January & February 2016 Newsletter

The official newsletter of HUNT Real Estate Corporation

A Message from Peter F. Hunt page 2

Distinctive Properties Program page 6

News Around Region page 9

December/January 2016 | Issue 77

HUNT Partners with Who’s Who in Luxury Real Estate

by Dan Mirsky, Director of Marketing To affirm our standing as the luxury real estate leader in all of our regions, we are pleased to announce that HUNT Real Estate ERA has partnered with Who’s Who in Luxury Real Estate, a network of the finest residential real estate firms from around the world. Who's Who in Luxury Real Estate and its website LuxuryRealEstate.com represent a compendium of the finest residential real estate firms from around the world.

The organization’s 130,000 professionals in more than 70 countries collectively sell in excess of $190 billion of real estate annually.

With HUNT’s membership in the Who’s Who network, we become their only real estate partner representing luxury buyers and sellers throughout all of Western, Central and Upstate New York. (We also plan to be affiliated in our Arizona region soon.)

So how does our membership benefit you?

Beginning the week of February 29th, all HUNT Real Estate ERA listings priced above $500,000 are now showcased on LuxuryRealEstate.com - the #1 most highly-trafficked portal for luxury properties on the Internet. This means HUNT listings will be exposed to more qualified luxury home buyers nationally and internationally - than any of our competitors.

Additionally, our Who’s Who membership affords you a number of personal marketing opportunities, including: ● Use of the Who’s Who & LuxuryRealEstate.com logos on all of your marketing materials (you can access these from the Distinctive Properties section of AgentAchieve)

continued on page 6

A message from Peter F. Hunt Chairman & CEO

Where Will Be Your Focus?”

The beginning of the year is the customary time to resolve to do things differently or better or simply to better for oneself. Your company operates on a fiscal year, so I created my short list of things I hope to see change or improve back in early November. My first chance to share them with you was at our recent Awards Celebrations. I don’t expect you were taking notes at those events. Accordingly, please allow me to share those areas of our business that will be my focus for the organization for this fiscal year.

As background, to avoid a random process, areas for our focus are chosen based on perceived greatest impact.

Here are the four choices and why:

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Branch in the Buffalo Niagara Region—HUNT Insurance will have a physical presence and staffing in all Regions in the current fiscal year. HUNT Commercial will see new leadership and a growing presence in all Regions as well. Several Branches will see a significant investment and commensurate support staffing to, among other things, serve our individual Agents and those functioning as teams. HUNT Mortgage will continue to grow its human presence, on the heals of a record year in 2015, to better serve our Agents and clients and Network Title personnel will be more visible to serve our attorney clients, our Agents and our buyers and sellers.

3) Model Branches for our Company and the Industry. Branch by Branch we will continue to build our presence in our designated Primary Market Areas, grow our market share to targeted levels, increase our per person productivity even after a record year of growth in 2015, and continue to improve the extent to which we serve each and every customer and client—a concept we call “Same Customer Service Level”. We will build on our current powerful base in each Branch to create the model for the industry.

1) Implementation of the Team Concept. In our research, the most important shift in our industry is from Agents as “generalists” to Agents as “specialists”. Specializing is the expression of where Agents are feeling the greatest job satisfaction. Agents may then choose to associate with those that compliment their skills, hence the creation of teams. One Agent may really enjoy the challenge of securing a listing; another nurturing a longer term relationship with a buyer prospect; still others a supportive administrative role. Each individual capitalizes on their particular talents and skills. Everyone—and the clients—benefit. We have begun a Region-by-Region education and training program, which will be ongoing. In addition, your Branch Director will be fully-versed on our Team Policy, the suggested roles on a highly functioning team, and outlines of our education and training sessions. Please take the time to meet confidentially learn more even if you are now leading or part of a team.

4) Aggressive Marketing of who and what we are—our Brand. We have an unparalleled 105-year history, unique “signatures” based on our innovations, creative marketing, training infrastructure, proprietary and licensed technology, corporate relationships, and a philanthropic spirit. Now we have to tell our “story” in a simple and memorable way. We are now implementing the most comprehensive marketing plan in our history that we hope you will draw on to tell your own story and build your own brand along side ours.

2) The Right People are in the Right Places. This follows naturally from the above and is always an area of focus, but as we grow, build and rebuild various elements of our organization it is all the more important.

In addition to making our entire Company the most team-friendly environment for our Agents, we are creating an all-new HUNT Insurance, which is now headquartered in our Williamsville Clarence

Over the last few weeks, I have asked each of our Department Heads, Core Business Leaders and Regional General Managers to articulate their areas of focus for the year so that we hold one another accountable and measure our progress. I strongly encourage you to create your own short list. In addition to goals in terms of numbers of sales and “volume”, how will you measure your professional progress? If you

would like any help developing your goals and areas of focus, please seek out a coaching relationship with your Branch Director—this is among the most important contributions we can make to your career.

Lastly, please allow me to offer my congratulations once again to all our Award Winners whom we honored recently. Those moments when we pause to celebrate these many successes are among my favorite every year. Please keep this in mind as our competitors attempt to shake our confidence, as they always do, with there own stories about us. We should be flattered that they spend so much time worrying about what we are planning next or rewriting our history to suit their own reality. Just remember that we had the best year in our Company’s history by a wide margin in 2015, our per Agent productivity grew (by 8%) to its highest level and way beyond our competition,

and HUNT Mortgage and Network Title had their best years ever—among other record achievements. Please take pride in what you have combined to produce and the record number of customers and clients you have successfully served.

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Agents of the Month Buffalo Akron Amherst Buffalo Metropolitan East Aurora Hamburg KenTon Lancaster Lewiston Lockport Orchard Park West Seneca Wheatfield Williamsville-Clarence Williamsville Village

November

December

Cheyanne Seelau Judy Jack Lewis Ellen Daly Todd Aichinger Lori Pyanowski Kim Nemeth David Gierlinger Barbara Kivi Lou Faery Bill Smith Dennis Dargavel Jennifer Schreckengost Michelle Winer

Adam Burg Judy Jack Lewis William Abels Rosa McCabe Melissa Weidner Stephanie Karvouniaris Jeanine Kacala Anne Smith Chari Himmelsbach Geralyn Bonilla Janice Mroz Cheryl Polasik Sharone Frisicaro Joe Trifilo

Richard Testa Dawn Marie Kane Richard Orczyk John Denniston Alfred Constantino

Larry Magguilli Sandi Van Camp Tod Myers John Denniston Vince LoCastro

Rochester Brighton-Pittsford Canandaigua Greece Perinton Webster

Central & Northern NY/Carthage Watertown Camillus Cazenovia Chittenango Clinton DeWitt Liverpool Manlius Oneida Watertown Cicero

Dave Manzano Sr. Thomas Tait Amy Burnell Mindy Bradley and Jim Lenahan Gaetano Belmonte Ray Grzenda Gaulin Team Mary Pat Adams Jill Rosette MariRae Dopke

The Crocker Team Thomas Tait Cheryl Cary Mindy Bradley and Jim Lenahan The CNY Key Team Brian MacGorman Judy Winslow Jeanette Denney Jill Rosette Shane Tibbitts

Sheila Brumley Dan Lesage Jen Ball Jaime Evans

Donna Martin Ken Champagne Kelly Hayes Lucy Sokaris

Ken Mayer Kevin Cracolici

Jacqueline Higgins

Capital District Saratoga Springs Loudonville Glens Falls Slingerlands

Arizona Tempe Scottsdale

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Buffalo

January

Akron Amherst Buffalo Metropolitan East Aurora Hamburg KenTon Lancaster Lewiston Lockport Orchard Park West Seneca Wheatfield Williamsville-Clarence Williamsville Village

Marge Tuerk Kelly Poulos The Rob Blake Team Keith Cochrane Carol Lee Rubeck Elizabeth Lally Barbara Hoy Barbara Kivi Dianne Shaw Bill Smith Cynthia Stachowski Mark Lemke Jim Hoffman Bonnie Clement

Rochester Brighton-Pittsford Canandaigua Greece Perinton Webster

Larry Magguilli Sandi Van Camp Richard Orczyk James Peck Vince LoCastro

Central & Northern NY/Carthage Watertown Camillus Cazenovia Chittenango Clinton DeWitt Liverpool Manlius Oneida Watertown Cicero

Beth Losty Thomas Tait Robert Freunscht Mindy Bradley and Jim Lenahan Chip Hodgkins Robert Joeckel Gaulin Team Sharon Kimball Shirley Litz/Deborah Manning Shane Tibbitts

Capital District Saratoga Springs Loudonville Glens Falls Slingerlands

Ray Henderson Joe Carusone Thomas Ulrich Mary Stapleton

Arizona Tempe Scottsdale

Christine Hartman Wendy Tinker

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HUNT Partners with Who’s Who in Luxury Real Estate cont.

by Dan Mirsky, Director of Marketing ● Public Relations exposure on the Luxury Real Estate blog for your high-end properties ● Networking opportunities with other top real estate professionals at Luxury Real Estate Conferences (4x per year) ● Ability to purchase a Featured Property spot on the LuxuryRealEstate.com homepage and email a premium property announcement to their global database of 130,000 members

● Print advertising opportunities in Luxury Real Estate Magazine and other international publications, including: The Wall Street Journal (Regional & International editions), Unique Homes, and duPont Registry In the coming weeks, you’ll learn much more about this exciting new partnership and how to leverage it in your next listing presentation. In the meantime, if you have any questions or would like to find out how to start utilizing your member benefits, contact the HUNT Marketing Department.

Introducing...

The HUNT Distinctive Properties Program

by Dan Mirsky, Director of Marketing From exquisite lakefront properties to ultra-sophisticated city homes to sprawling country estates, the marketing of a luxury listing can be significantly more involved and demanding than a conventional home - and the sellers of these special properties expect only the best.

Our recently announced partnership with Who’s Who in Luxury Real Estate and LuxuryRealEstate.com enables us to showcase our top properties to a global audience of qualified buyers. To further establish HUNT as the luxury real estate firm of choice, and you as the preeminent luxury real estate expert in your marketplace, we have developed the HUNT Distinctive Properties marketing program, exclusively for properties priced above $500,000.

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When you enroll your listing in the HUNT Distinctive Properties program, you will receive the following marketing benefits: DISTINCTIVE PROPERTIES MARKETING PLAN • Customized Seller Select presentation specifically tailored to your client’s property HUNT DISTINCTIVE PROPERTIES YARD SIGN & NAME RIDER • Special yard sign designating your property as a member of our exclusive luxury home marketing program • Custom sign rider with your name EXCEPTIONAL PHOTOGRAPHY* • This is an agent-paid expense and required for inclusion in the HUNT Distinctive Properties Program. Contact HUNT Marketing for Approved Photographers.

• Professional photography is required to ensure every aspect of your property shows brilliantly in all marketing both online and offline ENHANCED WEB PRESENCE • All HUNT Distinctive Properties automatically appear on LuxuryRealEstate.com - The Internet’s #1 search site for Luxury Properties (starting the week of 2/29/16) • Exclusive promotion on the Distinctive Properties section of the HUNT website ONLINE ADVERTISING • Featured property ad in our HUNT Distinctive Properties Magazine • Marketing exposure via the HUNT Real Estate social media channels OPTIONAL ITEMS** For these unique properties, we suggest you take advantage of the following: • Staging Consultation • Aerial Photography • Distinctive Property brochures and/or postcards from Xpressdocs • LuxuryRealEstate.com print advertising programs in international publications, including: The Wall Street Journal (Regional & International editions), Unique Homes, duPont Registry, and Luxury Real Estate Magazine Even your most discerning clients will be impressed by the exceptional level of attention and exposure in marketing their unique property through the HUNT Distinctive Properties Program. To have your listing considered for this program, contact your Branch Director or the HUNT Marketing Department. * Ad Bank dollars may be used to pay for photography ** Optional Items are an agent-paid expense

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HUNT Mortgage

by Linda Mallia, President of HUNT Mortgage A Look Ahead Now that we have had a chance to celebrate our past year’s success with our employees and our agents, put TRID and a new software implementation in the rear view mirror, we look forward to another record breaking year.

It appears that interest rates are going to remain relatively stable and mortgage financing readily available to qualified buyers. While inventory will remain the wild card, there appears to be no major obstacles or red flags on the horizon.

Of course, even stable rates can be a different picture than we have seen in the past five years where it seemed rates did nothing but go down. Stablity could lead to further complacency, but steady increases in rates could push the fence sitters into the market. In either case, multiple offers will likely remain a challenge for buyers and Realtors alike. While we normally like to introduce a new mortgage program each year, we decided that the Pre-Purchase Commitment program remains fully relevant and important in the 2016 market. Last year, we added a $1,000 guarantee to sellers – if our Pre-Purchase Commitment fell apart (except for reasons outside our control), we would give the seller a check for $1,000. To date, we’ve never had to make good on that guarantee as we continue to fully and carefully underwrite all of the Pre-Purchase Commitment loans in our pipeline, resulting in a buyer that is as close to cash as we can get them without actually handing them a bag of money!

For more information about the Pre-Purchase program, or to have your clients apply, contact your HUNT Mortgage Consultant.

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News Around the Regions Buffalo/ Niagara

Kelly Spurlock was promoted to the Branch Director position in the HUNT Lancaster Branch on January 18, 2016. Congratulations Kelly!

The Buffalo Metropolitan office was so busy during the holiday season, that we didn't have our Holiday Party until early February! We all had a great time celebrating at Foundry Lounge on Elmwood. Here is to another great year in Buffalo real estate!

Niagara County branches Lewiston, Lockport and Wheatfield enjoyed their holiday season, as well, with many celebrations.

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News Around the Regions cont.

Buffalo cont.

Rochester

We had an amazing time at our West Seneca Agent Appreciation night!

With 22 of us in attendance we Painted with a Twist and had a blast. It was an evening of fun and just enjoying ourselves while trying something new.

Out with the old and in with the New Year! Rochester agents are gearing up for the spring market. Managers are already hearing reports from agents in the field that multiple offers are in full swing! In response to that, the management team has decided to offer up some additional training to the newer agents who are about to enter their 1st spring market. On the docket are “Field Trips”(idea adopted from the Buffalo Region), review of listing paperwork & presentation skills and strategies on how to navigate your client in the multiple offer world.

We have big goals this year and it will take every agent in the region to help us achieve them. We have some new power backing us with the addition of the Hornell and Alfred offices. Please join us in welcoming our newest members to the region. We are excited to have you all onboard!

Mark your calendars for our 10th Annual Egg HUNT! Everyone is invited to attend and, of course, we welcome any volunteers. The event is scheduled for Saturday, March 19th at Kings Bend Park in Pittsford. Proceeds from the event go to the Ronald McDonald Foundation.

Capital

We are pleased to announce that Mark Phoenix has joined our team in the Capital Region as Branch Director of the soon-tobe opened Clifton Park office. He will also be our Regional Training Director. Mark’s immediate responsibilities will include establishing the new branch office together with assembling a team of agents that reflect the HUNT Core Values of “Being the best in the marketplace we serve.”

Mark comes to HUNT with 30 years of practical experience in residential real estate, serving most recently as Chief Operating Officer for Coldwell Banker Prime Properties.

He has expertise in branch management, training, coaching and has experience in implementing new initiatives and technology.

Please welcome Mark to our company. He may be reached at 518-496-9313 or Mark.Phoenix@HUNTRealEstate.com

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News Around the Regions cont.

Central & Northern NY

Would you love to participate in an active workshop that can actually bring you leads before you even leave the training room? That is the concept behind CNY’s new “Incubator” training—a new series of workshops where you will either come away with leads or gain the tools to acquire leads. Held in the Liverpool training center and led by CNY Regional Training Coordinator, Jeanette Denney, these workshops are being touted by experienced agents and newbies alike. It is all about building your business and making you money.

“In a 30-minute session in which we called our COI, I was able to get three appointments… I intend to go to every one of the workshops! They are invaluable,” says Patsy Scala, Associate Broker from our Manlius office.

Agent Peg Schick agrees, “Jeanette is amazing, as are my fellow REALTORS. Everyone works together sharing their successes.”

When you attend these workshops, you do not simply listen to a lecture, you are an active participant, placing cold calls, contacting prospects or working on your sales skills. Topics range from prospecting FSBOs and Expireds to perfecting your listing presentation and creating a strong presence on social media.

Jeanette Denney does not just teach these classes—she has lived the lessons. Besides her role as Training Coordinator, Jeanette is a top-producing agent from our Oneida office. She has restarted her real estate business three times in completely different geographical areas and achieved great success using the very tools she is teaching in these workshops.

It is a safe environment away from distractions to put into action strategies to increase your business, Jeanette says, “We share a wealth of information and expertise - and it is fun! We are all learning together.”

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Relocation

by Mary Croglio, Director of Relocation Excellent Service + Cash Back Rewards = On the House® A number of our agents have been actively working with our corporate clients providing outstanding service, as well as very attractive cash back rewards to employees that are members of our On the House program. Since the start of the 2016 fiscal year, On the House employees have received almost $8,000 in cash back rewards thanks to Beatrice Dunwoodie and a fine group of committed agents. Our agents have earned almost $42,000 in commissions during this time, as well. Agents assisted employees from Verizon, The Rochester Executive Association, Ingram Micro, Ryder Truck, The Buffalo Executive Association, Kaleida Health and Univera Healthcare to name few. Barbara Hoy, in particular, has had a long, productive relationship with the employees at Verizon - and these employees have certainly benefited from Barbara’s stellar service and the cash back benefit. Paul Heaslip, Gerri Normandin, Stephanie Fiorentino, Bev Gaglio, Jasmine Biggins, Melissa Eyeington and Joanne Roberts all participated in the program, closed properties this quarter, and made certain that their customers received outstanding service and their reward benefits. We have other agents that have helped us develop accounts and we truly appreciate all the help and dedication bringing this benefit to some of our local businesses. We are looking forward to expanding our footprint in all regions so companies and our agents can take advantage of this valuable offering.

Welcome to HUNT! We would like to welcome the following newly licensed agents from across the company: Patrick O’Keefe - Scottsdale Lorraine Kowalski - Amherst Debra Harrison - Amherst Kimberly Mankowski - KenTon Lori Stearns - KenTon Cyndal Smith - KenTon Alyssa Karcher - Lancaster Sandra Ciliberto - Lockport Joseph Young - Buffalo Metropolitan Remy Rizzo - Wheatfield Elonda Isbell - Brighton/Pittsford Stefanie Baker - Brighton/Pittsford Christiana Matos - Brighton/Pittsford

Donald Falzarano - Hornell/Alfred Eric Shaw - Webster Nikki Henry - Liverpool Christine Neupert - Manlius Tammy Startiff - Amherst Mitchell Lyons - Scottsdale Gloria Destefanis - Clinton JeDawn Kennedy - Amherst

Valerie Ferguson - Liverpool Marc Ruettimann - Metropolitan Heather Cluckey - KenTon Deborah Cavanagh - Manlius JoAnn Jones - Camillus April Seney - Rensselaer Eldrie Anderson - Brighton/Pittsford Robert Suhr - Brighton/Pittsford Michael Satter - Perinton Brian Cheverie - Buffalo Metropolitan Alexander Mintskovsky - Manlius Jennifer Dowdell - Williamsville/Clarence William Schimpf - Williamsville/Clarence Lawrence Mlejnek - Greece Shana Smolinsky - Dewitt Viktoriya Khomenko - Scottsdale Patricia Rossi - Manlius Erin Wightman - Oneida

We would also like to welcome the following experienced agents from across the company: John Sciuto - Buffalo Metropolitan

Sharon Martin - Wheatfield

Barbara Neri - Wheatfield Stephen Hiter - Glens Falls Garry Britton - Brighton/Pittsford Debra Raup - Brighton/Pittsford Gloria Bucher - Canandaigua David Marnell - Dewitt Seth Homer - Clinton Bryan Brooks - Brighton/Pittsford Mark Phoenix - Slingerlands Albert Stephens - Scottsdale