SPOTLIGHT: N.C. HOUSING AFFORDABILITY TECH TOOLS: FACEBOOK ON A BUDGET
THE VOICE OF REAL ESTATE IN NORTH CAROLINA
PLUS
DETAILS INSIDE
VOL 95 NO 3 | AUGUST 2016
CONFERENCE PREVIEW:
Let's Make History
The Smart Move™ NC REALTORS® Launch Consumer-Driven Campaign
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NC REALTORS® ELECTIONS NC RPAC: PUTTING THE FUN IN FUNDRAISING NCREALTORS.ORG
WHAT’S BETTER THAN FOUR AWARDS FOR CUSTOMER SATISFACTION? EIGHT. For the second year in a row, the CENTURY 21® brand ranked “Highest Overall Satisfaction for First-Time and Repeat Home Buyers and Sellers” by J.D. Power. Congratulations again to our many driven agents.
C21.COM The CENTURY 21® brand received the highest numerical score among full service real estate firms for first-time and repeat home buyers and sellers in the proprietary J.D. Power 2014-2015 Home Buyer/Seller StudiesSM. 2015 study based on 6,059 total evaluations measuring 5 firms and measures opinions of individuals who bought or sold a home in the past 12 months. Proprietary study results are based on experiences and perceptions of consumers surveyed February - April 2015. Your experiences may vary. Visit jdpower.com © 2016 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21®, the CENTURY 21 Logo, and SMARTER. BOLDER. FASTER.® are registered service marks owned by Century 21 Real Estate LLC. Century 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each office is independently owned and operated.
August 2016
[CONTENTS]
REAL IMPACT: Legislative Meetings Recap
5
2016 NC REALTORS® CONFERENCE
SEPT. 11-13 | THE GREENBRIER
7
features 7 2016 Conference Preview
Let's make history at The Greenbrier for the 2016 NC REALTORS® Conference & Expo. A preview inside.
10 NC REALTORS® are The Smart Move™
COVER: NC REALTORS® can help make this campaign a
success by encouraging clients to enter the contest.
14 Facebook on a Budget
14
TECH TOOLS: 9 low-cost strategies to boost your business.
20 2017 Candidates and Election Information
25 REALTOR® Partner Program
23 GOVERNMENT AFFAIRS What Lies Below...
27 NC RPAC Putting the Fun in NC RPAC Fundraising
24 THE ALLIANCE NC Homeowners Alliance 2.0: Local Issue Connection
TALK TO US
28 FORMS GUY Fess Makes a Mess of the Test
16 Housing Affordability in North Carolina SPOTLIGHT
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NC REALTORS® strive to keep housing accessible in this state.
Have something to talk about? Sure you do — and we want to hear it! Send us your comments, ideas or success stories to mallen@ncrealtors.org and you could be featured in the next Insight. ncrealtors.org • INSIGHT 3
President’s
MESSAGE
Summer of 2016 has proven to be one of success for NC REALTORS®. As we approach 37,000 members, we are poised for positive change with great opportunities and impactful community partnerships. POSITIVE CHANGE As we rebrand the association to NC REALTORS®, leadership continues to look inward for opportunities to improve and better serve members, while exploring possibilities for growth. In the coming months, you may be asked to weigh in on issues, explore new ideas, provide feedback and accept change. I encourage you to keep an open mind, voice your opinion and embrace compromise in the spirit of positioning NC REALTORS® for success. Let’s make some big, bold moves for the betterment of our association and industry. GREAT OPPORTUNITIES The Smart Move™: NC REALTORS® has officially launched The Smart Move™ campaign with an exciting statewide contest which runs from July 15-August 15, 2016. Consumers are encouraged to share their “smart move” story for a chance to win prizes. Help us make this campaign a great success by encouraging your clients to enter. Conference: The Greenbrier will welcome our members September 11-13. For over 60 years, Conference served as a vehicle for our members to collaborate and learn. It’s a unique opportunity to learn from others in a way that simply cannot be as effective remotely. With new educational tracks, national speakers and community engagement projects, Conference is one of the most cost-effective, highest ROI events. Don’t miss this opportunity to learn from the nation’s leading experts in real estate — and each other. See you there! TAKING ACTION | COMMUNITY PARTNERSHIPS NC REALTORS® 4 WV: NC REALTORS® believe in serving our clients, communities and fellow REALTORS® beyond the “R®” by taking action and making an impact. Our REALTOR® friends and colleagues in West Virginia — home to our 2016 Conference — suffered a disaster of epic proportions in June, resulting in tragic loss of life and leaving thousands of residents homeless. In true NC REALTOR® spirit, you spoke up loud and clear, and we partnered with the West Virginia Association of REALTORS® (WVAR) to organize ways to get involved. Let’s roll up our sleeves, slip on our work boots and show West Virginia that NC REALTORS® stand with them. School Supply Drive: The new school year is around the corner. NC REALTORS® expanded our partnership with the Boys and Girls Club and launched a statewide school supply drive between July 1 and August 15. We encourage each local association to take action. Each small gesture can make a huge impact on our youth and their education.
Insight, Volume 95, Issue 3 President Kim Dawson, ABR, CRS, GRI, SRES President-Elect Treasure Faircloth, GRI, e-PRO, CRS Treasurer Kelly Marks, ABR, CRS, GRI Immediate Past President Tony Smith, ABR, ABRM, CRS, GRI REGIONAL VICE PRESIDENTS Region 1: Kathy Perry, Emerald Isle; Region 2: Deb Hays, Wilmington; Region 3: Bruce Gates, Goldsboro; Region 4: Brett Bushnell, Chapel Hill; Region 5: Lolita Malave, Greensboro; Region 6: Phil Rector, Pfafftown; Region 7: David Pierceall, Gastonia; Region 8: David DeSilva, Leslie Fisher, Charlotte; Region 9: David Wall, Asheville; Region 10: Linda Trevor, Asa Fleming, Raleigh; At-Large: Sandra O’Connor, Greensboro. Chief Executive Officer Andrea Bushnell, Esq., CIPS, RCE Director of Communications & Marketing Tracey Gould, M.S. IMC, CPSM Editor Mckenzie Allen Contributors Nicole Arnold Katie Lance Mike Landes
Will Martin Seth Palmer Shanell Smaw
For Advertising information, contact Mike Buescher at 336-808-4229 or mbuescher@ncrealtors.org. INSIGHT (ISSN 24714127) (USPS 17170) is published four times a year in February, May, August and November by NC REALTORS®, 4511 Weybridge Lane, Greensboro, NC 27407. Periodicals Postage Prices paid at Greensboro, N.C. and additional mailing offices. POSTMASTER: Send address changes to INSIGHT, 4511 Weybridge Lane, Greensboro, NC 27407-7877. This publication is designed to provide accurate and authoritative information regarding the subject matter covered. Articles which appear in Insight are an informational service to members. Their contents are the opinions of the authors alone and do not necessarily represent those of NC REALTORS®. Advertising of a product or service does not imply endorsement, unless specifically stated. To opt-out of paper copy mailings, email hello@ncrealtors.org with a subject line of “Insight opt-out.”
These are exciting times at NC REALTORS®. I thank you for all that you do and all that you are. Together, we are better and can make an impressive difference in our industry, association and communities. 4511 Weybridge Lane, Greensboro, NC 27407 Phone: (336) 294-1415, Toll Free: (800) 443-9956
Kim Dawson 2016 President 4 INSIGHT • August 2016
ncrealtors.org
the scene LEGISLATIVE MEETINGS NC RPAC raised $4,036 at the Phone Bank event.
[SOMETHING TO TALK ABOUT]
Christoper Chung, CEO of the N.C. Economic Development Partnership, talked about how commercial real estate influences the success of our state's economy.
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The number of education tracks offered at Conference — to help you identify the sessions offering the most value. (pg 8)
$2,500
NC REALTORS® convened at the Legislative Building auditorium to hear from leaders like Senator Jane Smith.
REAL IMPACT NAR's Daryl Braham spoke to state brokers about party strategies and activities around the country.
Governor Pat McCrory dropped by the Legislative Reception to speak to NC REALTOR® advocates and to take a photo with our 2016 Executive Committee.
In June, over 300 NC REALTORS® gathered in Raleigh to exercise their grassroots political power at the 2016 Legislative Meetings.
The prize money offered to the NC REALTOR® of The Smart Move™ contest winner. (pg 10)
64%
The percentage of North Carolinians who own a home, as of first quarter 2016. (pg 16)
15-18 Homes4NC's Wall of Wine fundraiser raised over $2,500.
The date range in August when NC REALTORS® can vote online for 2017 officers. (pg 20)
24 NC REALTORS® met with legislators at the General Assembly and stressed the importance of the real estate industry in North Carolina.
Winston-Salem Regional REALTORS® Jordan Googe, Treasure Faircloth, Lou Baldwin, Thomas Maier, Brooke Cashion, CEO Samuel Aubrey and Government Affairs Director Robin Cooper take a photo at the Reception.
The number of local associations The Alliance's field representatives have visited this year. (pg 24) ncrealtors.org • INSIGHT 5
EVENTS
[SOMETHING TO TALK ABOUT] July 1 - August 15 School Supply Drive To benefit the Boys & Girls Club, NC REALTORS® is hosting a statewide drive for school supplies. All local associations are encouraged to participate.
[ UPCOMING EDUCATION OPPORTUNITIES ]
Learn more at ncrealtors.org/impact
August 16 GRI: Business Planning Mountain Lakes
July 15-August 15 The Smart Move™ Contest
August 18 GRI: ABC’s of Financing Greenville-Pitt
Consumers are encouraged to share their “smart move” story for a chance to win prizes. Help us make this campaign a great success by encouraging your clients to enter.
August 18-19 ABR® Designation Land Of The Sky
Enter at thesmartmovenc.com
August 10 Webinar Wednesday: Online Branding Do you know what retargeting is? Real estate advertising platform Adwerx will show you, along with tips on how to build your brand online and the best practices for digital advertising.
August 23 GRI: Technology Tools & Resources Raleigh Regional
Aug. 24 GRI: Balancing Business Risks & Ethics Catawba Valley
October 4 GRI: Balancing Business Risks & Ethics Raleigh Regional October 6 GRI: Business Planning Carteret County Check out the ncrealtors.org calendar for upcoming courses, events and more.
Register at ncrealtors.org
August 15-18 NC REALTORS® Elections Vote online at ncrealtors.org
August 17 Candidate Training Academy Are you interested in politics? Have you ever thought about running for elected office? Join us for a one-day, “boot camp” experience with North Carolina’s top political consulting firm, Cornerstone Solutions.
Register at ncrealtors.org
September 11-13 2016 NC REALTORS® Conference & Expo
The Greenbrier, White Sulfur Springs, W.V. The NC REALTORS® annual Conference is the largest gathering of the year and one of the most cost-efficient educational tools available to members. This year, Conference features exciting new education tracks that will help improve your business and your workday.
Register at ncrealtors.org/conference 6 INSIGHT • August 2016
FINE HOMES & LUXURY PROPERTIES
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To learn more about franchise opportunities with RE/MAX, please contact me to set up a confidential conversation. Opportunities are available in the Raleigh/Durham market Eddie Sturgeon – 843-614-7779 or esturgeon@remax.com
2016 NC REALTORS® CONFERENCE
SEPT. 11-13 | THE GREENBRIER
SCHEDULE at a glance
Sunday, September 11 Meetings Registration Expo Open Expo Grand Opening Expo Seminar Sessions
8am – 4:30pm 9am – 7pm 12-5pm 12 – 2pm 12:30 – 1:30pm
Notables have been shaping history at The Greenbrier for nearly 240 years. From politicians to editors to judges to celebrities and sports figures, this destination resort was and is a popular location for its healing waters, to escape the southern summer heat and as host for hundreds of “meeting of the minds” with some of the most powerful and influential people from around the world. And now, NC REALTORS® will convene on the site of “The Old White” to make history.
Opening Session
5 – 6:30pm
Enlightening education. Uplifting community engagement. Epic adventure. Bold committee recommendations. Historic Board decisions.
Opening Evening Reception
6:30 – 9pm
They are all waiting for you at the 2016 Conference.
REALTOR® of the Year Presentation & Keynote
Dance Party
9pm – 12am
Monday, September 12 Registration
8am – 5pm
Education Sessions
9 – 10:15am
Education Sessions
10:30 – 11:45am
Expo Open Expo Lunch Expo Seminar Sessions (3)
12 – 4pm 12-2pm 12:15 – 1:40pm
Education Sessions
2 – 3pm
General Membership Meeting
4:00 – 5:30pm
RPAC Trivia & Live Auction
ONLINE
REGISTRATION OPEN UNTIL 9/5
ncrealtors.org/ conference
8:00 - 11:00pm
Tuesday, September 13 Registration Regional Caucuses Treasurer's Forum
8am – 12pm 8:30 – 9:30am 9:30 – 10am
Panel
9:45 – 10:45am
PMD Session
9:45 – 10:45am
Board of Directors Meeting
10am – 1:30pm
Round Table
10:45am – 12pm
PMD Session
11am – 12pm
Schedule subject to change. Full version online.
ncrealtors.org • INSIGHT 7
Timeless Memories
Be the envy of your friends and colleagues, as you create memories that will last a lifetime. At Conference, you have the opportunity to rekindle old friendships. Social and leisure opportunities provide opportunities to forge new friendships that can last a lifetime. At the 2016 Conference, time is on your side to be who you are and who you aspire to be. Be you. Be timeless.
Enlightening Educational Programming NEW EDUCATIONAL TRACKS make it easy to create your own path at Conference, depending on where you are in your career and what you want to learn. Look for the color-coded symbols below when planning out your schedule. From national leading experts to local industry legends, the speakers will enlighten you and everything you thought you new about the business and how to run a successful one. SESSIONS: MONDAY, SEPTEMBER 12 | EXPLORE TRACKS AT NCREALTORS/CONFERENCE
Broker Manager Discover innovative techniques for agent retention and remaining relevant.
Coaching Your Agents Up Jo Mangum
Creating Relevance, Value & Digital Trust at Scale, Seth Price Embracing Teams, Leigh Brown
Tools for Success Explore new ways to create value and trust through modern brand building and communication.
Modern Brand Building, Creating the Breadcrumbs of Trust Seth Price Telling Your Story Online Katie Lance How to Create the Mindset of a Successful Listing Agent Jo Mangum
Industry Trends Get an understanding of what's ahead and who's driving the changes.
Real Estate Industry Trends: Hyped and Real, Nobu Hata
Association Executive Learn the latest tips for managing your association and responding to member needs while on the go.
How to Recruit and Retain Active Members, Alex Camelio
Smart Home Technology Chad Curry Social Media & Agent Retention, Katie Lance
Keynote JO MANGUM Jamm Coaching
SETH PRICE Placestar
LEIGH BROWN Leigh Brown & Associates
Featuring These Leading Experts and More 8 INSIGHT • August 2016
NOBU HATA NAR
STEFAN SWANEPOEL captivates audiences with data-driven market intelligence to predict trends facing the real estate industry and REALTORS® today. SUNDAY, SEPTEMBER 11, 5PM
The declassified Bunker is a must-see experience that walks you through a fascinating period in the resort's history.
Epic Adventure
There’s no denying The Greenbrier is rooted in adventure. Nestled in the majestic Allegheny Mountains, the resort is a mere guest of Mother Nature’s raw, natural playground. Maximize your free time before, during and after Conference to take in the beautiful landscape. From golf to tennis to off-roading to hiking and horseback riding. Your do-ityourself adventure awaits you at Conference. Make it epic.
BOOK YOUR TOUR AT greenbrier.com/bunker
Special Events: SUNDAY, SEPTEMBER 11, 6:30PM
Opening Evening Reception
SUNDAY, SEPTEMBER 11, 9PM
Dance Party
with Another Level Band
Expo
MONDAY, SEPTEMBER 12, 8:00PM
WITH OVER 60 EXHIBITORS offering an endless array of insight, tools and new technologies, the NC REALTORS® Expo allows you to explore the future of real estate. Don't miss the Grand Opening Event (SUNDAY, SEPTEMBER 11, 12-2PM) and the $500 Grand Prize drawing (MONDAY, SEPTEMBER 12, 3:45PM).
RPAC Trivia & Live Auction
It's back! Come enjoy a cocktail and test your skills in a fun, friendly competition with your peers, while also investing in your career and your industry! Advanced tickets are required. Email knash@ncrealtors.org for more information.
See a complete list of exhibitors attending at ncrealtors.org/conference.
Uplifting Community Engagement
#NCREALTORS4WV
This year, NC REALTORS® have a unique opportunity to have a direct and lasting impact on the communities surrounding The Greenbrier. After suffering devastating loss of life and property during the epic floods in June, NC REALTORS® expressed a desire to give back and we responded with day-long rebuild projects, donation stations and networking opportunities with the West Virginia Association of REALTORS® and their members. Let’s show West Virginia that NC REALTORS® are standing with them. ncrealtors.org • INSIGHT 9
The Contest The Smart Move™ contest runs from July 15-August 15, 2016. Consumers who worked with an NC REALTOR® in the past 24 months are encouraged to share their “smart move” story for a chance to win $7,500, which can be used towards a home remodeling project, and a weekend stay at The Greenbrier during NC REALTORS®’ annual Conference from September 9-13, 2016. Additional monetary prizes are available for the winning consumer’s NC REALTOR® ($2,500 plus complimentary registration to the Conference, hotel accommodations and per diem each day) and the REALTOR®’s local association ($2,000).
NC REALTORS® are
The Smart Move™ The world is full of smart moves. The signing of The Declaration of Independence was a historic smart move. Edison’s invention of the light bulb? An electrifying smart move. The advent of the personal computer? An epic smart move. And in terms of buying a home in North Carolina, working with an NC REALTOR® is The Smart Move™. BY TRACEY GOULD, DIRECTOR OF COMMUNICATIONS & MARKETING
10 INSIGHT • August 2016
2016 NC REALTORS® CONFERENCE
SEPT. 11-13 | THE GREENBRIER
THE AWARD CEREMONY The winning entrant, their NC REALTOR® and the REALTOR®’s local association will be recognized during the 2016 Conference between September 9-12.
JURY: All entries will be evaluated by a neutral jury panel, consisting of prominent North Carolina business, non-profit and community leaders who are passionate about encouraging home ownership and giving back. Read more about the jurors at thesmartmovenc.com.
ALLISON DUGGINS
JON HARDY
ROB RUSCZAK
LISA SCOBLE
CoreLogic, Inc.
NCHFA
Lennar Homes
Pearl Insurance
LAUREN MCCOMBS DBC Radio
JODY WAINIO
Buyer's Choice Realty
THE PRIZES
WINNER
NC REALTOR®
LOCAL ASSOCIATION
$7,500 $2,500 $2,000 HOW NC REALTORS® CAN HELP: Entering is simple. Encourage your clients to share their smart move story through video, photos, essays or other creative medium through thesmartmovenc.com website. Complete the entry form, and be sure your client lists you with your NRDS number. Then sit back, have some popcorn and wait for the jury’s verdict on or near August 29.
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CONVERSATIONS STARTERS
Don't know where to begin? Use these prompts to get your clients talking — but be sure to have a camera or pen and paper ready to capture the answers! 1. Why using an NC REALTOR® was The Smart Move™? 2. The best advice my NC REALTOR® gave me: 3. How my NC REALTOR® saved the day: 4. How my NC REALTOR® made the buying or selling process fun: KNOW YOUR NRDS? Your clients must have your NRDS ID number to submit an entry. Find it on Realtor.org, on your NAR membership card or on this magazine's front label.
THE PURPOSE As REALTORS®, nothing is more important to us than our clients and communities. Their success is our success. We are their advocates, partners, advisors and neighbors. We are their NC REALTORS®. Last year, the National Association of REALTORS® (NAR) mandated a new set of core standards for associations to meet, including an emphasis on consumer outreach. NC REALTORS® viewed this as an opportunity to rebrand and encourage our communities and clients to see us the same we view ourselves. Whether a client is a first-time homebuyer or a downsizing empty nester, NC REALTORS® are The Smart Move™. Whether a business owner is opening her first bakery or expanding a Fortune 500 company, NC REALTORS® are The Smart Move™. Regardless of the real estate venture, NC REALTORS® have the professionalism, passion and know-how to help their clients make the best next step, whatever that may be. Home ownership is also largely viewed as a smart move, and NC REALTORS® agree. Owning a home is good for the economy, it’s good for communities and it’s great for families. And so, The Smart Move™ campaign was born. Funded in part by an NAR consumer outreach grant, campaign highlights include: new eye-catching creative; targeted messaging; robust social, digital and media relations strategies; multimedia content; grassroots consumer interviews and insight; and an exciting statewide contest. The campaign is designed to inform and educate all audiences on the value of REALTORS® and home ownership. The information researched, sourced, curated and produced during the contest is designed to have a long shelf life. It takes time for values to take root, perceptions to become reality and for NC REALTORS® to become synonymous with the real estate process. NC REALTORS® are committed to this campaign long after the contest announces the winner; we’re on stage until the final curtain is drawn.
THE FUTURE The Smart Move™ is more than a catchy tagline, impressive deliverables and a contest. It’s much more than a campaign — it’s a movement in the making. It’s also a promise — a promise to our clients, consumers and each other. With all the markers of a perennial NC REALTORS® program, its long-term success will thrive as part of each and every NC REALTORS® platform. It will be a promise reiterated in our internal and external relations, especially our advocacy efforts, representing issues which are important to and supported by NC REALTORS® as The Smart Move™ for the betterment of our state and clients. It will be a phrase all NC REALTORS® embody, promote and celebrate in business, in their communities and in life. NC REALTORS® are, indeed, The Smart Move™.
SHARE YOUR STORY: THESMARTMOVENC.COM ncrealtors.org • INSIGHT 11
2016 Annual Sponsors PLATINUM
DIAMOND
®
SILVER
GOLD America’s Preferred Home Warranty North Carolina Housing Finance Agency RE/MAX Carolinas Systel Business Equipment Two Men and A Truck zipLogix
CoreLogic Realty Executives Southern Region
NC REALTORS® would like to thank all 2016 Annual Sponsors.
Here’s to you for loving what you do. Nationwide® salutes your commitment and passion for being a member of NC Association of REALTORS®.
2016
At Nationwide, we’re passionate about making a difference, too. It’s just one way we prove that we’re More Than a Business®.
Learn more about our partnership and special discounts. nationwide.com/NCAR Local Agent 1-866-688-9144
H H
H H H
H H H
Nationwide Insurance has made a financial contribution to this organization in return for the opportunity to market products and services to its members or customers. Products underwritten by Nationwide Mutual Insurance Company and Affiliated Companies. Home Office: Columbus, OH 43215. Subject to underwriting guidelines, review, and approval. Products and discounts not available to all persons in all states. Nationwide, the Nationwide N and Eagle and More Than a Business are service marks of Nationwide Mutual Insurance Company. © 2015 Nationwide AFR-0236AO (10/15)
ncrealtors.org • INSIGHT 13
TECH tools
on a budget 9 Low-Cost Strategies to Boost Your Business BY KATIE LANCE | CEO/OWNER KATIE LANCE CONSULTING
Are you sick of feeling as though you're missing leads if you don't embrace every new social media platform? Good news — you don't have to. Facebook is still the No. 1 way to reach past and potential customers. And, because users typically enter detailed personal information, having a Facebook Business Page allows you to hyper-target your promotions. Of course, budget is top of mind. So how can you generate more traffic, higher engagement and more business without spending a ton of money? Here are a few non-budget busting ideas and strategies you can implement today. 1. THINK BEYOND THE NOW. Nothing drives traffic and engagement more than quality content. But most real estate professionals find it challenging to create content, much less to think about what content they'll provide in the future. Try a content grid (shown on the next page) or a simple spreadsheet where you map out the 30 or so topics that are related to who you are, your brand and your expertise. Download a sample content grid at katielance.com. 2. BATCH YOUR CONTENT. In addition to using a content grid, use Facebook’s scheduling tool. By batching your content — scheduling out five to seven days at a time — you'll ensure you have consistent content on your site. Then, use Facebook Insights to 14 INSIGHT • August 2016
schedule content at the optimal time for when your fans are most likely to be on Facebook. 3. BUILD A SYSTEM FOR QUICK RESPONSE. Download the Facebook Pages Manager app and then make sure notifications are set to ‘On’. Any time someone reaches out to you on your Facebook page, you'll know and will be able to respond with a comment right away. 4. BOOST YOUR POSTS ON A BUDGET. One of the best ways to get your content in front of more people is to boost your posts. For as little as $5-10, you can boost a post and target the people who like your page and their friends.
Remember to boost posts that link back to your website or blog to generate more traffic to those outlets. You can even extend the life of past posts with boosting. Find the Insights tab again and sort your posts by Engagement to select the most relevant messages. 5. TAG YOUR POSTS. Did you know there is a simple ‘hack’ to bring more people to your page? When you post something on your business page that you think may also appeal to your Facebook friends, click the dropdown arrow on your post and comment as yourself versus your page. Then, tag any friends you think may be interested in this post. This will bring them to the post to hopefully like or comment, which
Sample Content Grid: LOCAL REAL ESTATE
NATIONAL REAL ESTATE
LOCAL & COMMUNITY
PERSONAL INTEREST
HOME & DESIGN
Favorite feature of a new listing (Hint: Think beyond the front of the house!)
Link to an article from NAR, Inman Photo of your favorite restaurant News or REAL Trends or boutique
Favorite family-friendly places to visit
Before and after staging photos
Photo of your customers at the closing table
Link to an article from NC REALTORS®
Best park for kids or dogs
Before and after photos
Holiday home decorating ideas
Photo of your customers with their keys or by the sold sign
Link to an article from your local association
Link to an article about upcoming community events
Favorite staycation weekend getaway
Link to an article from HGTV for inspiration
Share a post from your broker or franchise
Link to an article from housingwire.com
Link to one of your Pinterest boards highlighting different neighborhoods
Why you love where you live
Link to one of your Pinterest boards highlighting different rooms or design styles
Monday Market Update: A one-minute video you create
Throwback Thursday #TBT: Home prices then and now
Link to one of your favorite local bloggers
News about your favorite local sports team or charity
Photo of a customer’s home after move in
Photo or video of a customer and a story of how you helped
Link to an article from The New York Times on housing
Best place to get a cup of coffee or glass of wine
Behind-the-scenes: A look at why you love what you do
Photos of your favorite home details
Graphic featuring a review you received online
Photos from real estate events you attend
Important school dates and info with a link to the school sites
Photos of your team and office
De-cluttering or home improvement tips
will get your post seen by more people. Be careful not to spam your friends, though. For more details on how to do this exactly, go to katielance.com/ facebook-hack/ 6. PROMOTE YOUR PAGE VIA EMAIL, BLOG AND VIDEOS. Make sure your Facebook page link is easily listed in your email signature — I love using WiseStamp.com for this! Also, use your email to promote your Facebook business page. Give people a reason to like or visit. For example, say “Are we connected yet on Facebook? Visit and like my business page this month to stay in the know about the latest homes going on the market in your area!” You can even apply this call to action on your blog posts and/or videos. 7. INVITE PEOPLE WHO LIKE YOUR POSTS TO LIKE YOUR PAGE. This is one of my very favorite Facebook business page hacks. Here’s how it works: If you receive more than a few likes on a post, you can click on the list of people who liked the post and invite them to like your page. This is now something I do about once a week, and it’s helped me
consistently increase my Facebook likes. 8. EMBRACE VIDEO. Create simple videos, and upload them directly to Facebook. When uploading directly, you'll see a big jump in organic (non-paid) reach and engagement. And be sure to wrap each video with a call to action. 9. A PICTURE IS WORTH A THOUSAND WORDS. Photos and infographics grab people's attention and make your posts more engaging. Create simple graphics that are branded to your page using Canva.com or PicMonkey.com. Great ideas include before and after photos of homes, photos that represent the community you live in, inspirational or funny quotes and photos of you and your happy clients.
ABOUT KATIE Katie is the founder of Katie Lance Consulting, a social media and marketing firm. Katie’s clients include RE/MAX International, DocuSign, RPM Mortgage, SmartZip and many others.
See Katie at Conference! "I’m looking forward to speaking at the NC REALTORS® Conference this year where I will be exploring this topic. See you there!"
Creating a Facebook strategy on a shoestring budget is possible. The key is getting a few systems in place for creating and posting content and making it a scheduled priority. Sure, it takes time, but the ROI from a solid Facebook strategy make the time spent worthwhile. ncrealtors.org • INSIGHT 15
HOUSING AFFORDABILITY IN N.C. BY NICOLE ARNOLD | COMMUNITY OUTREACH DIRECTOR NC REALTORS® care about the issues impacting the affordability of a home. They understand the importance of a diversity of price points. Diverse housing stock not only provides options to families, but it also ensures housing for essential workers and those new to the workforce. Through advocacy efforts at the local, state and national levels, NC REALTORS® educate elected officials on housing affordability concerns and impacts. To be effective advocates, REALTORS® should monitor North Carolina’s homeownership rate, trends and affordability for important segments of society.
national homeownership rate was 63.5 percent. While this may seem like a high percentage, the U.S. Census Bureau noted this is the lowest homeownership rate for all age groups in about 40 years. Among those aged 35 years or younger (known as millennials), the homeownership rate was much lower at 34.2 percent. This statistic is troubling for the housing industry, but a closer look at home buying trends reveals more cause for concern. Compared to five years ago, today’s national homeownership rate has fallen almost three percentage points from 66.4 percent, and the millennial rate has fallen 3.7 points from 37.9 percent.
NATIONAL VIEW During the first quarter of 2016, the
N.C. PERSPECTIVE North Carolina ranks slightly
16 INSIGHT • August 2016
above the national average with a homeownership rate for all ages of 64 percent. In 2015, NC REALTORS® and the Center for Housing Policy released a study called "Paycheck to Paycheck." This study found the median household income in our state to be $46,388. The study also charted the wages of millennials and community helpers in major metro areas of our state. These numbers help REALTORS® see where, how and why people can and cannot afford a home. MILLENNIAL AFFORDABILITY As part of their analysis, the "Paycheck to Paycheck" authors chose five professions commonly held by millennials: eCommerce Customer Service
SPOT LIGHT
Carolina must find solutions that support housing options that serve these professionals, or the state may experience labor shortages of community helpers in certain geographic areas.
The chart shows an example of the data for the Charlotte metro area.
Representative, Administrative Assistant, Cashier, Food Service Manager and Cardiac Technician. The study found the average annual income for each of these professions, measured against the annual income needed to qualify for the median priced home in 2015.* The important question for REALTORS® is this: Do millennials make enough money to qualify to purchase a home? The graph above demonstrates that only those employed as Food Service Managers earned enough to purchase a home at the median price. No millennial workers in the Raleigh metro area earned enough during the same period to qualify. While millennials may struggle with homeownership in Charlotte and Raleigh, Administrative Assistants, Food Service Managers and Cardiac Technicians could qualify to purchase the median priced home in the Greensboro and WinstonSalem metros and other areas of the state. Overall, the data shows that in the larger metro areas, millennials are less likely to earn enough to qualify for a home. The data also supports the supposition that all areas of the state can
compete for more millennial workers through the prospect of plentiful jobs with a promising earnings trajectory. THE PLIGHT OF COMMUNITY HELPERS The "Paycheck to Paycheck" report also detailed five professions described as community helpers: Elementary School, Janitor, Nurse (LPN), Police Officer and Retail Salesperson. Do these vital workforce members earn enough to afford a home? Based on the data presented, these essential services personnel do not earn enough in Raleigh or Asheville to qualify for the purchase of a median priced home. In Charlotte, teachers and police officers could just barely qualify, and in Greensboro and Winston-Salem, only teachers, police officers and nurses could qualify. The data point to the fact that community helpers struggle to afford a home in some communities and may be priced out of large metro areas. These pressures may encourage renting or driving long commutes to work in a preferred employment market. North
HOW TO PROMOTE HOUSING AFFORDABILITY REALTORS® are valuable business leaders in every community in North Carolina. No one better than a REALTOR® can explain the positive impacts of homeownership: for families, for communities and for the economy. NC REALTORS® are the best advocates to educate their elected officials on the need to keep housing affordable. This is why NC REALTORS® support funding of the NC Housing Trust Fund, protection of the mortgage interest and property tax deductions and the workforce housing loan program. REALTORS® also crusade for economic development initiatives because of their potential to bring employment opportunities across the state. This advocacy includes the Historic Preservation Tax Credits, the film grant program and many others. NC REALTORS® also promote housing affordability through philanthropic efforts. Homes4NC is a charitable housing opportunity foundation, founded by REALTORS® in 2004. Since its inception, Homes4NC has provided over $19,000 in disaster relief, $96,000 in downpayment assistance and has awarded over $325,000 in matching grants. Combined with local board giving, Homes4NC has invested approximately $800,000 to improve the quality of life in communities throughout our state. Whether through advocacy or philanthropy, NC REALTORS® keep housing accessible and affordable in this state.
*The annual income needed to qualify for a mortgage was calculated using the average prevailing interest rate, assuming a 10 percent downpayment and the use of private mortgage insurance, including principal, interest, taxes and insurance.
ncrealtors.org • INSIGHT 17
MEMBERS MAKING HEADLINES
Innovation Grants
The renovated second floor features an updated Kutz Center and a new video production studio with editing booth.
Pardon Our Dust In May, NC REALTORS® embarked on the first renovation of the office since staff occupied this space in the early 2000s. The current interior is more reminiscent of a 1980s-era law firm than a progressive, innovative association serving the top REALTORS® in North Carolina. The three-phase renovation, designed by ESPA Architects & Planners, is largely focused on the interior of the space with minimal exterior impact. Constructed in conjunction with the NC REALTORS® re-brand, the new interior will be a more open, collaborative environment, complete with two glass-office suites, brighter, more contemporary colors, glass stair railings, a modern, relocated reception area, staff fitness center, a new, high-tech video production studio and a dedicated Member Center to better serve the association’s 36,000 members. As of July, construction is wrapping on the second floor and is in full effect on the first floor. The Communications and Legal Departments moved upstairs temporarily to the "swing office space" in The Kutz Center, now featuring new neutral carpet and calming, gray walls. With the existing floor-to-ceiling windows, the Center is now bright and airy. Meanwhile, the new video production suite is nearly completed with finishing touches being completed in the next couple of weeks. Next steps are fitting the editing booth with high-tech gear and the studio with flexible furniture, so we can get to work creating excellent multimedia content for our members. FOLLOW OUR BLOG FOR UPDATES: 18 INSIGHT • August 2016
ncrealtors.org/headquarters
Three local REALTOR® associations were recently awarded 2016 Innovation Grants by NC REALTORS®. High Country Association of REALTORS® (HCAR) and Wilmington Regional Association of REALTORS® (WRAR) each received a $5,000 grant, and the High Point Regional Association of REALTORS® (HPRAR) received a $4,750 grant. The grant program funds innovative community programs across the state, which closely align with the REALTOR® mission and values. NC REALTORS® sought out programs, events or plans that change the way the real estate industry is perceived or how business is conducted with an emphasis on promoting affordable housing. HCAR is providing scholarships for high school seniors to create awareness of REALTORS® and their role in the community and economy, as well as trusted professionals and community leaders. The scholarships will be based on one- to two-minute videos submitted by students who demonstrate what a REALTOR®’s job consists of and the benefits of using a REALTOR®. WRAR’s grant will support a new, “big idea” forum, Veritas Forum, they are launching through community collaboration this fall. The first forum will feature former Shell Oil CEO, John Hofmeister, and John Michael Cousteau to address whether offshore drilling should take place. The forum is designed to educate, build community, model civility and most importantly, place REALTORS® and WRAR at the center of community dialogue. HPRAR plans to use the funds to establish partnerships with the North Carolina Department of Veteran Affairs to create services for veterans returning to the area after service, the Boys & Girls Club to feature young professionals and treat them to an afternoon of baseball, supporting a High Point-area Habitat for Humanity House and working with High Point University and High Point’s Housing Coalition to address the need for housing. Congratulations to these REALTOR® associations, and thank you for making a difference in your communities.
Greensboro office renovations include a dedicated Member Center to better serve the association’s growing membership.
STAFF DEVELOPMENTS
Meet the new faces at NC REALTORS® TRACEY GOULD, M.S. IMC, CPSM Director of Communications & Marketing Joining the NC REALTORS® team after 22 years in the design and construction industry, Tracey oversees all internal and external public relations, marketing and communications for the association. She is an award-winning Certified Professional Services Marketer and published author, as well as a professor at High Point University. She holds a M.S. in Integrated Marketing Communications from West Virginia University and a B.F.A. in Communications from the University of Arizona with an M.B.A in progress. CHELSEA HUGHES, Professional Development Assistant Chelsea assists with coordinating the GRI program and other professional development opportunities. Prior to joining NC REALTORS®, she worked in education management and as an ESL Instructor. She earned her bachelors degree in Communication Studies from UNC-Greensboro. ASHLEY ORANGE, Accounting Assistant Ashley Orange previously worked at Cardinal IG in Vinton Va. as Administrative Assistant and Accounts Payable Clerk. She has an associates degree in Accounting. Ellie Edwards has recently earned the REALTOR® Association Certified Executive (RCE) designation. This professional designation is designed specifically for REALTOR® association executives and is earned by the accumulation of points through professional achievements, education and mastery of a comprehensive written exam. This designation exemplifies goal-oriented executives with drive, experience and commitment to professional growth. Ellie is the Director of Professional Development and has been with NC REALTORS® since 2006.
NC REALTORS® STAFF CONTACTS Staff can be reached by telephone at 800-443-9956 during normal business hours, Monday through Friday from 8:30 a.m. to 5 p.m. Greensboro: 4511 Weybridge Lane, Greensboro, NC 27407; Raleigh: 421 Fayetteville Street, Suite 1109, Raleigh, NC 27601 EXECUTIVE Andrea Bushnell Chief Executive Officer abushnell@ncrealtors.org 336-808-4222 Donna Peterson Executive Assistant dpeterson@ncrealtors.org 336-808-4221
Amy Kemp Events Assistant akemp@ncrealtors.org 336-217-1045
FINANCE & BUSINESS DEVELOPMENT
ADMINISTRATIVE
Bryan Jenkins Chief Financial Officer bjenkins@ncrealtors.org 336-294-3112
Caitlin Thompson Compliance Counsel cthompson@ncrealtors.org 336-217-1042
Lee Ann Martin Accounting Manager lmartin@ncrealtors.org 336-217-1048
Caroline Main Receptionist cmain@ncrealtors.org 336-808-4220
Ashley Orange Accounting Assistant aorange@ncrealtors.org 336-808-4224
Kay Bailey Legal Assistant kbailey@ncrealtors.org 336-808-4235
Denise Daly Membership Coordinator ddaly@ncrealtors.org 336-808-4223
COMMUNICATIONS & MARKETING Tracey Gould Director of Communications & Marketing tgould@ncrealtors.org 336-808-4228 Mckenzie Allen Creative Development Manager mallen@ncrealtors.org 336-808-4227 Samantha Ashburn Electronic Communications Manager sashburn@ncrealtors.org 336-808-4226 Tyler Helms IT Manager thelms@ncrealtors.org 336-808-4225
EVENTS & MEMBER ENGAGEMENT Mandy Lowe Director of Member Engagement & Projects mlowe@ncrealtors.org 336-808-4236 Keri Epps-Rashad Events Manager
Sherry Harris RPAC/Accounting Assistant sharris@ncrealtors.org 336-808-4230 Mike Buescher Business Development Director mbuescher@ncrealtors.org 336-808-4229
GOVERNMENT AFFAIRS Cady Thomas Director of Government Affairs cthomas@ncrealtors.org 919-573-0996 Kristin Nash Political Fundraising Director knash@ncrealtors.org 919-573-0995 Shanell Smaw Political Fundraising Specialist ssmaw@ncrealtors.org 919-573-0991 Nicole Arnold Community Outreach & Local Government Affairs Director narnold@ncrealtors.org 336-808-4237
Seth Palmer Political Communications & Regulatory Affairs Director spalmer@ncrealtors.org 919-573-0992 Mike Landes Political Operations Director mlandes@ncrealtors.org 919-573-0984 Isabel Villa-Garcia Legislative Affairs Manager ivilla-garcia@ncrealtors.org 919-573-0983 Susanna Hailey Field Representative shailey@ncrealtors.org 919-573-0989 Paul Mott Shared Government Affairs Director & Field Representative pmott@ncrealtors.org 919-573-0988 Robin Cooper Shared Government Affairs Director & Partner Program Manager rcooper@ncrealtors.org 336-217-1047
LEGAL Will Martin General Counsel wmartin@ncrealtors.org
PROFESSIONAL DEVELOPMENT Ellie Edwards Director of Professional Development eedwards@ncrealtors.org 336-808-4231 Monica Huckaby Professional Development Coordinator mhuckaby@ncrealtors.org 336-217-1051 Chelsea Hughes Professional Development Assistant chughes@ncrealtors.org 336-808-4239
kepps-rashad@ncrealtors.org
336-217-1049
ncrealtors.org • INSIGHT 19
inside ELECTIONS
2017 Candidates and Election Information PRESIDENT-ELECT (Vote for one candidate)
The NC REALTORS® elections will be held August 15-18, and voting will take place online only. The candidates listed on this page have been certified by the NC REALTORS® Certifying/ Recruiting Committee, chaired by REALTOR® Tomp Litchfield.
Amy Hedgecock, CPM, GRI High Point Regional
FINANCE & BUDGET COMMITTEE (Vote for three candidates)
Billie Green, ABR, CHNS, e-PRO, SRES
Visit ncrealtors.org for more information and detailed candidate bios. Look for this graphic on the homepage to cast your vote August 15-18.
Haywood County
Wendy Harris, ABR, CRS, MRP Fayetteville Regional
Laurie Knudsen, GRI Charlotte Regional
REGIONAL VICE PRESIDENTS
REGION 8
(Vote for one candidate per region, except Region 8*)
*Note: David DeSilva is a candidate for a one-year term (2017) to complete the unexpired term of a previously elected candidate; Steven Bryant is a candidate for a two-year term (2017-18).
REGION 2 Deb Hays, ABR e-PRO
Bruce Williams, CRS, GRI, AHWD
Wilmington Regional
David DeSilva, ABR, GRI, CMRS, CRS
Brunswick County
Charlotte Regional
REGION 3
Steven Bryant
Lisa York, AHWD
ISSUES MOBILIZATION COMMITTEE
Charlotte Regional
Fayetteville Regional
(Vote for two candidates)
Robert Bates Greensboro Regional
REGION 9
REGION 4
Randall Blankenship, ABR, AHWD, GRI,
Wade Corbett, ABR, CDPE, CRS, GRI, SFR
Wendy Harris, ABR, CRS, MRP
Land of the Sky
Johnston County
Fayetteville Regional
Patrice Willetts, ABR, GRI, AHWD, SRES, SRS, SFR Wilmington Regional
20 INSIGHT • August 2016
REGION 6
REGION 10 Stephen Long Winston-Salem Regional
Harriette Doggett, CRS, GRI, WCR Raleigh Regional
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inside GOVERNMENT AFFAIRS
What Lies Below… The dangers to property posed by the presence of underground storage tanks and the need for funding to support their clean-up. BY: SETH PALMER, POLITICAL COMMUNICATIONS DIRECTOR
D
id you know that there are more than 200,000 underground storage tanks on residential property across North Carolina? While that number may seem staggering, it could be the tip of the iceberg. These tanks were used for many years in homes across the state to store heating oil, but as many homes shifted to other methods of heating, they eventually fell into obscurity. Records for many of them have been lost through sales and transfers, leaving property owners without much knowledge as to whether or not they have a tank in their yard. And to make matters worse, the state didn’t keep any records either. Before you head out to the backyard of your own home or any home that you are seeing with a client with a metal detector and a shovel, let’s be clear about something: not all tanks are dangerous nor do they pose an environmental risk to you or your neighbors. Some tanks were filled in years ago by prior owners, and others remain in good condition. But the mere presence of an underground storage tank is a required disclosure under the Residential Property Disclosure statement. Make sure you do
Federal Political Coordinators (FPCs)
“
your homework and consult a licensed real estate attorney if you have questions. What happens if you find a tank which has fallen into disrepair and is now posing an environmental risk to the property or worse, its neighbors? There are certainly multiple options ranging from removal of the tank to remediation of any potential contamination, but these actions can come with significant financial costs, sometimes upward of $10,000. North Carolina property owners once had access to the Noncommercial Underground Storage Tank Fund to help cover some of the expenses, but legislators ended it during last year’s session. Without the fund, property owners are now left to pay for the removal of the tank and the remediation of any pollution on their own. Additionally, legislators directed the North Carolina Department of Environmental Quality to develop pollution standards that classify pollution to either low or high risk. Although options do exist in support of properties with significant remediation needs due to pollution risks, the rules have yet to be developed, which leaves many homeowners in an unfortunate state of limbo. There’s a significant need for advocacy to provide clarity in the future of the program and to help protect
homeowners who find themselves dealing with this issue. It is imperative that this funding be restored and your voice is necessary to show the true impact that the change has had to your business, your clients and future homebuyers in your area. Late last year, NC REALTORS® launched an outreach platform encouraging REALTORS® who have experience dealing with properties with underground storage tanks to tell us how those tanks have affected the sale of that property. So far we have collected multiple stories from across the state, but we still want to hear from more of you. Visit ncrealtors.org/ustf to tell your story. If you have questions about our outreach or would like further information, please contact Seth Palmer at spalmer@ncrealtors.org.
Contact Seth Palmer at spalmer@ncrealtors.org.
These key NC REALTORS® are assigned to maintain relationships with specific members of Congress to keep them up-to-date on REALTOR® issues. North Carolina is fortunate to have the best team of FPCs. Here's what some had to say about the importance of advocacy.
Legislators are constantly considering legislation that will either help or hurt homeownership, economic growth and our profession. There is “another side” to most of these issues, and the other side will he heard. It is crucial that the REALTOR® view point is conveyed in a consistently strong and effective manner.
”
LOU BALDWIN, FPC for Senator Richard Burr
“
I learned very early in my career that the housing market and being involved in politics went hand in hand. Not only did I need to cast my vote for elected officials that believed in keeping the housing market strong, I had to be a voice for the clients I represent.
”
LOLITA MALAVE, FPC for Congresswoman Alma Adams
ncrealtors.org • INSIGHT 23
inside THE ALLIANCE
NC Homeowners Alliance 2.0: Local Issue Connection Learn about the NC Homeowners Alliance's new direction with the answers to the most frequently asked questions. Q: What is the Alliance doing to engage more North Carolina homeowners? A: This year, the NC Homeowners Alliance has undertaken a new initiative to get more involved in local political issues. Our goal is to engage on issues directly affecting homeowners, and we have found many instances in which local ordinances and laws limit the rights of property owners across the state. We want to help homeowners advocate for themselves and encourage productive discourse between local elected officials and their constituents. Q: How will the Alliance engage with homeowners on these local issues? A: Our goal is to host forums on specific topics of interest in communities. We want to educate homeowners about how a specific issue could affect the value of their homes and give them the tools to be advocates for their property rights. These events will be open to the public and will be advertised through emails to our local database members, on social media, and through local media outlets. 24 INSIGHT • August 2016
Q: Isn't it risky for a statewide organization to get involved with local level politics? A: Since its inception, the Alliance has stood firm in its commitment to protect homeowners across the state. Through that commitment, we know that reacting to specific causes will help widen our sphere of influence on both a state and local level. We want to make sure that homeowners have a voice for them on any issue but especially those that affect them in their own backyards. Q: What else is the Alliance doing to grow its membership? A: So far this year, our field representatives, Susanna Hailey and Paul Mott, have been traveling across the state recruiting new members. They have visited 24 local REALTOR® associations in North Carolina. Through presentations at membership meetings, booths at home shows and local fairs and town hall forums with local and state legislators, the Alliance has been all over the state and have a whole list of events throughout the rest of the year.
Join field representatives Paul Mott and Susanna Hailey at your next local event. Email pmott@ncrealtors.org to submit an event request. Q: How can REALTORS® get more involved with the Alliance? A: As the first line of contact with homeowners, REALTORS® serve a valuable role in spreading the word about what the Alliance does. We developed numerous tools to help you, too. You can do this through an Alliance landing page that you are able to link to your signature or your personal website. We also want to hear from you about what's going on in your communities. If there is an issue that you believe will affect homeowners, please keep us in the loop. Our goal is to support homeowners and REALTORS® across the state, but we need your help to stay informed.
We want to help homeowners advocate for themselves and encourage productive discourse between local elected officials and their constituents.
Visit nchomeownersalliance.org for more information and how you can get involved.
ncrealtors.org/partners
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UPDATE Help us reach goal!
$403,000
23%
129
30
MONEY RAISED
PARTICIPATION
MAJOR INVESTORS
PRESIDENT'S CIRCLE MEMBERS
$525,000
37%
347
35
GOAL
inside NC RPAC
Putting the FUN in NC RPAC Fundraising BY: SHANELL SMAW | POLITICAL FUNDRAISING SPECIALIST
N
C REALTORS® Political Action Committee (NC RPAC) fundraisers have proven to be successful in helping local associations meet NC RPAC goals. In many cases, one fundraiser could be the difference between falling short of and surpassing goals. Hosting an NC RPAC fundraiser is a great way to add an element of fun to membership meetings and to unite members for a common cause. Last year, 36 local association fundraisers raised approximately $150,000 for NC RPAC. This year, NC RPAC received applications from 20 local associations to host 24 events, and we are just getting started!
GOAL
GOAL
GOAL
As of July 1, 2016.
PRESIDENT'S CUP
FEATURED FUNDRAISER: Greensboro Regional REALTORS® Association (GRRA) Top Chef 2016 Ten GRRA members donated their time and talents to prepare a delicious three-course meal and signature drink for a table of ten. Attendees had to make a minimum NC RPAC investment of $100 in order to get a seat at the table. NC RPAC paid for the rental of the GRRA ballroom, and the chefs donated food items as in-kind donations to NC RPAC. The third annual event raised $16,870 and was a savory success!
Need help with fundraising ideas? We recommend starting off with some of our most popular and successful events. Raffles: A quick and easy way to get members to invest in NC RPAC. Staff will purchase all raffle items, and the association must raise three times the total amount spent. Raffles are very successful when held during membership meetings and social events. Ring Toss: The NC RPAC ring toss is one of our most popular fundraisers because it gives members the opportunity to toss rings over bottles of wine/beer/liquor and keep the bottles for themselves or give as gifts to clients. It’s fun to watch members try to get the rings around the bottles, but it’s even more fun to win! Competitions: Many local associations find that a little friendly competition is all their members need to ignite the fire to give to NC RPAC. Dancing competitions, talent shows and battles to see who can raise the most money in a given time period have all been successful methods of raising NC RPAC funds.
We're now booking events from August through November. Contact Shanell Smaw at ssmaw@ncrealtors.org to schedule your fundraiser!
ncrealtors.org • INSIGHT 27
FORMSGUY
Fess Makes a Mess of the Test
BY: WILL MARTIN, GENERAL COUNSEL
Dear Forms Guy, I liked the quiz you gave in the last issue of Insight. Are you going to do that again? Sincerely, Fess
DEAR FESS: I sure am. Would you like to take it? FESS: Why not? FORMS GUY: Okay, here’s the first question: A broker must retain copies of any marketing information about a property he or she puts on social media such as Facebook or Twitter for a minimum of three years. True or false? FESS: False. There’s no way I have to keep that kind of stuff for three years. NC REALTORS® lawyers write weekly Q&As and those appearing in Insight based on calls they receive through the Legal Hotline. As a NC REALTOR®, you have free, unlimited access to the Hotline.
FORMS GUY: No, it’s true. The Real Estate Commission’s three-year record retention rule was recently amended to specifically include "advertising used to market a property." The course materials for this year's General Update program confirm that the requirement applies without regard to the medium used. [2/16/16—Real Estate License Law and Rules]
Have a legal question? 800-443-9956 legal@ncrealtors.org
28 INSIGHT • August 2016
Question #2: In paragraph 7(c) of the Offer to Purchase and Contract, there are two blanks regarding Proposed and Confirmed Special
Assessments. It is not appropriate to fill those blanks in with “None known, if any seller to pay at closing.” True or false? FESS: Clearly false. I’ve been filling in the blanks that way for years! FORMS GUY: No, it’s true. Paragraph 7(c) is only to identify any Pending or Confirmed Special Assessments. Paragraphs 6(b) and 8(k) establish responsibility between the parties for who pays any Pending or Confirmed Special Assessments. [3/1/16—Forms/Offer to Purchase and Contract] Question #3: Assume a listing agent presents an offer to the seller and then sends an email to the buyer’s agent setting forth terms that the seller would accept. Assume further that after conferring with the buyer, the buyer’s agent replies to the listing agent’s email, stating that the buyer accepts the seller’s terms. The parties are under contract. True or false? FESS: True. The Offer to Purchase and Contract says that a contract can be created by electronic means. FORMS GUY: No, it’s false. You’re right about
JOINTLY-APPROVED
(approved by NC REALTORS® and the NC Bar Association)
1. Offer to Purchase and Contract (form 2-T) 2. Offer to Purchase and Contract—Vacant Lot/Land (form 12-T) 3. Offer to Purchase and Contract—New Construction (form 800-T) 4. Contingent Sale Addendum (form 2A2-T) 5. Possession Before Closing Agreement (form 2A7-T) 6. Possession After Closing Agreement (form 2A8-T)
NC REALTOR®-APPROVED what the Offer to Purchase and Contract says about a contract being created electronically. However, a real estate agent does not have the power to bind his client to a contract to convey real property unless the agent has actual or apparent authority to do so. As a general rule, there is no contract until the buyer and seller have agreed to all the contract terms and signed or initialed it. [3/15/16—Forms/Offer to Purchase and Contract] Question #4: According to the Contingent Sale Addendum (form 2A2-T), if the buyer’s property isn’t under contract by the end of the Due Diligence Period in the contract with the seller, the buyer becomes obligated to purchase the seller’s house and will lose the Earnest Money Deposit if he or she doesn’t close on the seller’s property. True or false? FESS: True. Once due diligence is over, the Buyer’s EMD is at risk. FORMS GUY: No, it’s false. Paragraph 1(a) of the Contingent Sale Addendum states that if the “… Buyer fails to deliver to Seller a copy of a Contract
for Buyer’s Property by the expiration of the Due Diligence Period, this Contract shall be null and void.” In such a case, paragraph 1(a) also provides that the seller must refund any Earnest Money Deposit paid by the buyer. [3/22/16—Forms/ Addenda to Offer to Purchase and Contract] Question #5: If an agent has listed property under contract, and one of the four sellers confides to the listing agent that she is upset with the other sellers and does not intend to sign the deed, the listing agent is obligated to keep the information confidential. True or false? FESS: True. The REALTOR® Code of Ethics requires REALTORS® to preserve confidential information provided by their clients. FORMS GUY: You’re right about the Code of Ethics, but you’re wrong about the answer. It’s false. The information the agent received from the seller would be considered a material fact under the real estate license law that the agent would need to promptly disclose not only to the buyer but to the other sellers. [3/29/16—Disclosure]
7. Exclusive Right to Sell Listing Agreement (form 101) 8. Guidelines for Completing Exclusive Right to Sell Listing Agreement (form 101G) 9. Exclusive Right to Sell Listing Agreement (Vacant Lot/Land) (form 103) 10. Guidelines for Completing Exclusive Right to Sell Listing Agreement (Vacant Lot/Land) (form 103G) 11. Exclusive Buyer Agency Agreement (form 201) 12. Due Diligence Request and Agreement (form 310-T) 13-16. Notices to Seller/ Buyer Exercising Right to Terminate (forms 350-T, 351-T, 352-T and 353-T) (NEW) 17. Notice To Buyer To Deliver Cash Or Immediately Available Funds (form 355-T)
Want more info? Summaries of all changes, plus marked-up copies of each form can be found at ncrealtors.org.
ncrealtors.org • INSIGHT 29
FORMSGUY Fess, you’re not doing very well so far. Are you sure you want to go on? FESS: Dang. I guess so. FORMS GUY: Okay. Question #6: If a buyer who is represented by a buyer’s agent contacts a listing agent and insists on working with the listing agent directly, it is unethical under any circumstances for the listing agent to work directly with the buyer unless the buyer’s agent consents to the direct dealing or has agreed to a termination of the buyer agency agreement. FESS: True. FORMS GUY: No, it’s false. Although direct dealing with another broker’s client is, as a general rule, unethical, the Code of Ethics would allow a listing agent to deal directly with the buyer if the buyer is initiating the contact. Standard of Practice 16-13 states that “[a]ll dealings . . . with buyer/tenants who are subject to an exclusive agreement shall be carried on with the client’s representative or broker, and not with the client, except with the consent of the client’s representative or broker or except where such dealings are initiated by the client.” [4/26/16—NARCode of Ethics] Question #7: If a buyer uses form 350T to terminate a contract during the Due Diligence Period before the initial Earnest Money Deposit is delivered, the seller must sign the second page of the form before the contract is properly terminated. True or false? FESS: I’m going to say it’s true. The signature blank for the seller is there for a reason. FORMS GUY: No, the correct answer is “false.” A buyer has the right under the Contract, during the Due Diligence Period, to terminate the contract for any reason or no reason by written notice to the seller. If a buyer chooses to exercise this right, the seller doesn’t have to agree to anything in order for the termination 30 INSIGHT • August 2016
to become effective. The place for the seller to sign on page 2 of form 350-T is there for the seller to authorize a release of the EMD to the buyer. There’s no reason for the seller to sign if there’s no EMD to release. [5/3/16—Forms/ Contract-Related Forms (300 Series)] You’ve laid a big goose egg on my quiz so far, Fess. How about I give you some hints on the last three questions? FESS: Thanks. I need some help! Question #8: If a property is under contract, and the buyer hasn’t delivered the Due Diligence Fee, the seller can use email to notify the buyer to deliver cash or immediately available funds within one banking day. True or false? (Hint: the correct answer rhymes with “zoo.”) FESS: Uh, true? FORMS GUY: You’re right! Paragraph 21 of the Offer to Purchase and Contract states that any action under the contract, including notices, can be communicated by “electronic means.” [4/5/16—Forms/ Offer to Purchase and Contract] Question #9: If a seller tells the listing agent that he will not accept an offer on his property unless the buyer also agrees to buy a $10,000 club membership in the golf community where the property is located, the listing agent is required to disclose this prior to the time that a buyer submits an offer for the property. True or false? (Hint: Review Question #5 before you answer.) FESS: Let’s see…that was the one about disclosing material facts. I say the answer is “true” because it’s a material fact. FORMS GUY: Right again, Fess! That’s two in a row. Note also that Article 2 of the REALTOR® Code of Ethics requires REALTORS® to avoid concealment of pertinent facts relating to the property or the transaction. In our view, the seller's insistence on the purchase of a club membership is a fact that is pertinent to any transaction being contemplated by the parties. [4/19/16—Disclosure]
Question 10: A buyer’s agent has the right to be present when an offer submitted by the agent’s buyer on an MLS listing is presented by the listing agent to the seller. True or false? (Hint: The correct answer begins with a letter other than “F.”) FESS: True. FORMS GUY: Right! It’s permitted by MLS Rules. However, there is an exception if the seller gives written instructions that the cooperating broker not be present when the offer secured by that agent is presented. In that case, the cooperating broker has the right to a copy of the seller's written instructions. [5/10/16—NAR-MLS Issues] FESS: I don’t feel very good about my score on the test. If you hadn’t given me some help, I might not have gotten any of the answers right. Is there anything I can do to get smarter? FORMS GUY: Don’t feel bad, Fess. Some people just don’t test well. If I were you, though, I’d start reading the Weekly Q&As that appear every Wednesday in the REALTOR® Report email. The test questions were all based on Q&As that have been published since the last Forms Guy article. FESS: I sure will! Thanks, Forms Guy!
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