APRIL/MAY 2017
N e w s l e t t e r
ISSUE 82
HUNT/Zillow Marketing Partnership Launch Regional News At our recent HUNT/Zillow Marketing Partnership Launch Events held in Buffalo, Rochester and Syracuse, Nick Baily, Zillow’s VP of Broker Services, announced a number of new products and services that HUNT’s enhanced marketing alliance with Zillow offers. Here is recap the top takeaways from the events… 1. Guaranteed Visibility for HUNT Listing Agents •
Listing agent gets the top spot in the contact box on Zillow & Trulia
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Your photo, name, contact info, and HUNT logo on each of your listings
Read more on page 5≥
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Find out whats going on near and around your area and other parts of the company in the Regional News Section! Read more ≥
Its Simple...More Money Since the changes we implemented last year, HUNT Real Estate agents are earning more when they work collaboratively with Relocation. Read more ≥
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What Business Ethics Means at HUNT REAL ESTATE | MORTGAGE | INSURANCE | TITLE
Earlier in the year, we—several of us (Mary Croglio, Mary Jo Hunt, Steve Velarde…and me)—worked fairly tirelessly to complete a lengthy application for an award given by the Buffalo Business Ethics Organization. That process was an important look at ourselves and at this most fundamental part of the existence and longevity of our business. I wanted to share just a small part of our work with you. What follows is my cover letter for our 50-page submission written to the chair of the committee, Dr. Gregroy Wood, head of the master of business administration program at Canisius College: “The challenge you and your committee of judges face is daunting: Which company among vetted nominees is the most ethical or demonstrates the strongest commitment to an ethical business environment? In any case, you will decide based on a matter of perceived “degrees”. Which company in each size category is “most ethical”? At our company, the matter of degrees does not apply in matters of ethics any more than a matter of degrees applies to matters of honesty. Our belief is simple: either one is ethical in their demonstrated business behaviors and/or honest, or one is not. There are no degrees. “In seeking clarification for the process of submission of our award application, nowhere in the submission requirements was there a definition of “business ethics”. So, I resorted to Wikipedia. According to this source, “‘Business ethics’ refers to contemporary standards or sets of values that govern the actions and behavior of an individual in the business organization…[They—business
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A Message from the CEO
ethics—have] normative (reasons to take action, to believe, and to feel—the “shoulds” of the business environment) and descriptive (specifically recommended and prohibited actions) dimensions”. Our application will explore both. “My grandfather founded our company in 1911 and my father was the driving force in its second major expansion beginning in 1947 and continuing until his death in 2005. When considering our “contemporary” standards or sets of values, I will relate to those of my grandparents and parents, which I would suggest are as contemporary as they are timeless, and are what I live by today. I had the good fortune of having lunch with my grandparents two or three times a week for the first five years of my career. At those lunches, my grandfather carried on a continuous critique of our business practices, our growth trajectory (the third wave of which was just beginning) and my personal deportment (more my grandmother than my grandfather) in the community. All of their comments, suggestions and criticisms had one very simple theme: do what you say you will do. Further, my grandfather established one overriding claim to the public, which he consistently reinforced with me: if any customer is not happy with our service they will be released from their contract with us. Period. And this is something we continue to represent to the public through my own letter included with our listing presentation. My grandmother was more subtle but no less direct: “You should go to church regularly.” “My father and mother were constant living
examples of ethics and values that went way beyond business. Essentially, they saw no difference between one’s personal life and business life. Even more than my grandparents, they were examples to me of what I believe is the essence of ethical behavior: humility, generosity, integrity, good manners and proper etiquette. These elements of one’s character and behavior, and a superior command of the English language will take you far in life and, by implication should that be your choosing, in business. There was not a conceited bone in either my mother’s or father’s body. They gave in real dollars and even more in their time and energy to more people and organizations than any two people I have ever known. I never had any occasion to even consider doubting their word. And they were sticklers about manners and etiquette, even while making family events full of good humor. “I believe that the actions of my generation and now my children’s generation (my son, Charlie, is our Executive Vice President and COO) in terms that will be well-documented in this application clearly reflect what I learned from my grandparents and parents and are reflected in our contemporary normative and descriptive actions in our business, our communities and our personal lives. “As the committee considers the other elements of our application, please consider them in the following light: anything less than the standards set by my grandparents and my parents in terms of ethics and other elements of personal deportment has never been a consideration. In addition, all licensed members of our staff are required to take
a course in ethics every four years mandated by the National Association of Realtors. In my opinion, the Realtors Code of Ethics is a far less stringent set of standards than our own in writing and practice. Yet, we comply, with the caveat that this standard is not even minimally acceptable—just a requirement of our trade organization and not sufficient to define behaviors for our own organization…we will not compromise our Vision, Mission, Core Values or our Code of the Hunt Agent. “We are deeply honored to be considered for the Buffalo Niagara Business Ethics Award and respectively submit our application…” It is my hope that this letter provides some insight into who and what we at HUNT are as individuals—each and every one of us—and as an organization.
Peter F. Hunt
Chairman and Chief Executive Officer - HUNT Real Estate Corporation
A Message from the CEO
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Stephanie Callari
Welcome New Mortgage Consultants Western New York Area:
Maria Hunter
Wanye Malcomb
Hannah EvenHouse
Ed Denton
Linda Mallia, President HUNT Mortgage 1-888-433-8373 linda.mallia@huntmortgage.com
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Core Businesses & Departments
Stephanie Callari is a Western New York resident. She started in the mortgage business three years ago as a Mortgage Consultant Assistant. She earned her Bachelor’s degree in Mathematics with a minor in Business Management from D’Youville College. Stephanie enjoys sharing her knowledge and personal experience as a recent first time home buyer to help clients feel at ease during a process that at times, can be stressful. Maria Hunter has found her career passion in the mortgage and real estate industry. She has been a licensed real estate agent for over six years and recently joined HUNT Mortgage as a licensed Mortgage Consultant. Maria attended Alfred State University and Erie Community College. Her enthusiastic approach to working with clients to finance their dream homes continually drives her passion for the industry. Wayne Malcomb has worked in the real estate industry since 1983 and the mortgage industry since 1988. Wayne brings with him his success as a seasoned 24 year owner-operator of a real estate and mortgage brokerage. Wayne is dedicated to the win-win scenario. He believes as we improve ourselves and those around us, we raise the bar in the industry. Wayne strives to learn what he can and teach what he knows to his clients and colleagues to continue steady growth in the game of life.
Hannah Evenhouse, a Western New York native, started working for HUNT Mortgage as an intern. She worked in the processing, closing, and marketing departments and gained immense experience working on special projects with the Leadership Team. Hannah’s vast immersion into the mortgage industry as an intern ignited her passion to earn her license as a mortgage consultant. This year, Hannah will earn her degree in Finance and Economics from Canisius College. Hannah’s energetic approach to loan origination is fueled by her dedicated and persistent mindset. Arizona: Ed Denton has a wealth of knowledge in the mortgage industry earned in his 39 years of service as a Mortgage Loan Originator. He was born and raised in Los Angeles, CA where he earned a Finance degree from California State University. Ed’s passion for learning continued to Western State University, School of Law where he earned a Juris Doctor degree followed by Real Estate Post Graduate Certificate from UCLA, Westwood, CA and Economics Post Graduate Certificate from Cambridge University, UK. Ed is passionate about customer service. He strives to keep clients updated regularly on the progress of their loans and always treats clients and colleagues with respect.
HUNT/Zillow Partnership (con’t) 4. Coming Soon: HUNT-Branded Zillow Premier Agent App
1. Guaranteed Visibility for HUNT Listing Agents (con’t) •
All leads on your listings go directly to you, regardless of whether or not the consumer checks the box next to your name
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Your star-rating shows directly under your contact info
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Link to your property’s page HUNTrealestate.com on the Home Details Page for every listing
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Coming Soon: Display of all Recent Sales in which you represented the seller
2. Zillow/AgentAchieve Tech Connect •
Automatically imports all your Zillow leads into AgentAchieve for streamlined lead management
3. Video Walk-Throughs •
Shoot your own video walkthroughs using the Zillow Premier Agent App
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Properties with walk-throughs rank at the top of Zillow’s search results
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Branded with the HUNT logo, your photo, and contact info
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Lead notification alerts
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Instant consumer insights including: Zillow search history, pre-approval status, and their social networks
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Integrated with Tech Connect to allow contacts to flow into AgentAchieve
For those of you that were unable to attend these events, you can view the Facebook Live that we recorded in the Videos section of the HUNT Facebook page (Facebook.com/HUNTrealestate). We encourage you to utilize our new marketing partnership with Zillow to its fullest potential to help grow your business in 2017 and the years to come. For more information about the HUNT/Zillow Marketing Partnership, please speak to your Branch Director, or contact marketing@huntrealestate.com.
3. Coming Soon: Zillow Reviews on HUNTrealestate.com •
Your Zillow reviews will be linked to your HUNT agent page and property listings
Dan Mirsky, Marketing Director 716-880-1514 dan.mirsky@huntrealestate.com
Core Businesses & Departments
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News Around the Regions
Arizona
Buffalo/Niagara
Central & Northern NY Region
A busy Spring in the Arizona Region saw the opening of a fourth HUNT branch in the Arrowhead neighborhood of Glendale, bringing with it 8 experienced agents. Broker, Jeffrey Smith, is a 30 year veteran of the mortgage and real estate business. He transitioned his FIRM Real Estate brokerage to HUNT and is now welcomed as our new Tempe Branch Director.
Mary Beth Dentinger was promoted to Branch Director of Ken/Ton Office. Susan Ballard was promoted to Branch Director of the Williamsville Village Office. Jonathan Orlow was promoted to Director of Strategic Initiatives.
After months of planning and construction, the Cicero Branch has been completely renovated! We invite you to stop by and see our fresh, new look.
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Regional News
Williamsville/Clarence filled their barrell with over 30 gowns for the Prom 2017 Dress collection! Great Job!
During our renovation, we welcomed Realty Club Attorney, Jason Denney, to his new office within the branch. We would be honored if you would all join us for a Grand Re-Opening event. Although a date is not yet set for this, it will be worth the wait.
Arizona, Buffalo/Niagara, Capital, Central & Northern NY and Rochester
Capital Region We've expanded our company's footprint in the Capital Region with a brand new, state-of-the-art facility in the Town of Clifton Park, located at 1750 Route 9. "All of us associated with the Clifton Park branch are thrilled about this office," says Mark Phoenix, Branch Director. "The overall design of the office offers agents and consumers alike a bright and pleasant space to collaborate and meet together. With HUNT business attraction tools, coupled with our new location, we've positioned ourselves on the cutting edge of the real estate industry such that our agents can offer real estate services on a superior plane above our competition." "Opening a Clifton Park office was a necessary next step for HUNT," stated Dave Evans, General Manager of the Capital and Central New York regions. "The Clifton Park office offers many benefits for our agents in the Capital Region as well as our clients. It is a terrific addition to the Capital Region footprint". "What's more exciting than the overall design and location of the office is the caliber of the agents inside the office," says Peter Hunt, CEO of HUNT Real Estate Corporation. "This talented and selfless group of people reflects the core values of HUNT Real Estate precisely and we couldn't be more proud of them."
N EWS
To have your news, events or announcements featured here, email them to marketing@huntrealestate.com.
The grand opening celebration is Wednesday, June 21st at 4pm with the official ribbon cutting at 5PM.
Regional News
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Mary Croglio, Director Relocation 716-880-1303 mary.croglio@huntrealestate.com
It’s Simple...More Money Since the changes we implemented last year, HUNT Real Estate agents are earning more when they work collaboratively with Relocation. At the end of April last year, agents earned $613,973 assisting Relocation clients. This year, closing almost the same number of transactions, agents have earned $734,338! Prices are up, but that does not account for the entire variation. The compensation changes have had a positive impact on agents’ income. The scenario is the same for those who have closed outgoing referrals. The average outgoing referral check was $868 last; year to date, it is $1208, much of it the result of the increased percentage received on outgoing referrals. It’s simple, more money. Anyone can earn additional income closing an outgoing referral. It does not matter if you are a new agent who has never sold a home, an experienced agent with a history of success, or an employee looking to earn a bonus. Stay in touch with local friends as well as those across the country; let them know you are their real estate professional anywhere and everywhere. So, what is an Outgoing Referral? An outgoing referral is a person moving from one location to another.
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Core Businesses & Departments
1) For example, Chicago, Illinois to Boston, Massachusetts: this would create an opportunity for a listing in Chicago and a purchase in Boston. 2) Someone moving from a service area we cover to one we do not, for example Rochester, NY to Tampa, FL: we can provide a real estate expert in Tampa. 3) Anyone moving from one HUNT region to another, for example Rochester to Syracuse, NY. It can also be one office to another in the same region. 4) Rentals, land, and mobile homes do not qualify.
How to place an Outgoing Referral: • Provide the customer’s name, address, phone number and email address. • We must have the customer’s permission to be contacted. • The full address if it is a listing with zip code. • If purchasing, the city/town and state. • Timeframe for the move. • Reason for the move. • Description of the home they are selling or what they want to purchase and price range.
Stay in touch with the assigned agent to make certain your friends and family are getting the excellent service they deserve. What’s in it for you? A diversified portfolio and additional revenue stream.
Career Development On May 1st-4th, 51 HUNT Agents attended a four day Ninja Sales Training experience at HUNT University in Western New York. To say that the training was a success would be an understatement!
Ninja Selling unwinds these traditional sales approaches and refocuses the sales person on attracting (versus chasing) customers by creating value and being their trusted advisor."
We had a tremendous week, filled with energizing new sales strategies, great conversation, and the power of written gratitude.
"Ninja Selling is not just a sales program. It is a SELLING SYSTEM — a researched and documented methodology that gives predictable results regardless of personality and market."
I am grateful to have spent a week with these amazing individuals — we truly have a special team here at HUNT, and I am so proud to be a part of it. Congratulations to to our 51 Ninja graduates! Wondering What Ninja Selling is? Please see these testimonials: Rachel DiNunzio, Director of Education and Career Development 716-880-1513 rachel.dinunzio@huntrealestate.com
Did You Know?
When determining the value of a home for insurance purposes, insurance carriers use a replacement value as opposed to a market value, assessed value, or appraised value. REPLACEMENT VALUE: Replacement Value is determined by multiple factors: square footage of home, zip code or location, year built, any upgrades, such as central air, fireplaces, decks, porches, enclosed porches, finished basements, skylights, as well as the building grade, i.e., standard, semicustom, custom. The replacement value represents how much the home would cost to rebuild in the same location if it were to burn completely to the ground. It is important to insure at replacement value as it will affect any partial loss/claim.
"Most sales training programs seldom measure results. Their product is training. The Ninja Selling System’s product is RESULTS. Ninja graduates show a sustained 20% or more increase in income." More information can be found at: ninjaselling.com.
"People love to buy, but they hate to be sold. Traditional sales methods “turn-off” customers, causing them to distance.
For example: A home is insured at a $100,000 replacement cost. The homeowner incurs a $10,000 loss. The insured would be paid $10,000 because the home is insured for 100% replacement value. On the other hand, if that same home is insured for $50,000 (50% of the replacement value) and incurs a $10,000 loss, the insured would only be paid $5,000 for the loss because the home is only insured for 50% of the replacement value. Bear in mind that the replacement value will always be more than the purchase price of the home and may be easily explained to your buyer with the aforementioned example.
Jodi Giovino, General Manager HUNT Insurance Agency, LLC 716-748-8906 jodi.giovino@huntinsurance.co
Core Businesses & Departments
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Congratulations Agents!
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Buffalo Niagara
MARCH
APRIL
Akron Amherst East Aurora Grand Island Hamburg KenTon Lancaster Lewiston Lockport Buffalo Metropolitan Orchard Park West Seneca Wheatfield Williamsville/Clarence Williamsville Village
Cheyanne Seelau Judy Jack Lewis Barbara Dodge Jason Sokody Millie Blasz-Achtyl Kim Nemeth Jeanine Kacala Leslie Scibilia Dianne Shaw Ellen Daly Ryan Daley Janice Doktor - Doran Jennifer Ranaletti Michael Burke Enas Latif
Jerri Boskat Judy Jack Lewis First Name, Last Name Jason Sokody Candace Koch Karen Loffredo Jeanine Kacala Barbara Kivi Dianne Shaw Ellen Daly Geralyn Bonilla Elizabeth Manna Mark Lemke Michael Burke Joe Triffilo
Rochester
MARCH
APRIL
Brighton/Pittsford Canandaigua Greece Perinton Webster Hornell/Alfred
Larry Magguilli Sandi Van Camp Barbara Dodge John Denniston Vince LoCastro Shaune Henry
Suzanne Hutton Wilcox Dawn Marie Kane Chris Olyer John Denniston Vince LoCastro Judy Clark
Central & Northern NY
MARCH
APRIL
Camillus Cazenovia Chittenango Clinton Old Forge Dewitt Liverpool Manlius Oneida Watertown Cicero
Joy Bush & Scott Smith Thomas Tait Robert Freunscht & Virginia Mann Barbara Owens Audrey Strutynski Chip Hodgkins Team Robert Joeckel Gaulin Team Mary Pat Adams Jill Rosette Bruce Tibbitts
David Manzano Sr Thomas Tait Robert Freunscht & Virginia Mann Barbara Owens CNY Key Team Robert Joeckle Gaulin Team Mary Pat Adams Shirley Litz Shane Tibbitts
Capital
MARCH
APRIL
Glens Falls Slingerlands Rensselaer Hudson Clifton Park
Shawn Clark Lucy Sokaris Cindy McMahon Dawn M Friedman Dan Lesage
Jennifer Ball Nina Sher Cindy McMahon Barbara Larkin Joe Carusone
Arizona
MARCH
APRIL
Tempe Scottsdale
Ken Mayer Barbara Larkin
Bill Drevyanko Don Puddy
Agents of the Month
HUNT Welcomes New Agents David Benson - Lockport Kristen Heimbach - KenTon Julie Lisy - Hamburg Ann Marie Phillips - Williamsville Village Anthony Mahiques - KenTon Marc Dratch - KenTon Raymond Pelland - Tempe Rachel Elliot - Lancaster David Montemage - Grand Island Anthony Trunzo - Lockport Tracy Wassink - Williamsville Village Tyler Booth - Lockport Jason Hugar - Wheatfield Tammy DeLong - Hamburg Peter Burke - Brighton/Pittsford Samantha Miller - Dewitt Gary Berger - Williamsville/Clarence Tiffany Adams - Williamsville/Clarence Luke Lobsinger - Williamsville/Clarence Shane Palistrant - Buffalo Metrpolitan Todd Fritz - Scottsdale Lee Iredell - Scottsdale Markus Coward - Brighton/Pittsford Christine Finley - Clinton & Old Forge
Experienced Agents Bob Wozniak - Orchard Park Pamela Lattimore - Glens Falls Janice Styles-Hall - Clifton Park Dawn Friedman - Hudson Marcia Keller - East Aurora Antonia Jimenez-Bailey - Hudson Irene Gabelnick - Amherst Robert Ayala - Greece Colleen Brunelle - Hamburg Mary Katonah - Rensselaer Jeffrey Smith - Tempe Daniel Bennett - Scottsdale/Glendale Kristen Hundshamer - Liverpool Michelle Parks - Scottsdale/Glendale James Riley - Scottsdale/Glendale Gerald Fuller - Scottsdale/Glendale
Yosef Kopman - KenTon Nicholas Case - Buffalo Metropolitan Kristi DeLabio - Buffalo Metropolitan Deb Fusani - Williamsville Village Ericka Monteverde - Scottsdale Neil Carroll - West Seneca Karen Miranda - Wheatfield Jo-Anne Hughes - Clifton Park Carmella Cummings - Liverpool James Bowden - Liverpool Glenn Aronow - Lockport Renee Tonkin - Williamsville Village Gloria Lettow - Wheatfield Jacqueline Whalen - KenTon April Anderschott - Williamsville Village Victor Smith - Wheatfield Ricquia Salters - Tempe Benjamin Burket - Canandaigua Ashley Ripley - Camillus Michael Jones - Liverpool Shawn Salsman - Oneida Satish Saladi - Williamsville/Clarence James Bevens - Lancaster O’Neil Chung - Greece
David Wilson - Scottsdale/Glendale DeAnn Hasquet - Scottsdale/Glendale Kelleigh Evans - Scottsdale/Glendale Jeevakaran Seevaratnam - Williamsville/Village Robert Hitt - Scottsdale/Glendale Todd Horton - Canandaigua Ray Anderson - Scottsdale - Glendale Kathleen Peglau - Lancaster
Welcome New & Experienced Agents
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New Realty Club Vendors
We have recently added six new Realty Club service providers and three Realty Club attorneys. If you have any clients with needs in these categories, please give them a call!
Category: Flooring Warren’s Carpet One Floor & Home 716-213-0713
WarrensCarpetOne.com Region: Buffalo/Niagara Category: Plumbing
Category: Biohazard Cleanup Cleanout Services Crime & Trauma Scene Eraser 716-361-2824 CrimeAndTraumaEraserGov.com Region: Buffalo/Niagara Category: Moving & Storage
Cellino Plumbing 716-675-1111 CellinoPlumbing.com Region: Buffalo/Niagara
Rapid Moving & Storage 716-665-4832 ChooseRapid.com Region: Buffalo/Niagara
AceTrustSolutions.com Region: Central New York
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Realty Club Vendors
Category: Painting Queen City Painting 716-946-7011 PaintQueenCity.com Region: Buffalo/Niagara
Terence A. Langan, P.C. (315) 445-9761 Terry@LanganLaw.us Region: Central New York Category: Realty Club Attorney Michael Santariello, Esq. / Chris Brown, Esq. Santariello, Akl & Associates, PLLC 585-424-3769 msantariello@santariello.com / cbrown@santariello.com Region: Rochester Category: Realty Club Attorney
Category: Make Ready For Sale AceTrust Solutions, LLC 315-401-0052
Category: Realty Club Attorney
Ronda T. Akl, Esq. / Iman Abraham, Esq. Santariello, Akl & Associates, PLLC 315-701-2934 rakl@santariello.com / iabraham@santariello.com Region: Central New York