Q2 2017

real estate - benefits - foreclosure - banks - florida realtors - public policy

magazine 2ND QUARTER APRIL, MAY, JUNE 2017

Osceola ReView

words from realtor® masters We Could Be Losing 1031s. Here’s Why That Matters PAGE13

&

OSCAR’s Global Alliance Committee: Here to Serve

&

FINDING PAGE20

Are Robots Taking Over Real Estate?

PAGE24

Y OUR 2013 Awards COMPANY’S & Installation ONE TRUE Luncheon BRAND Highlights

PAGE12

WELCOMECONTENTS

002

WELCOME/ CONTENTS APR, MAY, JUNE 2017 news 4 6 7 8 12 15 20

24

OSCAR Community Involvement Welcome New OSCAR Staff Second Quarter CEO Message Words From Real Estate Masters Finding Your Company’s One True Brand We Could Lose 1031s: Here’s Why That Matters OSCAR’s Global Alliance Committee: Here to Serve Our Membership

technology Are Robots Taking Over Real Estate?

events

10 April, May, June 2017 Calendar

14 New OSCAR Members

16 Highlights from the RPAC Major Investor Award Breakfast

local trends

28

Market Dynamics

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3,132!!

That’s the number of active licensed real estate professionals as members of the Osceola County Association of REALTORS® (OSCAR) as of January 1, 2017. As new agents join our profession, and we grow exponentially each month, it is a priority of the Board of Directors and the staff at OSCAR to provide the needed training for each member. In the first quarter Osceola Review Magazine, I mentioned to “stay tuned for more information on the exclusive OSCAR CRP designation”….. Well, it has arrived.

For the past few years the Professional Standards Committee has worked diligently to unveil the agenda of courses. Most of these courses were written exclusively for OSCAR. To obtain this coveted designation, you must complete all of the courses listed below: • Choosing & Writing A Successful Contract (And the FR contract changes in April 2017. Will you be prepared?)

• Preparing & Navigating the Listing Contract • Demystifying the Appraisal Process • Effective Risk Reduction • REALTOR® Professionalism & Follow-Thru • Property Management Class • Pricing Strategy Advisor (a NAR Designation) 2017 Board President, Wanda Linscott • Current Trends and Market Reports: (Varies in current topics) • Under All Is The Land, The Road to a Successful Closing Registering for all of these classes is as easy as going to www.OsceolaRealtors.org or calling the Association, 407846-0117 and the highly trained staff will gladly assist you. You could complete the requirements for your CRP in just one year. We hope to have many of you “pinned” with the CRP designation pin in 2017.

We strive for professionalism…..to define a professional “the practicing of an activity”…. “the conduct, acts or qualities that characterize a person”…. “a calling requiring specialized knowledge and often long and intensive academic preparation”…. That is why we offer the CRP - to invest and elevate our REALTORS® in our Profession.

3132 and growing… With the number of Professionals in our Profession increasing daily, it is up to us to Make A Difference!

magazine contact Published by Osceola County Association of REALTORS®, 1105 Shady Lane, Kissimmee, FL 34744

advocates team

MEMBERSHIP SERVICES: Elvira Perez, e-Pro, AHWD, Elvira@osceola-realtors.com

CHIEF EXECUTIVE OFFICER / EDITOR: Carol Platt, CRB, e-Pro, AHWD, RCE T 4078460117 E carol@osceola-realtors.com

MEMBERSHIP SERVICES: Jonathan Guttierrez Jonathan@osceola-realtors.com

ACCOUNTS/PROFESSIONAL STANDARDS: Bob St. Gordon, e-Pro bob@osceola-realtors.com

SOCIAL MEDIA: Nan Cherry, e-Pro, AHWD, SMU nan@osceola-realtors.com

WEB MASTER: Chris Florence, CCIM, e-Pro webmaster@osceola-realtors.com

contributing writers

COMMUNICATIONS: Nan Cherry, e-Pro, AHWD, SMU nan@osceola-realtors.com PROFESSIONAL DEVELOPMENT DIRECTOR: Clarence Zarnes, MAT, SGM (R) USA clarence@osceola-realtors.com MEMBERSHIP SERVICES COORDINATOR: Yohanna Cruz, e-Pro, AHWD, SMU yohanna@osceola-realtors.com MEMBERSHIP SERVICES: Crystal Lopez, e-Pro, AHWD, SMU Crystal@osceola-realtors.com

Interested in contributing to our quarterly publication?! We would love to hear from you.

We require that all works be original, meaning written by you, and do not allow promotion of your business.

advertising Digital or printed media packs available on request.

HEAD OF SALES: Nan Cherry, e-Pro, AHWD, SMU nan@osceola-realtors.com

Distribution The ReView is printed quarterly. To subscribe, contact our subscriptions team.

SUBSCRIPTIONS MANAGER: Nan Cherry, e-Pro, AHWD, SMU nan@osceola-realtors.com

www.Osceolarealtors.org

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OSCAR REALTORS®

HELPING VETERANS

“We’re always looking for ways to give back.”

Members of the OSCAR REALTORS® Care Committee were on hand to lend their support to the community once again through an initiative with the Osceola Council on Aging to build wheel chair ramps for disabled veterans in the county.

This is just one of many outreach efforts they volunteer their time to each quarter, because they know that giving to the community gives back as more and more look to bring their families and their businesses to our happy, vibrant locale.

“Our veterans have given so much to protect our country and the values we hold so dear. We were very eager to lend a hand to assist them in anyway we could,” stated OSCAR REALTORS® Care Committee Chair, Marge Eddy, adding, “We’re always looking for ways to give back.”

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CONGRATULATIONS

TO OSCAR HONOR SOCIETY

AWARDEES

OSCAR is proud to announce the newest round of Florida REALTORS® Honor Society awardees.

These members have earned this status for their continued involvement in the local association as well as involvement at the state and national association levels. They are distinguished members who have earned designations, demonstrated leadership in societies and councils, and who have participated in advocacy efforts to ensure favorable public policy that benefits clientele and other REALTOR® members.

Tina Campbell

17TH YEAR:

Angel Ortiz

Karen Dierickx

5TH YEAR:

24TH YEAR:

Daisy Cid John Goldsborough Jeffrey Perry

Marilyn “Charli” Phelps

6TH YEAR:

Please join us in congratulating the following Honor Society Members:

1ST YEAR:

4TH YEAR:

Wanda Linscott

7TH YEAR: 2ND YEAR:

Tim Weisheyer

Patrice DeNike Janice Sue Vasquez

14TH YEAR: Cheryl Grieb

want to earn your oscar crp designation?

MARK YOUR CALENDAR FOR UPCOMING CLASSES: • Current trends and market reports: Topic - TBD October 26, 2017 • Choosing & Writing a Successful Contract August 24, 2017 • Pricing Strategy Advisor August 22, 2017 • Land Contracts Class

September 18, 2017

• REALTOR® Professionalism & Follow-Thru October 24, 2017 • Effective Risk Reduction

October 24, 2017

• Preparing & Navigating a Listing Contract

September 12, 2017

• Demystifying the Appraisal Process April 11, 2017 / September 26, 2017

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WELCOME TO OUR NEW STAFF AT

OSCAR

Clarence Zarnes Professional Development Administrator

The Osceola County Association of REALTORS® (OSCAR) is pleased to announce two new additions to our team – Member Services Representative, Jonathan Gutierrez; and Professional Development Director, Clarence Zarnes.

Jonathan is a dedicated bilingual customer services representative who is currently pursuing a Bachelor’s degree at Valencia College with plans to later pursue a degree in Physical Therapy from the University of Central Florida. When he isn’t assisting members at OSCAR or studying in school, he spends his time playing guitar, bass, piano, and cello, and applying those musical gifts within his ministry. He also enjoys missionary outreach through his church, bringing food and clothing to impoverished countries. He is the newest addition to our member services team and can be reached for any member inquiries by email at jonathan@osceola-realtors.com.

Clarence Zarnes is now heading up Professional Development here at OSCAR. In this role, he is available to members who have questions about courses or who are seeking guidance in fine-tuning their education to specialize their knowledge in ways that give them a distinct edge over their competition. He has an extensive background with

Jonathan Gutierrez Member Services Representative

the military, having served in the U.S. Army for 28 years, earning the title of Sergeant Major. He has further broadened his skillset with a Master of Arts in Teaching with a specialization in Teaching and Learning in Technology. Since leaving the military, he has been focused on business educational delivery with the Home Builders Institute, CareerSource, WyoTech, and Career Training Concepts. Clarence is passionate about education and is looking to assisting OSCAR members toward reaching their full potential. Anyone having questions about classes at OSCAR or how they can be used to improve one’s skills as a REALTOR® should contact Clarence at clarence@ osceola-realtors.com.

Clarence and Jonathon are also available by phone at 407-846-0117.

“We’re very excited to have these two round out our stellar team of member advocates,” stated OSCAR CEO, Carol Platt. “The combined experience and enthusiasm they bring to our office is a great benefit to our members here at the association. Clarence and Jonathon are deeply committed to helping our members be the best REALTORS® they can be and are readily available to be of service to them.”

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OSCAR

2ND QUARTER ASSOCIATION

EXECUTIVE MESSAGE

2017 WORDS FOR THE YODA

REALTOR® JEDI MEDIA CONTACT: Carol Platt

PHONE: 407-846-0117

Having just watched Rogue One with the rose colored glasses of a Star Wars fan (and now Diego Luna fan), I immediately reflect on the impact of Star Wars in my life. Since 1979, I have sought the Sanseis, the gurus of the real estate profession to listen, learn and practice toward replicating their success.

And now, I wonder, what would Yoda say to our new REALTOR® Jedi Knights.

1. “DO. OR DO NOT. THERE IS NO TRY.” In one statement, Yoda underscores the focus of mastering the profession, and yes, the craft, of real estate professionalism. Listen and learn from the best, consistently advancing and upgrading your knowledge and skills, in changes in laws, regulations, financing, market trends and values, technology and selling skills. Practice the process, the interpersonal responses to blend with your client for their best interests and the subsequent commission check that cashes when you put service to your client first. Practice ethical decision-making that develops from experience and creates personal leadership, plus keeps your time spent practicing real estate, not in a courtroom or professional standards hearing

EMAIL: carol@osceola-realtors.com

defending your lack of judgment. By focusing on the present, continue to grow and grow-up in your profession and the future will be there for you.

When you obtain your associates’ license, your broker’s license, and subsequent real estate specialization credentials, the words of Yoda remind you to commit yourself to something (your real estate profession) completely, win or lose. Do and Do Not just try.

2. “JUDGE ME BY MY SIZE DO YOU?” Yoda tells Luke to “unlearn what you have learned.” In year one, if you have learned to only pick up the phone when customers call you in another job, you will have to unlearn that business practice rapidly. In year forty, if you have learned every clause in all the contracts and every technique in MLS data entry or property research, you will have to unlearn and relearn changes in documents and technology every year.

When Luke complains that raising the X-wing from the Bodahga swamp is too hard because the goal is too big, Yoda says that the size of your goal does not matter. Yoda makes no excuses for himself in his size and does not

OSCAR CEO, Carol Platt want to hear excuses from his Jedi trainee. Your clients, your closing agent and your broker really do not want to hear excuses from you either. Every New Member Welcome, I share my experience in this profession with our new members. At twenty-three years old, I was the youngest person in the room.

I explain, “It does not matter what your age is, your gender, your ethnicity, or anything that makes you a unique and special person in this world. If you are willing to work harder and smarter than your competition you will be a success.”

REACH FOR THE STARS, AND MAKE NO EXCUSES!

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WORDS FROM

THE REAL ESTATE

MASTERS

Getting started in real estate can be a daunting task with so much to learn. OSCAR knows this, which is why we seek out practical classes to help new agents get up-to-speed. And while the extensive curriculum we offer provides lots of useful information to improve the learning curve, mentorship can go a long way to helping close that gap. An experienced professional can be a guiding force toward career development, offering words of wisdom to the less seasoned in the industry. With May the 4th just around the corner, we thought we would interview these ‘real estate masters’ for their advice for attaining success and growth in the career.

You will see these pearls of wisdom here on this page and throughout this issue, provided by Past Presidents, District Leaders, Committee Chairs, and other REALTOR® leaders from within our Association.

Take notes paduan learners! There is much to learn!

“Communicate and educate - You will” (added for that yoda) - -Susie Graves, GRi past president

Real Estate sales is a relationship business. invest your time in building and nurturing new and old relationships. They are the greatest source of business! volunteer your time in organizations that you have a passion for. There is nothing like having something in common with your future customers. Never forget the value of written notecards. in today's digital age, receiving something in the mail that sincerely expresses that you are thinking of them goes a very long way. Be generous with giving your time and energy to worthwhile projects that involve your community. Then follow it up with regular marketing. This is how you stay "top of mind" with your target base!

- veronica Malolos, CRB Past President

“Do not fear the dark side...... the dark side is where you learn and conquer!”

- Wanda Linscott, 2017 oscar president CRB, ABR, CRS, PMN

“Focus on your priorities. if you have more than three, you do not have any priorities.”

-Patrice DeNike GRi, SRES, GREEN, MRP, SFR, PMN

See what other OSCAR leaders have to say on pages 13, 18 and 21!

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“Getting to know your fellow Realtors and gaining their respect can really help your business.

Answering their phone calls, setting up appointments promptly, always sending feedback on showings and submitting the properly completed paperwork for an offer are just some of the ways to show you are a professional and someone they want to work with to make the deal. it really does make your real estate life much easier and more fun.”

- Mary Cooper Past Director CRP, GRi, ABR, CRS, ALC

- “if to succeed you wish, plan you must!”

- Finding a Jedi Master/Mentor to put you on the right path can ensure you become the best you can be.

- You cannot rely on the “Force” to get your deal closed. You must stay on top of every detail 100% of the time.

- Make sure to pre-qualify your buyers. if you do not, they may not be the droids you’re looking for.

- if you want the “force to be with you always”, you need to educate yourself. Be the expert in your market area.

-Jason Daugherty 2017 director CiPS, ABR, PPMC, AHWD, SFR

“The Last 6 months of 2014 and all of 2015 threw the market into a tailspin...the market changed... from buyer’s market to seller’s market, the consumer changed... emotions changed, the way real estate information is obtained by buyers and sellers has changed.

We are in a changed world of real estate, and we must put our arms around this new market and continue to be a force to be reckoned with. However, there are many things in this wonderful business that have not changed, and that is - professionalism, customer service, knowledge, and reminding everyone you know what you do and where you are.

That is your task. Never take for granted that your family, friends, and sphere of influence knows what you do and where you can be found. it is your responsibility to keep them informed.”

- Linda Goodwin Nichols Past President, REALTor® Emeritus GRi, CRS

"Always seek to do what is right and honor others with your actions. A quality and lasting career in real estate is built with integrity, competency, discipline and hard work."

- Tim Weisheyer 2017 Florida REALToRS DvP and oSCAR Past President abr, sfr, mrp, cdpe, rsps, crp, sres, gri, e-pro gcrep-gl, ahwd

EVENTSCALENDAR

010

EVENTS THIS APR/MAY/JUNE

SEMINAR

REGISTRATION CONTACT Clarence Zarnes

EMAIL clarence@ osceola-realtors.com

APRIL 3RD

Toastmasters TIME: 5:30PM - 6:30PM

St. Cloud How To Build a New Relay For Life Homes Niche TIME: 12:00PM - 12:00AM APRIL 18TH

3 CE’s TIME: 9:00AM - 12:00PM INSTRUCTOR: David Fletcher LOCATION: Providence Golf Club, Davenport, FL

How to Run a Successful Website

3CE’s INSTRUCTOR: Craig Grant TIME: 9:00AM - 12:00PM

APRIL 10TH

New Member Welcome TIME: 8:30AM- 12:00PM

Toastmasters TIME: 5:30PM - 6:30PM APRIL 11TH

Fair Housing and Diversity 3 CE’s TIME: 9:00AM - 12:00PM INSTRUCTOR: Jason Jakus

Demystifying the Appraisal Process 3 CE’s TIME: 1:00PM - 4:00PM INSTRUCTOR: Jason Jakus APRIL 17TH

Toastmasters TIME: 5:30PM - 6:30PM

Working With the Connected Consumer

INSTRUCTOR: Craig Grant TIME: 1:00PM - 3:00PM

How Tech Can Ruin Your Business

INSTRUCTOR: Craig Grant 3CE’s TIME: 5:30PM- 8:30PM APRIL 19TH

MLS Basic TIME: 9:00AM - 12:00PM

LOCATION: St. Cloud High School, 2000 Bulldog Ln. APRIL 24TH

Toastmasters TIME: 5:30PM - 6:30PM APRIL 25TH

The Language of Listings

4 CE’s TIME: 9:00AM - 1:00PM INSTRUCTOR: Cynthia DeLuca APRIL 26TH

MLS Basic (Spanish) TIME: 9:00AM - 12:00PM

MLS Compliance 101 (Spanish)

TIME: 3:00PM - 4:30PM APRIL 24TH

Kissimmee Poiciana Relay For Life TIME: 12:00PM - 12:00AM LOCATION: Kissimmee Civic Center, 201 E Dakin Ave

407.846.0117 Unless otherwise noted MAY THE 4TH...

Be With You So You Want to be a Commercial REALTOR®?

4 CE’s TIME: 9:00AM - 1:00PM

INSTRUCTOR: Linda Olson

Advanced Fundamentals of Commercial Real Estate: Next Step Education, Listing, and Marketing 3CE’s TIME: 2:00PM - 5:00PM INSTRUCTOR: Linda Olson

TIME: 1:00PM - 2:30PM

MLS Adding & Modifying Listings (Spanish) TIME: 3:00PM - 4:30PM APRIL 26TH & 27TH

MLS Compliance 101 GRI 201: It’s All About You! TIME: 1:00PM - 2:30PM MLS Adding & Modifying Listings

CALL

11 CE’s TIME: 8:00AM - 5:00PM INSTRUCTOR: David Wyant COST: $129 for Members $145 for Non-Members LOCATION: Providence Golf Club, Davenport, FL

MAY 8TH

New Member Welcome TIME: 8:30AM- 12:00PM

Toastmasters TIME: 5:30PM - 6:30PM MAY 9TH

Buying Vs Renting and Other Millennial Facts 3 CE’s TIME: 9:00AM - 12:00PM INSTRUCTOR: Grant Simon

MAY 1ST

MAY 11TH

TIME: 5:30PM - 6:30PM

4 CE’s TIME: 9:00AM - 1:00PM INSTRUCTOR: Cynthia DeLuca

Toastmasters

Our office will be closed on Good Friday, April 14th and Memorial Day, May 29th.

Stats in a Flash

Classes are free to members unless otherwise noted.

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011

MAY 12TH

RPAC Bingo Night TIME: 6:30PM - 9:30PM COST: $25.00 LOCATION: Remington Golf Club, 2995 Remington Blvd, Kissimmee MAY 15TH

Toastmasters TIME: 5:30PM - 6:30PM

JUNE 5TH Unlocking Toastmasters the Secrets of TIME: 5:30PM - 6:30PM Commercial Investment Property JUNE 6TH Global Alliance Management, Breakfast Purchase & TOPIC: How to Avoid Pitfalls Management When Working With an 3 CE’s TIME: 1:00PM - 4:00PM INSTRUCTOR: Steven David

MAY 16TH

JUNE 12TH

Form Simplicity

New Member Welcome

3 CE’s TIME: 9:00AM - 12:00PM INSTRUCTOR: Kaz Cisowski

TIME: 8:30AM- 12:00PM

Toastmasters

Form Simplicity Broker Tools

0 CE’s TIME: 1:00PM - 2:00PM INSTRUCTOR: Kaz Cisowski

MLS Advantage

2 CE’s TIME: 2:30PM - 4:30PM INSTRUCTOR: Kaz Cisowski MAY 16TH

How To Build a New Homes Niche TIME: 9:00AM - 12:00PM INSTRUCTOR: David Fletcher LOCATION: Providence Golf Club, Davenport, FL MAY 17TH

MLS Basic TIME: 9:00AM - 12:00PM

MAY 24TH & 25TH

GRI 202: Technology & Investments

11 CE’s TIME: 8:00AM - 5:00PM INSTRUCTOR: David Wyant, Jason Jakus COST: $129 for Members $145 for Non-Members LOCATION: Providence Golf Club, Davenport, FL MAY 25TH

TIME: 1:00PM - 2:30PM

Leadership Academy

MLS Adding & Modifying Listings

TIME: 9:00AM - 4:00PM INSTRUCTOR: Melynn Sight

TIME: 3:00PM - 4:30PM

MAY 29TH

MLS Compliance 101

MAY 22ND

Toastmasters

Toastmasters MAY 31ST

MAY 23RD

Basic (Spanish)

3 CE’s TIME: 9:00AM - 12:00PM INSTRUCTOR: Steven David

Toastmasters TIME: 5:30PM - 6:30PM JUNE 20TH

How To Build a New Homes Niche TIME: 9:00AM - 12:00PM INSTRUCTOR: David Fletcher LOCATION: Providence Golf Club, Davenport, FL JUNE 21ST

MLS Basic TIME: 9:00AM - 12:00PM

MLS Compliance 101 TIME: 1:00PM - 2:30PM

TIME: 5:30PM - 6:30PM

MLS Adding & Modifying Listings

JUNE 13TH

TIME: 3:00PM - 4:30PM

Build Wealth: Representing Investors and Becoming One Yourself

8CE’s INSTRUCTOR: Grant Simon TIME: 8:00AM - 5:00PM JUNE 15TH

Grab Some Lunch and Learn a Bunch: Feng Shui INSTRUCTOR: Steve Kodad TIME: 11:00AM - 1:00PM

JUNE 26TH

Toastmasters TIME: 5:30PM - 6:30PM JUNE 28TH

MLS Basic (Spanish) TIME: 9:00AM - 12:00PM

MLS Compliance 101 (Spanish) TIME: 1:00PM - 2:30PM

MLS Adding & Modifying Listings (Spanish) TIME: 3:00PM - 4:30PM

CAN’T FIND AN EVENT YOU WISH TO ATTEND?

TIME: 5:30PM - 6:30PM

TIME: 5:30PM - 6:30PM

Property Management for the Real Estate Practitioner

International Customer TIME: 8:30AM - 10:30AM

JUNE 19TH

TIME: 9:00AM - 12:00PM

MLS Compliance 101 (Spanish) TIME: 1:00PM - 2:30PM

MLS Adding & Modifying Listings (Spanish) TIME: 3:00PM - 4:30PM

Your REALTOR® Advocates work hard at providing you with the most up to date info going on here at the association. We are still human and may miss something so, if you can’t find information that you need, let us know. We welcome your encouraging input.

Email: Communications @osceolarealtors.com

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FINDING YOUR COMPANY’S ONE TRUE BRAND MEDIA CONTACT: Eric Bryn

Everyone knows a company’s success is dependent on its brand, but the topic can incite many questions: What transforms a company into a brand? How do you build a brand? Why should you bother?

Try this thought exercise: When you think about the company Apple, what do you see? What picture pops into your head? Now, think about Microsoft. What do you see there? In your mind, how are those companies different?

The difference between Apple and Microsoft doesn’t lie just with their products; it’s with their branding — how they positioned their companies in the market. You instantly know what kind of companies they are, what they offer in terms of products and services, and what they stand for or represent.

Fundamentally, a brand conveys trust to consumers and clients through these three functions: navigation, reassurance, and engagement. Similarly, according to Wolfgang Schaefer, author of Rethinking Prestige Branding: Secrets of the Ueber Brands, a brand distinguishes these fundamental aspects: mission and myth, connection and exclusion, and truthfulness.

Your brand should signal to consumers and clients who you are, reasons they should choose you over a competitor, and validation about why they should continue to work with you in the future. To help determine your value proposition, which is what your brand demonstrates to your target audience, begin by asking yourself the following questions: • Why should clients care about my brand?

• Why is my brand different from my competitor’s brand?

• What values does my brand have in common with my clients?

• Why are my core values important foundational elements of my brand?

• How is my brand related to my profitability?

There are several methods for kickstarting a brand discovery or rediscovery process, but a useful method to follow is a process known as appreciative inquiry, a method developed in 1987 at Case Western University to assist companies with organizational change.

One hallmark of AI is its team-based focus on positive outcomes as opposed to problems. Rather than focusing on problems that need solving, AI frames issues by asking a series of questions focused on “what’s working” and then envisions a future based on the answers to such questions.

Another feature of this process is that it works in four distinct stages.

THE DISCOVERY PHASE In this stage, your goal is to understand current processes, systems, functions, and approaches that are driving bottomline results such as client acquisition, customer retention, and revenue. These types of questions shift the focus away from problems and competitors to a focus on your core strengths. You’ll begin with broad themes and then progressively narrow your focus. Here’s are some examples: • What’s My Mission?

• Why was our brokerage or team created?

• If I could communicate a single message about my brokerage or team, what would it be?

• What problem is my brokerage or team trying to solve for a respective target audience?

• Why is my brokerage or team in the business beyond making money?

• Who is the primary target audience(s) of my brokerage or team?

• Why do consumers and clients choose to do business with my brokerage or team?

THE DREAM PHASE The goal during the dream phase is to focus on aligning the insights you gained during the discovery phase to the problems your core target audience faces. Once you have answers to the discovery questions, you and your team can begin to learn how to best position your brand in way that embodies these insights. This dream segment of your journey purposefully avoids an overt discussion about competitors.

For example, if you determined that a primary mission of your brokerage or team is to serve millennial first-time

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013 home buyers, then you would dream up the systems and engagement strategies that would best serve this audience and solve their top five problems. What single message would resonate with a millennial firsttime home buyer? Would you convey this message primarily in a written, visual, or video format? What do you offer the millennial first-time home buyer beyond an efficient process? Can you appeal to this audience by mirroring what TOM’s Shoes does but in the context of purchasing a home, answering the question “Why is my brokerage or team in the business beyond making money”?

THE DESIGN PHASE After you’ve dreamed up the optimal solutions that align with your core strengths, it’s time to address your competitors and your weaknesses in the design phase.

Here you’ll prioritize the most impactful and meaningful changes you’ve defined in the first two phases and plan

out the solution. For example, if you’ve envisioned a new client engagement strategy that crosses mobile, web, texting, email, showings, open houses, in-office visits, and so on, and this is your highest priority, design this engagement strategy to reflect the purity of what you’ve envisioned. Next, juxtapose your newly envisioned (or refined) systems, processes, and engagement strategies against your competitors’ and evaluate whether your changes can neutralize or negate these strengths.

Make sure you don’t become obsessed with your competitors. Try to remain dispassionate and logical when it comes to your differences, while focusing your strengths and how you can position (or reposition) those into a marketplace asset for your company.

THE DELIVERY PHASE Finally, just as a contractor follows a blueprint when building a house, follow your design during the delivery stage. At this point you’ll choose the right systems, platform partners, engagement strategies, and communication plans that align with your mission and core values. In this way, you’re fulfilling the promise you’re making to consumers and clients, instilling trust in your company, and creating the consistency and cohesion that modern consumers expect.

Following this AI process enables current and future clients to navigate away from your competitors and choose you. It gives them reassurance they’ve made the right choice because you’re actively engaging them at all relevant touch points. You’re demonstrating your mission to serve them well and creating a bit of tradition around how you connect with them. You’re living your truth and giving your clients reason to talk about your brand.

Reprinted from REALTOR® Magazine Online, January, 2017, with permission of the National Association of REALTORS®. Copyright 2017. All rights reserved.

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WELCOME TO

OUR NEWEST

MEMBERS! Real estate is hot right now, and OSCAR is seeing its membership grow as a result! We had three full New Member Orientations last quarter, and look forward to welcoming many new REALTORSÂŽ in the second quarter!

Above: Members from our January orientation Right: Members from our February orientation Bottom: Members from our March orientation being sworn in.

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WE COULD LOSE

1031S

HERE’S WHY THAT MATTERS MEDIA CONTACT: Jessica Healy

EMAIL: jhealy@syneq.com

On November 8, the Republican Party won the presidency and retained majority control over both houses of Congress. This means that federal tax reform in Washington is imminent. Since the news of this electoral sweep broke, I’ve been working — alongside a group of similarly dedicated individuals — around the clock to educate the public on the importance of Internal Revenue Code Section 1031 to the U.S. economy.

enacted almost exactly 30 years ago, under President Reagan’s Tax Reform Act of 1986. Over the last three decades, various tax reform proposals have threatened Section 1031, the legislature ultimately failed to pass any meaningful changes to the code. Now that one political party controls the White House and both houses of Congress, tax reform is imminent. There is a real potential for Congress to overturn or significantly revise Section 1031.

WHAT IS IT, AND HOW DID WE GET HERE?

Eliminating or overturning Section 1031 would be disastrous. Individuals and businesses are motivated to use like-kind exchanges whenever they are selling a successful asset. And because it motivates investors to sell assets, Section 1031 generates transactional activity, and transactions beget economic growth and stimulus. The cost of overturning or revising the code would be enormously detrimental for both the microand macroeconomic landscape of the country. It would dampen the motivation to buy, sell, and reinvest, and might cause significant capital to flee the United States.

Section 1031 is a common way to defer capital gains taxes by reinvesting sale proceeds on assets held for business and investment purposes. Individuals and businesses alike can exchange their real or personal investment property for like-kind replacement property within 180 days of the first sale, placing their sale proceeds with a qualified intermediary in the interim.

History is helpful to understanding this issue in context.

This portion of the tax code dates back to the 1920s and was originally geared towards the agricultural community. Farmers and ranchers would use Section 1031 to combine acreage, acquire higher-grade land, or otherwise improve the quality of their operations. By swapping their land for another property of equal or greater value, they were able to defer capital gains tax payments because they never pocketed any of the sale proceeds and thus didn’t have the cash necessary to pay.

The tax law is now frequently applied to a wide array of industries and allows taxpayers to exchange businessuse or investment assets for other, similar assets without recognizing a taxable gain on the sale of the old asset. As a real estate professional, you’re most likely to be acquainted with clients using Section 1031 like-kind exchanges in commercial, agricultural, and rental real estate, but investors can also use it for heavy equipment, artwork and collectables, airplanes, trucks, livestock, and other qualifying assets.

Though tax reform has been on the lips of many a candidate and politician over the years, the last significant change to the country’s tax code was

WHAT 1031 DOES FOR THE ECONOMY While many Americans may not have directly participated in a 1031 tax-deferred exchange, certainly many Americans have been impacted by the economic activity and job creation created by these transactions.

Dr. Milena Petrova and Dr. David Ling, of Syracuse University and the University of Florida respectively, recently published a study analyzing data on more than 1.6 million real estate transactions over 18 years. The study found Section 1031 to be key in stabilizing rents, safeguarding property values, and strengthening the economy. They concluded that 1031 exchanges result in the following: Increased job creation: When real estate is acquired in a 1031 exchange, the property tends to benefit more upgrades, remodeling improvements, and other capital expenditures than real estate acquired without a 1031 exchange. This creates jobs for contractors, appraisers, Title landscapers, and others. electricians,Stewart plumbers, roofers, The generation of substantial tax revenue: Though investors do use 1031 exchanges to defer tax payments, Continued on pg. 18

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RPAC

MAJOR INVESTOR

AWARD BREAKFAST On February 23rd OSCAR invited RPAC investors to attend a special breakfast and award ceremony to thank them for their support of the REALTORS® Political Action Committee.

Contributing to RPAC is an investment in the industry, ensuring that legislators are mindful of real estate interests when drafting and voting on legislation. When REALTORS® contribute to RPAC, they are helping to promote access to homeownership and policy that respects the rights of property owners.

OSCAR rolled out the red carpet for major RPAC investors

Gladys Thayer, Diamela Attencio, Elizabeth Quinones-Villot, Wanda Linscott, and Sue Vasquez 2017 RPAC Committee Chair, Tim Weisheyer gave his praise to the donors, saying, “I’m heartened to see so many REALTORS® who are committed to the strength and success of our industry and community. Through their generous contributions, these donors have helped ensure that legislators see the importance of voting in support of private property rights, while protecting our profession and making the dream of homeownership one that is in reach for many Americans.

Thank you to the many REALTORS® who contributed to our RPAC.”

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Looking for a fun way to contribute to the cause? Join us for our RPAC Bingo Night on May 12th. See details on pg. 26

Top Photo from left to right: Elizabeth Quinones-Villot, Wanda Linscott, Sue Vasquez, Gladys Thayer, Diamela Attencio, and Lauri Varner Pictured right from left to right: Past President Jeff Perry; NAR Governmental Affairs Liaison, Karl Eckhart; Kevin Besserer, Florida REALTORSÂŽ Regional Director for Advocacy and Public Policy; and Tim Weisheyer, RPAC Committee Chair, School Board Member, and District 12 VP Bottom left: Yohanna Cruz,Congressman Darren Soto, Carol Platt, and Kissimmee Mayor Jose Alvarez Bottom right: Karl Eckhart, NAR Governmental Affairs Liaison, Tim Weisheyer, and Becky Chirillo

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it’s important to realize that 34 percent of the time, some federal tax is paid in the year of the exchange. Moreover, state and local tax revenue increases in the years following transactions as valuations increase and result in higher tax liabilities. Additionally, substantial revenue comes out of transfer taxes, which are paid as a part of every transaction regardless of whether it’s done as a 1031 exchange.

Debt reduction: Property acquired in a 1031 exchange that is similar or equal to the price of the relinquished asset carries approximately 10 percent less debt than property acquired outside of a 1031 exchange.

Increased real estate sales activity: Like-kind exchanges increase liquidity of the market because they motivate sellers to act. In an analysis of 336,752 properties that were acquired and sold between 1997 and 2014, the researchers found that properties involved in like-kind exchanges had significantly shorter holding periods.

Ernst & Young recently completed a macroeconomic study showing the negative impact of eliminating 1031 exchanges, also at the behest of the Like-Kind Exchange Coalition and other groups.

Ernst & Young found that overturning Section 1031 would result in a hit of between $60 billion and $131 billion to the economy over ten years, in terms of the tax revenue and income that would be lost.

Also, they predicted businesses would hold onto capital for significantly longer, resulting in a less efficient market. They also predicted investors and businesses would be less likely to make improvements to their assets, which would mean a huge loss of labor income, much of which would hurt lower-income earners. Lastly, investors might send their capital abroad, driving resources out of the United States, as the loss of the 1031 exchange would make domestic opportunities less appealing.

REAL ESTATE ADVOCACY ON 1031 For these reasons and more, The National Association of REALTORS® has always been vocal in its support for Section 1031. In a member survey on the subject last summer, NAR found REALTORS® to be active participants in like-kind exchanges in many roles: as investors, brokers, and agents; intermediaries; and professional advisers.

In fact, the study found 63 percent of REALTORS® participated in a like-kind exchange transaction between 2011 and 2014. Many of those indicated

that their transactions would have been smaller in scale or may not have happened at all without the 1031 tool at their disposal. Furthermore, NAR found that nearly all respondents (97 percent) predicted a decrease in real estate values if the provision is repealed.

Section 1031 encourages transactions and effective capital deployment and has a net positive effect on the U.S. economy. Overturning or restricting 1031 exchanges would have many negative ramifications for real estate practitioners, small-business owners, and many middle-class taxpayers. I’m fighting to preserve this vital linchpin of economic exchange in our country. If you want to learn more or join in, visit www.1031taxreform.org.

Reprinted from REALTOR® Magazine Online, November, 2016, with permission of the National Association of REALTORS®. Copyright 2016. All rights reserved.

i have a quote with which i run my business: "The past doesn't equal the future!" -Tony Robbins i learn from each real estate transaction and apply my knowledge if applicable to the next one. This helps immensely if you were honest with yourself and you said previously privately next time i would have done this.

- James Williams iii 2017 Director abr, crs, acp, ahwd, bpor, cdpe cias, e-pro, fms, fsp,rsps,sfr, ppmc, 203k specialist

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Fair Housing & Diversity Instructor: Jason Jakus

3 CEs

April 11, 2017 9:00am - 12:00pm In this basic program which is made fun, students learn how to reduce liability and will be able to name two laws that cover fair housing as well as list the seven protected groups in the Fair Housing act. They will be able to explain the illegal acts of steering, blockbusting and relining and also state what answer to give when confronted with a discrimination problem and ultimately stay out of FREC Jail.

SPECIAL THANKS TO OUR CLASS SPONSOR:

register: 407-846-0117 osceolarealtors.org

1105 SHADY LN, KISSIMMEE, FL 34744 WWW.OSCEOLAREALTORS.ORG 407-846-0117

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OSCAR’S GLOBAL ALLIANCE COMMITTEE HERE TO SERVE OUR MEMBERSHIP MEDIA CONTACT: Imran Mohamed

EMAIL: imrobin@earthlink.net

For 2017 I have accepted the role to chair the Osceola County Association of REALTORS® - Global Alliance Committee. Having served on this committee for the past 6 years, as chair in 2013, co-chairs in 2011 & 2016; I’ve seen this committee evolve and grow from strength to strength. Thanks to all the past chairs1, committee members, OSCAR’s Executive Director2 and her support staff that contributed to getting us here.

Going forward, one or the main objective of our committee is to reach out, involve, educate and inform our general membership as to our role, our vision and our activities. I look forward to accomplishing this in concert with my vicechair, Teresa Reilly-O’Doherty and the other members of the committee3.

The “Purpose Statement” for the Global Alliance Committee (GAC) as handed down by the Board is as follows:“The purpose of the Global Alliance Committee is to position Osceola County Association of REALTORS® members internationally as the most influential and authoritative representative of the Florida real estate business and profession; to provide members with exposure within the international arena as well as an opportunity to be part of an international network that will generate business and contracts; to open new international real estate markets for members; to raise awareness among members of the impact and opportunity of international real estate within their local domestic markets and of the tools available to them to support this business and help them recognize risk; and to minimize barriers to U.S. REALTORS® operating abroad and foreign investments in Florida real estate.”

Using the above as our template the GAC worked

backwards to develop our strategic plan which was approved at our first meeting held 02/20/17. Here are some of the things we will be pursuing during the course of 2017 and we look forward to your support and participation.

2017 GLOBAL ALLIANCE STRATEGIC PLAN • Global Alliance Luncheon Networking Event • Participation at the Florida REALTORS® Convention • Biannual Global Education Forum/Mixer • Efforts to achieve the NAR Platinum Award for the

4th year running, • Develop & update marketing materials • Undertake events to grow the Global Disaster Relief

Fund (GDRF) • Begin work for undertaking a Trade Mission to Canada • Position the committee to undertake a “Black-Tie”

Gala by 2020.

In order to achieve these goals my committee members have stepped up big time with individuals taking ownership of specific deliverables. This approach will undoubtedly help the committee as a whole achieve more; especially given the depth of experience, knowledge, past committee involvement, etc. of the members that comprise the committee.

1.

2.

3.

4.

JOHN GOLDSBOROUGH - Efforts to achieve the NAR Platinum Award JASON DAUGHERTY – Develop & Update marketing materials IVETTE JIMENEZ –Increase awareness to the roles and functions of the GAC TINA CAMPBELL - Sponsors that do business with international clients / markets

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5.

STANIMIRA DELCHEVA / LESLIE ZIMMERLY – Florida

Realtor Convention 6.

TINA CAMPBELL – 2017 LUNCHEON 7.

TERESA REILLY-O’DOHERTY – 1ST Lunch & Learn Event 8.

IMRAN & TERESA - Prepare for Trade Mission to Canada.

9.

IMRAN & TERESA - Develop GAC’s year-end event to

be a “Black Tie” event by 2020 10.

IMRAN & TERESA - Increase funding

activities, awareness and distribution - Global Disaster

Relief Fund (GDRF) Committee members have been urged to involve the OSCAR membership at large to help complete their deliverable/s.

If you are called upon or wish to volunteer please note that your input will be very much appreciated.

"Don't do to others what you wouldn't want done to You" which is almost the same as "Treat others as you would want to be Treated" - Angel ortiz Jr Past Director SFR, SRES, 5 Star REo

1 Past Chairs – Angel Ortiz, Imran Mohamed, Shelly Freeman, Jason Daugherty, John Goldsborough.

2 OSCAR’s Executive Director – Carol Platt 3 Committee Members: Imran mohamed (C), Teresa Reilly-O’Doherty (VC), Stanimira Delcheva, Jason Daugherty, Maria Flores-Garcia, John Goldsborough, Ivette Jimenez, Kelvis Melo, Pedro Lugo, Leslie Zimmerly, Sandy Dore, Franklin Mateo, Angel Ortiz, Tina Campbell, Elizabeth Quinones, Mary Medina.

Building a solid Real Estate Career is similar to building a house….you must have a strong foundation for it to last. Take the time to get the proper education and training. Don’t be in such a rush to get leads and write deals that you skip over the fundamentals.

Building the proper foundation takes a little time, but in the long run you’ll have built a business that will continue to grow and thrive.”

- Joe Johnson 2017 Director crb

TM

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First 30 attendees receive a door prize!

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ARE ROBOTS TAKING OVER REAL ESTATE?

MEDIA CONTACT: MEG WHITE

IN MY RESEARCH ON ROBOTICS AND REAL ESTATE, I’VE FOUND VERY FEW REAL ESTATE AGENTS AND BROKERS HAVE EVER WONDERED HOW ROBOTICS MIGHT IMPACT REAL ESTATE IN THE FUTURE. EVEN MANY OF THOSE AT COMMERCIAL REAL ESTATE CORPORATIONS HAVEN’T YET BOTHERED TO ANALYZE THE VARIOUS IMPACT SCENARIOS ON THEIR BUSINESS, WHETHER IT’S DIMINISHING DEMAND FOR INDUSTRIAL SPACE OR CLIENTS’ NEEDS FOR SPECIAL PURPOSE PROPERTIES OR ROBOT-FRIENDLY INFRASTRUCTURE.

EMAIL: mwhite@realtors.org

THE LIST GOES ON AND MORE OFTEN THAN NOT, C-LEVEL EXECUTIVES ARE QUITE ASTONISHED WHEN THEY HEAR THESE FUTURE POSSIBILITIES, BECAUSE THEY HAVEN’T THOUGHT ABOUT THEM.

But as a real estate professional who wants to understand disruptive technologies, it’s time to learn about some of the basic ways automation will alter the world of real property in the near future.

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HOW ROBOTICS WILL CHANGE YOUR BUSINESS

Robots will be involved in new-building construction. This will lead to better building quality, causing longer life cycles for residential and commercial structures. In the long run, you’ll likely see better use of space and less new construction (which is also more sustainable and less reliant on planned obsolescence).

They’ll help us maintain properties more efficiently. Building Information Modelling, or BIM, allows architects, builders, and designers to code information about how a building functions in digital format. By layering that technology with property-machine communication, a sensor within a wall could signal to a facility management robot that the building’s depreciation had reached a critical level, and that robot could inspect and repair structural problems without getting any humans involved.

We’ll need to make room for them. Sensorenabled houses, roads with charging stations, and even entire cities must provide space for the robots that will work for us, which means changing usage and planning processes.

They will change our economy. Automation will likely cause tremendous shifts in employment, which could lead to rapid change in consumer demand patterns. In real estate, these two contradicting trends will make the biggest impact: Decentralization of work: The “pull factor” of the city as an employment hub ceases to exist, meaning that your future clients might want to move to cheaper and more remote markets. This hypermobility means that the traditional focus on a property’s distance from employment centres could diminish.

Centralization of leisure: Assuming the successful implementation of a basic income, automation might allow us humans to focus on culture, reemphasize social activities, and develop to an experience-driven economy in city centers.

Brokers will hire robots to carry out real estate chores. Brokerages might find robots who can help with tours, virtual reality, and other tasks, which will cause shifts in real estate offices’ demand for talent.

This is just a selection of changes that will impact real estate, especially in the context of brokerages. But it only partially tackles the major elephant in the room when it comes to discussions about automation, and that’s the job market.

WILL ROBOTS TAKE OVER REAL ESTATE JOBS?

I would be lying if I told you that robotics will not disrupt the real estate industry. The fact is, researchers forecast that more than 95 million jobs in the U.S. and U.K., meaning more than 50 percent of the current workforce, might vanish in the next two decades due to automation. Even though it’s impossible to forecast the exact pace of the change induced by developments in artificial intelligence as well as robotics, the odds are not looking great for many jobs that are now considered normal elements of our economy.

But as I’ve written in a previous article, it’s likely that other jobs will emerge as a result of this change. And it’s also likely that humans will continue to appreciate interaction with other humans for business purposes. However, success will depend much more on the service quality and user experience when humans are competing with robots for business.

Based on this, it is time for self-reflection.

Examine how digital your business is now and how unique your customer’s journey is at every step of the process. It will not be enough to show a beautifully staged property, know some key figures, and explain a non-academic macroeconomic assessment of the housing market.

Of course, this isn’t anything new for real estate. From FSBO guides to automated valuation systems, there have always been new technologies that threaten to disrupt the industry. And the successful agents and brokers are the ones who can differentiate themselves by combining a personalized customer experience with competence and digital prowess.

Reprinted from REALTOR® Magazine Online, January, 2017, with permission of the National Association of REALTORS®.

Copyright 2017. All rights reserved.

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MARKET

OSCEOLA COUNTY

DYNAMICS 2 years (monthly) - 2.1.15 to 2.28.17 KEY INFORMATION CONSTRUCTION TYPE All

BEDROOMS All

BATHROOMS All

PROPERTY TYPES Residential (Single Family Home)

OSCEOLA SFH DISTRESSED VS. TOTAL SALES UNITS SOLD

LOT SIZE All SQ FT All

THIS DATA IS DEPENDENT UPON TIMELINESS OF SALES AND TOTALITY OF INFORMATION REPORTED BY PARTICIPANTS. THE DATA REFLECTS ONLY THE SALES PUBLISHED THROUGH THE MID-FLORIDA REGIONAL MULTIPLE LISTING SERVICE (MFRMLS) AND DOES NOT INCLUDE ALL SALES IN REPORTED AREAS. NEITHER THE ASSOCIATION NOR THE MFRMLS IS IN ANY WAY RESPONSIBLE FOR ITS ACCURACY. DATA: TOTAL SALES = ALL MFRMLS OSCEOLA SINGLE FAMILY HOUSING (SFH) & PLANNED UNIT DEVELOPMENT (PUD).

(SFH), (PUD)-REO/BANK OWNED/SHORT SALE FROM SPECIAL SALE PROVISION. AVERAGE DAYS ON MARKET IS: DAYS TO CLOSED

SUPPLY & DEMAND

Market Dynamics

Supply & Demand - # Units (FS) 2 Years (Monthly) 02/01/15 - 02/28/17

NUMBER OF UNITS (FS) Monthly Change -15.99 Monthly % -0.58 Total Change -383.71 Total % Change -13.91

FOR SALE -13.9% KEY INFORMATION

For Sale

Monthly Change

Monthly %

Total Change

Total % Change

-15.99

-0.58

-383.71

-13.91

My Florida Regional Mls

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MONTH’S SUPPLY OF INVENTORY (SOLD CALCULATION) Monthly Change -.0.02 Monthly % -0.44 Total Change -0.54 Total % Change -10.57

MSI SALE -10.6%

MEDIAN PRICE (SOLD) LOW, HIGH, AVERAGE, MEDIAN Monthly Change 1960.64 Monthly % 1.19 Total Change 47,055.35 Total % Change 28.55

FOR SALE 28.6%

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PROFESSIONAL

AFFILIATES

ADVERTISING/ PUBLICATIONS

CONSTRUCTION/ REPAIR/RENOVATIONS

The Osceola Gazette Matt Plocha 108 Church St. Kissimmee, FL 34741 T 407-846-7600 ext107 F 407-846-8516 mplocha@osceolanewsgazette.com osceolanewsgazette.com

ABD Development

AGENT MARKETING SERVICES

Integrity Total Home Solutions Jeff Perry 2025 Hickory Tree Rd St Cloud, FL 34772 T 407-792-1101 F 407-870-9339 order@mytotalhomesolution.com www.mytotalhomsolution.com

BrandAid Chris Florence 7354 Bent Grass Drive Winter Haven, FL 33884 T 863-557-7953 chris@abrandaid.com www.abrandaid.com

ATTORNEYS Fred H Cumbie, Jr 100 Church St Kissimmee, FL 34741 T 407-847-5151 F 407-847-3353 fcumbie@omcflaw.com Law Office of Daniel Villazon, P.A. 5728 Major Blvd Orlando, FL 32819 T 407-483-0041 dvillazon@yahoo.com frecattorney.com Oliver Title Law Leslie Zimmerly 11513 Lake Underhill Rd, Ste A Orlando, FL 32825 T 407-249-5050 F 407-249-5008 leslie@QFPO.com www.QFPO.com Overstreet, Miles, Cumbie & Finkenbinder, P.A. Jennifer Bondy 100 Church St., Kissimmee, FL 34741 T 407-847-5151 jbondy@omcflaw.com www.omcflaw.com Patricia Daugherty, Atty at Law Patricia Daugherty 11 N Vernon Ave Kissimmee, FL 34741 T 407 932-4387 pld@daugherty@law Roland H. Acosta & Associates Roland H. Acosta 399 Carolina Avenue, Suite 210 Winter Park, FL 32789 T 407-644-2531 F 407-628-9289 racosta@acostaatlaw.com

Matt Brown 131 Chadwick Drive, Suite 200 Davenport, FL 33837 T 863-420-2100 ext 103 matt@abddevelopment.com abddevelopment.com

Linscott Plumbing Services Wayne Linscott 2009 Jaffa Dr. St. Cloud, FL 34771 T 407-891-1700 linscottplbg@aol.com

FINANCIAL SERVICES/ INSTITUTIONS Alterra Home Loans Tayron Baena 7380 W Sandlake Rd, Ste 500 Orlando, FL 32819 T 407 519-0318 tbaena@goalterra.com www.goalterra.com American Growing Group Luisa Scott 7350 Futures Dr, Ste 19, Office 4 Orlando, FL 32819 T 40731-997 luisa@aggls.com Centennial Bank Rebecca Escote 325 N Central Ave Kissimmee, FL 34741 T 407-414-3960 F 407-957-3022 rescote@my100bank.com Centerstate Bank of Florida, N.A. Scott Johnson 349 W Oak St Kissimmee, FL 34741 T 407-847-3800 F 407-847-8482 sjohnson@centerstatebank.com Centerstate Bank of Florida, N.A. Karen Giel 4898 E Irlo Bronson Memorial Hwy St Cloud, FL 34771 Kissimmee, FL 34741 T 407-891-8396 kgiel@centerstatebank.com

Centerstate Bank of Florida, N.A. Fred Wright 349 W. Oak St Kissimmee, FL 34741 T 407-758-7486 fwright@nbcsecurities.com The Moneyhouse, Inc. Angel Vasquez 8751 Commodity Cr, Suite 17 Orlando, FL 32819 T 407-730-9899 F 888-679-8890 av@moneyhouseus.com www.moneyhouseus.com The Moneyhouse, Inc. Juanita T DelValle 8751 Commodity Cr, Suite 17 Orlando, FL 32819 T 787-310-3030 jdelvalle@moneyhouseus.com www.moneyhouseus.com The Moneyhouse, Inc. Kathielly Soto 8751 Commodity Cr, Suite 17 Orlando, FL 32819 T 407-730-9899 ksoto@moneyhouseus.com www.moneyhouseus.com RP Funding Melissa Barry 500 Winderly Place, Ste 300 Maitland, FL 32751 T 407-925-6689 melissa.barry@rpfunding.com rpfunding.com RP Funding Jeff Bauer 500 Winderly Place, Ste 300 Maitland, FL 32751 T 321-397-4420 jeff.bauer@rpfunding.com rpfunding.com Southeast Mortgage Tina Willoughby 3496 Club Dr Lawrenceville, GA 30044 T 770-279-0222 tina.willoughby@southmortgage. com Suntrust Mortgage Kim Lundstrom 1377 N Clyde Morris Blvd, Ste 120 Daytona Beac, FL 32117 T 407-717-5220 kim.lundstrom@suntrust.com Suntrust Mortgage Tony Martinez 1000 N Main St Kissimmee, FL 34743 T 407-914-4765 tony.martinez@suntrust.com

Trustco Bank Sarah Near 1525 E Osceola Parkway Kissimmee, FL 34746 T 407-932-0398 F 407-932-0719 snear@branch.trustcobank.com trustcobank.com Wells Fargo Home Mortgage Arlene Allert One Home Campus Des Moines, IA, 50328 T 513-213-6500 mlsmemberships@gmail.com wellsfargo.com Wells Fargo Home Mortgage Cliff Frohn One Home Campus Des Moines, IA, 50328 T 513-213-6500 mlsmemberships@gmail.com wellsfargo.com

HOME INSPECTION ACF Home Inspection Luis Figueroa 509 S Chickasaw Trail, Suite 118 Orlando, FL 32825 T 407-466-8921 F 407-381-5556 info@acfinspection.com www.acfhomeinspections.com Amerispec Home Inspection Melinda Kalogridis P.O. Box 471038 Celebration, FL 34747 T 407-607-4302 inspect@amerispec.net Amerispec Home Inspection Goff Norris P.O. Box 471038 Celebration, FL 34747 T 407-607-4302 inspect@amerispec.net Budget Services David De Arce Diaz 2185 James Dr St Cloud, FL 347721 T 407-892-8811 F 407-892-8516 budgettermite@earthlink.net Buy Your Side Inspection Tommy Joynes 1101 Pennsylvania Ave St. Cloud, FL 34769 T 407-780-0911 thefloridainspector@gmail.com thefloridainspector.com

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Closer Look Home Inspections Keith Wilson 7862 W. Irlo Bronson Hwy, #115 Kissimmee, FL 34747 T 407-319-4608 Keith@CLIOrlando.com www.closer-look-inspections.com Closer Look Home Inspections Rodney Rollins 3441 Mount Hope Loop Leesburg, FL 34748 T 352-552-7250 rodney@CLIOrlando.com www.closer-look-inspections.com Firm Foundation Home Inspections, Inc. Aubrey Kahn 2200 Sylvan Court Kissimmee, FL 34746 T 321-624-0254 akahn.firmfoundations @gmail.com tophomeinspection.com

Sitepoint Inspection Services, Inc Luis Nigaglioni 529 Burford Circle Davenport, FL 33896 T 321-278-9238 luis@sitepointinspectionservices.com Solano Home Inspections Jason Solano 2569 Aventurine St Kissimmee, FL 34744 T 407-932-8121 jason.s@solanohomeinspections.com

REAL ESTATE SCHOOLS/EDUCATION IFREC Real Estate Schools Richard Fryer 5029 Edgewater Drive Orlando, FL 32810 T 407-644-7277 F 407-647-5227 robin@ifrec.com REALTORÂŽ SERVICES

First International Title Bobbi Jo Justice 1155 Miranda Ln Kissimmee FL, 34741 T 407-350-3338 F 407-350-5966 bobbijojustice@firstintitle.com First InternationalTitle Tammy Dietz 12 S Clyde Ave Kissimmee FL, 34741 T 407-350-3338 F 407-350-5966 tammy.dietz@firstintitle.com Florida Insurance Specialist Erica Coran 1025 Greenwood Blvd., Ste. 295 Lake Mary, FL 32746 T 407-805-0200 Erica.coran@thefis.com www.thefis.com Home Warranty of America Tammy Birchler P.O. Box 850 Lincolnshire, IL 60069 T 888-492-7359 tbirchler@hwahomewarranty.com

Housemaster Home Inspections Colin Williams 527 Brack Street Kissimmee, FL 34744 T 407-343-4677 F 407-947-5354 cawilliams@housemaster.com osceola.housemaster.com

New Homes Academy David Fletcher T 407-234--2349 davidf@newhomeco newhomecobroker.com

Housemaster Home Inspections Tracey Williams 527 Brack Street Kissimmee, FL 34744 T 407-343-4677 F 407-947-5354 info.osceola@housemaster.com osceola.housemaster.com

A-Z Team Title, LLC Bernard S. Edwards 102 Park Place Blvd.

Kissimmee, FL 34741 T 407-932-0529 F 407-932-1587 bernie@azteamtitle.com www.azteamtitle.com

Housemaster Home Inspections Erica Santana 527 Brack Street Kissimmee, FL 34744 T 407-343-4677 F 407-947-5354 sales.osceola@housemaster.com osceola.housemaster.com

Blue Water Clear Title, LLC Jim Davis 2019 13th St St Cloud, FL 34769 T 407-593-6525 F 407-563-8805 james@bluewatercleartitle.com www.bluewatercleartitle.com

Pillar to Post Sam Grasso 8200 Lynch Dr. Orlando, FL 32835 T 407-512-5995 F 407-512-6707 sam.grasso@pillartopost.com www.pillartopost.com/samgrasso

First American Home Warranty Bobbi Jo Justice 3239 Lorimar Ln St Cloud, Fl 34772 T 407-902-5237 bobbijojustice@firstintitle.com

Quality Title & Escrow LLC Lisa Bennett 1801 Lee Road, Suite 205 Winter Park, FL 32789 T 321-304-3906 F 321-304-3009 lisa@qtefl.com

First American Title Catherine Acosta 150 W Oak St Kissimmee FL, 34741 T 407-335-3205 F 866-722-5957 cacosta@firstam.com

Stewart Title Rhonda Owen 1401 Budinger Ave. St. Cloud, FL 34769 T 407-846-7477 F 407-846-6573 rowen@stewart.com

First InternationalTitle Shelly Dukes 1155 Miranda Ln Kissimmee FL, 34741 T 407-350-3338 F 407-350-5966 shelly.dukes@firstintitle.com

Stewart Title Rayelynne Ketchum 1401 Budinger Ave. St.Cloud, FL 34769 T 407-957-9000 F 407-957-8055 rketchum@stewart.com

Pillar to Post / Kelemen Home Inspection, LLC Bryan Kelemen 5348 Mill Stream Dr St Cloud, FL 34771 T 321-895-5019 bryan.kelemen@pillartopost.com www.pillartopost.com Reliable Building Inspections Steve Rohal T 407-460-4450 steve@ebibuilding.com

TITLE/ESCROW/ INSURANCE

Integrity First Title Betty M. Dobbie 908 Mabbette Street Kissimmee, FL 34741 T 407-846-4500 F 407-846-4533 bdobbie@integrityft.com Mason Title & Escrow Shelly Dukes 1101 Miranda Ln, Ste 113 Kissimmee, FL 34741 T 321 443-6901 Shelly.dukes@firstintitle.com NewCastle Title Services Tammy Lynn Dietz 12 S Clyde Ave Kissimmee, FL 34741 T 407-218-5057 tammydietz@firstintitle.com

Title and Abstract Agency of America, Inc. Yvette Mendez 840 N. John Young Parkway Kissimmee FL 34746 T 407 569 2109 F 407 569 2111 ymendez@logs.com www.titleandabstractagency.com Your Title Connection, LLC Jessica Nazario 14129 Town Loop Blvd. Ste. 100 Orlando, FL 32837 T 407-722-7625

OTHER SERVICES Kemp Howland Photography Kemp Howland 355 Falling Waters Dr Poinciana, FL 34759 T 407-222-4847 F 407-705-2562 kemp.howland@gmail.com Spice Wellness Dianne J Hinckson 722 Patrick St Kissimmee, FL 34741 T 863-557-4197 wisesmartwoman@me.com wellnesswithdiannehinckson.us Systeco Pest Control Cesar Vergara P.O. Box 623475 Oveido, FL 32765 T 407-832-9124 info@systecoservices.com VAREP GeorgeFreelove 147 W Lyman Ave Winter Park, FL 32789 T 407-408-5167 glf929@hotmail.com www.varep.net Wild Palms Productions Victor Salgado 2420 Cypress Trace Circle Orlando, FL 328254 T 321-948-3512 wildpalmsproductions@gmail.com

wildpalmspro.com

Osceola County Association of REALTORS® 1105 Shady Lane • Kissimmee, FL 34744

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PRSRT STD U S POSTAGE PAID MID-FL FL PERMIT NO. 581

MEMBERS

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Mauricio Abadia - La Rosa Realty LLC Nelson Agredo - Fonts Statewide Realty Inc. Vivian Alicea - Empire Network Realty Inc. Nicolas Cruz - Keller Williams Classic II Realty Josmagvic Almao Tortosa - Agent Trust Realty Corporation Cesar Alvarez - Golden Gate FL Corp Jorge Alverio Nunez - La Rosa Realty LLC Gioconda Arevalo - La Rosa Realty LLC Victor Avila - Exit Realty Champions Meryem Baamrani - Keller Williams Classic II Realty Noreth Barbera De Da Silva - Invest Realty Group, LLC Arlenys Barrera - La Rosa Realty LLC Shaun Barrett - BHHS Results Realty Carlos Batista - Empire Network Realty Inc. Lauren Benetti - C21 Blue Sky Realty Group Jolemy Bermudez - Agent Trust Realty Corporation Astgood Blake - C21 Blue Sky Realty Group Zachary Braman - OneRes International Realty Lue Bryant - Watson Realty Corp.

Kathy Cai - Watson Realty Corp.

Bibi Carcani - Keller Williams Advantage III Andrea Carneiro - Odry Vargas Realty Group Jessica Castro - Keller Williams Classic II Realty Alicia Colon Toro - Coldwell Banker Ackley Realty Isabel Crispo - La Rosa Realty LLC Crystal Cruz - Keller Williams Advantage III Nicolas Cruz - Keller Williams Classic II Realty Alessandra Da Silva Nogueira - La Rosa Realty LLC Enrico Dandrea - Keller Williams Classic II Realty Wanda Del Valle - Homs Realty Group Inc. Salivsan Dickson Guillen - National Real Estate LLC Nelton Dimarzio - Seven Realty LLC Yonny Dominguez - TCA Realty, LLC Abdul Estrella - Agent Trust Realty Corporation Nathaly Figueroa Ruiz - Empire Network Realty Inc. Edward Filipo - La Rosa Realty LLC Bryan Galbraith - Watson Realty Corp.

Lisa Garrett - Watson Realty Corp.

Frank Goldenberg - Watson Realty Corp Shampree Gowens - Exit Realty Champions Thomas Greenway - Radius Realty Group LLC Jose Guerrero - V Properties Inc Richard Halquist - Fusilier Realty Group Julie Harkema - Weichert Realtors Hallmark Pro Christopher Harper - All Star Properties of Central Simon Harrison - Rockrose Realty Hansel Hernandez - Deconova International Realty Catherine Hendrickson - Keller Williams at The Lakes Barry Herbert - Better Homes & Gardens Fine Living Juan Hernandez - La Rosa Realty LLC. Maritza Hernandez - Luxury Realty, Inc. Samantha Jimenez - Rental and Realty Group Samantha Jorgensen - Watson Realty Corp Kumarasri Kanakaratnam - Keller Williams Classic II Realty Reaaz Kassim - Keller Williams at The Lakes Lisa Kelsey - Re/Max Market Place Nancy Lanzillo - Keller Williams at The Lakes Jhosan Leal - Trimarchi Realty CORP Dianna Liebnitzky - The Corcoran Connection LLC Andrew Martin - The Corcoran Connection LLC Cassandre Martin - La Rosa Realty LLC Shawn Maxwell - Weichert Realtors Hallmark Pro Patricia Kim McCracken - Rockrose Realty Derek McGee - Florida Realty Marketplace LLC Yamna McGee - Property Outlet International Maria Melin Mora - Luxury Realty, Inc. Paulina Mietus - Keller Williams Classic II Realty Edimo Montero - Invest Realty Group, LLC Robert Morillo - Allegiant Management Group, Inc Angelo Nieves - Premium Properties Real Estate Services Kimberly Noyes - Greenhills Realty & Management LLC Lucas Oliviera - Rental and Realty Group Rangel Oviedo Roldan - Odry Vargas Realty Group Lisa Owen - Coldwell Banker Ackley Realty

Deborah Owings - Weichert Realtors Hallmark Pro Brenda Paetzold - Keller Williams Advantage III Blanca Pagan - La Rosa Realty LLC Carlos Palmar - Keller Williams Advantage III Nancy Parkhurst - La Rosa Realty LLC Payal Patel - OneRes International Realty Gustavo Perdomo - Agent Trust Realty Corporation Arvin Perez - Property Outlet International Stephen Picarski - Resident Team Realty, LLC Rebecca Pratt-Britt - Keller Williams at The Lakes Hanen Rahman - Re/Max Market Place Jenny Ramirez - La Rosa Realty LLC Veronica Ramos - La Rosa Realty LLC Migdalia Ramos - HomeStar Realty LLC Cecelia Riccobono - Keller Williams at The Lakes Ivette Rios - Watson Realty Corp Gretchen Rivera - Weichert Realtors Hallmark Pro Carlos Rivera Galarce - La Rosa Realty LLC Roxzana Rodriguez - Keller Williams at The Lakes Alex Rodriguez - Coldwell Banker Solomon Maribel Rodriguez - Florida Lighthouse Realty Edith Romero-Lozada - The Property Pros Real Estate, Inc Oscar Romo - My Florida Real Estate Group LLC Matthew Rozell - Keller Williams at The Lakes Joseph Saber - Coldwell Banker Ackley Realty Sorayis Sandoval - Keller Williams Classic II Realty Giovanny Santana - Keller Williams at The Lakes Jeanette Santos - All County Metro Property Management Jesus Savinon - Sunstar Realty FL INC Susan Schmidt - Beaulieu Realty, LLC Robert Secrest - Keller Williams Advantage III Karyna Shandor - Fusilier Realty Group Hiram Soler - La Rosa Realty LLC Juan Soto Morales - Trimarchi Realty CORP Alicia Tarantini - DeNike Realty and Property Management LLC Tabhata Tejero - 4Sell Realty Team LLC Inna Thompson - Xtreme Realty Team Ted Thurmond - The Property Pros Real Estate, Inc Hilda Tolentino Tirado - Right Choice Realty & Services, Inc. Emilie Tomasina - FrontGate Realty Michael Trattner - Advanta Realty Sean Vance - Zea Realty & Associates Gerardo Vazquez Rivera - La Rosa Realty LLC Olga Vecchionacce De Celta - Luxury Realty, Inc. Inna Wendt - Weichert Realtors Hallmark Pro Arthur Wilson - Weichert Realtors Hallmark Pro Wolfgang Wincherhern - Multi Choice Realty LLC Lisa Wong - La Rosa Realty LLC Tabhata Tejero - 4Sell Realty Team LLC

AFFILIATE

OFFICES • Alterra Home Loans • American Growing Group • Blissful Real Estate • Budget Facilities Management • Closer Look Home Inspections • Overstreet, Miles, Cumbie, & Finkenbider, P.A. • Southeast Mortgage • Spice Wellness, LLC