Q2 2019
N e w s l e t t e r
ISSUE 92
To show our support for the neighborhoods in which we work and live, we are thrilled to announce... The 3rd Annual HUNT CommUNITY Day Thursday, July 11th We are once again teaming up with your local United Way chapters and community organizations to identify the service projects that we will perform that day. Last year, over 250 HREC agents and staff members volunteered to complete 20 community service projects throughout all of our regions.
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News around the Regions The Perinton Branch has a new state-ofthe-art building!
See more on page 4 ≥
DiD you know? There are training Webinars weekly! The trainings are also listed in your AMP Company Calendar. Check your inbox every Monday for the email below.
“Humble Gratitude”
In an historical novel I’m reading now, the principal character is a homicide detective in late 1920’s Berlin. He is also a veteran of the First World War—The Great War, as it was referred to until a second World War occurred. During the war, the character, “Bernie”, survived without physical harm beyond lingering effects of trench warfare. Most of his after-effects were what we now refer to as Post-Traumatic Stress Disorder (“PTSD”). His way of dealing with PTSD was through exhaustive work and alcohol abuse. By any reasonable assessment, he was a solid drunk—an alcoholic. While investigating a series of homicides where the victims were indigent permanently disabled veterans reduced to begging on the street, the Chief of Police suggested Bernie go “underground”, then a relatively new investigative technique. Bernie chose to disguise himself as a double leg amputee and was made up by a professional make-up artist. Before embarking on his first day on the street, he looked at himself in a mirror and was horrified. That shock, knowing that there were many others for whom his new look was reality, was an epiphany. He recognized how easily his fate could have been just as he now viewed himself in that mirror. The book is written in the first person. Bernie speaks directly to the reader and also speaks to other characters in quotes. After viewing his undercover self in the mirror, Bernie says to the make up artist, “I guess I never realized how very lucky I’ve been. I’m looking in the mirror and asking myself what it must be like to wake up and be confronted with this horror every day.” He then tells the reader that he has “been given a 2
A Message from the CEo
genuine life lesson…that you can’t put a price on good fortune. It’s the difference between two men: One, the man in the mirror with no legs and no future other than selling Swedish matches, and the other, a stupid, able-bodied idiot of a detective who’s full of drunken self-pity instead of humble gratitude.” Bernie quits drinking then and there and stays sober through the end of the book. How often do we wallow in self-pity? The inventory shortage, commission cuts, the challenges of new technology, the actions of the Federal Reserve, tariff wars, political polarization, high property taxes keeping values down, even the weather—there is much in our environment to make us feel sorry for ourselves. My guess is that there will always be many things to complain about and cause us to rationalize not living up to our potential or otherwise failing to achieve our goals. Perhaps we all need an epiphany to create that feeling of humble gratitude, or as Bernie points out, for drunks, “you have to reach rock bottom to turn your life around; I think I’ve just been shown a small preview of what rock bottom might actually look like.” “Rock bottom” for our industry in terms of market activity was 2011. Not only did many of us feel sorry for ourselves, others felt sorry for us too. But the market rebounded in 2012 and is pretty much fully restored to pre-recession levels everywhere in the country. At HUNT Real Estate, our experience paralleled what was going in the rest of the industry. Choices had to be made as we stared at rock bottom. Do we let people go? Curtail services from our Close offices? Departments and Administration? All of that and more was considered—and we chose to do none
of it beyond normal attrition. Instead, this troubled time was viewed through the lens of opportunity, and yes, even humble gratitude. It was also the time of 100th anniversary. We doubled down and gambled that we had the people, systems and access to capital to take us to a better place. Today we are in a much better place. Please allow me to express my humble gratitude for some of the people and things that make us a better place: 1) The accidents of birth that put my brother, my sister, our cousin Gary Kenline and me in position to even have the opportunity to continue this enterprise, which now includes the next generation of not just our family but a growing group of Millennials and Gen Z’ers—your company was recently ranked 15th (continuous years of operation) among all multigenerational businesses in Western New York and 4th in terms of total employment among the top 50 companies in this elite group.
Year-over-year sales in the entire nation are down somewhat. We are performing slightly better than that, but, as I reported at our recent Sales Rallies, not up to the standard we set for ourselves for the current fiscal year. The planning process is underway now, which has begun with an honest assessment of what is holding us back and what we can do to position ourselves for the kind of individual and collective growth of which we have proven to be capable. Our epiphany may have happened some time ago—we have come a long way since 2011. But as we consider our plans for the year ahead, let’s all first express our humble gratitude for who and what has allowed to be the leader in our industry we are today.
2) our truly superior Executive, Regional, Branch, Department and Core Business leadership Team—I assure you, there is no better. 3) our solid core of Administrative and Branch support personnel, who so capably keep our business engine running smoothly. 4) our new Career Development Program, technology platform (AMP), “HUNT Competitive Edge” document, Buyside, Adwerx, The HUNT Hotline, The Digital listing Center, the extensive suite of ERA services including The Seller Security Plan, ZAP and levERAge that all combine to make the service we provide to our customers simply better than any competitor—and this is by no means a complete list.
Peter F. Hunt
Chairman and Chief Executive Officer - HUNT Real Estate Corporation
A Message from the CEo
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News Around the Regions Buffalo Region To kick off our industry’s busy season, Buffalo/Niagara had the most successful month in the region’s history, generating $143m+ in May 2019. Buffalo/Niagara is also the No. 1 Broker in market share in both Erie and Niagara Counties (information generated through Collateral Analytics). Thank you to all of our sales professionals and employees who continue to work hard to contribute to our company’s success.
The lockport, Wheatfield & lewiston Branches will be a featured sponsor at this summer's Niagara County Fair, which will take place July 31st to August 4th.
Peter Scarcello, Buffalo/Niagara Regional Vice President
Team West Seneca had a great time at our Annual Habitat for Humanity event. We learned how to hang drywall and met some great people doing it. It was a success and we are looking forward to the next one.
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Niagara County Team
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The Wheatfield Branch will again be sponsoring the Thursdays on the Water Concert Series, held at Gratwick Riverside Park in North Tonawanda this summer.
West Seneca Team
Cny Region
Rochester Region
Jimmy Farah and Matthew Merola from HUNT Insurance drew a standing room only crowd for the Manlius and Dewitt joint office meeting on June 3rd. We learned so much from their great presentation about the additional insurance offerings we now have to offer to our clients.
June has been an exceptional month for HUNT Rochester. We are continuing to experience a pattern of growth in the region, as our sales volume is up 13% year over year. This rate of increase is greater than any of our competitors! As Peter Hunt mentioned at our AMP Sales Rally, this region has “had the guts” to make significant changes, which will continue to improve our culture and growth in this region!
Doris olin of the Watertown branch was inducted into the Jefferson Lewis Board of Realtors Silver Circle on June 11th. This ceremony recognized members of the board with 25 or more years of commitment and dedication to real estate. The oneida and Clinton offices had a gathering at the Villa Verona Vineyard to meet and greet all the new agents that have come on board this year for both offices. Jeanette Denney has welcomed 15 agents, both new and experienced, into her offices this year including Emily Swetmon, Monica Genge, Korey Gates, Linda Romagnoli-Vanderhoof, Tess Johnson, Steven Abel, Carla Mascaro, Sindi Boyer, Michelle Kotary, Haley Butler, Mark Butler, Stacey Stefanski, Cindy Rosati, Jesse Miller and Elegia Heintz. We are so excited to have our new professionals on board with HUNT. The HUNT Manlius branch won yet another challenge from HUNT Mortgage and set a record number of pre-qualifications in a month. The grand prize was a fabulous celebration party at the Craftsman Inn, compliments of our HUNT Mortgage Consultant, Connie Bixby. Connie attributes this to the amazing amount of support provided by our professionals. Thank you Connie and HUNT Mortgage for a great night out! Dave Evans, Regional Vice President (CNY and Capital Region) Nikki Henry, Administrative Sales Manager
On June 13th, we hosted our grand opening of the new Perinton branch and I might argue that it was our best grand opening yet! A food truck, HUNT signature cocktails, HUNT Homeowner Club attorney giveaways...does it get any better? The new space, located within a newly-built mixed use development has a modern feel with plenty of open, collaborative space, booth-style seating, a coffee bar, glass walls, and contemporary cubicles. Nancy Heberle, licensed salesperson in the Perinton branch, describes the space as “having a new energy that has totally changed the feel and culture of the office” As I mentioned in my ribbon-cutting speech, my vision for this space was to create a collaborative environment that was designed to be inclusive of all sales experience levels. We were grateful to have over 100 sales professionals from HUNT and other brokerages in attendance. Mary Chao, the Democrat & Chronicle real estate writer attended and noted that this was one of the most inviting office spaces that she has toured. Others must feel similarly, as we have welcomed three sales professionals from other firms in the past two weeks. Welcome Wendy Filiaci, Laurie Dietrich, and Ferishta Sahar! We look forward to continue growing this amazing new space and spreading the positive energy to all of our HUNT Rochester branches! Chip Murphy, Regional Vice President (Rochester Region)
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news around the Regions
HUNT Sales Rallies On June 4th & 5th, HUNT Sales Rallies took place across New York State to offer our sales professionals a detailed overview of our new AMP customer relationship management system, as well as the new HUNT Photo Studio platform for professional photography and videos.
HUNT CommUNITY Day cont. This year, we have a growing list of organizations that have signed on to host projects: BuFFALo/niAGARA:
RoCHESTER:
CAPiTAL:
Salvation Army Gateway-Longview Ronald McDonald House Buffalo Botanical Gardens Hull Family Home & Farmstead Resurrection Life Food Pantry Beds for Buffalo Boys & Girls Club Compass House Goodwill
Foodlink
Catholic Charities of Albany
CENTRAl & NoRTHERN NEW YoRK:
ARiZonA:
Samaritan Center Helping Hounds Clear Path for Veterans Sunshine Horses YMCA of Watertown
Back to School Drive
Service projects will only take about a half-day (approximately 4 hours) to complete and everybody who participates will get a HUNT CommUNITY Day t-shirt. Although the volunteer sign-up deadline has passed, we still have a few openings for additional help. So if you didn’t sign-up but would still like to volunteer, please contact marketing@huntrealestate.com. Participation is open to all HUNT ERA sales professionals, HREC and Core Business employees and staff. We truly appreciate your time and support for what is sure to be a very rewarding day for everybody involved.
Dan Mirsky, Marketing Director 716-880-1514 dan@huntrealestate.com
Core Businesses & Departments
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10% CASH BACK BONUS Q: What is the HUNT Cash Back Bonus Program? A: It is an employee benefit program offered by HUNT Real Estate Sales Professionals to local companies in each of HUNT’s market areas. For participating companies, HUNT becomes the recommended real estate broker and homeownership resource for its employees. One of the most popular features is when an employee purchases a property they are eligible to receive a 10% cash back bonus. Q: How is the cash back calculated?
Mary Croglio, Director of Relocation 716-880-1303 mary.croglio@huntrealestate.com
A: On authorized deals, it is 10% of the gross commission of the transaction side. For example, $200,000 sale x 3% = $6000. 10% of $6000 is $600, the cash back is $600! If they list and sell through the program, they are eligible for cash back dollars on each side. Q: What type of services/expenses are eligible for the 10% Cash Back Bonus? A: Some examples are attorney fees, home inspection costs, appliances and furniture for your home. Payment is made approximately 30 days after receipts are received and the property has settled. Q: How do you register to be the lead Sales Professional for the program in a specific company? A: Contact Mary Croglio, Director of Relocation so we can provide you with marketing materials and check to make sure
CONGRATULATIONS GRADUATES!
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another agent has not already signed the account. You need to have an authorized individual from the intended company sign an agreement found in AMP along with you and your Regional Vice President and send to Mary.Croglio@huntrealestate.com. Q: What is the marketing assistance fee on each transaction? A: No annual or monthly fees. There is a 20% marketing assistance fee off the transaction side of the commission. Half of the fee goes directly to the employee to pay for the 10% cash back. We also have marketing dollars allocated to help you build your business and sponsor events. All marketing dollar requests need to be submitted to be approved by Mary Croglio 7 days prior to an event for the sales professional to receive HUNT reimbursement. Q: What is the benefit to the HUNT Sales Professional? A: Grow your business and your income. Add to your center of influence. Be the real estate expert for a specific company, build your professional reputation by providing a complete real estate solution.
To be eligible to become a Sales Professional with this program, contact: MARY CRoglIo Mary.Croglio@huntrealestate.com 716-880-1303
Barry Morris
Joel Goldberg
Carrie Collins
Kyle Evans
Charles “Chip” Murphy
Linda Laney
Dave Chambers
Mary Beth Dentinger
Our HUNT Leadership Development Program class has graduated! Led
David Kuperus
Steven Reed
by Mary Jo Hunt, LDP is a year-long curriculum that is designed
Deborah Varcoe
Susan Ballard
to develop and enrich our leaders of today and forge the foundation
James Farah
Suzanne Taylor
for future leaders of the HUNT organization.
Jeanette Denney
Core Businesses & Departments
HUNT Welcomes new Sales Professionals Amanda Finch - Lockport Zana Green - Amherst Frank Ungaro - Hamburg Thomas Emo - Buffalo Metropolitan Angela Lockwood - Clifton Park Joseph Weaver - Camillus Julie Daniels-Ciferni - Amherst Mary Beth Schaffert - Lockport Michael Gospodarski - West Seneca Angela Ramos - Orchard Park Teonie Jackson - Buffalo Metropolitan Korey Gates - Oneida Shaun Richards - Hamburg & East Aurora Denise Cefalu - KenTon Gabriel Rivas - Slingerlands Carlos Munoz - Scottsdale Shawn Patterson - West Seneca Lilliya Dedovets - Lockport Sharon Johnson - Lewiston Alexandro Lugo - Webster Meagan Hulburt - Williamsville Village
Experienced Sales Professionals Carla Mascaro - Clinton Cindy Anthis - Glens Falls David Duskee - Liverpool Linda Romagnoli Vanderhoof - Oneida Sindi Boyer - Clinton Faith Davenport - Buffalo Metropolitan Jason Klink - Camillus Tim McCarthy - Manlius Michelle Kotary - Clinton Edan Oldfield - Scottsdale Wafaa Haddad - Amherst Anthony Benintende - Grand Island Giovanna Spinuzza - Grand Island Matthew Salvagno - Dewitt Haley Butler - Clinton Mark Butler - Clinton David Augustynek - Williamsville/Clarence Cindy Rosati - Clinton
Julia Kocovska - Orchard Park Meghan Ortt - Wheatfield Julie Story - Hamburg Eric Stone - Williamsville/Clarence James Miller - Hamburg Glenn Williams - Glens Falls Maura Kusak-McGuire - Liverpool Amy Freeman - Camillus Bohdan Lewyta - Rensselaer April Buday - Williamsville Village Julia Hamilton - Buffalo Metropolitan Patrick Chmiel - West Seneca Roberta Giffords - Glens Falls stacey Stefanski - Oneida Alissa Sparceno - KenTon Amanda Maltbie - Amherst Lucas Tasker - Buffalo Metropolitan Deborah Phillips - Cicero
Micah Matteson - Watertown Judy Viger - Glens Falls Mary Shangraw - Scottsdale Katherine Battaglia - Lockport Ferishta Sahar - Perinton
welcome new & Experienced Sales Professionals
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Wire Fraud on the Rise According to a recent FBI report, wire fraud in real estate transactions has reached just under $1 billion. It is important for every real estate and mortgage professional to understand how wire fraud happens, and what steps can be taken to prevent it. Hackers hack into e-mail. They determine when a transaction will be closing and then "spoof" an e-mail. Can you spot the error in my e-mail address? linda.malia@huntmortgage.com. My real e-mail would have my last name correctly spelled with two L’s. We are all busy, and I can't imagine anyone really noticing that subtle difference, but that is exactly what spoofing is.
Linda Mallia, President HUNT Mortgage 1-888-433-8373 linda.mallia@huntmortgage.com
Recently, a man in Syracuse was defrauded of almost $10,000. He received e-mail wire instructions. He did question the instructions,
Learning the NEW AMP System We are excited that we have finally launched our long-anticipated new CRM for sales professionals in New York. We believe this is the best product out there to help you stay in touch with people, manage your listings, and market effectively to both repeat and future clients. As you begin to explore your new Application Management Portal (AMP), we have put in place many training opportunities for you to become more comfortable with the platform so that you can find out how best to incorporate AMP into your daily routine to increase productivity and make things easier to manage. Our training plan consists of several phases. The first, a series of four overview webinars provided by the team at AMP, finished up a few weeks ago. These webinars are all recorded and stored in the HUNT Learning Lab Resources folder in AMP in case you missed them - they can be accessed on demand and watched from your computer, phone or tablet at a time that is convenient for you. The second phase is underway now - a series of shorter weekly webinars that focus on very specific tasks
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however, he did so via e-mail. The hackers were monitoring his account, intercepted his inquiry and responded with reassurances that, yes, these were the correct wire instructions from a legitimate source. It is critically important that each of us have a conversation with our clients about the very real danger of wire fraud, especially with those who are out of town. It is a good idea to change your passwords frequently, using strong passwords and to encourage your clients to do the same. The validity of instructions should be confirmed with a person-to-person phone call using a number that is personally verified, because phone lines can be spoofed too. At HUNT, we send all personal information through encrypted e-mail. Make sure whoever you do business with has the same security standards, and discuss this important issue with your clients at every opportunity.
within AMP. These are intended to help you master one specific piece of AMP at a time, rather than the entire platform all at once. These are being recorded as they are presented, and are also stored in the Learning Lab folder in AMP for ondemand access. In early June, we had Nick Villanti from Reliance Networks, the company who provides the AMP platform to us speak at our sales rallies across the state - hopefully you got the chance to hear him talk about AMP and meet him while he was in town. Finally, if it hasn’t happened in your branch already, watch for an in-person visit from your HUNT regional trainer - this will give you the opportunity to see a live overview of the system and ask questions. Hopefully you are taking advantage of these diverse training opportunities, and starting to get more comfortable using AMP. As always, please feel free to reach out to your branch directors for more hands-on help, or email helpdesk@huntrealestate.com with any supportrelated AMP questions.
Core Businesses & Departments
Jennifer Maxian, Director of Career Development 716-946-6112 jennifer.maxian@huntrealestate.com