Q3: HUNT Real Estate Corporation Newsletter

Q3 2019

N e w s l e t t e r

ISSUE 93

Contribute to our 3rd Annual HUNT/United Way Campaign

You Can Make a Difference in Your Community!

Our Annual United Way Campaign is happening now and runs through Wednesday, November 27th (the day before Thanksgiving).

One of the cornerstones of our HUNT Mission is contributing and giving back to the communities in which we work, but more importantly, in which we live. This is why our company has been actively involved with the United Way for many years and why we support the valuable services they provide.

Last year, through the amazing support of many of you within our organization, we were able to contribute $50,000. Your contributions went directly to the United Way chapters and non-profit organizations in your local communities. This year’s goal is to once again raise $50,000.

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News around the Regions Williamsville Village supported Buddy’s Second Chance!

See more on page 4 ≥

Thank you To our Bisons Game sponsors!

We were treated to a Bisons game by our HUNT Homeowners Club Attorneys!

Thank you to all of the attorneys that sponsored this great outing:

Bechakas & Bechakas, LLP Fuhrman Law Hogan Willig, PLLC Kevin Hourihan, PLLC Carolyn E. Leed, Esq. Duggan, Pawlowski & Cooke, LLP Ramos & Ramos Redding & Weir Shaw & Shaw

Cheryl Stein Law Firm, PLLC Christopher J. Tyrpak The Vallone Law Firm Jeri N. Wright, Esq

“Among the Many Lessons I’ve Learned”

Hopefully, as most of you know, each month a group of appointed representatives from each Branch (“Senior Advisors”) meet with me in each of our HUNT Regions. These meetings have great importance to me personally and the organization as a whole, because they provide an opportunity to share ideas, feelings, problems and even opportunities to build better businesses. The quality of the input, and the depth of appreciation for the challenges and options we face every day to best use a limited amount of time, seems to grow each month.

These Advisors come prepared and are articulate spokespersons for all of our Professionals. In November, we will hold elections for Branch Sales Professional Advisors in each of our locations.

From the group of 3-5 elected in each Branch, the Branch Director will select one to meet with me and the Regional Vice President on a monthly basis. It is a good time to isolate just a few of the many lessons I’ve learned in this fiscal year.

1) Inventory is THE issue. Throughout the country the “big middle” of each local market has a shortage of available homes for sale. All the reasons why (lack of new construction, aging in place, the urbanization of America, fixing up vs moving, the “where will I go?” syndrome, and other reasons) are not going away. This remains a chronic issue. Yet we have many among us who are meeting this challenge and growing their business. How? By focusing on using technology (AMP) to build and rebuild relationships in their COI, building their presentation skills, buying leads from sources like Zillow, assuming a large percentage of those buyer leads will have a home to sell, effectively using social media, and even traditional prospecting methods like FSBO’s and

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a message from the Ceo

“farming”—becoming known as THE expert on a given neighborhood. One of our Advisors in the Capital Region has even created her own content—beautifully written and spot on in terms of what is on the minds of our customers— and consistently delivers her creation through direct mail pieces of her own design that she bundles and drops off at the post office herself.

Her secret is consistency, and she always gets results, being known now as the neighborhood expert, which should be our goal in every neighborhood we serve.

2) “Technology” in and of itself, in any form, is NOT the answer. Daily I receive solicitations via email to learn more about the next “answer” to automating our business. There are many technology solutions out there. We work with a consultant and send Carlos Pegado, our VP and CTO to conferences to learn all we can, which recently resulted in our selection of AMP as a flexible platform for use by our Professionals.

Powerful tool that it is, it requires training and use to be effective. It will improve individual and team productivity, yet our Advisors tell me, and our system indicates that not enough of our people are using it. Technology is a boon to society, but it can also be intimidating and even when used to its fullest potential will not spontaneously create a consistent business flow.

Like farming, it requires consistency and regular use.

3) Skill development is an answer. Our Advisors reported to me a long time ago that the spectrum of skill evidenced in our Branches was vast. Their particular concern was and remains for our new associates. This is a difficult business requiring talent and a constant effort to improve

our skills. Talent is God-given, but skills can be developed and as they are developed there is a directly proportional relationship to our production and earning power. Our Advisors have been instrumental in the rebuilding of our entire Career Development platform and are now our sounding board as we struggle to create and effective mentoring system to ease entry into our profession. Over the next months we will be testing some of our ideas on how we can better launch successful careers in our industry—a daunting task.

We are now in the final phases of our planning process for fiscal year 2020. In mid-October, our entire Leadership Team will meet for a few days to complete the strategic side of the plan.

Even Ryan Schneider, Realogy CEO, will be with us, as will some of our most successful sales professional team leaders as we explore the best ways to shape professional careers, grow our businesses and build market share. Please take a few minutes and offer your thoughts directly to your Branch Director or through your Advisory Group in your Branch. You can also send me your thoughts at peter.hunt@huntrealestate.com.

If I didn’t believe deeply in our Vision (“always there for you”), I wouldn’t work here. There are many people here

for you, including that dedicated group that we work with every month, our Senior Advisors. Please participate in our advisory groups and help us continue to build the best real estate company in the country!

Peter F. Hunt

Chairman and Chief Executive Officer HUNT Real Estate Corporation

HUNT PROPERTY SOLUTIONS Here are just a few updates from what HUNT Property Solutions has been up to this summer: • HPS managed the installation of the new, iconic sign at Dent Tower • HPS received a $50,000 grant from Councilman Dave Rivera's office for Capital Improvement Projects at Kleinhans Music Hall

• HPS added John Sanders to their Building Maintenance Services Group • HPS recently submitted a proposal for management services to the Buffalo Zoo • HPS will complete over 95 small to large projects at the HRC Branch Offices

Bill Hibbard, President of HUNT Property Solutions 716-634-0100 bill.hibbard@huntpropsolutions.com

a message from the Ceo

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News Around the Regions Buffalo region

rochester region

HUNT Williamsville Village was pleased to recently support Buddy's Second Chance Rescue, who brought dogs available for adoption to the annual Music on Main event. One such dog was "Wally", a six-month old black lab puppy who was found abandoned in a WalMart parking lot in Texas. Wally and several other dogs were adopted directly as a result of the event. Buddy's Rescue was so appreciative that the hunt was over for these dogs to find loving homes.

We had an exciting summer in Rochester! We have been fortunate to welcome several experienced sales professionals to our wonderful team, many of whom joined us at our million-dollar luncheon.

__________________________________________________________ In Niagara County, our Lockport, Wheatfield & Lewiston Branches were proud to be the Grand Master Sponsor in this year's Niagara County Fair and to participate in the Lewiston Peach Festival Parade. Earlier this month, the Lemke Team also hosted a golf tournament, which raised over $8,000 to benefit Make-A-Wish® Western New York.

We continue to celebrate many regional achievements and to participate in charitable projects. In July for our annual CommUNITY Day, HUNT Hornell volunteered at a YMCA community garden while HUNT Rochester participated at FoodLink, packaging canned goods to be distributed to local food pantries and shelters. Some of our professionals also recently participated in the Young Realtors Network 4th annual Olympics, which benefits the Ronald McDonald House. We are excited to participate in additional charitable projects as we approach the holiday season!

Capital region

Cny region

Congratulations to Slingerlands agent Jackie Geraci for making the decision to run for Town Supervisor of Sand Lake! Her husband is also experiencing a new chapter in his career, being appointed the city of Watervliet’s Chief of Police. Grounded in volunteerism, both Jackie and Anthony are very active in their community, serving as board members for various non for profits. Living a life of public service, both worked at Ground Zero during the September 11th attacks. Anthony worked as a police officer with the NYPD and Jackie worked as an EMT.

Our very own Tim McCarthy from the Manlius Branch was the featured speaker at the GSAR's Raising the Bar seminar on real estate agent safety. Prior to becoming a Licensed Real Estate Salesperson, Tim was with the Syracuse Police Department for 23 years.

We wish Jackie the best of luck with her campaign and the election in November!

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news around the regions

It was standing room only as Tim spoke about the types of crimes committed against real estate professionals and how we can protect ourselves. Great job, Tim - we are honored to have you as one of our professionals!!

United Way cont.

Here’s how you can participate:

Core Business Employees:

HUNT ERA Agents & Employees:

Login to HUNTUWCampaign.com and click “Forgot Password” to have a new password sent to your email.

We have put a United Way link on the homepage of your AMP dashboard that logs you directly into United Way’s ePledge online system. To ensure your donation is allocated to your community, your pledge will be routed to the local United Way connected to your billing address zip code, unless you specify otherwise.

For additional assistance or questions about United Way campaign, contact our marketing@huntrealestate.com.

Note: If you participated in this year’s campaign, your contribution will not automatically renew. You will need to re-enter your information into the United Way ePledge system in order to contribute again in 2020.

HUNT CMA Update: Cloud CMA Adds Buyside Integration With your support, we know we can reach our goal! The Hunt Family, HREC and the members of your community thank you for your generosity.

Cloud CMA, provider of your HUNT CMA, has just strengthened your listing presentation by integrating Buyside’s market data, giving you the ability to show your sellers real-time buyer activity and interest in their home.

HUNT has put Cloud CMA, the industry’s #1 CMA provider, at your fingertips in AMP. With the addition of Buyside’s data integration, the HUNT CMA becomes an even more powerful listing presentation!

Now included in your HUNT CMA:

HUNT CMA Training

● Buyer Match: How many HUNT buyers are searching for homes like theirs

You are encouraged to attend our training webinar to learn how to use the enhanced HUNT CMA to create beautiful, professional presentations that will WOW your clients. Keep an eye on your email and your AMP dashboard for dates and times.

● Buyer Heatmap: Displays where and what buyers are searching for

● Buyer Demand: Geo-local search data showing buyer activity by price range

Digital Listing Center Update: Facebook Sharing The Digital Listing Center has made sharing your property announcements on Facebook much easier!

When you receive your email from the DLC containing your marketing materials, look for the "Share on Facebook" item and click the "Share" button underneath. This will allow you

to post your property announcement directly to your Facebook Business Page. The post will link back to your Property Website provided by the DLC. Note: You will be prompted to authorize your Facebook account to open within the DLC's system the first time you attempt to share.

Dan Mirsky, Marketing Director 716-880-1514 dan@huntrealestate.com

Core Businesses & Departments

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Announcing Realogy Military Rewards Realogy has unveiled a new affinity program, Realogy Military Rewards, a new home buying and selling program that will offer $350 to $7,500 in cash back or rewards to those who have served our country and their extended families.

Realogy Military Rewards builds on the company's 30 years of experience assisting military families with their home sales and purchases and is now available to all military personnel, veterans and their extended families. The program benefits are based on the home's sale or purchase price.

“Realogy has a long history of supporting our servicemen and servicewomen during one of life’s most special and critical milestones: buying or selling a home,” said Ryan Schneider, Realogy’s chief executive officer and president. “The new Realogy Military Rewards program extends our support to the entire U.S. military community and their families by providing a real estate agent experienced with military moves, an advocate to offer

Mary Croglio, Director of Relocation 716-880-1303 mary.croglio@huntrealestate.com

support along the way, and substantial cash back upon closing.”

A new website has been created, realestateperk.com/RealogyMilitaryRe wards to promote the new program, press releases have been distributed and flyers have been created to help get us started to promote the new program. Navy Federal Credit Union’s Realty Plus remains an active military affinity program option through Cartus, as well. Their cash back rewards range from $775-$5,050.

Membership includes the Navy, Air Force, National Guard and Marines.

We are excited to offer both of these robust cash back programs to our military and their families. We are looking forward to even more marketing materials that we will be able to customize to promote in our regions in order to create a more local, community based initiative.

HUNT INSURANCE NOW OFFERS LIFE AND DISABILITY INSURANCE HUNT Insurance continues to outperform expectations in 2019. With the continuing support of our sales professionals, we are constantly looking for new avenues of services we can offer our employees, professionals and clients.

At the end of Q3, HUNT Insurance successfully added several other lines of insurance products to further our goal in helping our clients in protecting their assets. Specifically, HUNT Insurance now offers Term/Whole Life Insurance and disability insurance through our partners Phil Held and Tom Zuggar of McDermid Financial Group.

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We are very excited to be working with Tom and Phil, as their group collectively has over 70 years of experience customizing life plans. Beginning in the new fiscal year, we will be introducing Tom and Phil in all our regions. Stay tuned for more information and details regarding office visits and presentations.

Core Businesses & Departments

James Farah COO & CIO 716-327-0015 james.farah@InsureWithHUNT.com

HUNT Welcomes new sales professionals Paul Carozzi - Hamburg Jordan Sherlock - Hamburg Jean Jacquet - Amherst Sara Patten - Glens Falls Fleshia Volpe - Glens Falls Michelle Morales - West Seneca Elegia Heintz - Clinton Jesse Miller - Clinton Eleanor Decker - East Aurora Laurence Paul - Amherst Jillian Morrow - Wheatfield Robert Guglielmi - Hamburg Silvia Lindemann - Canandaigua Charles Smith - Williamsville/Clarence Todd Davis - Hamburg Melanie Garrido - KenTon Angelia Greico - Grand Island Scott Swierczek - Lewiston John Flowers - Watertown Daughn Canfield - Liverpool Bradley Benz - Buffalo Metropolitan Austin Margarone - Greece Bradley Gurbacki - KenTon Joseph Deleguardia - Greece

experienced sales professionals Laurie Dietrich - Perinton Tyler Bermon - Canandaigua Wendy Filiaci - Perinton Susan Lehmkuhl - Canandaigua Sandra Washburn - Scottsdale Kevin Waterman - Clinton Sandra Washburn - Scottsdale Layne Zagorski - Clifton Park Corey Loveless - Liverpool Roseanne Wood - Clinton Timothy Ranallo - Buffalo Metropolitan David Hoke - Clinton Andrew Besemer - Dewitt Debbie Warren - Brighton/Pittsford Cheryl LaTray - Brighton/Pittsford Christopher Le - Gilbert Kathryn Schiavitti - Williamsville/Clarence Brian Barrera - Scottsdale Susan Lang - Hamburg Charles Milligan - Perinton Philip Milligan - Perinton Jodine Utter - Perinton

Caroline Raimy - Williamsville/Clarence Milan Vagic- KenTon Kenneth Sokody - Grand Island Dalton Scalf - Williamsville/Clarence Phillip Snead - Amherst Jerry Harrington - Hamburg Yulia Mosheyeva - Williamsville Village Dawn DeLaRosa - Hamburg Jennifer Trigilio - Amherst Gifari Hoque - Williamsville Village James Kelly - Hamburg Julie Malone- Manlius Vanessa Ngo -Clifton Park Palmer Harvey - Liverpool Jamie Placito - Slingerlands Roberta Callaghan - Lockport Richard Hardy - Watertown Christiana Matos - Brighton/Pittsford Ashley Janes - Grand Island Justin Scricco - Amherst Michael Maddalone - Clifton Park Sarah Brown - East Aurora Stephen Dybas- Clifton Park Paul Kane - Manlius

Megan Holve - Greece Dawn Mele - Buffalo Metropolitan Steven Burton - Williamsville/Clarence DeAnn Hasquet - Glendale Sarika Singh - Brighton/Pittsford John Bindics - Hamburg Sarah McAuliffe - Brighton/Pittsford Laura Greene - Brighton/Pittsford

Welcome new & experienced sales professionals

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Vision, Mission and Purpose At HUNT Mortgage, we are continuing our year-long project of rewriting, revamping and in some cases creating vision, mission and purpose statements. We started with revising and updating our core values. At our most recent quarterly meeting, we focused on creating a purpose statement.

A purpose statement for a business differs from a mission or vision statement. A purpose statement should illustrate an organization's impact on customers. The purpose statement should clearly define the service or product your company will deliver to clients. Most importantly, it should illuminate how an organization will improve the lives of those you serve. Purpose statements are also supposed to be brief, one or two sentences.

Linda Mallia, President HUNT Mortgage 1-888-433-8373 linda.mallia@huntmortgage.com

Sounds simple, right? Well, after going through this exercise, I can tell you the associates of HUNT Mortgage did not find it

simple. We wanted to be sure we were concise, but also wanted to make sure that we captured the true meaning of our purpose.

The final version we settled on is this: HUNT Mortgage is a committed partner to existing and future homeowners for their entire mortgage financing needs.

The biggest struggle we had is how to incorporate our sales professionals into that statement, because without the partnership of our sales professionals, HUNT Mortgage could not exist. We believe that using the term “committed partner” was the best way to incorporate this partnership. At HUNT, we serve our customers as partners, and with each department, each Core Service, and each one of us playing a role in delivering the finest homeownership services.

Introducing the HUNT Learning Lab! We have an exciting new addition to our suite of training opportunities. In response to the increased requests by our HUNT sales professionals for an on-demand learning library, we have launched the HUNT Learning Lab! The HUNT Learning Lab is a library of various ondemand videos that can be watched at any time from a desktop or mobile device, allowing our real estate professionals to learn when and where it makes sense for them! The videos contain both step-by-step walkthroughs and how-tos of our tools and services, as well as ideas and best practices on how to use these tools and services to build and grow your real estate business. These on-demand videos replace the weekly live webinars on our technology tools and social media tools; instead, we will add new videos regularly, enabling our real estate professionals to

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learn about our cutting edge tools and services in a way that is convenient to them. To supplement this, Sarah Struzik (Social Media Coordinator) and I will hold regular Q&A live webinars to allow our real estate professionals to ask questions about any of our tools and services, ask any social media related questions, and get real-time answers. We will continue to hold live webinars anytime we launch a new tool or service, or one of our existing tools or services goes through a feature upgrade.

We are excited to continue to build this resource library, and are always open to ideas - if you have a specific tool, service, or topic you’d like to see us create a video for, reach out and let me know!

Core Businesses & Departments

Jennifer Maxian, Director of Career Development 716-946-6112 jennifer.maxian@huntrealestate.com