Q4 2019: Newsletter

Q4 2019

N e w s l e t t e r

ISSUE 94

HUNT RAISES NEARLY $50,000 FOR UNITED WAY

News around the Regions

We would like to thank everyone who participated in our 2019 United Way Campaign. Through the amazing support of many of you within our organization, we were able to raise nearly $50,000!

Your contributions are going directly to the United Way chapters and non-profit organizations that you selected within your local communities.

Find out what Team HUNT has been up to as we look towards the new year!

See more on page 4 ≥

We had a number of events to help our cause this year including our first-ever HUNT Trivia Night in Buffalo and an online auction, where we raffled off a number of fantastic prizes, including Buffalo Sabres tickets, overnight hotel stays, and restaurant gift certificates. We also held a Pet Halloween Costume Contest. Our 1st Place winner was Gabe, belonging to our Niagara County Branch Director, Jamie Mendel-Kolb. We’d like to give a special thanks to Jamie as she donated her $100 Grand Prize back to the United Way.

SAVE THE DATE

Thank you again to everybody who helped support this great cause!

CENTRAL NEW YORK

MARCH

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2020

CAPITAL REGION

MARCH

5

2020

BUFFALO /NIAGARA

MARCH

9

2020

ROCHESTER SOUTHERN TIER

MARCH

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2020

“It was October 1979…”

…When a very young lady had her first day on the job as “Assistant Bookkeeper” for HUNT Real Estate Corporation, this young lady kept her head down, learned her job responsibilities well and performed them efficiently. The Company was in a growth mode. In the four years leading up to her entry into the business, the residential sales force had grown from around 30 salespeople to 150. Through the development and implementation of its first-ever Career Development Program and an aggressive recruiting posture, HUNT was again becoming a player in residential brokerage. The Commercial Division was the most powerful in the Greater Buffalo market area, with leasing and sales specialists in all concentrations, including retail, office, manufacturing and warehouse, and investment.

That young lady was Linda Mallia. Over the next few years, Linda’s job performance did not escape the notice of my father, C. Stuart Hunt, the Company President. From time to time, as we reviewed the performance of our small administrative staff, my father would bring up her name and ask what else there might be for her to do considering her youth and growing experience.

Fast forward to late 1983. Having seen what our major competitor had done by entering the mortgage business, I began to ask around among fellow members of an industry idea exchange group I was involved in. One of the other companies in that group, Fox and Lazo serving Philadelphia and Southern New Jersey, had recently, along with several other real estate companies, become part of “First Boston Shelternet”. First Boston Capital Group, an investment bank, held a master mortgage banking license in the states it was operating, including New York, under which members of Shelternet could secure a “sub-license” with a greatly reduced investment. Through Bill Fox at Fox and Lazo, I was able to secure an invitation to an information session for real estate companies that qualified by their number of transactions to be considered a member.

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A Message from the CEO

When I returned from that meeting in New York, I immediately met with my father to explain what I had seen and heard. After much convincing, he allowed me to present the concept to our “management team” of five people. At the end of the meeting we agreed to move forward with the investment, secure the sub license, and jump into a new business. But who would run it?

In a follow up meeting with my father and in advance of the first training session we were required to attend, my father asked me who I thought would be our leader of this new venture. It seemed that by default it would have to be me until we understood what the job entailed and did a search. Out of the blue, my father asked me if I would consider Linda for the job. Before I could respond, he told me that some time before this meeting, Linda had approached him and informed him that she felt she was at a dead end in her current role and would probably start to look for something more challenging and with a better career path. Linda and I met soon after and decided that we would both go through the initial training and set up and begin the process of creating the new business.

It did not take me long to figure out that I could not effectively take on all the tasks of management relating to the new business. On the job training for Linda as our new leader of “Devere Capital Corporation” (a name pulled from ancient family history) began immediately when we opened the doors (actually took up space in a large hallway in our Commercial office) in April 1984. Linda efficiently, with the support of a staff of just two others, built the infrastructure, learning and building the business from the ground up.

Linda was also our first “loan officer”, responsible for building relationships with our residential sales Through her experience in professionals.

Bookkeeping, Linda knew many of our people and was able to leverage those relationships and, quite remarkably in less than two years, build our

mortgage business to the point where we became the number 1 originator, in units, in the entire Shelternet group.

That first year we actually were a “net investor” in the new business, but that quickly turned around in 1985. Sometime in our second or third year, the limiting factors both technologically and from a product standpoint of the Shelternet system made it necessary for us to make the substantial investment in our own mortgage banking license and build a group of lenders and investors with whom we could deal directly. If the first major milestone was appointing Linda, the second was the decision to go it on our own as a mortgage banker. In the years that have followed, under Linda’s skillful leadership we have crossed many more milestones, building Devere Capital into today’s HUNT Mortgage, one of the largest mortgage lenders in New York State, also doing business in Massachusetts, Florida and Arizona and as a “third party originator” in North Carolina, Colorado, Alabama and Florida.

With the physical growth has come increasing sophistication, unique product development and exceptional customer service.

For 72 years the growth of the residential brokerage was in one dimension. Adding the new business provided new resources without which it would have been impossible to continue our organizational growth, which has been non-stop ever since. This historical perspective is mentioned for one reason: to help everyone in our organization understand how one person can make a profound difference—one highly intelligent,

perceptive, skilled, honest, forthright and loyal person in Linda Mallia, the one and only true leader of HUNT Mortgage for its entire 35-year history.

Please join me to take the time soon to let Linda know how you feel about the enormous contribution she has made to what is today’s HUNT Real Estate Corporation.

Thank you, Linda for 40 incredible years—and for the many more that are hopefully to come!

Peter F. Hunt

Chairman and Chief Executive Officer HUNT Real Estate Corporation

HUNT PROPERTY SOLUTIONS HUNT Property Solutions has renewed all current contracts through 2020. We are working on updating our website, which be completed in early 2020.

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

A Message from the CEO & Core Businesses

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News Around the Regions Buffalo/Niagara Region

Capital Region

The Buffalo Niagara Region had another record-breaking year in FY2019!

2019 marked my 30th year as a licensed real estate professional. As I reflected upon the past year, my thoughts went back to 1989 and how certain things were very different then. I remember receiving an award for selling 10 houses (a pretty big deal at the time), about $1 million in volume. In 1989, it would take me a day or more to do a marketing analysis, while today it can be done with a few clicks of a button. I’d have to trek to the basement of Roberts Real Estate’s Albany office to peruse sold books for comps, photocopy, cut them out and glue them to a report - not a very glamorous job.

Model Branch status was achieved by 14 out of 15 branches, with Lancaster and Wheatfield attaining Gold status and Hamburg once again leading the way with the much sought after Platinum designation.

To top things off, the region moved into the No. 1 position in terms of market share in both Erie and Niagara Counties. The Grand Island Branch expansion is under way and will be completed in early December.

Renovations in the lobby area were completed for the Williamsville/Clarence branch.

Peter Scarcello, Regional Vice President Buffalo/Niagara Region

The Lockport Branch's Food Drive, led by Paul Patterson & the Agent Advisors, provided 40 complete Thanksgiving meals to area families. The Lockport Branch also collected blankets & donations that we're given to the Lockport C.A.R.E.S. organization.

The Wheatfield Branch, in conjunction with VOZ Cycle City, collected new toys that will go to families of veterans, through the WNY Heroes organization.

Here are some pictures we wanted to share from East Aurora’s involvement with the ROC (Rural Outreach Center) and their annual Christmas program. We essentially partnered with a local family through the ROC, and helped provide a nice offering of Christmas gifts that the family may not have had otherwise. We have such amazing people working here in our East Aurora branch that we were also able to provide a nice Thanksgiving dinner for our family.

We want to inspire others to find opportunities to give back to the communities that we serve. The need is always there, not just during the holiday season, and we will soon be working with the ROC to find ways our people can help throughout the year.

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News around the Regions

I also remember when, with the advent of technology, we thought that homeowners would all be able to sell their homes FSBO, taking away our livelihood. The reality is that more homeowners are using agents now than ever before. Technology hasn’t changed the consumer’s fundamental need for professional representation, and in fact has allowed today’s agent to be more efficient and handle more transactions.

One thing that hasn’t changed from 30 years ago is that HUNT Real Estate continues to grow and dominate the markets in which we serve. This year in CNY we opened brand-new offices in New Hartford and Camillus and we broke ground on our expansion in the East. In the Capital region, we’ve just given the Glens Falls branch a makeover with the same is planned for Slingerlands, and we are relocating our Rensselaer County branch to bigger space in a superior location. In my observation, HUNT is investing more than all our competitors combined!

As we look towards a new year, I’d like to thank the leadership and administrative teams in CNY and in Capital for their diligence and working through what has been, in many ways, a very chaotic year. It is my privilege to work alongside each of you. Thank you to Peter, Charlie and the Hunt family for the continued support and opportunities - I can sincerely say that the last eight years have been the best of the 30!

Dave Evans, Regional Vice President CNY & Capital Regions

HUNT Homeowners Club Update The following vendors and attorneys have joined or renewed their membership in the HUNT Homeowners Club and are ready to assist you and your clients.

CORRIGAN MOVING 585-295-2229 Rob Galardi / rgalardi@corrigan.com CorriganMoving.com Service Areas: Rochester & Buffalo/Niagara

JUNK KING 716-420-1122 Dale Wittlief / dale.wittlief@junk-king.com Junk-King.com Counties Serviced: Erie, Niagara, Genesee, Cattaraugus, Chautauqua

S.W.A.T. Environmental 800-NO-RADON (800-667-2366) www.swat-radon.com Service Areas: All New York State

Weaver Mancuso Frame PLLC 585-301-4777 kframe@wmfpllc.com www.wmfpllc.com

To view all HUNT Homeowners Club vendors: 1. Login to AMP and click the HUNT Moving Concierge button on your dashboard 2. Click on the Moving Concierge menu in the left navigation section 3. Click the View My Vendors link

Refer a Vendor, Receive a Gift!

If you have a preferred vendor that you’d like to refer to us, simply give us their contact information and we’ll reach out to them. If we are able to sign your referral to a one-year contract, we’ll send you a gift card as a token of our appreciation!

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

Core Businesses & Departments

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HUNT Cash Back Program HUNT Real Estate sales professionals were out and about in the month of October promoting the HUNT Cash Back Program to Excellus employees in our Buffalo, Rochester and Central New York regions. Thank you to Beatrice Dunwoodie, Barbara Hoy, Sarah Collins, Andy Alpern, Matt Sader, Jim Lenahan, Anna Storey and Mindy Thomas for setting up tables and educating employees on the benefits of working with HUNT Real Estate as well as our

Core Businesses. We are excited to be out in the community and look forward to building more relationships.

Agents that are interested in learning more about the HUNT Cash Back Benefit Program can review materials in AMP, talk to their branch director or contact: Mary Croglio more information.

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

GIVING BACK This year is Network Title’s 5th year of “adopting a family” through Child & Family Services of WNY. As the General Manager of NTA, it touches my heart to see my NTA family give back to one of our community’s most at risk families. Child & Family Services of WNY works with a variety of organizations to service our community, including the United Way, Haven House, Say YES! and the Stanley G. Falk School. We are both honored and humbled to be a part of making one family’s Christmas a little brighter.

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Core Businesses & Departments

Jeni Young, General Manager Network Title Agency 716-880-1967 Jeni.Young@networktitleagency.com

HUNT Welcomes New Sales Professionals Denise Willis - Gilbert Lisa Levin - Williamsville Village Yvonne Rupik - Buffalo Metropolitan Mark Anderson - Watertown Tyler Cosentino - KenTon Pamela Hobbs - Chittenango Monte Lyons - Gilbert Ryan Spero - Buffalo Metropolitan Hayley Morgan - Cicero Kelly Hall - Cicero Natalie O’Halloran - Clinton Allison Foland - Liverpool David Lyon - Glendale Colleen Frazer - Grand Island Elizabeth Backstrom - Scottsdale Aimee Testa - Camillus/Cicero Joshua McDougall - KenTon Lacey Ward - Cave Creek Eliana Matos - Clinton/New Hartford Adam Zak - Williamsville Village Ryan Pettinella - Brighton/Pittsford Brian Thompson - Clifton Park Lucas Perna - Williamsville Village Brian Hillery - West Seneca

Experienced Sales Professionals Mark Mueller - Grand Island Julie Peterson - Williamsville/Clarence Delena Chase - Brighton/Pittsford Tammy Maciag - Perinton Patricia Shultes - Slingerlands Daniel Kunkel - Williamsville/Clarence Qais Alqaddah - Amherst Tabitha Cleveland - Camillus Melinda Holmes - Cicero Anthony OMalley - Liverpool Cheryl LaTray - Brighton/Pittsford Kim Breidenstein - Brighton/Pittsford Erica Laquidara - Oneida Karen Blanding - Liverpool Shannon VanderMolen - Greece Laurel Carpenter - Camillus/Whitney Point Weslie VanVoorhis - Camillus/Whitney Point Helen Ackerman - Camillus/Whitney Point Michael Decker - Camillus/Whitney Point Marvin Lamoreaux - Camillus/Whitney Point Jennifer Hubbard - Camillus/Whitney Point Gary Croft - Camillus/Whitney Point

Nicole Furtak - Grand Island Ahmad Nieves - Buffalo Metropolitan Patrick Smith - Williamsville Village Yong Chen - KenTon Kevin Kirby - Grand Island Ralinda Kincaid - Scottsdale Shaun Mosch - Gilbert Sandra Casamento - Manlius Jennifer Irby - Slingerlands Tiffany Kasare - Glens Falls

Megan Mau - Camillus/Whitney Point Heather Bush - Camillus/Whitney Point Suzanna Fotusky - Camillus/Whitney Point William Lidell - Camillus/Whitney Point Tia Segretto - Dewitt James Sawers - Canandaigua Olivia Miller - Camillus Jason Button - Glendale Brent Maslin - Camillus Elizabeth Grella - Gilbert Danielle Gruttadaurio - Perinton Christina Witt - Lockport

Welcome New & Experienced Sales Professionals

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Vision, Mission and Purpose Thanks to our incredibly hard-working and dedicated staff of Mortgage professionals, combined with the incredible support we received from our HUNT sales professionals and employees, HUNT Mortgage originated over $400 million in residential mortgage loans, resulting in our most successful year ever.

We had so much fun breaking our record that we thought we’d do it again (with your help, of course). Our goal for this upcoming year is to break $500 million. We realize that, in order to accomplish this, we must continue to deliver the exceptional service we are known for. That means growing our support staff as quickly as we grow our Mortgage Consultant roster and top line volume. Over the past few months, we've done just that!

In the Buffalo Niagara region, we have hired Katie Hillery as a Mortgage Consultant Assistant and Denise Stewart as a Compliance Specialist in our Closing Department. We’ve also added two new processors, Stephanie Shanahan and Colleen Hollowell. No company in the mortgage industry can grow without growing their compliance department, and we’re no exception to that rule. This past year we added 8 more state licenses and Kristen Nablo joined us to manage that process. An experienced

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

Introducing the HUNT Learning Lab! We are excited to announce that we are renewing our partnership with David Knox Training, complete with access to his robust suite of training content! Here are just some of the tools that will now be available to you through his platform: • Videos divided by categories based on experience in the industry (new agents, rising stars and top producers) as well as by specific topic (marketing, prospecting, listings, pricing, objection handling, negotiating, etc.) so that you can quickly find and access what interests you • Interviews with top agents from around the country who share their techniques and tops for success • Downloadable outlines, dialogues and checklists to help you stay on task and grow your business In order to keep these materials fresh and relevant, David adds new content every month. The platform is available on both desktop and mobile devices, so

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Mortgage Consultant, Michele Abbata, also joined us in November after working many years for a local mortgage broker.

This past year, Patrick Montgomery joined our Rochester team, bringing with him many years of mortgage banking experience. Patrick will be working closely with our Rochester Mortgage Consultant, Lisa Durfee, to expand our coverage and help us grow in the Rochester region.

We have also added a new Mortgage Consultant in the Rome NY area: Roger Guerrieri. A longtime colleague of Roger’s, Deanna DeFazio, has also joined us as a processor for the Central NY/Utica area. Roger and Deanna have over 20 years of mortgage experience between them.

In Syracuse, we have added a new Mortgage Consultant, Kim Antenucci. Kim has several years of experience and expertise in social media as well as other areas of marketing.

In Arizona, Susie Sabel joined us as a Mortgage Consultant. Susie will help to cover our Arizona HUNT offices as well as continue to serve her long list of prior clients built over her many years in the mortgage business.

I hope you will all join me in giving a very warm HUNT welcome to all of our new associates.

you can learn whenever and wherever it's convenient for you!

If you need help accessing the platform (it’s available right on your AMP dashboard!) please reach out to your branch director or administrative assistant and they will get you connected to the content. If you have any questions about how to incorporate this into your business plan, please reach out to either your branch director, regional trainer, or to me, and we will be happy to help you come up with a series of videos and activities based on your individual needs to propel you to the next level.

We are confident that this partnership, as part of our commitment to provide you with the best training in the industry, will help you grow your business and reach your goals for this upcoming year.

Let’s make this our most productive year yet!

Core Businesses & Departments

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