HUNT Real Estate Corporation Newsletter - September/October 2018

N e w s l e t t e r

SEPTEMBER/OCTOBER 2018 ISSUE 89

Introducing the HUNT Competitive Edge From the superior marketing and technology systems we employ, to our unparalleled leadership team and career development opportunities, to our exceptional Core Businesses, the HUNT Competitive Edge explores all of the unique tools and differentiating services we provide to every HUNT Real Estate sales professional.

For the digital version of HUNT Competitive Edge, visit: HUNTrealestate.com/Competitive-Edge This new book is not intended to be distributed to your clients or customers. We have released a consumer version that you can customize with your information and use in all of your buyer and seller presentations.

Your Branch Director has received a hard copy if you’d like to review the HUNT Competitive Edge together with them.

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Regional News The Clifton Park Branch and Pat O’Connor gathered to make dinner for 45 residents at the Ronald McDonald House.

Read more on page 5≥

ANNUAL AWARDS Rochester, Central NY & Capital - Turning Stone Casino: 1/24/19 Buffalo / Niagara - Seneca Niagara Casino: 1/31/19

“WHY ‘BRAND’ MATTERS”

For some time now there has been a huge competition for agent marketing dollars among third party providers. Going back a while, companies like Hobbs and Herder would hold seminars in glamorous cities and provide very impressive examples of printed materials designed to create a personal image—a brand— for an individual agent. A good set of ideas, but at a significant price. To be fair, real estate companies were not doing enough to provide these types of services directly to their agents.

More recently, another third party, The Real Estate Helpers, and others like it are there for agents to create a personal logo, give agents a platform to design flyers, and help agents build websites.

And there are many others that are eager to help in other ways—for a price. Most omnipresent is, of course, Zillow and to a somewhat lesser extent, realtor.com for both branding and lead generation.

responsive partner in this marketing effort designed to effectively “co-brand” our Agents and our Company. We did not cut our marketing or technology budgets, although we have shifted away from print advertising and to digital media just as the consumer has shifted. And we added expertise and key personnel not just in marketing and technology, but also in our Career Development department to train and educate our Agents on the latest, most effective methodologies to create the greatest impact among the buying and selling public. Most recently, Simon Chen, President and CEO of ERA visited all Regions (except our ERA Key Region in Boston, which will happen in early December) to share how ERA is supporting and advising all of us on mechanisms and systems that are producing the best results to position us to generate more high-quality leads, compete and win.

The growth of agent personal marketing has paralleled an increase in the percentage of gross commissions agents receive on each transaction, and a corresponding lesser “company dollar”. The theory and practice are that because agents are spending individually to build their own “brand”, the company will need to spend less on marketing in general—share the wealth and allow agents to make their own decisions and build their own image in the segments of the market they choose. Reasonable enough.

Right now, today, all the marketing services being offered to our Agents by third parties are offered to our Agents through our Career and Technology Marketing, Development departments, most of which are at no additional cost to you. From agent websites, to a host of templated printed materials to social media and technology usage training are available now “in-house”.

There may be a cost for custom designed collateral, HUNT logo items through our Company Store, and for printing, shipping and mailing. But even with those items that carry some price tag, the “soft costs” (those not directly related to production) are born by the Company.

Your best value is right here.

Along the way, your Company has continued to invest in Agent marketing systems and technology that enable our Agents to do most, if not all of what third parties claim to be able to do.

We have committed to being your reliable and

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A Message from the CEO

I understand that many of our Agents want to distinguish themselves among the thousands of agents competing for a finite amount of business. Visiting our Branch Offices where Agents’ business cards are displayed in the reception area, one notices a wide variety of “looks” to our cards. While we never want to diminish individuality, it is important for all of us to capitalize on a recognizable brand and for you to build on that brand. This is why we have a Brand Standards Manual in all Branches available to every HUNT Agent. We want your path to recognition and success leveraged positively by the Company Brand. Your brand matters to you, just as the Company brand matters to all of us, and hopefully the general public as well.

Capitalize on both. Use all the systems inside your Company to create an energized and professional brand presence for you as an individual. And capitalize on the HUNT Brand, too. It has been around for over 100 years largely as my grandfather originally created it. It is highly recognizable. Leverage that. Let’s work productively together to enhance one another. Partner with us within our established standards and dominate the market segment you choose.

Peter F. Hunt

Chairman and Chief Executive Officer - HUNT Real Estate Corporation

Simon Chen, ERA's Chief Executive Officer, visited each of our HUNT regions this summer to speak about the ERA technology platform and marketing systems that are exclusively available to all HUNT ERA sales professionals and leadership. Simon's full presentation and Q&A with Peter Hunt are posted in our Team HUNT Facebook Group.

A Message from the CEO

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News Around the Regions

Central & Northern NY Region On October 4th, the GSAR hosted their annual Main Event, which was paired this year with the 4th Raising the Bar at the Embassy Suites - Destiny. Many HUNT CNY agents and managers attended the trade show and enjoyed a wonderful lunch, which was followed by keynote speaker, Jeremias Maneiro.

Three of our HUNT agents were lucky winners of door prizes from different vendors and Mary Pat Adams was the winner of the 50/50 raffle! It was a great day to learn and network with fellow agents.

Dave Evans, General Manager & Nikki Henry, Administrative Sales Manager *** A celebration of life was held on September 19th for Joseph A. Scala.

Jr., from the HUNT Manlius office. Joe passed away on April 17, 2018 after a courageous battle with cancer.

Joe was a brilliant artist who spent the majority of his career as a professor in the art school at Syracuse University and retired as Professor Emeritus. Upon retiring from SU, Joe served as Executive Director of Stone Quarry Hill Art Park in Cazenovia and started his real estate career at HUNT with his beloved wife Patsy.

Joe's art is part of many collections, including the permanent collection at the Metropolitan Museum of Art in New York City. His work has been displayed in galleries and museums across the country, and his writings have been published in catalogues and anthologies. We are honored that some of Joe's art is also showcased in both the HUNT Manlius and Cazenovia offices.

Mary Rouse, Manlius & Cazenovia Branch Director

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Regional News

Following the recent visit from ERA CEO Simon Chen, many agents expressed interest in the ERA Achieve program. Our CNY/NNY Regional Trainer, Kristin Shanahan, responded quickly and started the program with some eager pioneers! The class required a 4-week commitment, in which agents were held to a high level of accountability, both individually and as a team, recording their progress and sharing successes and struggles with each other. The group rehearsed scripts, role played, called their sphere of influence, cold-called their neighborhood farm and even called FSBO’s!

Many of the agents went above and beyond what the program called for by taking what they learned and transforming it into something beyond the program that they will use as they continue to grow their business. The results were amazing and this class will serve as the inspiration for additional Achieve classes. Overall, the class made over 1000 calls, set 24 listing appointments, signed 12 new buyers, and wrote 14 fully executed contracts. Next time you see the following agents, please congratulate them on a job well done!

Wendy Kingsley, Manlius Don Grovine, Liverpool Barbara DiGiacomo, Liverpool Anna Storey, Clinton Cathy Rothery, Manlius

Dave Evans, General Manager

Sarah Pelligrini, Cicero Sara Bostick, Dewitt Collin Burney, Cicero Brittany Moen, Manlius

Capital Region

Rochester Region

In early September, the agents of the HUNT Clifton Park office, together with Pat O'Connor from HUNT Mortgage, made dinner for 45 residents of the Ronald McDonald House.

We had another outstanding month in the Rochester region! We entered the last month of the fiscal year positioned to make our region’s plan. Congrats to all of our real estate professionals who have contributed to the success of the region! We honor your hard work and professionalism every day! There is no better group of agents than HUNT agents.

This event was planned over several months. All Clifton Park agents participated in this effort. Some of the preparation that went into this event included planning the menu, donating money, clipping coupons, shopping, and going to the Ronald McDonald House to make food: sausage and peppers, potato salad, vegetables and cookies.

The Ronald McDonald House provides a place for families to call home so they can stay close by their hospitalized child at little to no cost. Many families travel far from home and spend several weeks or months to get treatment for their seriously ill or injured children – a long time to be away or to divide a family. And, for children facing a serious medical crisis, nothing seems scarier than not having mom and dad close by for love and support. This experience and being able to help these families, even in a small way as making dinner, was a meaningful one for us.

The impression made upon our Clifton Park agents was such that we have committed to providing dinner at the Ronald McDonald House once a quarter. We look forward to these future experiences, the benefits of which are beyond expression.

Mark Phoenix, Clifton Park Branch Director

*** Amidst all the hard work, never let it be said that our agents, managers and the members of our Core Businesses don’t know how to treat themselves to some down time to rest and recoup! At the Young Realtors Network (YRN) annual agent Olympics, we had 2 teams: the Dream Team and the Not-So-Dream Team. We are proud to say while one team pretty much scored zero points in all games, we did have our other team earn the silver medal! Chip Murphy, David Kuperus, Brittany Tierson and John Balestiere commanded the field and took away the silver. Great job! *** In addition to selling real estate, our agents are also involved in different charity drives and other volunteer efforts throughout our local communities. Tina Spoor, from our Canandaigua branch, has headed up a children’s Halloween costume drive. Thank you, Tina, for serving your community!

Catherine Peters, Business Development Manager

Regional News

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HUNT Welcomes New Agents Yolanda Zaid - West Seneca Gregory Bostard - KenTon Catherine Rothery - Manlius Teresa Savini - East Aurora Jacob Sileo - West Seneca Anthony Otto - Lewiston Michael Assmann - Camillus John Quinn - Brighton/Pittsford Jeffrey Letendre - Brighton/Pittsford Tami Bender - Williamsville Village Jean McDonough - Brighton/Pittsford Daniel Marciniak - Canandaigua Anna Storey - Clinton Ronn Edwards - Greece Jeffrey Ziobro - Hamburg Shawna Gee - Gilbert Michael Quartarone - Buffalo Metropolitan Amy Pierce - Lancaster Christine Caci - West Seneca Melissa Tropp - Buffalo Metropolitan James Vecchiarelli - KenTon Brian Leach - Buffalo Metropolitan Dana Tuzzolino - Williamsville/Clarence Kirsten Perkins - Greece

Experienced Agents DeShawn Solomon - Amherst Ron Remollino - KenTon Elizabeth Fadale - Buffalo Metropolitan Dana Robyn Chubb - Clifton Park Nancy Nieman - East Aurora Jennifer Wills - East Aurora Norman Starkweather - Wheatfield Robyn Klee - Manlius Jeffrey Borysewicz - Hamburg Julianne Rinaudo - Greece Lawrence Rinaudo - Greece

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Welcome New & Experienced Agents

Lawrence Blaber - Wheatfield Luigi Rodo - Buffalo Metropolitan Terrell Mack - Grand Island Kadijah Johnson - Slingerlands Natalia Kashkin - Wheatfield Myiesha Thomas - Glendale Jacquelyn Cortright - Buffalo Metropolitan Michael Paduano - Cicero Kevin Buccilli - Lancaster Brennan Thurber - Hornell

You Can Make a Difference in Your Community!

Contribute to our HUNT/United Way Campaign Our 2nd Annual United Way Campaign is happening now and runs through Wednesday, November 21st (the day before Thanksgiving).

One of the most important cornerstones of our HUNT Mission is 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.

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

While many of us have experienced good fortune throughout the year, there are many of our fellow citizens that continue to face challenges: poverty, lack of educational opportunities, unemployment and health issues. As we practice gratitude in this upcoming holiday season, it is our hope that this gratitude will blossom into generosity.

In 2017, we were able to achieve our firstyear goal of $50,000, which went directly to the United Way chapters of your choosing within your local communities. This year’s goal is to contribute $60,000.

To make it easy to contribute, we are using the 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 instructions on how to contribute to our campaign, please see your Branch Director or contact marketing@huntrealestate.com.

The Hunt Family, HREC and the members of your community thank you for your generosity.

PRIZE BAG CONTEST! Enter an Outgoing Referral or Agent Generated Referral

To Enter, place a QUALIFIED outgoing referral OR agent generated referral (AGR) between October 1st and December 31st to be entered into a drawing to WIN a prize bag!

Each month we will draw 4 names. (Rentals, Vacant Land and Mobile homes do NOT qualify) Prizes include - gift cards, jewelry, handbags, etc.

You can access the Outgoing Referral Form in AgentAchieve. Ask your AA! Email the completed outgoing referral form to Grace Bindemann, Referral Coordinator, grace.bindemann@huntrealestate.com.

We will do the rest! We will announce the winners every month.

Don't forget branch-to-branch referrals are included and must be placed through the Relocation Department.

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

Core Businesses & Departments

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Same Song, Slightly Different Tune At HUNT Mortgage, our goal is to have loans “cleared to close” as quickly as possible. We have strived to get better and faster at clearing all conditions. In many cases, our loans are cleared in less than two weeks.

That being said, we’ve recently been told by attorneys and closing agents that they want us to stop using the term “cleared to close” before the title work is complete. They want us to say instead “loan conditions met.” This will make clearer to borrowers that they are not ready to close until the title work is done.

Therefore, going forward, we are going to notify borrowers, Realtors and closing agents once all mortgage conditions are met. Once the title is complete, we will send another email notifying borrowers that they are ready to schedule a closing date.

We hope that by adopting the same language as our closing attorneys and closing agents, we will be providing a better experience for our borrowers.

Please let your Mortgage Consultants know how you feel about this change we welcome all feedback.

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

NOW AVAILABLE: UPDATED BUY DESIGN PRESENTATION

Presented by HUNT Real Estate ERA

We recently debuted a completely updated Buy Design presentation. The new presentation features a modernized look, promotes the full-service representation that you - their HUNT sales professional - brings to the buying process, and details all of the unique services available to them from our HUNT Core Businesses.

To see our Buy Design video going over many of the changes we’ve made, visit: http://bit.ly/Buy_Design Buy Design is available in PDF and PowerPoint Show format in AgentAchieve. If you would like your own personalized presentation, please fill out the Customized Buy Design order form located in AgentAchieve and send it to marketing@huntrealestate.com.

Dan Mirsky, Marketing Director 716-880-1514 dan@huntrealestate.com 8

Core Businesses & Departments