E-REALTOR Review Summer Edition

REALTORreview 速

SUMMER 2011

An e-pub of the Raleigh Regional Association of REALTORS速

RRAR HELPS WITH TORNADO RELIEF

TRLA trains future leaders

RALEIGH REGIONAL ASSOCIATION OF REALTORS® 111 Realtors Way, Cary, N.C. 27513 Phone: 919-654-5400; Fax: 919-654-5401 www.rrar.com RRAR OFFICERS Linda Trevor, President Marshall Gay, Vice President Stacey Anfindsen, President Elect Asa Fleming, Secretary/Treasurer Theresa Clark, Past President RRAR DIRECTORS Stacey Anfindsen Vince Bankoski Autumne Bennett Phyllis Brookshire Eddie Brown David Chance Theresa Clark Kelly Cobb Steina De Andrade Harriette Doggett Laurie Donofrio Asa Fleming Marshall Gay Tom Gongaware Lewis Grubbs

Becky Harper Grayson Hodge Morty Jayson Carol McCormick Melanie Osborne Mollie Owen John Pace Teresa Pitt Zach Schabot Jose Serrano Tom Smith Josh Swindell Linda Trevor Mary Edna Williams John Wood

REALTORreview ®

SUMMER 2011, VOL. 3, NO. 3

features

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GOODWILL EXTENDS THROUGHOUT AND BEYOND THE COMMUNITY Mid-year Neighbors Helping Neighbors report shows members do a lot of good!

5 WAYS TO PROSPER FROM TELLING REAL ESTATE TRUTHS Explore what triggers the urge to fib and what a professional can do about it.

REALTOR® FOUNDATION OF THE TRIANGLE OFFICERS Marshall Gay, President Gary Rabon, Secretary/Treasurer Joey Robbins, Past President NCAR REGIONAL VICE PRESIDENTS Theresa Clark John Wood NAR DIRECTORS Eddie Brown

John Wood

TRIANGLE REALTORS® LEADERSHIP ACADEMY DEAN Asa Fleming Members are cautioned that the inclusion of a name, specific commercial product or service in an article, or in this publication does not imply endorsement by the Raleigh Regional Association of REALTORS®. All advertisers in this publication wholly support the Fair Housing Act and fully promote equal opportunity housing.

Copyright 2011 by the Raleigh Regional Association of REALTORS®.

All rights reserved.

REALTOR REVIEW STAFF: Patricia Gregory Rand, managing editor, patriciar@rrar.com Heidi Ketler, APR, editor, hketler@verizon.net Caroline Shipman, assistant editor, carolines@rrar.com Shelly Beck, graphic designer, sbdesign@cox.net ®

For editorial contributions and ad inquiries, please contact Sandee Washington at sandeew@rrar.com or (919) 654-5400.

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6

LEADERSHIP ACADEMY IS TRAINING FOR FUTURE LEADERS RRAR colleagues talk about the far-reaching professional and personal benefits.

departments 1 From the President 9 NewsMakers 12 Local Market Updates 16 New Members

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SUMMING UP GOOGLE+ Google+ has unique attributes that may establish it as a better social network.

18 Bits & Pieces 20 Calendar of Events

rrar.com

from the president

Reinvent and Innovate

BY LINDA TREVOR, RRAR 2011 PRESIDENT

Summer Greetings!

If you’ve read the news lately, you know that many of the housing reports are not encouraging.

Linda Trevor While some agents are thinking gloom and doom, 2011 RRAR the successful REALTORS® are taking advantage President of current conditions to capture a larger market share. Now is the time to start thinking of ways to reinvent your business and innovate.

Our association is a great resource for expanding your skills.

Take advantage of all that RRAR has to offer in the way of training and education. As you will read on page 6, the acclaimed Triangle REALTORS® Leadership Academy will be accepting applications for the 2012 class. Individuals interviewed for the article share personal and professional benefits achieved through the program. Be sure to watch the Leadership Academy promotional video at www.rrar.com.

Now is also a good time to plan for upcoming RRAR events, listed on page 20. Each offers members access to industry experts. In many cases, space is limited, food is provided and the program is free to members, so register early.

Aug. 17 – Lunch & Learn: “Understanding & Selling Homes with Down Payment Assistance & 100 Percent Financing.”

Sept. 12 – “Successfully Selling HUD Homes In North Carolina.”

Oct. 25 – Sixth annual “Real Estate Trends.” Free!

Finally, be sure to check the computer center schedule rrar.com/ event-calendar for upcoming tech classes!

I just returned from a fabulous Women’s Council of REALTORS® conference and learned the latest and greatest in technology and marketing. I also left with helpful reminders, such as: • Establish yourself as a local market expert, • Start a conversation and know the current sales statistics, • Set up a lively blog, • Set new goals for interacting on Facebook, • Follow top real estate professionals on Twitter, and • Pick up the phone and call your 10 favorite clients.

Warm regards, Linda Summer 2011

MISSION STATEMENT The Raleigh Regional Association of REALTORS®, the area’s voice of real estate, promotes the highest ethical and professional standards and cooperation among its members; provides products, programs and services to meet the evolving needs of the real estate industry and consumers; and serves as a leading advocate of private property rights and community involvement.

VISION STATEMENT “Anticipating and meeting the opportunities and challenges of our industry.”

RRAR 2011 COMMITTEE CHAIRS Bylaws: Stacey Anfindsen Building: Stacey Anfindsen Community Service: Lisa Jeffries Governmental Affairs: Theresa Pitt RPAC: Stacey Anfindsen Housing Opportunity: John Hartofelis Personnel: Gary Rabon Grievance: Vanessa Castillio Professional Standards: Harriette Doggett Strategic Planning: Stacey Anfindsen Nominating Committee: Phyllis Brookshire RRAR 2011 COUNCIL CHAIRS Property Management: Debbie Henry International Council: Diana Braun Top Producers: Deborah McCrae and Janice Rosenberg Women’s Council: Diana Braun Young Professionals Network: David Chance RRAR STAFF DIRECTORY Main Office (919) 654-5400 Fax (919) 654-5401 www.rrar.com RRAR Company Store (919) 654-7253 Executive Vice President Raymond C. Larcher, Ext. 218, rayl@rrar.com Association Services Director Betsy Ramsey, Ext. 217, betsyr@rrar.com Association Services Associate Vicki Buckholtz, Ext. 216, vickib@rrar.com Communications Director Patricia Gregory Rand, Ext. 239, patriciar@rrar.com Communications Associate Caroline Shipman, Ext. 238, carolines@rrar.com Education Director Cara Mottershead, Ext. 211, caram@rrar.com Education Associate Sonya Yankoglu, Ext. 212, sonyay@rrar.com Facilities Manager Mary Rachel White, Ext. 210, maryrachelw@rrar.com Governmental Affairs Director Tara L. Robbins, Ext. 215, taralynl@rrar.com Information Associate Shelia Clark, Ext. 200, sheliac@rrar.com Store Manager Yukari Powers, Ext. 201, yukarip@rrar.com TMLS STAFF DIRECTORY Vice President of Operations Rachel Wiest, Ext. 219, rachelw@trianglemls.com TMLS Executive Associate Christy New, Ext. 220, christyn@trianglemls.com Compliance Director Letitia Santos, Ext. 234, letitias@trianglemls.com Compliance Associate Raina Joyner, Ext. 242, rainaj@trianglemls.com Data Distribution Director Carol Hamrick, Ext. 213, carolh@trianglemls.com Data Distribution Associate Bonnie Eaddy, Ext. 207, bonniee@trianglemls.com MLS Systems Director Kathy Matheson, Ext. 233, kathym@trianglemls.com MLS Technical Support Associate J Stepp, Ext. 226, js@trianglemls.com MLS/Realist Support Associate Jennifer Horton, Ext. 227, jenniferh@trianglemls.com Technical Operations Director Matt Nagy, Ext. 225, mattn@trianglemls.com Training Development Manager Allan Nielsen, Ext. 208, allann@trianglemls.com CTC/MLS Training Manager Lynne Brid, Ext. 232, lynneb@trianglemls.com RRAR/TMLS MEMBERSHIP/ FINANCE DEPARTMENT Membership/Finance Director Randi Gaines, Ext. 221, randig@trianglemls.com Finance Associate Pat Long, Ext. 222, patl@trianglemls.com Finance Associate Jill Pressley, Ext. 221, Jillp@rrar.com Membership Associate Kelly Hunsucker, Ext. 209, kellyh@trianglemls.com

REALTOR® Review

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Sell An Orleans Home, and Get Rich Rewards!

Orleans Platinum Program agents enjoy all kinds of great benefits. To qualify for membership, all you have to do is sell an Orleans home!

Benefits include: • • • • •

Relocation fee reimbursements Graduated sales commissions $1,000 bonus for pre-sale contracts Continuing education credits VIP perks, including access to advance information about new communities/new phases, plus opportunities to pre-sell homes before sales open to the public

OrleansH

omes.co

Sell Orleans and go Platinum!

See any Orleans community sales manager for details.

OrleansHomes.com

Mem

m Since 2 ber 011

neighbors helping neighbors

Goodwill Extends Throughout and Beyond the Community

BY VICKI BUCKHOLZ

The REALTOR® Foundation of the Triangle is the philanthropic arm of RRAR. With the motto of “Improving Homes, Improving Lives,” the Foundation’s mission is to identify and support initiatives that enhance the quality of life in the Raleigh Triangle community.

The RRAR Community Service and Housing Opportunity Committees conduct their efforts in support of the Foundation.

Oh, Baby! Sweet Success…

For the first time, the Raleigh Regional Association of REALTORS® Community Service Committee hosted a Diaper Drive to benefit the St. Saviour’s Center Healthy Baby Program, which provides diapers to families in need.

Disposable diapers can cost upwards of $100 or more a month and, while required by day care centers, are not covered by public assistance programs.

Babies who are not changed often enough tend to cry more and, as a result, are more frequently abused. The drive resulted in a much-appreciated donation of 2,000 diapers and 800 wipes to St. Saviour’s Center. Thank you, RRAR members and staff!

Playground Update…

In the last issue of REALTOR® Review, we reported that the REALTOR® Foundation of the Triangle had been recognized for its donation to refurbish Raleigh’s Eastgate Park Playground, at 4200 Quail Hollow Road, and had received the 2010 Fred Fletcher Outstanding Financial Contributor award from the City of Raleigh Parks and Recreation Department.

Over the weekend of May 13-14, two enthusiastic groups of REALTORS® and RRAR staff members teamed up with residents of the Eastgate Park neighborhood to assemble playground equipment, level surfaces, plant shrubs and flowers, pour cement footers, assist with the construction of a retaining wall and more. Following inspections and final surface preparation, a beautiful, new dual-level playground (the lower level for “tots” and the upper level for older children) was officially opened to the Summer 2011

public. Gather up your family, pack a picnic to enjoy at the tables and spend a fun day enjoying this new Raleigh treasure.

Reaching Out to Tsunami Victims…

A donation of $500 was made through, and matched by, the BNI Foundation business networking organization to assist the tsunami disaster efforts in Japan.

Tornado Recovery Close to Home…

The April 16 tornados that tore through the Triangle were shocking and devastating to many homes, families and local businesses. One area that was dramatically affected was Holly Springs. The REALTOR® Foundation donated $3,000 via the Salvation Army, which was used to provide temporary housing for four families (15 individuals) from the Stony Brook Mobile Home Park while their homes were repaired. In further cooperation with the Salvation Army, 10 RRAR volunteers partnered with Wake Interfaith Disaster Recovery representatives and spent the morning of July 16 cleaning up storm debris, removing vegetation and generally sprucing up the home of one Holly Springs tornado victim. The homeowner had lost his wife in January, his mother in March and much of his home in the tornado.

Volunteers braved poison ivy, shards of broken glass, rusty nails and yellow jackets to remove two dump truck loads of debris and 15 large trash bags of recyclable material from the property. Perhaps more than a simple cleanup, the effort seemed to lighten the spirit of the homeowner who had been overwhelmed by all that he faced. Many thanks go out to the volunteers for their sensitivity and dedication.

See NEIGHBORS on page 5 REALTOR® Review

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Beautiful townhomes located right in the heart of Cary.

Townhomes from the $190’s Community Sales Manager - Tucker Beck

919-303-1982

• Two-car garages included • Four dazzling plans • 1650 to 2335 sq. ft.

• Basements/unfinished storage

• Junior Olympic pool/Jumbo slide • Vaulted ceilings • Clubhouse • Large master suites • Playground • Lofts • Screened in porches

Directions: I-40 to Hwy 55 (toward Cary). Turn right on Green Level Road continue for approximately 1.5 miles to a right on Green Level Church Road. Continue for 3.5 miles and turn right on Yates Store Road. Models and Sales Center will be on the left.

www.OrleansHomes.com

NEIGHBORS continued from page 3

Students Design “School of the Future”…

The National Association of REALTORS®, along with the REALTOR® Foundation of the Triangle, provided a total of $2,000 to Heritage Middle School, winner of the Annual School of the Future.

NAR’s Annual School of the Future encourages students to work in teams to plan and design schools that would improve the learning environment and the facility’s energy efficiency, be sensitive to the environment and be an integral part of the surrounding community. Each student team is required to submit a project model made from recycled materials, a presentation and narrative description of the planning process and rationale behind project. Finalists, including Heritage Middle School, earned a trip to Washington, D.C., to present their project to the national design jury.

Heritage Middle School won first place in the Southeast Region and a check for $500 from NAR, which was matched with a gift of $500 from the REALTOR® Foundation of the Triangle. Heritage Middle later won the National Award of Merit and another check for $1,000 from NAR. All-Star Volunteers…

Each year, the RRAR Community Service Committee organizes volunteers to buddy with severely disabled children for a night of baseball at the Miracle League of the Triangle’s specially designed ball park in Cary. This year’s event was April 15. Also this year, a $1,000 donation to the league elevated the REALTOR® Foundation of the Triangle to “All Star Donor” status.

Breakfast Basics…

The RRAR Community Service Committee and Board of Directors collected and donated several cartons of cereal, juice, snacks and other healthy breakfast items to Hope Elementary School in Raleigh. In addition to this nutritional support, volunteers from the committee worked with students during end-ofgrade testing to help them succeed.

Summer 2011

New Ramps in a Few Hours…

Those seeking an opportunity to make a big difference in a small block of time might consider joining volunteers from the RRAR Community Service Committee to build handicap ramps through Resources for Seniors Program. Two such ramps were built so far this year, and each took only a handful of volunteers and a few weekend morning hours. Great job, volunteers!

Another Successful USO Drive…

The RRAR Community Service Committee hosted a “Support Our Troops” USO drive July 4-15.

Many thanks to the generous donors of supplies, snacks and money to cover the cost of shipping (RRAR members and member offices, RRAR staff, Burt’s Bees Inc., Hampton Inn and The TARR Report). The drive resulted in shipment of nearly 500 pounds (12 large cartons) of snacks, toiletries and other much-needed items to two USO bases – one in Baghdad and one in Afghanistan.

Perfect to a Tee… The annual REALTOR® Foundation of the Triangle Charity Golf Tournament was hosted May 26 at 12 Oaks Golf Club in Holly Springs. A total of 83 players contributed to the Foundation, while enjoying a hot, but enjoyable day on this stunning, private course. While no one took home the Porsche Boxster (though player E. Ferris came within about a foot of doing so), there were dozens of happy prize winners from the putting green contest, sponsored and skill holes, and first-, secondand third-place teams. Top bragging rights go to first-place trophy winners: Jonathan Kane, Matt Wertz, Linwood Johnson and Steve Karch. Sincere appreciation is extended to our many sponsors, the players and the staff of 12 Oaks Golf Club for helping us raise money for the REALTOR® Foundation of the Triangle.

REALTOR® Review

5

“Leaders are made; they are not born. They are made by hard effort, which is the price which all of us must pay to achieve any goal that is worthwhile.”

“I wan in the enhanc

– VINCENT LOMBARDI

“Leadership Academy presents opportunities, teaches lessons and provides experiences to prepare participants to be leaders of tomorrow.”

– MOLLIE OWEN, SALES ASSOCIATE, HODGE & KITTRELL, AND 2010 TRLA GRADUATE

BY HEIDI KETLER

Leaders are made, not born.

This age-old wisdom was popularized in the 20th century by legendary football coach Vincent Lombardi, who said, “Leaders are made; they are not born.

They are made by hard effort, which is the price which all of us must pay to achieve any goal that is worthwhile.”

It applies across all arenas, whether on the football field, in the board room, in fellowship hall, in city hall, at the kitchen table.

Leadership Academy Is Training for Future Leaders 6

REALTOR® Review

So in 2008, the Triangle REALTORS® Leadership Academy was born as a way for professionals to develop leadership skills and the confidence to put them into action.

Currently, the fourth annual Leadership Academy is in session and in the home stretch. And plans for Leadership Academy 2012 are under way.

If a leadership position is in your short- or long-range plans, consider enrolling. The yearlong program starts every January and is comprised of a series of monthly courses taught by nationally recognized instructors at RRAR. Applications will be accepted soon.

Sights Set on Leadership “Leadership Academy presents opportunities, teaches lessons and provides experiences to prepare participants to be leaders of tomorrow,” says Mollie Owen, sales associate at Hodge & Kittrell (soon to be Hodge, Kittrell Sotheby’s International Realty) and 2010 TRLA graduate.

In the process, individuals learn about themselves. “You can better establish teams and accomplish goals once you identify your strengths and leadership style,” says Owen, who has been in the real estate profession for 15 years.

Participants also are introduced to real-life scenarios – sometimes venturing outside of their comfort zones – to learn how to handle situations more comfortably.

During the Ropes Course Allan Nielsen and Asa Fleming work together.

Summer 2011

nted to become more involved in leadership positions real estate community and felt this would help ce and fine tune my leadership skills.”

– MARK PARKER, FONVILLE MORISEY REALTY, TRLA CLASS OF 2011

“I particularly loved the communication style assessment. Not only did it reveal my communication style, but it also helped me understand how to communicate effectively with the many different types of personalities.”

– ASA FLEMING, BROKER, COLDWELL BANKER ADVANTAGE, AND 2008 TRLA GRADUATE

“(Leadership Academy) really has taught me to think outside the box and look at situations differently, which in turn will help resolve or make any situation better,” says Mark Parker of Fonville Morisey Realty. A real estate professional for 12 years, he is among the 2011 TRLA students.

Win-Win Benefit “Our local association leaders felt a program for developing leadership skills was something our association could and should offer its members as a benefit,” says Carolyn Kasdorf, vice president and sales office manager for Fonville Morisey Realty.

Kasdorf had participated in the North Carolina Association of REALTORS® Leadership Academy in 2006, prior to her term as 2007 RRAR president. Several other past RRAR presidents – Ross Rhudy, Eddie Speas, John Wood and Theresa Clark – had done the same to develop their leadership skills.

“We all felt the program was life changing and prepared us for our roles in our association,” says Kasdorf, She also was appointed by RRAR 2006 President Phyllis York Summer 2011

Brookshire to chair the task force that developed TRLA, and she went on to serve as the dean of the first TRLA class in 2008.

“One of the benefits of our program is the number of graduates who have decided to take more of a leadership role in the association than they had before,” says Kasdorf. “Other graduates of the program have run for political office. Some take a larger role in their offices or their churches or community clubs.”

Growth and Friendship Take it from some TRLA grads, great rewards come to those who make a serious commitment to Leadership Academy.

“Not only will being committed ensure you learn everything the academy has to offer, but will allow others to see that you are committed to becoming a better leader and person overall,” says Asa Fleming, broker, Coldwell Banker Advantage and 2008 TRLA graduate.

Mollie Owen and Mike Montpetit get creative trying to persuade the judge.

Owen, who had served as a member of the RRAR Communications Committee, is an example.

This year, she took on the role of committee chair.

“Plan ahead for each course to make sure you have all your business endeavors taken care of so that you can truly focus on the module for that day. Each class is so valuable you want to make sure you can give it your full attention,” says Christina Valkanoff, See LEADERSHIP ACADEMY on page 8 REALTOR® Review

7

KASDORF

“One of the benefits of our program is the number of graduates who have decided to take more of a leadership role in the association than they had before. During the leadership program, one learns how important the association is to the REALTOR® profession and how active it is and about its role in giving back to our community.”

– CAROLYN KASDORF, VICE PRESIDENT AND SALES OFFICE MANAGER, FONVILLE MORISEY REALTY, AND 2008 TRLA DEAN

LEADERSHIP ACADEMY continued from page 7

broker, Christina Valkanoff Realty Group, and 2010 TRLA graduate.

Graduates often point to new friendships as one of the great rewards.

Christy New and Margaret Sophie enjoy the presentation regarding communication skills.

“Leadership Academy takes hard work and persistence, but it’s also a lot of fun and you make great new friends along the way.

It’s an opportunity you don’t want to miss,” says Owen.

“Leadership academies help participants develop confidence and public speaking skills. Participants develop life goals and direction. Friendships are made that carry forward throughout your life,” says Kasdorf.

Kasdorf thanked RRAR Director of Education Cara Mottershead for her “crucial and critical” role in ensuring all aspects of the Leadership Academy are second to none. “I would put our program up against any other

2011 TRLA opening leadership concepts day.

leadership program for content and for results,” Kasdorf says.

Diana Braun, a broker with Real Living Pittman, will serve as dean of the TRLA Class of 2012.

Tune in to a new video promoting the personal and professional rewards of the Triangle REALTORS® Leadership Academy at www.rrar.com. Click here for more TRLA details.

“Leaders are made, not born.”

– VINCE LOMBARDI

8

REALTOR® Review

Summer 2011

y.

newsmakers

Presley, Sadler named to 2011 “30 Under 30”

Daley earns CIPS designation Pat Daley was recently awarded the prestigious Certified International Property Specialist (CIPS) designation.

Two area REALTORS® have been named among REALTOR® Magazine’s 2011 “30 Under 30.”

To earn the CIPS designation, REALTORS® must complete rigorous coursework devoted to learning cultural differences and international business practices.

They are Samara Presley of Smart Choice Realty Co. Inc. in Raleigh and Jessica Sadler of Urban Durham Realty in Durham.

Daley has been practicing real estate for nine years.

REALTOR® Magazine described the 2011 “30 Under 30” class as “a diverse crowd of young real estate professionals with several common threads: a willingness and determination to pass along their knowledge and teach others, an entrepreneurial spirit and the ambition to try something new and take risks.”

DALEY

This year marks the 11th anniversary of REALTOR Magazine’s “30 Under 30” program. Throughout the years, 360 rising young stars have been recognized for their commitment and dedication to the real estate industry. ®

Our community has suffered Ramsey appointed the loss of one of our beloved members, Patricia W. Juby to N.C. home Patricia Washburn Juby, 90, of Raleigh died July 28 at Rex Hospital. She was born in Waterville, inspector board Kan., on Dec. 18, 1920 to the late Clinton M. and

RAMSEY

Joseph B. Ramsey Jr. has been appointed to the North Carolina Home Inspector Licensure Board for a four-year term by the Speaker of the House.

Ramsey is a longtime member of the Raleigh Regional Association of REALTORS®, an appraiser and a vice president of the Raleigh division of Sentry Management. He is actively engaged in the management of homeowner associations within the Triangle market.

Summer 2011

Eilene V. Washburn.

Pat was an active REALTOR® for 60 years and was president of Pat Juby Inc. She was a member of the Raleigh Board of REALTORS® and a member of The Church of the Good Shepherd.

She is survived by three sons, Richard R. Juby Jr. and wife, Carolyn of Spring, Texas; Kenneth W. Juby of St. George, Va.; and Philip M. Juby and wife, Joanne of Dunn; five grandchildren; and two great grandchildren.

REALTOR® Review

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5 Ways to Prosper from Telling Real Estate Truths

BY BERNICE ROSS

Have you ever found yourself in a painful situation where it would have been convenient not to mention an issue that could be a problem to your clients? While you may never intend to intentionally deceive a client, failure to mention issues that may be relevant can be just as serious as an outright lie.

How many times in your real estate career have you glossed 10

REALTOR® Review

over a buyer’s inquiry about something negative with one of your listings? For example, did you forget to mention the noisy neighbors next door or perhaps the 100 pounds of honey the sellers removed from the beehive in the attic two years ago?

Sometimes not saying anything can be as dangerous to your real estate sales career as lying.

To illustrate this point, an agent took a listing on a hillside property.

When the buyers had their geologist inspect the property, the geologist warned that if there was a major earthquake, the property could collapse. The buyers backed out of the deal.

The second set of buyers elected not to conduct a geological inspection. The sellers and their agent did not provide the buyers with copies of the original geological report, according to a lawsuit filed by family members. Several months after the transaction closed, one of the new owners died when the property collapsed during a major earthquake.

Even if no lies are told about the condition of the property, an agent’s omission of a critical piece of information about the property can prove fatal.

Summer 2011

Fear is usually the reason that people hide the truth. The agent may fear either losing the deal or coping with the client’s anger. The agent justifies her behavior because she believes that addressing the issue head on will have greater negative consequences than not mentioning it at all.

The problem with glossing over the truth is twofold. First, as Mark Twain once said, “No one has a good enough memory to be a good liar.” Sooner or later, people who aren’t forthcoming about issues will eventually trip themselves up. When that happens, the agent has to clean up the original issue plus the fact that she chose to hide pertinent information from her clients.

Furthermore, when an agent glosses over the truth and then her client discovers it, the agent runs the risk of not only losing that client, but having her client’s negative experience broadcast across the social media as well.

Even worse, negative comments normally rise to the top in most online searches.

If glossing over the truth has such serious consequences, what makes it so common? In many cases, it’s viewed as the easy way out of a tough situation. The payoff for omission of an important fact (or outright deception) is generally the alleviation of

perceived short-term pain mixed with the belief that one won’t get caught.

5 Steps for telling

the truth, even when it hurts The next time you’re tempted to gloss over the truth, here are some simple steps to follow:

1 l

Awareness The first step in changing any behavior is awareness. Identify the times when you are tempted to gloss over a fact that you probably should share with your client.

Usually there is some sort of shortterm payoff tied to your desire to avoid the issue. If you can identify what that short-term payoff is (e.g., my deal will close and I’ll have the money to pay my bills this month), you will have a better chance of avoiding this behavior in the first place.

2 l

Cost of getting caught One of the greatest deterrents to glossing over the truth is to examine the consequences of what will happen if your client finds out from another source. Failure to disclose, or failure to behave in an ethical fashion, can cost you your license. Is it worth the risk?

Even if no lies are told about the condition of the property,

an agent’s omission

of a critical piece of information about the property can prove fatal.

Summer 2011

3 l

Like attracts like When you deal with clients who are cutting corners on honesty – or you are the one cutting corners – you put your reputation and your career on the line.

4 l

Americans value “fixing it” Research from Clotaire Rapaille, the marketing consultant to 50 of the Fortune 100 companies, shows that Americans actually rank products, services and salespeople higher when there is a problem and the person fixes it.

Consequently, when a client has a problem, the simple way to take care of it is to say, “It was never my intention to make you angry. What can I do to fix it?”

Notice that there is no blame here, only an offer to do your best to make the situation right on behalf of the client.

5 l

If you fall off the wagon...

It often takes time to change a habit. If you catch yourself glossing over the truth, use it as a learning experience to help you make a better choice next time. While it may be easy to judge yourself or others for this behavior, remember that this behavior is almost always fear-based.

While the cost for glossing over the truth may appear small at the front end, the potential for damage to you and your business is so severe that it’s simply not worth the risk.

Bernice Ross, chief executive officer of RealEstateCoach.com, is a national speaker, trainer and author of the National Association of REALTORS®’ No.1 best seller, Real Estate Dough: Your Recipe for Real Estate Success.

Hear Ross’ five-minute daily real estate show, just named “new and notable” by iTunes, at www.RealEstateCoachRadio.com.

You can contact her at Bernice@RealEstateCoach.com or @BRoss on Twitter.

REALTOR® Review

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Local Market Update – June 2011 A RESEARCH TOOL PROVIDED BY TRIANGLE MLS

Entire Triangle Region

- 13.4%

- 20.0%

- 4.6%

Change in New Listings

Change in Closed Sales

Change in Median Sales Price

June

Year to Date

2010

2011

+/–

2010

2011

+/–

3,872

3,353

- 13.4%

26,843

22,140

- 17.5%

New Listings Closed Sales

2,724

2,178

- 20.0%

11,726

9,699

- 17.3%

Median Sales Price*

$199,890

$190,750

- 4.6%

$186,000

$185,000

- 0.5%

Average Sales Price*

$239,852

$232,622

- 3.0%

$224,457

$222,887

- 0.7%

Total Dollar Volume (in millions)*

$653.4

$505.4

- 22.6%

$2,630.2

$2,159.0

- 17.9%

Percent of Original List Price Received*

93.2%

92.6%

- 0.6%

92.7%

92.1%

- 0.7%

Percent of List Price Received*

96.9%

96.3%

- 0.6%

96.5%

96.2%

- 0.3%

99

118

+ 19.8%

102

125

+ 23.1%

Inventory of Homes for Sale

20,057

17,448

- 13.0%

--

--

--

Months Supply of Inventory

10.2

11.4

+ 11.6%

--

--

--

Days on Market Until Sale

* Does not account for seller concessions. | Activity for one month can sometimes look extreme due to small sample size.

2010

June 3 872 3,872

2011

2010

Year to Date

2011

26 843 26,843 3,353

22,140 2,724

- 13.4% New Listings

2,178

11,726

- 17.5% New Listings

- 20.0% Closed Sales

9,699

- 17.3% Closed Sales

Change in Median Sales Price from Prior Year (6-Month Average)**

All MLS

b

Entire Triangle Region

a

+ 10% + 8% + 6% + 4% + 2% 0% - 2% - 4% - 6% - 8% 1-2008

7-2008

1-2009

7-2009

1-2010

7-2010

1-2011

** Each dot represents the change in median sales price from the prior year using a 6-month weighted average. This means that each of the 6 months used in a dot are proportioned according to their share of sales during that period period. | All data provided by Triangle Multiple Listing Service Service, Inc Inc. | Powered by 10K Research and Marketing Marketing.

For further information regarding TMLS Market Trends and Analysis please visit: www.trianglemls.com

12

REALTOR® Review

Summer 2011

Local Market Update – June 2011 A RESEARCH TOOL PROVIDED BY TRIANGLE MLS

Wake County

- 10.5%

- 17.5%

+ 2.3%

Change in New Listings

Change in Closed Sales

Change in Median Sales Price

June

Year to Date

2010

2011

+/–

2010

2011

+/–

New Listings

1,990

1,781

- 10.5%

13,989

11,442

- 18.2%

Closed Sales

1,409

1,163

- 17.5%

6,347

5,126

- 19.2%

Median Sales Price*

$219,900

$224,950

+ 2.3%

$207,900

$208,000

+ 0.0%

Average Sales Price*

$263,517

$260,313

- 1.2%

$250,074

$245,718

- 1.7%

Total Dollar Volume (in millions)*

$371.3

$302.5

- 18.5%

$1,587.4

$1,259.6

- 20.6%

Percent of Original List Price Received*

93.3%

93.6%

+ 0.4%

93.3%

92.9%

- 0.4%

Percent of List Price Received*

97.2%

96.7%

- 0.4%

97.1%

96.8%

- 0.3%

98

114

+ 16.2%

100

121

+ 20.0%

Inventory of Homes for Sale

9,805

8,287

- 15.5%

--

--

--

Months Supply of Inventory

9.1

10.3

+ 13.9%

--

--

--

Days on Market Until Sale

* Does not account for seller concessions. | Activity for one month can sometimes look extreme due to small sample size.

2010

June 1,990

2011

2010

Year to Date

2011

13 989 13,989 11,442

1,781 1,409

- 10.5% New Listings

1,163

6,347

- 18.2% New Listings

- 17.5% Closed Sales

5,126

- 19.2% Closed Sales

Change in Median Sales Price from Prior Year (6-Month Average)**

All MLS

b

Wake County

a

+ 15%

+ 10%

+ 5%

0%

- 5%

- 10% 1-2008

7-2008

1-2009

7-2009

1-2010

7-2010

1-2011

** Each dot represents the change in median sales price from the prior year using a 6-month weighted average. This means that each of the 6 months used in a dot are proportioned according to their share of sales during that period period. | All data provided by Triangle Multiple Listing Service Service, Inc Inc. | Powered by 10K Research and Marketing Marketing.

For further information regarding TMLS Market Trends and Analysis please visit: www.trianglemls.com

Summer 2011

REALTOR® Review

13

Summin

BY TOM FLANAGAN

Google launched the new Google+ social platform June 28. The service started as invitation-only, and with little to no marketing efforts. It was forced to shut off the invitation mechanism due to the large volume of requests.

I’ve been following the conversations regarding the new application and it’s been interesting listening to both the positive and negative feedback. Kristen Burnham, of the Web 2.0 Advisor blog at CIO.com, declared that “Users 14

REALTOR® Review

don’t want another social network. What they want is a better social network.”

are many things Google isn’t good at. Most of them involve social things.

On the flip side, I was surprised to learn that Kevin Rose, entrepreneur and co-founder of Digg, decided to forward his blog’s domain name to his Google+ profile.

I’ve been using Google+ for a couple of weeks now and I have to admit that it has a different feel than its previous social products.

Let’s take a look at some of the features and see what differentiates Google+ from Facebook and Twitter:

After numerous failed attempts in social media (Google Wave, Buzz and Dodgeball), there is a lot at stake for Google with this new platform. As Inman News columnist Gahlord Dewald stated in “Google +1: A Social Solution for the Search Giant?” there

1. Circles Google+ is based on a “circle” analogy, and this is where Google’s philosophy on sharing Summer 2011

ng up Google + differs from Facebook. As stated in the interactive demo, “Circles makes it easy to put your friends from Saturday night in one circle, your parents in another,and your boss in a circle by himself – just like real life.”

Unlike Facebook, where a user broadcasts updates to a large audience, Google+ allows a user to break their “friends” into subgroups. These groups can be family, friends, co-workers, etc.

This allows for very targeted conversations.

2. Stream The Google+ Stream is very similar to the standard timeline you’ve come to expect. However, your Circles are displayed, enabling a user to select and view a Stream for that particular circle. This is actually a very nice feature.

You can also update your status here and you are not bound by the 140-character limit of Twitter. Some users may love this – personally, I’ve grown to appreciate that number. Adding photos, videos and location is super easy, but there are some missing elements, including an accessible RSS feed. It will be interesting to see Google expand this module.

3. Hangouts Hangouts is a video chat module Summer 2011

that allows for group videoconferencing. As you may know, Facebook recently partnered with Skype to bring video chat to Facebook, and TechCrunch wrote an in-depth article, “Facebook Video Chat vs. Google Hangouts: It’s No Contest,” which covers these features in detail.

Essentially, Facebook supports one-on-one video conversations and Hangouts allows group chats. In fact, up to 10 people are supported. I tested this module and quickly discovered that performance and quality are greatly enhanced with a highspeed Internet connection. This is an intriguing feature that could have a ton of potential for remote team meetings.

To access your privacy settings, click the “gear” icon at the top right, select “settings,” followed by “profile” and “privacy.” Here you can customize everything from notifications to visibility.

4. Sparks

What I found most intriguing about the announcement was the availability of rich analytics and connection to other products, such as Google AdWords.

Sparks is another useful feature.

Just enter a topic, click “search,” and articles from across the Web regarding that topic are streamed into the Sparks module. Topics are automatically saved and can be accessed at any time. You can be specific in creating Sparks.

I was surprised at the different results displayed for “real estate marketing” and other industryrelated terms.

5. Privacy As with all social networking services, configuring your privacy settings in Google+ is imperative.

Although Google is focused on the consumer experience, it announced via YouTube that it is developing plans for a business experience on Google+ that will be released later this year.

It is certainly too early to predict if consumers will adapt to Google+. Is it a Facebook and Twitter “killer?” I doubt it. As real estate professionals, do you have room in your busy lives for another social network?

I’d love to hear your thoughts.

Leave a comment and let me know.

Tom Flanagan is the director of information technology at Residential Properties Ltd. in Providence, R.I. He can be reached REALTOR® Review

15

WELCOME NEW MEMBERS James F. Anderson, Fuller Land & Development Zachary J. Angle, Fonville Morisey Jaclyn C. Bakich, Fuller Land & Development Louise C. Ballantyne, Alford Law Firm P.L.L.C. Neal W. Barnett, List 2 Sell Realty B.J. Barratt, Fonville Morisey Shannon P. Bauer, Pan Realty L.L.C. Jayme-Lee A. Beliveau, Fathom Realty Kartik S. Bhavsar, Pan Realty L.L.C. Brad A. Boone, Fathom Realty Jeffery Booth, Howard Perry and Walston Realty Laura A. Bourbonnais, Regan & Co. Richard N. Bowen Jr., Golden Realty & Management Elizabeth Bowes, Block & Associates Realty Phillip M. Britt, Howard Perry and Walston Realty Laura Y. Britton, Allen Tate Co. Inc. Laura N. Brooks, Allen Tate Co. Inc. Janet Campbell, Fonville Morisey Danila Chibbra, Fonville Morisey James Cho, Metrobrokers R.P.M. Inc. Dennis R. Coley, Exit Realty First Choice Jason W. Compton, Fonville Morisey Joan B. Davis, Prudential York Simpson Underwood Phyllis C. Davis, Phyllis Davis, Appraiser John C. Davison, Fonville Morisey Carmen L. Dawes, Red Door Co. Johnny L. Dawkins, Hodge & Kittrell Inc. Realtor Michael E. Dooley, Howard Perry and Walston Realty Mert C. Dunne, Allen Tate Co. Inc. Emad Elbialy, Howard Perry and Walston Realty James G. Ellis, Regan & Co. Jolene D. Ellithorpe, Fonville Morisey Gail L. Eluwa, G&J Realty L.L.C. Lisa A. Fain, Fonville Morisey Dustin T. Faithful, Howard Perry and Walston Realty Wilson Fausel, Right Step Home Inspections Thomas N. Fischetti, Keller Williams Preferred Joan W. Fortin, Fonville Morisey Kimberlie E. Fowler, Carpenter Real Estate Group Stan A. Gallagher. Smith, Howard Perry and Walston Realty Jolinda K. Gibson, Keller Williams Realty James M. Gilliam, Insight Real Estate

Peter M. Gitto, Equity Saver Plus Realty Matthew Glaberman, Allen Tate Co. Inc. Steven L. Gunter, Howard Perry and Walston Realty David Hall, Fonville Morisey Robert Q. Hall, Treeline Properties & Realty Dorian F. Hamilton, Allen Tate Co. Inc. Lindsay N. Hanson, Coldwell Banker Advantage Darlene Harrings, Howard Perry and Walston Realty Beverly Heinzen, Howard Perry and Walston Realty Mitchell D. Henson, Champion Realty Inc. Mary Ellen Holleran, Holleran Real Estate & Consulting Marianne Howell-Wright, Triangle Area Real Estate Joseph H. Hunter, Howard Perry and Walston Realty Ralph L. Hutzler, CityGate Real Estate Services Tracy Isacco, Chadwick Carolinas Realty Group Adam L. Jarrell, List 2 Sell Realty Don A. Johnson, Keller Williams Kimberly C. Johnson, A+ Appraisal Service Joan M. Jones, Adams Homes Realty Inc. Patricia D. Kiley, Weichert Realtors-Triangle Kristen E. Kincade, Prudential York Simpson Underwood Mary A. LaFon, Pan Realty L.L.C. Elizabeth E. Landers, Allen Tate Co. Inc. Catherine L. LaVelle, Allen Tate Co. Inc. John M. Lees, Zip Realty Inc. Xiaojuan Li, Eastern Property Corp.

Patricia D. Loflin, Zip Realty Inc. Mahipal R. Maale, Raleigh Cary Realty Inc. Gary J. Markham, Keller Williams Kara M. Marquardt, Prudential York Simpson Underwood Cara L. Martin, Howard Perry and Walston Realty Andrew D. McCullough, Garrett Singletary Realty Pamela W. McFadden, Chatham Homes Realty Michael L. Miller, RDU Realty Stacy R. Millon, LaChapelle Properties L.L.C. Irene Mistretta, Centex Realty Co. Ashley E. Monaco, Keller Williams Rebecca W. Mooney, Regan & Co. Phyllis B. Moy, Howard Perry and Walston Realty

Matthew Nowak, Fonville Morisey Devon Okafor, Howard Perry and Walston Realty Dharmesh C. Patel, West Cary Realty Steve Percy, Vanderbilt Realty Donita R. Peters, D.R. Horton Inc. Lauren E. Peters, C-21 Becky Medlin Realty Michael R. Petersen, Michael R. Petersen, Appraiser Phyllis J. Pike, Lennar Carolinas L.L.C. Hershal Pleasant, Re/Max Integrity Stewart R. Price, Hannen Carter Realty Tinishia S. Pugh, Pulte Home Corp.

Dorothy D. Rainey, Fonville Morisey Jennifer M. Rivera, Howard Perry and Walston Realtor Ayana D. Robinson, Robinson Realty Renee Rotthoff, Exit Select Realty Grayson G. Russell, Insight Real Estate Hugh F. Russell, D.R. Horton Inc. Lori Russell, Standard Pacific Carolinas L.L.C. Mark Russell, ERA Pacesetters Realty Audrey R. Sanders, Tri-City Realty David T. Servoss, Builders Choice Real Estate Jessica A. Shaffer, Keller Williams Carol A. Sherman, M/I Homes of Raleigh L.L.C. Casey B. Sikes, Keller Williams Realty Meena Sood, BB&T Ritu D. Srivastava, Fonville Morisey/ Preston Sales Robin M. Stirewalt, Mungo Homes of North Carolina Tamika Thaxton, Fonville Morisey Kerry Thompson, Pulte Home Corp.

Everette W. Underwood, M/I Homes of Raleigh L.L.C. Stephanie K. Vickery, Ashton Woods Homes Aaron Voss, Keller Williams Preferred Keith Wall, Keller Williams Gregg D. Warren, Howard Perry and Walston Realty Victoria L. Warren, Howard Perry and Walston Realty Rebecca H. Watkins, Fonville Morisey Jessica B. Wescoe, HomeTowne Realty Garner Johanna White, Fonville Morisey Kenneth L. Williams, Allen Tate Co. Inc. Jennie D. Zdenek, Providence Realty Group L.L.C.

If you would like to sponsor a new member orientation, please contact Betsy Ramsey at (919) 654-5400.

16

REALTOR速 Review

Summer 2011

Join Us For A Lunch & Learn!

RRAR, Centex Homes & Suntrust Mortgage present:

Understanding & Selling Homes with Down Payment Assistance & 100% Financing

August 17th, 10:00 am - 12:00 pm RRAR, 111 Realtors Way, Cary, NC Presentations will include: USDA: Patricia Gibson Reviewing the benefits, areas covered and guidelines of the USDA brokered and direct programs for Wake County

North Carolina Housing Finance Agency: Rob Rusczak Reviewing the benefits, areas covered and guidelines of the NC Housing Finance DPA Programs and MCC Credits

City of Raleigh Homeownership Program: Janell Cabreal Understanding the guidelines for the down payment assistance program in Raleigh

DHIC: Sheila Porter Designated Credit counseling agency that works with the City of Raleigh

Other Loan Programs: Cathy Edwards of Suntrust Mortgage Will speak to the Suntrust No MI Affordable Housing Program where the down payment may come from the builder as a gift

RSVP by Aug 12th to http://www.rrar.com/event-view.cfm/id/236/date/1056

Lunch to be provided by Catering Works!

Photographs are for illustrative purposes only and are not necessarily intended to be an actual representation of any particular community, neighborhood or the completed improvements being offered. Terms, prices and availability are subject to change or withdraw without notice or obligation. Additional conditions or restrictions may apply. See a Centex Homes sales representative for details. This material shall not constitute a valid offer in any state where prior registration is required, or void by law.Š Copyright 2011 Centex Homes. All rights reserved.

bits & pieces • 100% Made in the USA

‘Coming Soon’ Signs NOW Available at your Realtor® Store

• Peel ‘n Stick surface for business card • Dec. 2011 – Dec. 2012 • Bonus October/November lead-in page • Mailing envelopes included

Make sure to check rules for use.

The Perfect Gift at the Perfect Price!

Magnetic Holiday Calendars

• Full color card stock cover Call 919-654-7253 to order or save the shipping fee and come into the store to pick from one of 9 beautiful cover designs!

Early Bird Pricing through October Pack of 20 calendars: @$10 (reg.$12 a pack) 100 calendars (1 case): @$43 (reg. $60/case) 200 - 400 calendars: @$39/case 500+ calendars: @$38/case

RIGHT STEP HOME INSPECTIONS INC Helping Your Customer Make An Informed Decision On Their Home While Helping You Make The Sale Serving Central North Carolina Evening and Weekend Appointments Available •NC License # 2664 •General Liability Insurance •Reports Within 48 Hours •Radon Testing •Payment at Closing (call for details)

Wilson Fausel Owner/Inspector 919-417-0441

www.rightstephomeinspections.com 18

REALTOR® Review

Email: wfausel@nc.rr.com Summer 2011

SECOND ANNUAL

MARK YOUR CALENDAR FOR TUESDAY, OCTOBER 4th

REALTORS®

DINE OUT

and

THURSDAY, OCTOBER 6th

PRESENTED BY THE REALTOR® FOUNDATION OF THE TRIANGLE COMMUNITY SERVICE COMMITTEE

The Raleigh Regional Association of REALTORS® needs your help to raise money for our annual Project Angel Tree. The Community Service Committee is proud to partner with GREAT RESTAURANTS in the Triangle to raise funds to support this amazing cause.

HOW YOU CAN HELP: All you have to do is BE HUNGRY! Simply plan to dine out at any participating restaurant on either TUESDAY, OCTOBER 4TH OR THURSDAY, OCTOBER 6TH. The restaurant will donate a percentage of their food sales on those dates to support our Project Angel Tree efforts.

PARTICIPATING RESTAURANTS AND LOCATIONS:

TO BE ANNOUNCED. Watch www.RRAR.com for further information and announcements.

Project

REALTORS® DINE OUT CONTACT Summer 2011 Vicki Buckholz • 919-654-5400 • VickiB@RRAR.COM

Tree

REALTOR® Review

19

RRAR events

Mandatory Update, 8:30 a.m. to 12:30 p.m.

2010-2011 Broker-in-Charge Annual Review (BICAR), 1:30 p.m. to 5:30 p.m.

25 Triangle Community Coalition (TCC) “Meet the Candidates”

28 TCAR Showcase, 11:30 a.m. to 1 p.m., Southpark Village, Holly Springs

October

August

1 Triangle MLS 4th quarter user fee due

10 Leadership Academy

3-7 Board Officer and Director Elections

15 -19 Candidate Interviews 16 Community Service Committee, noon

4&6 REALTORS® Dine Out Nights (benefiting

The Angel Tree Project)

17 Small Broker’s Council, 8:45 a.m. to 10 a.m.

5 Women’s Council of REALTORS®, 8:30 a.m.

Understanding & Selling Homes with Down Payment Assistance, 10 a.m. to noon

6 New Member Orientation, 8:30 a.m. to 3 p.m.

18 New Member Orientation, 8:30 a.m. to 3 p.m.

September

7 Housing Hero Seminar, 9:00 a.m. to 10:30 a.m.

10 Housing Opportunity Committee, 9:30 a.m.

12 Mandatory Update, 8:30 a.m. to 12:30 p.m.

1 New Member Orientation, 8:30 a.m. to 3 p.m.

6th Annual Joint Networking Event, 5:30 p.m. to 7:30 p.m., Capital Center Building, Raleigh

Elective: Short Sale Negotiations, 1:30 p.m. to 5:30 p.m.

13-14 Leadership Academy

7 Women’s Council of REALTORS , 8:30 a.m.

18 Community Service Committee, noon

8 Property Management Council, 11:30 a.m.

19 Small Broker’s Council, 8:45 a.m. to 10 a.m.

12 Successfully Selling HUD Homes

TICOR, 11:30 a.m.

Housing Opportunity Committee, 9:30 a.m.

20 New Member Orientation, 8:30 a.m. to 3 p.m.

15 New Member Orientation, 8:30 a.m. to 3 p.m.

20-21 Certified Distressed Property Expert

1st Annual Triangle Area “Meet Your Candidates” Mixer, 5 p.m. to 7 p.m., One Eleven Place, Cary

24 REALTOR® Foundation of the Triangle, noon to 3 p.m.

16 Leadership Academy

25 2011 Real Estate Trends, 8:30 a.m. to noon

20 Community Service Committee, noon 21 Small Broker’s Council, 8:45 a.m. to 10 a.m.

26 New Short Sale Guidelines – Bob McManus Group, 9 a.m. to noon p.m.

Triangle International Council of REALTORS® (TICOR), 11:30 a.m. to 1:30 p.m.

Events will be at RRAR offices unless otherwise noted.

Dates are subject to change.

®

20

REALTOR® Review

Summer 2011

Real Estate Trends October 25, 2011

Summer 2011

REALTOR速 Review

21