July 2015 Newsletter

The official newsletter of HUNT Real Estate Corporation

A Message from Peter F. Hunt

July 2015 | Issue 74

A message from Peter F. Hunt Chairman & CEO

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Fundraiser for Joe Woutersz page 5

NEW HUNT Digital Listing Center page 9

Your Own Team Two months ago, my article for this newsletter was all about the concept of “team” at HUNT Real Estate Corporation.

I referred to three actual levels of team effort that goes on every day at our Company—at the Company level (“One Company—Your Team), the Branch Level as we work toward developing Model Branches throughout the Company, and Agent Teams. Since then, a working group from our Leadership Team, consulting with a select group of our Agents - including my Senior Advisors - have been working with me to refine a highly-detailed and functional recommended Agent Team Policy, which consists of an organizational structure, compensation plans, and even contracts between and among team members and the Company. I am pleased to report that these efforts are bearing fruit.

Over the course of the next few months, I will be scheduling “Town Hall” style meetings to present our Agent Team rec-

ommendations and clearly spell out how our Agents can either become part of a team or even start their own.

As you will learn, this move is a real breakthrough in our industry, as we can find no other company in this country that has a clear, well-articulated path for those interested in founding and growing a team.

Indulge me while I share my own revisionist history of how the agent team was created and how it has evolved. No one knows exactly when, but a long time ago, some highly productive agent somewhere in the world decided that he/she could no longer handle the flow of leads, working those leads, securing listings, holding open houses, showing houses, managing marketing and advertising, managing pending transactions, building and maintaining customer relationships, etc. So this agent may have first gone to his/her broker, or maybe just jumped to the obvious and hired an

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A message from Peter F. Hunt cont.

Chairman & CEO

administrative support person to then be free to do what he/she does best—sell. Now a new challenge was presented—managing another person’s activities.

The next challenge was dealing from a sales and service perspective with a growing pipeline of leads and referrals. The “buyer agent” was added to the team.

Then, there was the problem of managing the pipeline of transactions emanating from the growing team. So a “transaction coordinator” came on board - and the management issue kept compounding.

Some early entrants into the team world did very well, even to the point of developing or purchasing from a third-party systems to manage and nurture the inbound leads until they “matured” into viable prospects, manage paperwork and monitor transactions through the maze of lenders and other vendors that are necessary players in the deal.

Some companies simply decided that they would supply little or no support service, allowing agents to go find their own resources through third-parties for lead generation and management systems, such as Top Producer and even Zillow. In exchange for a low-service environment, these companies offered higher commission splits to agents. Examples would be Realty Executives, ReMax, Keller Williams and a group of companies known as “freedom shops” (come and go as you wish and pay a monthly association fee and a per-transaction fee, leaving the balance of the commission—and the investment in sales support personnel and systems—for the agent). In these low-service companies, resourceful agents have little choice but to create teams as there is no support coming from the company, beyond a company website and other web-based services that are paid for a la carte by the agents. This has created a random customer experience, highly dependent on any given agent with whom the customer might interact.

Other more progressive companies, like yours, saw

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this evolving and recognized that most Agents were not in a position to take the risk of hiring and managing others to build their own team and grow their business. These companies, either on their own and/or through third-parties, developed systems, largely technology-based (here at our Company: The HUNT Hotline, AgentAchieve, ePropertyWatch, HUNTrealestate.com, Instanet, Google Docs and more), or even in very rare cases like ours, through an investment in human resources (as we have committed to through the Customer Service Center, ProShow, AA’s and leadership at the Branches, and our Marketing, Relocation, Accounting, Information Technology and Career Development Departments).

This investment is designed to raise the level of service ALL customers had a right to expect from all Agents associated with our Company.

Through our new comprehensive Agent Team Concept, the freedom to build your team in an organized, systematic, manageable way is intersecting with the sophisticated infrastructure available only to HUNT Agents.

With the understanding that this is not for everybody, I look forward to exploring what this exciting opportunity could mean for you.

Please look for the announcement of the Town Hall Meeting in your Region.

Relocation

by Mary Croglio, Director of Relocation

Decisions, Decisions...

It is not at all easy to move to a new town and know right away where to plant roots. Many transferees cannot commit to an area or home in a just a few visits. They need time to engage with the culture, acclimate to the weather and build professional and personal relationships. Many times they have to sell a home in a previous town before they can buy and are trying to do this all long distance. Sometimes they are separated from their family for a prolonged period of time. Agents that specialize in relocation can be an integral cog in this complicated and emotionally charged process.

In the world of relocation, if a corporate client has a potential candidate deciding whether or not to take a position, a Realtor can be a key factor in the decision process. The candidate wants to know he/she and their family will feel comfortable with the new community. These are just a few questions on a candidate’s mind: What’s the best school system? Will there be enough to do? How much snow will there be in New York or how hot are the summers in Arizona? Should I buy or should I rent until I can get to know the area better? What is the cost of living?

Sometimes it can be frustrating for agents to learn a candidate has not yet accepted a position or decides to rent instead of making a purchase. Agents who know how to work this business know an opportunity equates to the glass being half full! Everyone you meet has potential to send business to you. Perhaps the person that does not accept the job tells the human resources manager the Realtor did a terrific job showcasing the area. That human resources manager may request that same agent for the next person that comes in and does accept the job. Perhaps the person decides to rent, again they may buy in the future or may tell others what a great agent they had and send other business their way.

Customer service and staying in touch are the keys to the future. Remember, rental clients can be added to Agent Achieve so you are the first one they think of when it comes to buying. You can even put candidates that do not accept a position in AgentAchieve. Perhaps by staying in touch, someday you will be able to earn some additional income by helping them find the best broker in their local region by offering our services through our Cartus broker network. It is your decision how you create your future.

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Agents of the Month Buffalo

June

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

Cheyanne Seelau Kathy Anderson Wendy Gioia Todd Aichinger Millie Blasz Achtyl Karen Loffredo Barbara Hoy Barb Kivi Dianne Shaw Carol Czerwiec Pete Scarcello Cheryl Polasik Michael Burke Bonnie Clement

Rochester Brighton-Pittsford Canandaigua Greece Perinton Webster

Larry Magguilli Sandi Van Camp Rich Orczyk John Denniston Vince LoCastro

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

The Crocker Team Thomas Tait Robert Freunscht Barb Owens Chip Hodgkins Brian MacGorman Gaulin Team Shari Kimball Doris Olin Shane Tibbitts

Capital District Saratoga Springs Loudonville Glens Falls Slingerlands

Ray Henderson Shawn Clark Jen Ball Jamie Evans

Arizona Tempe Scottsdale

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Ken Mayer Craig Hansen

Fundraiser for Joe Woutersz

by Andrew Genovese, Licensed Real Estate Salesperson at HUNT Glens Falls

I have a story to share about a man that is very near and dear to my heart. I have known Joe Woutersz, Broker Consultant at HUNT Glens Falls, for about as long as I have been in real estate. He spent years trying to recruit me, and I spent years ignoring him. I have always respected him, but after being in real estate for some time, you refuse to hear the various sales pitches brokers tell you in their efforts to successfully recruit candidates. After taking a break from real estate for a year, I decided to get back into it and knew that I needed to speak with Joe. This was the first time in my search for a new real estate company that I decided to choose the broker over the company.

I have now worked with Joe for the last year and a half. Every promise he made was honored he was never untrue to his word, and his only interest was helping me and every other agent that works for him. I have never grown so close to someone so quickly on a personal level. Joe is like a father to me and I would take a bullet for him. He and his wife, Elaine, were the first people my wife, and I would let watch our one-year-old daughter, Brooklyn - she calls him "Pop." One month ago, Joe was told he had a cancerous tumor in his esophagus. The tumor is so large he can barely eat solid foods and has lost a good amount of weight. Sadly, the cancer did not stop in the esophagus, it also spread to his lymph nodes and is possibly in his lungs. Soon Joe will be starting chemo and radiation, after which surgery will be necessary.

Joe Woutersz is a pillar in the Glens Falls community. He participates in so much - BNI, Toastmasters and the Adirondack Chamber of Commerce, to name a few. He has freely given large amounts of his time to the Warren County Associate of Realtors and, of course, to his agents that have been loyal to him all these years. His dedication to all is unsurpassed and it's time we help Joe and Elaine.

Joe has worked hard all his life and all he cares about in these difficult times are his the well-being of his wife, family, agents and clients. He is a proud man, and it is not easy for him to ask for help - so we are asking on his behalf. If you can find it in your heart to donate, please do.

Contributions can be made at JoeWouterszCancerFund.com or at any Key Bank location (make checks payable to the Joe Woutersz Cancer Fund).

We want Joe to focus on his recovery, rather than worry about the huge medical debt accruing. I am donating $2,000 and Jen Ball is matching my donation. Any amount helps. It could not go to a better person and will be deeply appreciated.

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Employee of the Month

by Charlie Hunt, General Manager of Rochester Region & Director of Corporate Relations

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June

July

The employee of the Month for June is Joe Woutersz. Joe had largely been on an island in Glens Falls, well outside the greater Capital Region and far outside the epicenter of HUNT. This didn’t seem to matter as Joe was, and continues to be willing to help anyone with anything, at any time. This attitude is what has attracted quality agents to our Glens Falls branch which has resulted in unprecedented growth within the branch. YTD the Glens Falls Branch is 41% ahead of plan in volume and 46% ahead of plan in Company Dollar -- an exceptional performance by Joe and the fine agents he leads.

Congratulations to Diane Gold! Diane is the July employee of the month. Diane consistently masters the USAA business by working together with Cartus, the USAA members and our agents. The number of closings increase year after year with Diane’s expertise even as the requirements, demands and expectations become more and more challenging. Diane’s dedication and commitment to this business segment is unwavering.

News Around the Regions Buffalo/ Niagara

The results are in... Buffalo Buiness First ranks HUNT Commercial Real Estate Corp. as the #1 Commercial Real Estate firm in Western New York.

Jamie Mendel-Kolb, Broker Consultant for the Niagara Region, set up a community service event for her three offices: Lewiston, Wheatfield and Lockport. They helped out at the Literacy Zone grand opening in Lockport. The other agents who were there were Will Yaple and Barbara Garey.

The Lockport Office is a proud sponsor of the 90th birthday of the Historic Lockport Palace Theatre.

The Palace Theatre celebrated with a Bootlegger’s Ball on Wednesday July 15th. Fun was had by all! The event attractions included casino style gambling, poker, roulette, and craps, along with performances by the cast of “Guys and Dolls”.

The Historic Palace Theatre is a community based non-profit organization dedicated to maintaining the historic and architectural integrity of the Western New York landmark while providing a venue for the performing arts and a center for art education.

CNY

On Tuesday, July 21st, the Liverpool office hosted a summer barbecue to celebrate their success and to thank all who participated in raising over $3,000 for the Rescue Mission's Ride & Run for the Rescue. Dave Evans and David Pendergast were the grill masters who served up some delicious and perfectly cooked burgers & hot dogs, which were complimented by some extraordinary dishes that everyone who attended brought to share. A wonderful time was had by all!

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News Around the Regions cont.

Rochester

Rochester has big news on the horizon. A new manufacturing institute for integrated photonics will give Rochester's optics businesses the space and capability they need to generate the next great breakthrough.The Integrated Photonics Institute for Manufacturing Innovation will help secure U.S. leadership in the manufacture of next-generation Internet, healthcare and defense capabilities. Funded with a $110 million startup grant from the Defense Department plus State and private funding equalling $610 million is big news for our local economy!

This also means opportunities for HUNT Real Estate agents as well! The housing market will flourish. New buyers and sellers not to mention Relocation clients will be in need of our elite agent’s expertise. While agents from other brokers are on vacation this month, our HUNT agents are not slowing down. The region is ready and willing to service their newest business opportunities.

Exciting news from our Rochester region as HUNT was named by Uniland Residential to be the exclusive leasing firm for The Glen at Perinton Hills, a new luxury apartment community in Fairport. Buffalo Business First took note of our new partnership with Uniland: http://bit.ly/Uniland

Kristen Szramkowski is now Kristen Laczi!

On July 23rd, HUNT Marketing's Kristen Szramkowski married her fiance, Evan, in a small ceremony in the Adirondacks. They are planning a larger reception for family and friends later this month and are looking forward to their Hawaiian honeymoon early next year. Congratulations Kristen & Evan!

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NEW HUNT DIGITAL Listing Center

by Dan Mirsky, Director of Marketing

On July 8th, we released our newest marketing innovation within AgentAchieve - the HUNT Digital Listing Center (DLC). The DLC maximizes your productivity by automatically creating your property marketing pieces for each new listing. The pre-built HUNT templates in the DLC also ensure every item is properly formatted in our modern, professional look and appears properly across all devices - mobile and desktop.

Within 24-hours of putting your listing on the MLS, everything needed to jumpstart the marketing of your property – a complete digital and print marketing package – is created automatically: • • • • • •

Virtual Tour (Branded and IDX versions) Property Website Property Slideshow on YouTube Virtual Postcard Single Sided Flyer (PDF) Double Sided Flyer (PDF)

Should you wish to edit or modify any of your materials, such as changing ad copy or uploading high-resolution photos, you can do so by logging into your DLC account within AgentAcheive.

Additionally, whenever key listing information is updated in the MLS – such as a price change or the addition of a Open House – all of the marketing materials are updated, automatically, so you and consumers viewing your materials online have the most current information.

This is just another example of how HUNT sets you apart from the competition. We are committed to continually enhancing our marketing and investing in the latest technologies available so that you can give your client first class customer service for their property.

For more information about the HUNT Digital Listing Center, please see your Broker Consultant or attend one of the upcoming training webinars being held by Jennifer Maxian.

HUNT in the News The press is also taking notice of our utilization of emerging technologies. Our partnership with Imprev, the company that built the DLC, resulted in news articles being published by Marketwatch (WSJ) and various industry and technology blogs. Check out the article that appeared on Yahoo Finance: http://bit.ly/HuntDLC

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Career Development

by Bob Scholz, Director of Training Training is Important

I believe it is time real estate as an industry begins to educate the consumers about trained and untrained real estate “pilots.”

Think of this situation, you are about to fly to Florida for some well derserved rest and relaxation. You can choose to fly with a pilot who has not been trained or one who has been thoroughly trained to fly the plane.

Which do you choose?

The answer is obvious! Even if the cost to fly with the untrained pilot was less, my guess is you would still choose the trained pilot. We expect that the professionals we use every day to be the best they can be. We expect them to be trained in their skills and to update those skills regularly.

Now think of the real estate consumer. It makes sense that they would pick the trained “pilot” to help navigate their real estate transaction. The truth is that research shows this to be the case. Consumers seek out those “trained” professionals to assist them.

Now ask yourself, are you that trained “pilot?” Are your skills on par, if not better than those of your competitors? If not, why not? If you are, ask yourself, do the consumers know that I am a trained “pilot” or do they just assume it as you would boarding a plane.

This begins with you, the HUNT ERA professional. HUNT ERA has long been known as the “Training Company” due to its passionate dedication to training and skills enhancement. A full-time staff of dedicated trainers administers the best training in the business in all our regions.

Since, however, a trained “pilot” is something expected, we think it is time to let the public know this may not be the case and they do have a choice. This requires two things from you. First and foremost is that you take advantage of the training opportunities provided to you, like HUNT University courses and the provided David Knox Videos. Secondly, you need to let the consumer know you are well-trained and use you training credentials as a point of difference.

If you need help or direction on the unique training opportunities available at HUNT ERA, simply talk to your Branch Leader, they would be happy to guide you to these opportunities.

Welcome to HUNT! We would like to welcome the following newly licensed agents from across the company:

Forrest Heaney - Manlius Susan Caiello - Liverpool Carolyn Durkee - Cicero

Brandy Eidenschink - Tempe Kevin Craolici - Scottsdale Amber Martinez - Amherst Jeremy Lefort - Orchard Park Colleen Morth - Buffalo Metropolitan Todd Cross - Buffalo Metropolitan Stephen Carr - Buffalo Metropolitan Amber Buday - Buffalo Metropolitan Paul Caron - Wheatfield Megan Hoag - Buffalo Metropolitan Daniel Evans - Slingerlands Erin Buneo - Saratoga Springs Nancy O’Connor - Glens Falls

We would also like to welcome the following experienced agents from across the company: Wendy Tinker - Scottsdale Diane Tanyi - West Seneca Michael Foley - Orchard Park Margaret Tam - Scottsdale