MEDIA:.

DRIVING REAL BUSINESS. Facebook, Twitter, YouTube – these social networks go well beyond pretty photos and witty status updates.

Learn how they can also help you build connections and business opportunities.

MARTi HAMpTon | RE/MAX onE REAlTy | RAlEigH, nC based on rankIngs tHrougH october 2012

What other Top 100 producers are building their business even more because of Radio and Television?

#21

lARS HEdEnboRg | CHARloTTE, nC. RE/MAX REAl ESTATE EXpERTS.

“Matt knows which stations to advertise on, when to run, and what to say to make the phone ring. Matt’s system on radio tripled my listing inventory in less than one year!”

#25

lonniE bUSH | viRginiA bEACH, vA. RE/MAX fiRST.

“Radio accounted for about 30% of our business.

Matt genuinely cares about his agents and wants to see you succeed. He spends more time doing that than anyone I’ve ever been associated with in 14 years of selling real estate.”

#33

bUddy blAkE | WilMingTon, nC. RE/MAX ESSEnTiAl.

“I’ve worked with Matt for several years and made well over $1,500,000 GCI that I can directly attribute to Matt’s marketing system on radio.”

Have questions?

Get the answers you need about the new MyRU. Email ru@remax.com.

No one else makes advertising on radio and television easier and more profitable.

www.RadioAndTelevisionExperts.com Now accepting qualified applicants for select U.S. and Canadian markets.

REMA X .COM/ABOVE • WINTER 2013

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RE/MAX R4 BLOWOUT BUILDS ON STRONG FOUNDATION FOR A PROSPEROUS FUTURE R E / M AX T U R N S 4 0 T H I S YEAR, AND THE 2013 RE/MAX R4 Convention is centered on that milestone. It will celebrate the network’s legendary history, but more importantly it will look ahead at what Associates will need to stay competitive and on top. This truly is a celebration only Las Vegas can handle. More than 7,000 Associates are expected to be there for the world-class education and networking that are hallmarks of every RE/MAX Convention.

A GRANDer EXPERIENCE Relax in style at the MGM Grand, the host hotel for RE/MAX R4. Enjoy a fabulous stay at the opulent hotel, which recently underwent a $160 million renovation to its guest rooms, casino and other entertainment areas.

Visit the Events page on RE/MAX Mainstreet to book your room and register for R4.

This year’s R4 is going to be great. I can’t wait to see Dave and Gail Liniger; they’ve been inspirational. I’m also excited about Kenny Loggins and Stevie Nicks, as well as catching up with my RE/MAX friends I’ve made over the past 32 years!

– KAREN KUSEK, RE/MAX SUBURBAN, SCHAUMBURG, ILL.

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

FEBRUARY 25 – 28, 2013 LAS VEGAS, NEVADA

your guide to an awesome r4 Perennial convention attendee Del Rounds has some great advice for making the most out of R4. The Lifetime Achievement Award winner and Chairman’s Club member with RE/MAX Fine Properties in Scottsdale, Ariz., rarely misses a RE/MAX Convention. Here are his top tips for navigating the whirlwind that is R4 – and leaving with takeaways that will revolutionize your business.

Map out a schedule. It’s easy

Go to sessions early. Not

to get overwhelmed by the volume of sessions and events. Planning ahead will help you stay on track. Browse the convention agenda early and choose the options that best fit your objectives.

only will you get a great seat, but you can also use that extra time to meet people and look over handouts. Also, chat with presenters after sessions if you’re looking for more insight about something they covered.

Be engaged. Oftentimes at R4, you’ll hear about market trends before you see them in the field. Be open to what you hear, and it may mean the difference between staying ahead of the market and falling behind.

Take meticulous notes.

Get out of your comfort zone. If you see an open seat at a

Choose at least four ideas to implement right away. These could be game-

table of seven, sit down and introduce yourself. It’s tempting to stick with friends or agents from your office, but doing so holds you back.

Put yourself out there a bit; you might strike up a conversation that leads you to new ideas.

Search “RE/MAX R4 Mobile App” in your device’s app store and download it before you go.

This is my first R4 so I’m definitely excited to be there. I want to meet some of the top producers, get my name out there and enjoy the experience.

– S TEVEN HANNOSH, RE/MAX CLASSIC, FARMINGTON HILLS, MICH.

You learn so much over the course of four days that you can’t possibly retain it all. Write down key ideas and strategies.

changers for your business.

Commit to implementing at least one big idea per quarter.

R4 IN THE PALM OF YOUR HAND Whether you’re an iPhone fanatic or a loyal Android fan, there’s an R4 app that will help you stay on track (and on time!) during RE/MAX R4. The free mobile app delivers real-time alerts, education session schedules and event highlights.

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

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a winning lineup

DR. CONDOLEEZZA RICE

GARY VAYNERCHUK

BRIAN BUFFINI

ANDY ANDREWS

Former U.S. Secretary of State

Wine entrepreneur and social media marketing guru

RE/MAX coaching favorite and success story

Motivator and New York Times best-selling author

PLATON Visionary and world-renowned photographer

If you need inspiration, a business revival or just a good, old-fashioned reality check to get you on the right path, the speaker lineup for RE/MAX R4 fits the bill. From a tenacious diplomat to a high-energy coach and a self-made entrepreneurial success, the speakers will deliver riveting messages that are sure to resonate.

Attending R4 is a challenge. It means flying 16 hours, but it’s well worth it. I learn what’s happening around the world in other markets and come home filled with new ideas and knowledge to better serve our clients.

– RAFAEL MASRI, RE/MAX PREMIUM, CAPITAL FEDERAL, ARGENTINA

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AN R4 FIRST Not one, but two music legends will rock R4.

Kenny Loggins gets the party started at the Welcome Reception on Monday, Feb. 25.

Then Stevie Nicks will perform her top hits at the RE/MAX Party With a Purpose on Thursday, before she embarks on a North American tour with Fleetwood Mac. KENNY LOGGINS

STEVIE NICKS

TIP FROS GAR M VEE Y !

for new homes – and include them in your posts.

Twitter is one place where you can jump into the conversation and bring value even though you’re not being asked. Use twitter.com/search to tailor your posts to what people are actually searching for. Then use your 140 characters to share a link to your website, blog or Facebook page. Try posting a leading statement or turning it into a question to generate retweets and greater response.

7

the skinny on social NINE IDEAS FOR TELLING YOUR STORY IN A WAY THAT CONNECTS WITH YOUR DIGITAL AUDIENCE. BY GARY VAYNERCHUK

E

ffective branding is all about storytelling. Are you communicating who you are, what you’re about and what value you bring to the table? The fundamentals haven’t changed. But the places we tell our stories, and how we tell them, are evolving all the time. Here are nine things to keep in mind: The single most important thing to realize is that consumers need to receive your message where they are, not where you want them to be. And where they are is on the leading social media sites.

1

The trick is to cut through the clutter and tell your story authentically. That part is easy in principle, but hard to execute.

2

People struggle because they don’t understand how to natively talk in the social channels.

What I mean by that is that

3

the copy and the creative – the words, pictures and videos that you post – are actually very different from one platform to another, although people tend to lump them all together as “social media.”

On Facebook, videos are by far the best way to stand out. But they have to be short and to the point. People on the site just don’t have time for long videos.

4

On Tumblr – which can help you reach the core of people ages 21 to 30 – if you don’t post an animated GIF, then nobody’s really going to react. There’s a ton of free GIF makers for your iPhone or Android. I like GIF Guru and GifGifs.

5

Instagram is something every agent needs to think about.

You get discovered there through hashtags. Start by researching which hashtags people are using to search

6

How often you post comes down to quality. If you’re good enough to create quality content on a daily, weekly or monthly basis, then that’s what you do. The big thing is to identify your goals and reverse engineer how you’re going to get there.

8

I’m guessing 99 percent of people reading this aren’t engaging enough online.

They need to change that.

For the 1 percent who are doing a lot, just remember your core message and always convey the value that you bring.

9

MORE AT R4 Hear Gary Vaynerchuk outline more ways to tell your story on social media at the RE/MAX R4 Featured Session on Tuesday, Feb. 26 in Las Vegas.

Find out more about him at garyvaynerchuk.com

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

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HUMBLE BEGINNINGS

N A C T O AL N I N E P HAP START

1973 One Office, One Employee Top-producing real estate agent Dave Liniger starts RE/MAX, built on the maximum commission concept that lets agents keep more of what they earn. RE/MAX is a non-traditional approach opposed by the major brokerages accustomed to keeping half of agents’ commissions. Dave interviews 28 people to find Gail Main, his first employee, who later becomes his wife.

By the end of the first year, the Denver office has 21 Associates and Dave is $300,000 in debt because other investors have backed out. Dave refuses to.

YEARS D! I D D N –A 2013 marks the 40th anniversary of RE/MAX, and this year-by-year timeline highlights just a fraction of what made RE/MAX the powerhouse it is today.

1975

Franchising and Black Ink

1974

Going National RE/MAX becomes a national franchise.

30

Dennis Curtin of Kansas City, Mo., purchases the first RE/MAX franchise outside Colorado.

RE/MAX ends the year with positive cash flow.

1978

Icon in the Sky

1977

Expanding Over Thousands of Miles The first regional master franchises are sold in the U.S., several of them in the Midwest.

In Calgary, Don Fernie purchases the first Canadian franchise.

The red-over-white-over-blue hot-air balloon becomes the official RE/MAX logo when it attracts TV cameras at the Albuquerque International Balloon Fiesta.

Today, with nearly 120 hot air balloons, RE/MAX has the world’s largest hot-air balloon fleet – and one of the world’s most-recognized logos.

Back then, women were turned away from real estate offices, and the maximum commission concept was very new. Our competitors said we’d never survive.

But RE/MAX was innovative.

1979

Above the Crowd!

®

The “Above the Crowd! ” slogan first appears in advertising, along with the RE/MAX Balloon. ®

1980

Canada to the Rescue While the U.S. struggles through the worst recession since World War II, Frank Polzler and Walter Schneider open the first Canadian region – RE/MAX Ontario-Atlantic Canada. RE/MAX flourishes and quickly spreads across Canada.

– MARY GEDACK, RE/MAX ALLIANCE, WESTMINSTER, COLO. JOINED IN 1976

1981

Quick Start Thirty Canadian franchises are sold in six months.

1976

Women on Board The fourth year closes with 164 agents, more than 75 percent of whom are women.

Twenty-six Affiliates attend the first RE/MAX Convention in Las Vegas.

1982

Turning Point in California One of the 10 largest real estate companies in the U.S. converts its 600 agents to RE/MAX when owners Sid Syvertson and Steve Haselton buy the California region. The total number of RE/MAX agents nears 4,000.

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

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STRUGGLES AND SUCCESS 1983

Tragic Setback

The pilot is killed and Gail Main is seriously injured in the crash of a small plane in Canada, just weeks before her planned marriage to Dave Liniger. Though sustaining permanent injuries, her miraculous recovery would inspire RE/MAX Affiliates for years to come.

1984

The Wedding Day at Last

At the time I joined RE/MAX, the brand was a fledgling in Vancouver. We were No. 7 in sales volume in the city, but boy was it exciting. I remember the first RE/MAX TV commercial called “The Cream,” a reference to how the cream rises to the top, and that’s exactly what happened to RE/MAX in our area. We went from No. 7 to No. 4 to No. 1 in about six years.

– JAKE MOLDOWAN, RE/MAX WESTCOAST, RICHMOND, BRITISH COLUMBIA JOINED IN 1986

RE/MAX President Gail Main changes her last name to Liniger with her June 7 marriage to Chief Executive Officer Dave Liniger.

RE/MAX Ontario-Atlantic Canada becomes the first region to grow to 1,000 agents.

1985

The Future of Referrals Agent-to-agent referrals grow, as agents close 287,000 transaction sides for the year. The first printed RE/MAX Referral Roster lists all 10,000 agents; the publication would grow to resemble a major metro phone book. “RE/MAX of America” is renamed “RE/MAX International.”

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

1986

1987

1,000 Offices Draws Attention

No. 1 in Canada

RE/MAX is featured in Forbes, Fortune and other national magazines in the U.S. The network ends an exceptionally dynamic year with more than 14,000 Associates in more than 1,000 offices.

Seven years after the founding of the RE/MAX Ontario-Atlantic Canada and RE/MAX of Western Canada regions, RE/MAX becomes No. 1 in the nation.

1990

“Take a Step Above the Crowd! ” ®

The image of a RE/MAX Balloon in outer space anchors a full-page ad in USA Today, part of the “Take a Step Above the Crowd!®” ad campaign.

1989

Up in the Air A mass ascension of 50 RE/MAX Hot Air Balloons is filmed near Denver as part of a charity balloon festival that attracts more than 200 balloons from across North America.

1991

Office in Paradise The RE/MAX of the Caribbean region opens its first office – in Grand Cayman – as RE/MAX nears 30,000 agents in almost 2,000 offices.

1988

Spreading the News Propelled by the “Good News on the Home Front” multimedia ad campaign, the network reaches the 20,000-agent milestone and nears the 1,500-office mark.

1992

Helping the Kids RE/MAX becomes the exclusive real estate sponsor of Children’s Miracle Network, helping to fund the treatment of sick and injured children in North America.

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LEADING THE INDUSTRY

1997

“Nobody Sells More Real Estate” A new phrase is coined after audited figures show that RE/MAX Associates completed more than 1 million transaction sides in 1997. RE/MAX was the first real estate brand to hit that milestone.

1993

Fighting for Quality In a classic moment of showmanship at the RE/MAX Convention in Las Vegas, Dave Liniger enlists the help of boxing legend George Foreman to establish that no competitors are willing to take on RE/MAX in the real estate ring. It was an unforgettable opening session that set the stage for future convention theatrics involving lions, elephants and much more.

1996

Continent by Continent RE/MAX Australia becomes country No. 16, as RE/MAX expands to its fourth continent.

1995

Listings Go Online

1994

Working Smarter The RE/MAX Satellite Network (RSN®) debuts Nov. 1. It’s the first service of its kind in real estate. RE/MAX Europe opens its first region in Spain, and RE/MAX of Southern Africa launches.

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

RE/MAX on HomeWEB, the predecessor of remax.com, debuts, giving consumers online access to RE/MAX listings. RE/MAX Europe expands in Israel, Italy, Greece and Germany. And, for the first time, RE/MAX sponsors the RE/MAX North American Long Drive Championship, which later becomes the RE/MAX World Long Drive Championship.

1998

Edge-of-Space Balloon Mission Dave Liniger and Australian balloonist John Wallington prepares to be the first to circle the world by balloon. Unfortunately, winds at the Australian launch site in Alice Springs are unfavorable for weeks during the launch window, forcing cancellation of the attempt in early 1999. Also, RE/MAX becomes title sponsor of the ARCA RE/MAX Series, drawing national media coverage. And a fifth continent, South America, is added when RE/MAX enters Venezuela.

Spain was the first country in Europe to join the network.

RE/MAX was totally unknown to the rest of the industry. I really felt like a pioneer.

And now, all these years later, I have made a great living and amazing progress as a person.

– BRIGITTE CASTANO, RE/MAX VISTA, ALICANTE, SPAIN JOINED IN 1999

2000 Most Productive Agents

1999

Going National on TV The first U.S. national television advertising campaign debuts.

2001

Agents Lead the Way

Agents at participating RE/MAX brokerages average more transaction sides than agents at other major brands, according to the National Relocation and Real Estate magazine’s annual “Power Broker Report.” RE/MAX also has the highest average sales volume both per office and per agent.

The award-winning “Outstanding Agents. Outstanding Results. ” TV ad campaign creates billions of impressions. And one of those outstanding individuals, Richard Mendenhall of Missouri, becomes the first RE/MAX Affiliate to serve as President of the National Association of Realtors. ®

2002

Fighting Breast Cancer The RE/MAX network joins forces with the Susan G. Komen Breast Cancer Foundation, becoming a Breast Cancer Survivor Recognition Program co-sponsor for Race for the Cure events across the U.S.

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

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LEADING THE WAY

2003 Taking Flight

The RE/MAX Balloon Celebration takes place in Dayton, Ohio, as part of a national “Centennial of Flight Celebration.”

2004 A Great Read

Everybody Wins: The Story and Lessons Behind RE/MAX becomes a bestselling business book. And Argentina becomes the 40th country to wecome RE/MAX.

When I joined RE/MAX, the real estate industry was challenging.

I decided to stick with it, and using several lead-generation systems from RE/MAX, I’ve been able to grow my business.

Coming from a smaller momand-pop real estate business, I could tell how much more advanced RE/MAX is.

– SHAUN MURPHY, RE/MAX ALLEGIANCE, ALEXANDRIA, VA., JOINED IN 2007

2007

On Campus with RU RE/MAX University is established. RU offers classes through live classroom teaching, online streaming video and related support materials.

2006

First Online With Competitors’ Listings RE/MAX builds a national network of IDX websites tied into remax.com, and becomes the first real estate franchise to present all of its competitors’ listings in participating MLSs, along with its own. The rollout includes LeadStreet.

2005

Relief and Compassion Following the massive devastation of Hurricane Katrina in states near the Gulf of Mexico, the RE/MAX Relief Fund is established, with initial donations of $500,000 from RE/MAX International and $500,000 from Dave and Gail Liniger. Dave also donates $1 million to the Fisher House Foundation for wounded warriors by bidding on the CNN Warrior One Hummer, which was used by a CNN news crew embedded with U.S. Marines in 2003 during the Iraq War.

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

ONWARD

2008

2013

Millions of Free Leads The remax.com site reaches the 5-million mark in leads provided to agents since the LeadStreet launch in 2006. RE/MAX LLC becomes active on Facebook, Twitter and LinkedIn, as social media approaches critical mass.

A Ruby Celebration

Entrepreneur magazine names RE/MAX the No. 1 real estate franchise in its annual Franchise 500. RE/MAX turns 40 on Jan. 30, and it’s only fitting to turn the RE/MAX R4 Convention, Feb. 25-28 in Las Vegas, into the biggest anniversary party the network has ever seen.

2012

2009

Many Bright Spots in a Trying Year

Remedy for Distressed Properties With the U.S. housing market in its worst slump since the Great Depression, RE/MAX officers meet with government officials, housing agencies, key lenders and other real estate leaders to promote short sales. More than 10,000 RE/MAX Associates earn the Certified Distressed Property Expert (CDPE) designation.

2010

Top Real Estate Franchise For the second year in a row, RE/MAX ranks in front of all competitors in the Franchise Times Top 200 survey, based primarily on worldwide sales volume. RE/MAX agents surpass $100 million in donations to Children’s Miracle Network Hospitals.

2011

Big News Times Two ABOVE, the network’s new flagship publication, debuts with a cover depicting the two trophies earned

by RE/MAX Associates in a 2011 J.D. Power and Associates study. The recognition comes for providing the “highest overall satisfaction for home sellers and home buyers among national full service real estate firms.”

Also, global.remax.com launches, revolutionizing the way consumers search for properties around the world.

Dave Liniger falls ill in January, battling a life-threatening staph infection. The RE/MAX engine continues to run with Dave in everyone’s hearts and minds. The “What Moves You?” social media contest for consumers garners an estimated 105.3 million brand impressions. RE/MAX Commercial launches a robust website. A new, user-centered remax.com follows soon after. The RE/MAX network expands again, this time into China. After months in the hospital, Dave triumphantly returns to work in July, picking up right where he left off, advocating for real estate agents and consumers. An open letter from Dave to then-presidential candidates Barack Obama and Mitt Romney in October garners national media attention and a positive industry response.

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

37

BUSINESS DEVELOPMENT

FULL SPECTRUM

Next Big Things A GREAT GOAL FOR 2013: FOCUS ON EMERGING OPPORTUNITIES TO EXPAND YOUR BUSINESS.

BY SHARA RUTBERG

RE/MAX Associates are skilled at identifying market trends that could fuel their business.

They’re constantly finding creative and innovative ways to tap in. Here are just a few examples.

OBJECTIVE

Attract international luxury buyers to your market STRATEGY

PHOTO BY CRAIG PULSIFER

Identify the target audience Find a language partner, if needed Create a marketing plan

JAMES UPTON

Think globally, sell locally

J

AMES UPTON WANTS to cultivate a burgeoning market of high-end luxury property sales to overseas buyers across the planet. He’s starting with China.

About 80 percent of the million-dollar and higher properties on Vancouver’s west side are purchased by Chinese buyers, Upton says.

He knows the importance

of operating with a global mindset, and plans to appeal to high net-worth buyers from China who are looking for investments in Canada, the U.S., Australia, New Zealand and Europe.

The Sales Associate with RE/MAX Crest Realty Westside in Vancouver will launch an online luxury real estate marketing platform

– Shang Cheng Luxury Lifestyle – for prospective Chinese buyers. And with the recent entry of RE/MAX into China, Upton hopes he – and other RE/MAX Associates – can capitalize on the increased brand recognition and infrastructure of the platform to further expand marketing reach.

The online portal will

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BUSINESS DEVELOPMENT

provide “a massive international search platform where Chinese buyers can search properties and learn about all aspects of the luxury lifestyle,” he says.

Perceived cultural and language barriers are no barriers at all from Upton’s perspective. He’s learning as much as he can with the help of fellow RE/MAX Crest Realty agent Greg Liao, who speaks Cantonese, Mandarin, Taiwanese and English. Upton has also aligned with a marketing firm in Beijing that specializes in marketing North American brands in China.

“They’re the experts in reaching the Chinese market,” Upton says.

“Leaning into their local expertise is going to be key.”

Upton’s entrepreneurial spirit can be found throughout the RE/MAX network.

“This type of thinking and action is what makes RE/MAX great,” says Richard Yohn, RE/MAX Regional Vice President, International Development. “James has come up with a creative way to respond to an international trend. The network was built on this kind of determination, and RE/MAX agents will continue to sell more real estate than anyone because of it.”

Upton is very optimistic about the potential of the vast Chinese market.

“I like to think and plan big,” Upton says. “And now that RE/MAX is in China, I like my chances even better.”

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Drive your digital business OBJECTIVE

Attract more clients through online marketing LINDA van den

BROEK

A FEW YEARS AGO, Linda van den Broek received an email from Abu Dhabi through her website. She suspected it was spam, but her instincts told her to reply.

She’s glad she did. It was a cash buyer who spent $700,000 with her in just four days.

“All that from a website,” says van den Broek, who leads a three-person team at RE/MAX Executives Realty in Winnipeg,

STRATEGY

Create a website with meaningful content Drive traffic there through all channels

The perennial top producer and Mix old-school and new-school RE/MAX Lifetime strategies Achievement Award recipient employs a hybrid of “old school” and “new year. In addition to listings, school” marketing efforts van den Broek features to drive traffic to the buyer and seller guides, website: 10,000 printed monthly market updates postcards a month, a and a resource guide. bimonthly newsletter, And though her team newspaper ads, a blog, is well-versed in the Twitter and postings on digital world, van den kijiji.com.

Broek believes strongly “New or traditional, in the power of service fundamentals, such as handwritten thank-you notes.

“My clients really love them,” says van den – LINDA VAN DEN BROEK Broek, estimating that 70 percent of her business Manitoba. Her website, every marketing piece comes from past clients lindavandenbroek.com, should attract online and referrals. “It’s just is the hub of a robust, traffic,” she says. one of the many services award-winning marketing And it works. Her site I provide that make me program. had 1.4 million hits last memorable.”

“ New or traditional, every marketing piece should attract online traffic. ”

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

PHOTO BY MANUEL SOUSA

FULL SPECTRUM

Be an investment expert OBJECTIVE

Sell distressed properties to investors STRATEGY

Earn the CIAS designation Educate investors Provide superior service

WHEN THEIR LOCAL housing market crashed, Janet Brooks and Scott Vulgamott saw opportunity.

The Associates with RE/MAX Results in Kansas City, Mo., both earned the Certified Investor Agent Specialist (CIAS) designation,

and for the past four years have specialized in marketing short sales to investors.

“These properties are in better condition than most foreclosures, and you don’t have to wait out the owneroccupant period that most foreclosures have,” Brooks says.

The team’s comprehensive program helps investors with everything from picking contractors to strategically selecting colors and appliances for marketability.

“We show them how to buy, rehab and sell in 90 days,” Brooks says.

Brooks and Vulgamott market primarily through word of mouth, but also have

an “Investors” tab on their website, and feature their rehab work on Pinterest photo boards. They also market to other agents who aren’t – SCOTT VULGAMOTT trained or prepared to handle short sales.

“It’s a constantly evolving market, and education historically low interest rates. is critical,” says Vulgamott, “But this market isn’t for who recommends the CIAS everyone. Investors need to training, developed by the be willing to take risks and Charfen Institute and offered move quickly.” through RE/MAX University’s Agents have to be able to new eLearning platform, MyRU. move quickly, too. Most of Distressed properties will the team’s clients are under continue to attract investors contract in less than 30 days. for at least the next several The record? Seven days. years, Brooks and Vulgamott say, in large part because of

“ It’s a constantly evolving market, and education is critical.”

OBJECTIVE

Engage consumers online BETTY CLARK JOINED RE/MAX Classic in Novi, Mich., in April 2012, after more than two decades in real estate, in large part because of the online opportunities she recognized.

She quickly incorporated her RE/MAX tools and education into her business to create a powerful online presence.

Combined with her more traditional “keep in touch” methods, being online allows

her to reach more clients than ever before. Clark sees her web tools as potent ways to connect with more prospects – and cultivate existing relationships with clients.

“Clients today want instant info,” Clark says. “If you give it to them, they’re yours.”

Clark maintains a website, Pinterest boards, a Twitter account, Realtor.com listings and two Facebook pages; and she updates her blog “At

Home With Betty” several times a week with real estate news and tips. She credits Broker/Owner Carol Boji for supporting and encouraging such efforts.

Boji offers an online boot camp for agents new to the brokerage. After Clark learned how to manage various digital platforms, she blasted into cyberspace and hasn’t looked back.

She finds her Facebook exposure just as powerful as her printed “Just Sold” and – BETTY CLARK “Just Listed”

“ Clients today want instant info, and if you give it to them, they’re yours.”

Use online tools to build relationships STRATEGY

Be open to learning something new Start an engaging blog Participate in social media conversations

postcards for connecting across generations of clients.

“People want to work with Realtors who know what they’re doing; and when you post your listings, just-solds and advice on Facebook, you gain credibility,” she says. “I’m finding social media really is for people of all ages.”

REMA X .COM/ABOVE • WINTER 2013

41

ABOVE & BEYOND

INDUSTRY LEADERSHIP

stay

course THE

WAYNE MOEN, PRESIDENT OF THE CANADIAN REAL ESTATE ASSOCIATION, DISCUSSES WHAT LIES AHEAD FOR THE CANADIAN MARKET.

PHOTO BY RYAN PARENT

BY OMAR MOUALLEM

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

Y

OU WOULDN’T GUESS THAT WAYNE MOEN RECENTLY UNDERWENT KIDNEY SURGERY. NOT with his legs comfortably crossed as he sits in his RE/MAX River City office in Edmonton, Alberta. But beneath his business suit, there are three healing incisions where doctors removed a cancerous kidney.

“My wife, Judith, says, ‘You’re awfully calm through this whole thing,” Moen says. “That’s another thing I’ve learned through real estate – stay calm.”

His steadiness and calm has also served him well in his current role as President of the Canadian Real Estate Association (CREA), leading its more than 100,000 members.

Moen entered real estate in 1974 and joined RE/MAX in 1984; he’s seen every type of market and worked nearly every type of transaction – from $8.4 million commercial warehouses to $10,000 former firehalls. The perennial Platinum Club member has always served in leadership positions, including sitting on the boards of the Edmonton Real Estate Association and the Old Strathcona Foundation, which works to preserve the city’s famous historic neighborhood.

ABOVE sat down with the RE/MAX Lifetime Achievement Award recipient to discuss the real estate market, his career and his CREA tenure.

Q | How has Canadian homebuyers’ mentality shifted since you started in real estate?

A Shortly after I got in, the idea of investing in or flipping real estate – that a house always keeps going up in value – had just started happening. Real estate can be a good investment, but nothing defies gravity, and I think Toronto and Vancouver are realizing that now. Investors today are far more cautious.

Q | What’s the state of Canada’s housing market?

A We have a healthy market here. The Bank of Canada made the right decision in cutting back the mortgage amortization. It was getting too turbulent. So the overall market has pretty much stabilized.

Saskatchewan is just smoking. It’s a smaller market, so when you get a pile of good news and

jobs, it’s more volatile and subject to rapid change.

Q | What should Realtors and their clients be looking out for?

A Low interest rates are a bright spot now, but they’re going to be a problem sooner or later.

The advice we’re giving buyers is to lock into longer terms. Ultimately, interest rates have to go up; that’s a fact of life.

Q | A new RE/MAX report describes the Canadian economy as slow but steady. Would you agree?

A Yes, and given what’s happening all around us, we’re very fortunate. As the Prime Minister said, we’re in an “island of stability.” But we have to be careful, and I think the government understands that, so changing some of the Canada Mortgage and Housing Corporation rules was prudent.

Q | What about unbridled boosterism; should people be wary of that too?

A At every level of governance or even in sales, there’s been the idea that no matter the market conditions you have to spin it positively – it’s always a great time to buy, it’s always a great time to sell. Frankly, it may not be. We’re going through scenario exercises quite extensively now, trying to envision which directions the industry could be heading. We’d like to outline our plan of action for whatever direction it does go.

Q | Can you give us a scenario?

A Technology is a good example. We don’t know yet its full impact on the transaction process. But because technology is more involved and varied, agents may learn how to

use it to their advantage, resulting in people relying even more on Realtors.

Q | What’s been the high point of your career?

A Becoming President of the Canadian Real Estate Association. I just love the dynamics; and, hey, I got to shake Prime Minster Stephen Harper’s hand in his office! It’s satisfying to be part of positive change.

Q | What are your plans after your tenure ends in March, and you serve as Past President?

A I’ve been told by Judith that I will not be volunteering for any major commitments after this. [Laughs] She’s been very supportive through everything. I have some healing to do, and my prognosis is good.

REMA X .COM/ABOVE • WINTER 2013

43

ABOVE & BEYOND

CITIZENSHIP

SERVING THOSE WHO

SERVE

STEVE SALES, SECOND FROM LEFT, WORKED WITH A RE/MAX AGENT TO FIND A HOME FOR HIS FAMILY STATESIDE WHILE DEPLOYED IN AFGHANISTAN.

RE/MAX AGENTS ARE FINDING SUCCESS AND FULFILLMENT IN HELPING MILITARY FAMILIES BUY AND SELL HOMES. TWO ASSOCIATES SHARE THEIR TIPS FOR WORKING WITH THESE HEROIC CLIENTS.

BY DEBORAH BALL KEARNS

44

ABOVE THE RE/MA X MAGAZINE • WINTER 2013

B

uying a home is an exciting and nerve-wracking experience.

Buying a home when you’re stationed thousands of miles away in Afghanistan, though, takes it up another 10 notches. But U.S. Air Force airman Steve Sales and his wife, Jeanne, were lucky to have Regina Tobin on their side.

Tobin, Co-Owner of RE/MAX Metro Plus in Columbus, Ohio, made the

process smooth and worry-free while Sales was serving as a health care team leader embedded with the Afghan National Army.

Anticipating Sales’ retirement from the military in late 2012, the couple set their sights on Columbus, where Sales was offered a civilian job in health care administration. He began a yearlong email dialogue with Tobin last spring to find the perfect home in a historic

PHOTO BY GREG BARTRAM (TOP LEFT)

LEFT: AGENT REGINA TOBIN (LEFT) WORKED WITH JEANNE AND STEVE SALES TO FIND THEIR DREAM HOME IN COLUMBUS, OHIO. BELOW: ADRIENNE LALLY (RIGHT) AND HER LISTING PARTNER ATTILIO LEONARDI HELPED U.S. ARMY CAPT. TONY DEFRANCO BUY HIS HONOLULU HOME.

Columbus neighborhood that could also accommodate Sales’ elderly parents.

“Regina managed all the details,” Sales says. “I felt like she knew these neighborhoods intimately, and she steered us in the right direction. When I came back from Afghanistan in May, we decided on a home and closed in June. She had our best interests at heart the entire time. In turn, we put a lot of trust in her.”

Tobin worked in phone calls with her client at odd hours to accommodate an 11-hour time difference. In February, she took Jeanne, who had flown in from Texas, around town to preview listings.

MISSION WITH MEANING Tobin says attention to detail, time flexibility and constant communication are essential when working with

deployed military clients.

Special touches, like taking extra photos of listings when MLS images aren’t sufficient, can also go a long way in building good will and taking stress out of the equation.

“These military men and women are risking their lives and working hard, and they want what everyone else wants: the American dream of homeownership,” Tobin says. “I was thrilled to help deliver that to them.”

Sales Associate Adrienne Lally couldn’t agree more.

As a U.S. Army veteran, she understands the challenges faced by military families when they’re looking to buy or sell a home. Sixty percent of her business involves military clients.

“When you work with a military family, it’s not always in the highest price point, but these transactions are

tremendously rewarding,” says Lally, a Team Leader with RE/MAX Honolulu in Honolulu, Hawaii. “You have to be their best advocate; I sometimes write cover letters to sellers on behalf of military buyers explaining that they’ve served our country and been deployed overseas numerous times. Sometimes it matters, and sometimes it doesn’t; but I believe in going the extra mile to get the best results.”

KNOWING YOUR CLIENTS Military families and veterans lead demanding lives that require frequent moves, long deployments and personal sacrifices. Real estate agents need to know

the culture, the lingo and the available financing options if they want to work with military clients, Lally says.

It starts with knowing some of the military’s many acronyms. Also, do a little reading on ranks, military jobs and the different branches so you can speak intelligently about a potential client’s situation. Paying attention to these nuances, Lally adds, shows military clients that you’re attuned to their lifestyle.

“Military communities are very tight,” Lally says. “If you do a good job for one person, you’ll be referred to others and become an indispensable part of their big moves.”

REMA X .COM/ABOVE • WINTER 2013

45

When is a cup of coffee more than a simple cup of coffee?

When disaster strikes.

The RE/MAX Relief Fund helps agents reclaim the simple comforts in life. It’s always ready to provide immediate assistance to RE/MAX agents and their families when disaster hits home.

Thank you for your support in keeping the fund growing so that those in need don’t have to wait for aid. For more information and to make a donation, visit RE/MAX Mainstreet. ©2013 RE/MAX, LLC. Each office is independently owned and operated. 120776

MORE THAN AN AGENT

ABOVE & BEYOND

Scout’s

HONOR THROUGH HER LONGTIME COMMITMENT TO SCOUTING, SHARON WATSON HAS HELPED GENERATIONS OF YOUTHS LEARN TO LEAD.

BY NATHAN SOLHEIM

PHOTOS BY TIMOTHY BULLARD

S

HARON WATSON IS known as a top real estate agent in her hometown of Grants Pass, Ore., but her work with the Boy Scouts of America has probably earned her just as much recognition.

For the past 27 years and counting, Watson has volunteered for the Boy Scouts. She began when her oldest of four sons, now 35, joined Cub Scouts.

She also served a stint with the Girl Scouts when her daughter was growing up.

Watson, a Sales Associate with RE/MAX Ideal Brokers in Grants Pass, has gotten to know many community members and their children through scouting, and says a fair amount of her business comes from those contacts.

She topped $7 million in sales volume last year and earned her way into the 100 Percent Club.

But her long-lasting commitment to the organization runs much deeper than business.

“Scouting encourages young men to develop leadership skills as they

grow,” says Watson, a former Girl Scout whose father was an Eagle Scout.

“A boy who advances through scouting has ample opportunity to take charge in planning projects and seeing them through.

That’s one of scouting’s key benefits.”

One of Watson’s greatest contributions to scouting involves a “snow day” – but not the kind where kids play video games all day on an unexpected break from school.

Each year, Watson organizes Snowcapades – a daylong event at a Boy Scout Camp in Lake O’ the Woods, Ore. The day includes eight outdoor activities – including saucer riding, zip lining, snow shoeing and fire building – all coordinated by Watson and local Scouts.

Now in its 22nd year, Snowcapades started out as a single day, but now families can select time to participate over four weekends in January.

Snowcapades attracts more than 1,800 people

TOP: SHARON WATSON’S FOUR SONS, SHOWN IN THE PICTURE BEHIND HER, ALL ACHIEVED THE EAGLE SCOUT RANK. ABOVE: WATSON HELPS SCOUTS IN PACK 23 LEARN THE BASICS OF A BLOCK AND TACKLE.

and is open to youths, adults and even Girl Scouts.

Although the annual event requires a huge effort, it’s worth it when Watson sees families spending time together.

“You have to have a hole in your head to be as old as I am and continue to do it,” Watson says with a laugh, “But it’s a pleasure to walk through camp and see all

those happy faces.”

Kevin Patterson, CEO and Scout Executive of the Boy Scouts’ Crater Lake Council, calls the event Watson’s greatest legacy.

“Sharon’s tireless dedication to her community has impacted countless young men,” he says, “And her enthusiasm and dedication is an inspiration to all.”

REMA X .COM/ABOVE • WINTER 2013

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ABOVE THE RE/MA X MAGAZINE • WINTER 2013

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Home Inspection Floor to Ceiling Start to Finish Corner to Corner Coast to Coast Pillar To Post All Pillar To Post 速 home inspectors carry E&O insurance that protects the referring agent Our Continuing Education Program can help you meet your professional requirements* Comprehensive inspection report generated on site and available online to save you time Easy scheduling: Request an inspection online 24 hours/day, 7 days/week at pillartopost.com

Find the inspector nearest you and discover the Pillar To Post difference for yourself

1-800-294-5591 pillartopost.com *Where available/applicable