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REALTORreview ®

An e-publication of the Raleigh Regional Association of REALTORS®

RRAR Board Elections, Legislative Update, RPAC and more…

SUMMER 2012


Presents

“Take Your Real Estate Online”

Date: September 12, 2012 Time: 9:00 AM – 1:00 PM Breakfast: 8:30 AM

Social Media can be a great tool for building and maintaining relationships with your clients. This class is a basic overview of the Social Media platforms including Facebook, Twitter, Pinterest, Video, etc. You will get an introduction to each platform and our thoughts on how they can be used in your real estate business.

Raleigh Regional Association of REALTORS®

Location:

111 Realtors Way, Cary NC

Register by September 7th: RRAR.com Questions Betsy betsyr@rrar.com

Laurie Davis is a REALTOR®, Social Media/Tech Trainer, Speaker and GEEKY! She is a buyer specialist for The Shannon Stites Team in Pinehurst, NC and currently serves as Director on the Pinehurst/Southern Pines Area Assoc. of Realtors and the Board of Directors. Laurie has presented Agent Reboot and RE Tech South, and participated as Inman Connect Social Media Ambassador at ICSF 2011 and ICNY 2012. Lisa Archer is a REALTOR®, Internet Marketing & Social Media/Tech Trainer, Speaker and GEEKY! She is a currently head of Team Ludlow Realty with KW in Charlotte, NC. Lisa has spoken at Agent Reboot, Inman Connect, and Keller Williams Mega Camp among numerous other real estate events.

Special Thanks to Our Event Sponsors: REALTOR Review ®

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REALTOR

RALEIGH REGIONAL ASSOCIATION OF REALTORS®

®

review

SUMMER 2012, VOL. 4, NO. 3

features

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RPAC IS A VITAL INVESTMENT PresidentElect Asa Fleming’s appreciation for RPAC and its ability to deliver returns for members has soared since becoming chair.

111 Realtors Way, Cary, N.C. 27513 Phone: 919-654-5400; Fax: 919-654-5401 www.rrar.com RRAR OFFICERS Stacey Anfindsen, President Marshall Gay, Vice President Asa Fleming, President-Elect

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7 WAYS TO HELP BUYERS WIN IN MULTIPLE OFFER SITUATIONS Recognizing that it’s more difficult to represent your buyer in this situation, Bernice Ross offers advice on a battle plan for success.

Mollie Owen, Secretary/Treasurer

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TIME TO SELECT 2013 LEADERSHIP Get ready to vote online for the Raleigh Regional Association of REALTORS® executive officers and directors of your choice!

Linda Trevor, Immediate Past President RRAR DIRECTORS Vince Bankoski

Linda Kolarov

Autumne Bennette

Carol McCormick

Phyllis Brookshire

Gina Miller

Kelly Cobb

John Pace

David Chance

Mark Parker

Steina DeAndrade

Teresa Pitt

Harriette Doggett

Zach Schabot

Tom Gongaware

Jose Serrano

Becky Harper

Josh Swindell

Grayson Hodge

Kevin Woody

Morty Jayson REALTOR® FOUNDATION OF THE TRIANGLE OFFICERS President: Marshall Gay President-Elect: Theresa Clark Secretary/treasurer: Vince Bankoski NCAR REGIONAL VICE PRESIDENTS Theresa Clark

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Harriette Doggett

NAR DIRECTORS

DINE OUT SEPT. 18 & 20 TO RAISE HOLIDAY SPIRITS FOR KIDS IN NEED This year’s event is destined to generate funds and smiles, with a variety of participating restaurants and a photo contest, not to mention the great cause!

Eddie Brown

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John Wood

TRIANGLE REALTORS® LEADERSHIP ACADEMY DEAN Diana Braun

4 TIPS FOR WRITING POWERFUL REAL ESTATE COPY Tips on writing savvy headlines that appeal to buyers on three levels includes use of an online headline analyzer.

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 2012 by the Raleigh Regional Association of REALTORS®.

departments 10 16 18 19 21

Legislative Wrapup

ON THE COVER: Kathie Yllanes, (left) and Connie Coraile, (right) invite colleagues to Dine Out for Angels Sept. 18 and Sept. 20. Gypsy’s is one of the many participating restaurants.

All rights reserved. REALTOR® REVIEW STAFF: Patricia Gregory Rand, managing editor, patriciar@rrar.com Heidi Ketler, APR, editor, hketler@verizon.net

Local Market Update

Sandee Washington, communications associate, sandeew@rrar.com

Welcome

Shelly Beck, graphic designer, sbdesign@cox.net

Bits & Pieces

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

RRAR Events

rrar.com REALTOR Review ®

Preliminary Identity Colors

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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.

One of the main responsibilities of the president-elect is to serve as chair of the REALTOR® Political Action Committee, which Asa Fleming supports candidates that advocate for our association’s legislative policies. As chair, I have had the opportunity to visit member offices to help increase awareness of the value of RPAC and the importance of investing in RPAC. Today, after working closely with RPAC members and trustee Laurie Donofrio, I have an even greater appreciation for its mission and those who work to make it happen. RPAC protects the rights of homeownership by supporting political candidates who advocate for private property rights. It exists only through the voluntary contributions of members of the Raleigh Regional Association of REALTORS®. Your investment in RPAC joins the contributions of nearly 1 million REALTORS® nationwide. An impressive total goes a long way toward assuring a proactive and vigilant advocacy for our industry and warding off onerous regulation. Here are examples of how investment in RPAC delivers great returns for you and your business. BANKS IN REAL ESTATE: Battled eight years for passage of legislation in 2009 to permanently keep banking conglomerates out of real estate brokerage. This saved the average real estate

professional $5,400 annually. CONFORMING MORTGAGE LOAN LIMIT INCREASE: Passage of legislation that increased the Fannie and Freddie conforming mortgage loan limits. The act increased the earnings of the average real estate professional by $6,250 last year. DISTRESSED SALES TAX RELIEF: Passage of legislation that provided $606 million in tax relief through 2012 to homeowners who were forced to sell their homes for less than the amount of the outstanding mortgages. Unlike before, if the lender forgives some portion of the mortgage, the forgiven amount won’t be taxed as income. The relief applies to short sales, foreclosures and workouts of existing mortgages on principal residences. Like it or not, the United States government needs to be viewed as a business partner. It is up to each of us to contribute to that partnership. The fair share for each of us is $25… or whatever you can afford at this time. If it’s less than $25, consider the fair share next year. My thanks to all those who give as much as they are able. Additionally, I hope you’ll join us for the Craft Beer & Chili Festival on Oct. 11. This social event will provide a fun way for members to contribute to RPAC. Visit www.rrar.com for details. Asa Fleming, RRAR President-Elect, RPAC Chair REALTOR Review ®

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VISION STATEMENT “Anticipating and meeting the opportunities and challenges of our industry.” RRAR 2012 COMMITTEE CHAIRS Bylaws: Asa Fleming Building: Stacey Anfindsen Communications & Public Relations: Carol McCormick Community Service: Frank DeRonja Government Affairs: Bill Fletcher RPAC: Asa Fleming Personnel: John Wood Grievance: Autumne Bennett, Suzanne Burton, Nancy Cashwell, Margaret Sophie Hall of Fame: Ed Willer Nominating: Gary Rabon RRAR 2012 COUNCIL CHAIRS Women’s Council: Lynn Gardiner International Council: Mike Humphreys Top Producers Council: Co-Chairs Shawn Britt and John Wood Small Brokers Council: Chair Brenda Carroll Young Professionals Network: Co-Chairs Autumne Bennett and Aquene Hernandez 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 Sandee Washington, Ext. 238, sandeew@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 Clodfelter, Ext. 221, randic@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


THIRD ANNUAL...

TUESDAY, SEPTEMBER 18 and THURSDAY, SEPTEMBER 20

DINE OUT

...FOR ANGELS!

The REALTOR® Foundation of the Triangle, along with the restaurants listed below, need your help to raise money for our annual Project Angel Tree. Visit www.RRAR.com for details regarding participating locations/hours. Click a Restaurant Logo to be taken to their web site.

Cameron Village, Raleigh Reedy Creek Plaza, Cary

City Market, Raleigh

Seaboard Station, Downtown Raleigh

North Hills Mall, Raleigh

Harrison Pointe, Cary Davis Drive, Morrisville Creamery Building, Raleigh

Stone Creek Village, Cary

Buck Jones Road, Raleigh

HOW TO HELP:

Spring Forest Road, Raleigh

1. DINE OUT at any of these restaurants on TUESDAY, SEPTEMBER 18TH or THURSDAY, SEPTEMBER 20TH. (Note: Gypsy’s Shiny Diner will participate on September 20th only, following remodeling.) The restaurants will donate 5% of their sales from both dates to Project Angel Tree. 100% of the donations will be used to purchase holiday gifts for children in need. 2. TELL THE RESTAURANT that you are “Dining Out for the Angels!” 3. SPREAD THE WORD! Diners need not be REALTORS®, so please help by spreading the word to family, friends and everyone you know. Scan for electronic version of this flyer.

DINE OUT FOR ANGELS CONTACT Review l 4 l summer 2012 Vicki Buckholz • 919-654-5400REALTOR • VickiB@RRAR.COM ®


Se

Creamery Building, Raleigh

Buck Jones Road, Raleigh

Sept. 18 and 20

DINE OUT to Raise Holiday Spirits for Kids in Need The REALTOR® Foundation of the Triangle is teaming up with local restaurants to raise funds for its annual Project Angel Tree, a holiday gift-donation initiative for children in need Tuesday, Sept. 18, and Thursday, Sept. 20.

City Market, Raleigh

Participating restaurants will donate 5 percent of sales to Project Angel Tree on both dates.

used to buy gifts for the children.

This feel-good event gives diners lots of reasons to smile, including a photo contest - new this year! Snap a photo of you and your guests so it includes restaurant signage and follow the submission guidelines for a chance to win $50 restaurant gift cards or the $100 grand-prize gift card.

the holiday season,” says Marshall Gay, president of the REALTOR® Foundation of the Triangle.

North Hills Mall, Raleigh

Check these links for an updated list of participating restaurants, hours and locations, and click on the Dine Out logo:

HOWhttp://www.realtorfoundationTO HELP: ofthetriangle.org

DINE OUT at any of these restaurants on TUESDAY, SEPTE www.rrar.com Restaurants are still joining Diners should mention they are Restaurant owners interested THthe SEPTEMBER 20were: . (Note: Diner will participa cause. Early participants dining out Gypsy’s for angels. The Shiny comin partnering with the REALTOR munity is encouraged to join Foundation of the Triangle in Dine 18 Seaboard Battistella’s following remodeling.) The restaurants will donate 5% of their sa the effort and eat out for Project Out are asked to send an e-mail Spring Rolls Tossed Angel Tree. to vickib@rrar.com for information. Cantina 18 100% zpizza of the donations will be used to purchase holiday Angel Tree. “The REALTORS are appreciaFor more information about ®

The Big Easy (Cary location) Gypsy’s Shiny Diner Joel Lane’s Public House The children are “adopted” through the Friends of the Wake County Guardian ad Litem Program. All of the donated funds are

®

tive of the participating restaurants the Wake Country Angel Tree TELL THE RESTAURANT thatto you are “Dining Out for the Ang giving back the community Project, visit: through their involvement in Dine Out for Angels. We also are very grateful for the public’s support of our efforts to help needy children through Project Angel Tree during

www.friendsofwakegal.org/ guardian-angel-project/

SPREAD THE WORD! Diners need not be REALTORS®, so please Scan this code for family, friends and everyone you know. Scan more details.

DINE OUT FOR ANGELS CONTACT Vicki Buckholz • 919-654-5400 • VickiB@RRAR.COM REALTOR Review ®

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WIN A $50 OR $100 RESTAURANT GIFT CARD! HOW TO WIN: 1. Gather 5 or more people for Dine Out for Angels on September 18 or 20 and dine at one of the participating restaurants as a group. 2. Snap a photo of your group at the restaurant. The photo should show at which restaurant at you ate, e.g., hold up menus or get the chef in the photo! Just show us that you Dined Out for Angels and where. 3. Submit your photo. Every person who submits a group photo will be entered into the drawing. To submit your photo:  Go to your Facebook page, type in “Raleigh Regional Association of REALTORS®” to be taken to RRAR’s page, and post your photo, your name and the restaurant name in the “Write Something…” box!  Or email your photo to sandeew@rrar.com. PRIZES: 1. Three (3) $50 Gift Card winners will be drawn from all submissions. 2. One (1) $100 Grand Prize Gift Card will go to the person who gathers the largest group of friends to Dine Out for Angels, so be sure to get everyone in your party in the photo! RULES:  Photos must be taken on September 18 or 20 only.  Photos must be submitted no later than midnight on Friday, September 21.  Winners will be announced on www.RRAR.com on Monday, September 24.  Winners receive a gift card to their choice of Dine Out for Angels participating restaurants.

Special Thanks to Our Wonderful Contest Sponsors:

Contact: Belinda Wells Contact: Lorraine Piechnik

Contact: Robbie Rivardo

Grand Prize Sponsor! Contact: Michele Zelvis


7 WAYS TO HELP

BUYERS WIN in Multiple-Offer Situations

BY BERNICE ROSS

While most agents dread being in a multiple-offer situation where they represent the buyers, in many cases it’s much easier than representing the sellers. To win the house for your buyers, you need a battle plan. Personally, I always found it much easier to represent the buyers rather than sellers on multiple offers. Here are seven key steps for creating a battle plan that will help you become the winning agent.

1. Address the buyers’ multiple-offer strategy right from the start When you conduct your buyer’s interview, address the possibility that there could be multiple offers on the property the buyers want. Here’s what to say: “Mr. and Mrs. Buyer, the market has been improving and we have begun seeing multiple offers again. If there are multiple offers on the property you want, how would you like me to negotiate on your behalf? Here are your options. First, you can continue the negoREALTOR Review ®

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tiation as if no one else is making an offer. Second, if you really want the house, you can offer close to asking price. If you can’t live without this house, then it’s smart to probably offer full price or a little bit over asking price. The final option is to walk away if someone else puts in a bid. How would you like me to handle this situation if it occurred?” Having this conversation and writing down the buyers’ preferences is a great way to avoid difficulties if the actual situation occurs. See 7 WAYS TO HELP on page 9


The Law Office of

Jonathan Richardson

Attorney at Law

SHORT SALE CLOSINGS Listing Agents Services •Write and revise the HUD for submission to the Bank •Verify all encumbrances on the property (mortgages, liens, judgments, taxes, HOA dues, etc.) •Negotiate all liens & judgments that are attached to the property •Negotiate payoffs for all mortgages that are attached to the property •Initiate contact with the foreclosure law firm for sale date extensions •Attend foreclosure hearing on behalf of your client if necessary •Assist in assembling and submitting the short sale package •Negotiate Note forgiveness and cancelation of any balance remaining on the mortgage and other debts •PETITION THE BANK TO PRESERVE YOUR FULL COMMISSION •Our office only gets paid if and when the transaction closes - If the closing falls apart there is no charge to you or to your client Buyers Agents Services •Close the transaction for the same cost to your client as they would pay for a traditional purchase •Seek client relocation incentives through FAFA (up to $3,000), HUD (up to $1,000) and FHA (up to $1,000)

Available to speak at your office meetings about short sales. Please email or call to set up your appointment.

51 Kilmayne Drive, Ste 200 Cary, NC 27511 919.469.9904 www.richardson-law.net Jonathan@Richardson-Law.net

The Law Office of

Jonathan Richardson REALTOR Review ®

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Attorney at Law


7 WAYS TO HELP continued from page 7

Regardless of what the buyers told you at the time you did your buyer’s interview, be sure to reverify that they still want you to proceed in the same way. Furthermore, be determined to point out that they are calling the shots in the negotiation – it’s their house and it’s their decision as to how the offer should be negotiated. 2. Preapproval, not just prequalification One of the best ways to prepare your buyers for a multiple-offer situation is to ask them to obtain a preapproval letter from their lender. “Preapproval” means that the lender has checked their credit and that the borrower will be approved once the title work and the inspections are complete. A prequalification letter means that the lender has looked at the application but has not checked the borrowers’ credit. Consequently, you want a preapproval, not a prequalification letter. Make sure that you have this in your file and include it when you present your offer.

they were going to tear down. You can also suggest that your clients be flexible about any special needs the seller may have, such as leasing back the property or taking something such as the big-screen TV that is currently attached to the property.

Point out that they are calling the shots in the negotiation – it’s their house and it’s their decision as to how the offer should be negotiated. 4. Ask for management assistance Most agents are not well trained in handling multiple offers. If at all possible, request that the office manager be present during the multiple-offer presentation, especially if the listing agent has his own offer on the listing.

3. Outflank the competition There are a number of ways that you can make your offer stronger than your competitors’ offers. First, you can allow the seller to select the closing date, the title company and the escrow or closing agent. A second approach is to shorten the contingency periods. Under no circumstances, however, do you let your clients eliminate the loan or inspection contingency clauses, even if they are going to tear the property down. I have many past clients who are still living in the properties they thought

6. Don’t be afraid to ask While you may never tell a buyer’s agent what offers are on the table, don’t be shy about asking when you represent the buyers. You could also ask, “What has the seller turned down?” Whether or not you communicate this to

5. Ask the listing agent to give everyone enough time to reach his clients Prior to the time you present your offer, ask the listing agent if he would be comfortable giving everyone enough time to get the offers back. You could also suggest that the listing agent ask all buyers’ agents to bring back their best offers so the negotiation doesn’t drag out over a long period of time. REALTOR Review ®

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your buyer is debatable. Many times, especially when their circumstances may have changed, sellers have ended up taking much less than what they turned down at an earlier date. 7. Prepare your buyers not to get the property No one likes losing a house that they want. In fact, some people can become quite angry. This is why it’s so important to let the buyers call the shots on the deal. An additional strategy that works well is to tell the buyers that for whatever reason, this house wasn’t the right one for them and that you will find the right house. The key step is to keep looking. Multiple offers can be challenging, but if you follow the simple guidelines above, you may be surprised how often you’re taking a closed transaction check to the bank. 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 Bernice’s five-minute daily real estate show, just named “new and notable” by iTunes, at www.RealEstateCoachRadio. com. She can be reached at Bernice@RealEstateCoach.com or @BRoss on Twitter.


legislative wrapup

REALTORS Had Great Success in 2012 ®

BY DAVID MCGOWAN

The North Carolina Association of REALTORS® had a successful short session with meaningful reforms to mechanics lien, copper theft prohibitions and the landlord tenant law. NCAR staff also helped pass legislation authorizing brokers David McGowan to perform broker price opinions for compensation. Thanks to the NCAR legislative staff and local governmental affairs divisions for their hard work in support NCAR’s 2012 legislative initiatives. The following is a General Assembly summary. Links to more information are provided.

Broker Price Opinions The Senate voted overwhelmingly (47-1) to concur with changes made in the North Carolina House to SB 521 (Rule in Dumpor’s Case/Broker Price Opinions), sponsored by Sen. Daniel G. Clodfelter (D-Mecklenburg). The bill was signed by Gov. Bev Perdue and the North Carolina Real Estate Commission has now commenced the temporary rule-making process in order to establish standards for Broker Price Opinions. SB 521 allows a broker to provide a broker price opinion for a fee under limited circumstances. October 1, 2012: The law takes effect April 1, 2013. Rep. William Brawley (R-Mecklenburg) and Sen. Richard “Rick” Gunn Jr. (R-Alamance) helped run the bill in the House and Senate and were great REALTOR® advocates.

Mechanic’s Lien Bills

those furnishing labor or materials on a project to provide written notice to the designated lien agent of the owner in order to preserve the provider’s lien rights. The bill also spells out the duties of the private lien agent, establishes a standardized process for filing notice and addresses permitting requirements for projects where the cost of work being performed exceeds $30,000. This law takes effect on April 1, 2013, and will apply to improvements to real property for which the first furnishing of labor or materials at the site of the improvements is on or after that date. HB 1052, Mechanic’s Lien/Payment Bond Reforms, sponsored by Rep. Sarah S. Stevens (R-Surry) also passed concurrence and was signed by the governor. This bill makes substantial reforms to the mechanic’s lien statutes, including provisions to address the perfecting of lien rights, the filing of a claim of lien on real property, actions necessary to enforce a claim of lien, granting and notice of a claim of lien on funds and subrogation rights between the contractor and subcontractor, among other provisions.

Fracking and Disclosure The debate over shale gas exploration in North Carolina continued this year in the General Assembly. Rep. Mitch Gillespie (R-McDowell) and Michael Stone (RLee) introduced HB 1064 (Shale Gas/Develop Reg. Prgm./Leg. Oversight). The contents of this bill were combined with SB 820 (Clean Energy and Economic Security Act) introduced by Sen. Robert Rucho (RMecklenburg), passed and sent to the governor. She vetoed the bill and the veto was ultimately

SB 42 (Mechanic’s Lien/Private Lien Agent), sponsored by Sen. Eric Mansfield (D-Cumberland), passed concurrence in both the North Carolina House and Senate and was signed by the governor.

Another issue kept from a floor vote in the House in 2011 and 2012 would have required buyers of real property to act as the tax collector.

The primary purpose of this legislation is to require REALTOR Review ®

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overridden by the House and the Senate. The purpose of this legislation is to study oil and gas exploration in North Carolina and direct the Department of Environment and Natural Resources to determine recommendations for regulating the use of the hydraulic fracturing technique in shale gas exploration. Part of the legislation is intended to protect consumers and keep them fully informed of all aspects of gas exploration, including the sale of mineral rights separate from real property. As such, a provision was included in the legislation that will require disclosure of the sale of these rights when selling all property.

Underground Storage Tanks – Noncommercial and Commercial Funds allocated to the Noncommercial Leaking Underground Storage Tank (LUST) Fund were originally diverted to a different area of the 2011 budget. With less money transferred to the program, fewer people would have been able to take advantage of the program, thereby having a negative impact on residential closings. NCAR Government Affairs staff communicated concerns about this important issue, and the funds were restored to the state budget.

North Carolina Petroleum and Convenience Marketers Association, as well as the Department of Environment and Natural Resources, to secure appropriations for this program in the 2013 legislative session.

Withholding Requirements Another issue the NCAR Government Affairs team kept from a floor vote in the House in 2011 and 2012 would have required buyers of real property to act as the tax collector for the North Carolina Department of Revenue. SB 382 (Withholding Required for Nonresidents) was introduced by Sen. Thomas Apodaca (R-Henderson) and would have required a buyer to withhold the sales tax owed by a nonresident seller in all real property transactions and disperse that money to the department of revenue. This legislation will most likely be introduced again in 2013, and the NCAR Government Affairs staff is researching ways to help the state and the North Carolina Department of Revenue capture the money they are losing from sellers who do not file in North Carolina after the property is sold. Any ideas you may want to share are welcome, and we urge you to talk to your senators and house members about the negative effects of this legislation on innocent buyers.

These funds are important because when a home is about to close and it has an underground storage tank, the lender may require that the sellers remove

Copper Theft The legislature gave its final approval to, and Gov. Perdue signed, HB 199 (Metal Theft Prevention Act of 2013). This legislation helps deter criminals from stealing nonferrous metals (mainly copper) for fast money in these ways: • Requires metals recyclers to be permitted; • Adds a penalty for purchasing metals without a permit to go after rogue buyers; • Requires only check payment for copper;

the tank and check if it has leaked to prevent liability of an environmental hazard from transferring with the property. The cost of the required tank removal must be paid by the current owner. However, if a leak is discovered, the cost of cleanup is covered by the noncommercial fund. Unfortunately, funding was not restored for a similar program covering commercial properties. NCAR Government Affairs staff will continue working with the REALTOR Review ®

• Requires the metals recycler to take a photo of the seller and the metals being sold; and • Protects the innocent property owners by releasing the owner from any reasonable civil liability and requires restitution to property owners for the damage done by the thief. Click this link to see the the full 2011 & 2012 NCAR Legislative Session Summary for the past two years l 11 l

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ONLINE V O T I N G I S H E R E ! RRAR Officer Candidates Of those running for RRAR officer, the election of past president and president are automatic. One president-elect and one secretary-treasurer must be elected:

Time to Select

2013

Leadership When 2013 Raleigh Regional Association of REALTORS® officer and director elections are under way from Oct. 1-5, members will receive a personalized email with a link to cast their votes. Members can also access a generic ballot by visiting the voting link on our website www.rrar.com This new electronic system was adopted after a task force review of association election policies in 2009. VoterVoice®, a software development company that specializes in online surveys and elections, designed the system specifically for Raleigh Regional Association of REALTORS® (RRAR), integrating recommendations and maintaining what has long been an open-election format. Among the recommendations was a less-crowded and easier-toread ballot. In response, the new ballot will offer links to more help-

ful facts, such as the candidates’ personal statements and responses to our member questionnaire. To assure RRAR’s continued leadership success, every vote counts. Because of its strong leadership, RRAR enjoys an industry-wide reputation for providing the services and programs real estate professionals need to thrive in this market. Cutting-edge technology and specialized, professional staff also make this association a role model to others across the nation. Thanks to the members of the 2012 Nominations Committee – Chair Gary Rabon, Linda Trevor, John Wood, Theresa Clark, Ray Larcher and Tara Lightner Robbins – for an engaging and impressive list of candidates. Please review the candidates running for positions as 2013 officers and 2013-2014 directors. REALTOR Review ®

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Asa Fleming of Coldwell Banker Advantage, President

Mollie Owen of Hodge & Kittrell Sotheby’s, President-Elect

Harriette Doggett, Fonville Morisey, SecretaryTreasurer

Kevin Woody, Go Realty, SecretaryTreasurer

Stacey Anfindsen, Birch Appraisal, Office of Past President, Automatic Appointment


RRAR Director Candidates Of the 18 candidates running for RRAR director, 10 must be selected:

Becky Harper, RE/MAX United

Frank DeRonja, DeRonja Real Estate

Melanie Osborne, RE/MAX Preferred

Bill Fletcher, Keller Williams

Josh Swindell, Coldwell Banker Howard Perry & Walston Realtor

Mindy Oberhardt, RE/MAX United

Brenda Carroll, Just Call Brenda

Kelly Cobb, Fonville Morisey

Morty Jayson, Coldwell Banker Advantage

David Anderson, RE/MAX United

Lewis Grubbs, Coldwell Banker Advantage

Susan Tenney, Real Living Pittman Properties

David Williams, Cary Real Estate

Margaret Sophie, Coldwell Banker Howard Perry & Walston Realtor

Tim McBrayer, Coldwell Banker Howard Perry & Walston Realtor

Diana Braun, Real Living Pittman Properties

Marshall Gay, Coldwell Banker Howard Perry & Walston Realtor

Vince Bankoski, broker and former RRAR staff member

REALTOR Review 速

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A Commercial MLS

Tacquire Offers Easy, Information-Rich Support to Brokerage Community The process of building Tacquire began with extensive consultation more than three years ago, when Triangle Commercial Association of REALTORS® (TCAR) members and leaders across the Triangle brokerage community identified the need for an affordable, accurate and easy-to-use system for sharing information, marketing properties and compiling data.

On Sept. 1, 2010, the Triangle Commercial Association of REALTORS® launched a new Commercial Information Exchange known as Tacquire (TEE’-ә-kwīr’). Powered by ePropertyData, the new industry-owned system is designed to streamline the process by which commercial brokers manage listings, exchange market information and research property data. Among the keys to Tacquire’s successful launch were careful planning and strong support from the Triangle brokerage community.

“Engaging experts from our local commercial real estate market in the decision-making process was critical to ensuring we chose a platform that would offer the most value to our members,” said Kathy Gigac, Tacquire president. “Once we decided to move forward, their insight was instrumental in building the Tacquire system, and we continue to rely on member feedback to enhance the site’s capabilities.” Having the right team in place also has been critical. Tacquire’s board of directors includes many of the top-performing commercial real estate brokers and related professionals in the region, and Tacquire members can find research and technical support locally through the TCAR/Tacquire office in Morrisville. “We’re finding that our members really appreciate having access to a local team for support,” said REALTOR Review ®

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Kim Brennan, chief executive officer of Tacquire and executive officer for TCAR. “Whether they have a technical question or need research-related assistance, they know we are here to serve them. We offer training both on-site at member offices, as well as at the TCAR/Tacquire offices.” In addition to providing indepth data on the Triangle commercial real estate market, Tacquire also offers its members an array of research and marketing tools, including reporting capabilities, market analytics, a flyer-making tool, broadcast e-mail capabilities, a national “haves and wants” database and InvestitLite, a simple investment analysis tool – all available to members at no additional charge. Tacquire can be accessed from any computer or mobile device – no security certificate required – putting information in front of members wherever they may be. To date, Tacquire has partnered with eight economic development agencies: Cary Chamber of Commerce, Raleigh Economic Development, Wake County Economic Development, Town of Chapel Hill Economic Development, Wake Forest Area Chamber of Commerce, Downtown Raleigh Alliance, FuquayVarina Chamber of Commerce


and Lee County Economic Development. As members, these agencies have a vast array of data at their fingertips as they work with companies that are growing in the Triangle or considering relocating to the region. Tacquire also powers the listing search engines for the agency websites, providing members with enhanced visibility for their listings. As Tacquire approaches its second anniversary, the rapidly growing system is once again on pace to exceed its membership goals and is heading into 2013 with strong momentum. More than 13,400 properties, 6,700 listings and 6,200 sales comparables have been added to the system, along with GIS and tax information for 21 North Carolina counties spanning the Triangle and beyond. This information is continuously researched and updated by local staff, who knows the Triangle market and are readily available to address member needs. Tacquire recently released its inaugural Office Leasing Guide, providing an up-to-date snapshot of available office properties in the Triangle and highlighting where commercial real estate companies rank in terms of market share. Board and committee members are currently working to develop more in-depth market reports, which will be compiled and distributed on a quarterly

basis beginning in 2013. Perhaps the most exciting development for Tacquire in 2012 was Xceligent’s purchase of eProperty Data. Formerly owned by LoopNet, Xceligent is a researched commercial real estate platform, similar to CoStar. As part of CoStar’s recent purchase of LoopNet, the Federal Trade Commission mandated that LoopNet divest itself of Xceligent, and that Xceligent find a capital partner to facilitate its growth into the top 65 United States markets within 36 months. Now part of the Xceligent network, Tacquire members will soon benefit from Xceligent’s robust technology platform, which will include, among many other features, an opportunity for cross-market access to data, a new iPad app and nationwide listing visibility online via www.commercialsearch.com, a soon-to-be launched public-listing site similar to LoopNet. Tacquire’s successful launch is just the beginning. The organization is keenly focused on the future. “We are finalizing our strategic plan for 2013, which will serve as a road map to ensure we are meeting the needs of our members,” said Gigac. “Member feedback has already played a tremendous role in enhancing what Tacquire has to offer, and it will continue to shape

REALTOR Review ®

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what we do in the coming year. That’s the beauty of a memberowned system.”


Local Market Update – July 2012 A RESEARCH TOOL PROVIDED BY TRIANGLE MLS

Entire Triangle Region

+ 5.3%

+ 23.4%

+ 1.0%

Change in New Listings

Change in Closed Sales

Change in Median Sales Price

July

New Listings Closed Sales

Year to Date

2011

2012

+/–

2011

2012

+/–

3,003

3,163

+ 5.3%

25,211

24,617

- 2.4%

1,847

2,280

+ 23.4%

11,581

13,630

+ 17.7%

Median Sales Price*

$190,000

$191,900

+ 1.0%

$186,400

$189,000

+ 1.4%

Average Sales Price*

$231,355

$230,380

- 0.4%

$224,442

$225,842

+ 0.6%

Total Dollar Volume (in millions)*

$427.0

$524.9

+ 22.9%

$2,595.6

$3,072.5

+ 18.4%

Percent of Original List Price Received*

92.0%

94.1%

+ 2.3%

92.1%

93.5%

+ 1.6%

Percent of List Price Received*

96.1%

96.7%

+ 0.6%

96.2%

96.4%

+ 0.3%

129

115

- 10.4%

125

122

- 2.7%

Inventory of Homes for Sale

18,233

13,447

- 26.2%

--

--

--

Months Supply of Inventory

11.6

7.4

- 36.2%

--

--

--

Days on Market Until Sale

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

2011

July 3 003 3,003

2012

3 163 3,163

25,211 1,847

2011

Year to Date 24,617

2,280 11,581

+ 5.3% New Listings

2012

- 2.4% New Listings

+ 23.4% Closed Sales

13,630

+ 17.7% 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

7-2011

1-2012

7-2012

** 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. | Current as of August 10 10, 2012 2012. All data from 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

REALTOR Review ®

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Local Market Update – July 2012 A RESEARCH TOOL PROVIDED BY TRIANGLE MLS

Wake County

+ 9.8%

+ 22.6%

+ 2.3%

Change in New Listings

Change in Closed Sales

Change in Median Sales Price

July New Listings Closed Sales

Year to Date

2011

2012

+/–

2011

2012

+/–

1,533

1,684

+ 9.8%

13,024

12,768

- 2.0%

1,000

1,226

+ 22.6%

6,144

7,466

+ 21.5%

Median Sales Price*

$214,000

$218,825

+ 2.3%

$209,000

$213,500

+ 2.2%

Average Sales Price*

$248,453

$253,480

+ 2.0%

$246,367

$249,303

+ 1.2%

Total Dollar Volume (in millions)*

$248.3

$310.9

+ 25.2%

$1,513.8

$1,861.1

+ 22.9%

Percent of Original List Price Received*

92.4%

95.4%

+ 3.3%

92.9%

94.5%

+ 1.8%

Percent of List Price Received*

96.3%

97.5%

+ 1.2%

96.7%

97.2%

+ 0.5%

127

108

- 14.8%

121

116

- 4.3%

Inventory of Homes for Sale

8,746

5,872

- 32.9%

--

--

--

Months Supply of Inventory

10.5

5.9

- 43.9%

--

--

--

Days on Market Until Sale

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

2011

July 1 533 1,533

2012

2011

Year to Date

1,684 ,

13,024 ,

2012

12,768

1,226 1,000

+ 9.8% New Listings

7,466

6,144

- 2.0% New Listings

+ 22.6% Closed Sales

+ 21.5% Closed Sales

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

All MLS

b

Wake County

a

1-2012

7-2012

+ 15%

+ 10%

+ 5%

0%

- 5%

- 10% 1-2008

7-2008

1-2009

7-2009

1-2010

7-2010

1-2011

7-2011

** 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. | Current as of August 10 10, 2012 2012. All data from 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

REALTOR Review ®

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WELCOME NEW MEMBERS! SECOND QUARTER 2012

Patrick D. Adams, Howard Perry & Walston Realtor Steven M. Adams, Coldwell Banker Advantage Matthew Alarif, Howard Perry & Walston-Triangle at Southpoint Sandra Allen, Allen-Van Netta Appraisal Associates Inc. Fred B. Amos II, Amos & Amos, Attorneys at Law Patricia Atwell, Success Realty Inc. Scot M. Aubinoe, Go Realty Mumtaz A. Bajwa, Howard Perry & Walston Realtor Jerry S. Barclay, Barclay Realty Paul Barrett, Team Jodi Realty Inc. Nancy D. Baughman, Fonville Morisey/ Preston Sales Office Gregory K. Beck, Howard Perry & Walston, Realtor Igor J. Bencomo, Bencomo Realty Scott A. Black, Pan Realty L.L.C. Sharon A. Blalock, Howard Perry & Walston Realtor Johnny R. Blevins, Allen Tate Co./ Cary-Searstone Jennifer R. Boney, Golden Oak Real Estate Services L.L.C. S. Caitlin Bottorf, Regan & Co. Kelly B. Bowman, Howard Perry & Walston Realtor John R. Bradford III, Park Avenue Properties L.L.C. Kerry R. Brubaker, Howard Perry & Walston Realtor William S. Burgess, Fonville Morisey/Falls Sales Office Rusty Burke, Burke Appraisal Group L.L.C. Amanda J. Calvert, Howard Perry & Walston Realtor Thomas W. Camp, Prudential Carolinas Realty Brenna M. Campbell, Regan & Co. Colleen S. Cerniglia, Coldwell Banker Advantage Mina V. Chan, Fonville Morisey/Preston Sales Office James M. Chandler, Coldwell Banker Advantage Richard Clemens, Howard Perry & Walston Realtor Stephen M. Coleman, Regan & Co. Rebecca L. Combs, Howard Perry & Walston Realtor Alyssa Conlon, Howard Perry & Walston Realtor Sharon S. Cooper, Howard Perry & Walston Realtor Denise Coryea, Coryea Realty L.L.C. Jonathan D. Crowder, Fonville Morisey/ Falls Sales Office Richard G. Cutler, Keller Williams Michael B. Daley, Howard Perry & Walston Realtor Quentin R. Dane, Howard Perry & Walston Realtor Tiffany L. Davis, Howard Perry & Walston Realtor Rhonda J. Dehler, Total Source Realty/ Just Call Brenda Real Estate Shane C. Devine, Regan & Co. Kelly A. DiRisio, Howard Perry & Walston Realtor

Marie C. Dominique, Howard Perry & Walston Realtor Greg Donohue, Fifth Third Mortgage Elizabeth Edwards, Fonville Morisey/ Stonehenge Sales Office Usunobun Evbuomwan, Fonville Morisey/ Stonehenge Sales Office Andre Fajardo, Howard Perry & Walston Realtor Maria N. Ferreira, Wells Fargo Home Mortgage Sean Ferrell, Tantalum Realty Ltd. Lewis Fletcher III, Howard Perry & Walston Realtor John E. Floyd Jr., Keller Williams Erika J. Frutiger, Fonville Morisey/ Veneta Ford Group Kristin E. Fuhrmann, Fonville Morisey/ Vandora Sales Office Bruce E. Gates, Coldwell Banker Advantage Ashley D. Gay, Trademark Property Services L.L.C. Mike M. Ghazy, Amana Properties L.L.C. Jonathan A. Gladston, McNamara & Co. Sabrena Y. Goldman, Junk Patrol Heather K. Gool, Fonville Morisey/ Lochmere Sales Office Matthew T. Goss, Centex Realty Co. Dorothea A. Griffiths, Fonville Morisey/ Stonehenge Sales Office Eric J. Grozavescu, Howard Perry & Walston Realtor Connie L. Hahn, Howard Perry & Walston Realtor Mallory L. Hedden, Keller Williams Preferred Kevin H. Herman, Beacon Appraisal Management Co. Kurt Hilton, Howard Perry & Walston Realtor Katherine Holden, Kat’s Home Repair Referrals Elizabeth J. Holliday, Keller Williams Realty Timothy C. Hopkins, Fonville Morisey/ Preston Sales Office Jessica A. Horton, Moss Property Co. L.L.C. LaQuonta L. Howell, Howard Perry & Walston Realtor Lisa R. Huddle, Howard Perry & Walston Realtor Rhodney Hunt, Wells Fargo Home Mortgage Michelle H. Jacobs, Fonville Morisey/ Inside the Beltline Office Zachary M. James, Amera Realty L.L.C. Seung W. Jeon, Howard Perry & Walston David C. Johnson, Howard Perry & Walston Realtor James Jeffrey Johnson, Keller Williams Jennifer M. Jones, Allen Tate Co. Inc. Jeffrey P. Jugan Jr., Fonville Morisey/ Youngsville Sales Office Scott Kaiser, Premier Properties Carolyn Kamarra, Howard Perry & Walston Realtor Wichada Kiewnil, Fonville Morisey/ Stonehenge Sales Office Tammi L. Knapp, Howard Perry & Walston-Triangle at Southpoint Emilio Kraizel, Commission Express Angel Lee, Fonville Morisey/Brier Creek Sales Office Debra K. Lepper, Fonville Morisey/ Lochmere Sales Office Tyna M. Linton, Howard Perry &

Walston Realtor Paul D. Longworth, Keller Williams Crystal J. Lucas, Howard Perry & Walston Realtor Margaret Luongo, Fonville Morisey/ Youngsville Sales Office R. Varathana M. Raman, Keller Williams Preferred John A. Marcum, Howard Perry & Walston-Triangle at Southpoint Victoria Marin, Re/Max Preferred Associates Marilynn Marsh-Robinson, Executive Design Realty Inc. Bethany L. Martinez de Andino, Keller Williams Kert Martinez, Kert Martinez Repair Andy May, Andy May Group L.L.C. Terry L. McCraw, SWBC Mortgage Kory E. McDonald, Flat Fee Realty L.L.C. LaDerek McGill, Allen Tate Co. Thomas P. McGinnis, Fonville Morisey/ Falls Sales Office Fabiola B. McGuire, Allen Tate Co. Inc. Antonio D. McLamb, Howard Perry & Walston Realtor Sherman McLeod, Carolina Real Estate & Management Services Corp. Monica Mendez, Rodriguez Realty L.L.C. Lisa K. Michael, Howard Perry & Walston Realtor Michael P. Miller, Kent & Alan Properties Inc. Jeffrey M. Milligan, Raleigh Cary Realty Inc. Autumn Mills, Howard Perry & Walston New Home Shelly Mills, Commission Express Carolyn Mingo, Howard Perry & Walston Realtor Derrick P. Minor, Moss Property Co. L.L.C. Abbie Mishoe, BB&T Home Mortgage Charles F. Mitchell, Market Place Real Estate Shanan M. Morales, Howard Perry & Walston Realtor Carmello J. Morello, Above All Property Management Kim Morrison, Reedy Creek Realty Creighton V. Moss, Moss Property Co. L.L.C. Matthew C. Munger, HomeTowne Realty Lauren N. Murosky, Fonville Morisey/Falls Sales Office Latania M. Nichols, Howard Perry & Walston Realtor Shiv Shankar Nunna, Fonville Morisey/ Preston Sales Office Heidi Kelly Odham, Keller Williams Preferred Kristine M. Ohaechesi, Only Way Realty Stephen O. Omowaiye, ERA Pacesetters Realty Dina M. Pahl, Above All Property Management Yan Pan, CHK Realty Owen W. Patteson, Prudential York Simpson Underwood Realty Kimberly A. Peedin, Howard Perry & Walston Realtor Amy M. Penner, Raleigh Cary Realty Inc. Jacqueline A. Peraza, First Priority Financial Roger L. Perry, East West Realty L.L.C. Gary Phillips, Howard Perry & Walston Realtor

Michael A. Potter, CityGate Real Estate Services L.L.C. Earl B. Powell, East West Realty-Powell Place L.L.C. Valinda E. Propes, Coldwell Banker Advantage David M. Proulx, Fonville Morisey/ Lochmere Sales Office Stacey A. Redgrave Siemon, Howard Perry & Walston Realtor Jennifer R. Rhodus, Keller Williams Billie J. Rigsbee, NCG Real Estate L.L.C. Michael G. Rivard, Keller Williams Realty Robbie Rivardo, 2-10 Homebuyers Warranty Corp. Anthony M. Robinson, Pathway Realty Steven Roper, College Hunks Hauling Junk & Moving Marcelo P. Rosero, Keller Williams Preferred James G. Sargent, Fonville Morisey/ Inside the Beltline Office Vicki A. Schisler, Coldwell Banker Advantage Debra B Schmitt, Park Avenue Properties L.L.C. Angela Schwetzke, Howard Perry & Walston Realtor Andrew E. Sentgeorge, Keller Williams Realty Angel M. Shoaf, Keller Williams Preferred John W. Sibert, Campbell Warfield L.L.C. Nora P. Sienra, Allen Tate Co. Sunita S. Singh, Weichert REALTORS® Triangle Homes Sara Siracuse, Fonville Morisey/ Lochmere Sales Office Alan C. Smith, Weichert REALTORS® Triangle Homes Donna J. Smith, M/I Homes of Raleigh L.L.C. Tracy L. Smith, HomeTowne Realty James G. Snotherly, Snotherly & Company Realty Group Stephanie Soule, C-21 Becky Medlin Realty Jennifer T. Speiran, MKT Market Realty & Property Management Inc. Chelci Sutton, Prudential York Simpson Underwood Realty Autumn L. Teal, Re/Max One Realty Jennifer S. Tobin, Fonville Morisey/ Lochmere Sales Office Lisa A. Tompkins, Lender Processing Services Janice V. Veilleux, Selling Directly Jennifer M. Vion, Capital Investments Realty L.L.C. Patrick T. Walls, Farm Bureau Insurance Laura Walton, Howard Perry & WalstonTriangle at Southpoint Dawn Weiss, Suntrust Mortgage Harv Wells, Coldwell Banker Advantage Richard E. Wenzel, Phyllis Davis, Appraiser Jan Windsor, HSA Home Security of America Chad A. Wingler, Keller Williams Preferred Sandra L. Wright, Helen Calloway, Broker William Wyke, Keller Williams Marzana B. Wyszynska, Carolina MaxRealty Inc. Hui Xiong, CHK Realty Qiuhua Xu, Dream Services Realty Inc. Tracie L. Yahn Wilkes, Easy Street Realty

If you would like to sponsor a new member orientation, please contact Betsy Ramsey at (919) 654-4500. REALTOR Review ®

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summer 2012


bits & pieces

Gear Up on Great Savings

The largest savings ever on combination lock boxes at the REALTOR® Store now through October:

Magnetic calendars are now in

Combination Insert REG. $19.50 Sale Price $17.00

1 pack (pack of 20 calendars and 20 envelopes) $10.00

Vault REG. $14.99 Sale Price $12.99

1 box (100 calendars and 100 envelopes) $40.00

Set Price

REG. $34.49

Sale items cannot be combined with any other discount and do not apply on previous purchases.

Sale Price $29.99

Economic-Impact Lunch Series

Mark your calendars for this Thursday Luncheon Learn Program hosted by Triangle Community Coalition at the Raleigh Association of REALTORS® office in Cary. “Economic Development Initiatives: The Engine for Growth in the Triangle,” Sept. 27, 11:30 a.m. to 1 p.m. The Triangle area continues to rank as one of the best places to start, grow and relocate a business. Come hear from the economic development officials who are on the front lines of business and job growth about the priorities, industries and trends impacting economic development in the Triangle. Dwight Bassett, Raleigh Economic Development manager; Wayne Watkins, project manager with Wake County Economic Development; and Ted Conner, vice president of economic development with the Durham Chamber of Commerce. KEYNOTE SPEAKERS:

We Go from Here?” Nov. 8 breakfast forum, 8:30 a.m. to 10 a.m. With only a nascent economic recovery, federal, state and local governments are bracing for the potential fallout from the ongoing fiscal paralysis associated with the looming presidential and congressional elections. Hear about the election aftermath and potential implications for the local, state and federal economy going forward. KEYNOTE SPEAKER: Michael Walden, William Neal Reynolds distinguished professor and extension economist.

“Fiscal Update,” Jan, 10 Triangle city and county managers provide a midyear budget update. More information to follow. Register for these events online at www.tricc.org.

“Election Aftermath and the Economy: Where Do REALTOR Review ®

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summer 2012


Information Technology Solutions

REAL ESTATE TRENDS October 24, 2012

SPONSORED BY:


RRAR events

4-5 ABR Designation class, 9 a.m. to 5 p.m. 10 RRAR Board of Directors, 9 a.m. 11-12 Leadership Academy class: Spokesperson Training & Media Relations, 9:30 a.m. to 5:30 p.m. 15 REALTOR® Foundation of the Triangle Board Meeting, 12:30 p.m.

16 Community Service Committee, 11:30 a.m. 17 Small Broker’s Council, 8:45 a.m. C.E. Mandatory Update, 8:30 a.m. to 12:30 p.m. Elective: For Your Own Good: REALTOR® Ethics, 1:30 p.m. to 5:30 p.m. 18 New Member Orientation, 8:30 a.m. to 3 p.m.

September 12 Young Professionals Network, 9 a.m. to 1 p.m. 14 Leadership Academy class: Communication Skills, 9 a.m. to 5:30 p.m.

19 Triangle International Council of REALTORS®, 11:30 a.m. 25 Real Estate Trends, to be announced 26 Project Angel Tree deadline for adopting angels

November 1 New Member Orientation, 8:30 a.m. to 3 p.m. 18 Community Service Committee, 11:30 a.m. 18 & 20 Dine Out for Angels

2 Leadership Academy Financial Programs: Issues & Budgeting Considerations, 9 a.m. to 5:30 p.m. 3 Housing Opportunity Neighborhood Beautification Day, to be announced

19 Small Brokers Council, 8:45 a.m. RRAR Board of Directors Meeting, 9 a.m.

4 Daylight Savings Time Ends

Triangle International Council of REALTORS®, 11:30 a.m.

7 CE Mandatory Update, 8:30 a.m. to 12:30 p.m. Women’s Council of REALTORS®, 8:45 a.m.

20 C.E. Mandatory Update, 8:30 a.m. to 12:30 p.m. New Member Orientation, 8:30 a.m. to 3 p.m. REALTOR® Foundation of the Triangle Board of Directors, 12:30 p.m.

CE Elective: Secret Agent: Duties of Disclosure & Confidentiality, 1:30 p.m. to 5:30 p.m. 8-12 National Association of REALTORS® Convention, Orlando, Fla. 11 Veteran’s Day: Don’t forget to hug a vet

Broker-in-Charge Annual Review, 1:30 p.m. to 5:30 p.m. 27 Property Management Council, 11:30 a.m.

October

12 Successfully Selling HUD Homes, 8:30 a.m. to 11 a.m. 14 Triangle International Council of REALTORS®, 11:30 a.m.

1 Triangle MLS 4th Quarter user fees due

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

Project Angel Tree angel adoption begins

Property Management Council, 11:30 a.m.

3 Women’s Council of REALTORS®, 8:45 a.m.

22 Thanksgiving, office closed

Top Producers Council, 11:30 a.m.

23 Office closed

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

For more information and to register, visit www.rrar.com.

REALTOR Review ®

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summer 2012


4 Tips for Writing PO REAL ESTATE C

BY BERNICE ROSS

The headlines you write for your listings, website, blogs and ads can make or break your business. How effective are you at writing a great real estate headline? One of the best tools available for writing ads, blog posts or articles is Emotional Marketing Value Headline Analyzer from the Advanced Marketing Institute. Headline Analyzer allows you to see how your headlines compare to those written by professional copywriters. To use the headline analyzer, begin by entering your headlines, select “real estate” as the field in which you are interested, and the headline analyzer will evaluate how effective your headlines are based on three different dimensions: intellectual, empathetic and spiritual. The most effective headlines appeal to all three groups.

In terms of the scoring, your goal is to hit a score between 30 and 50. This is where most professional copywriters score. A score above 50 is excellent. You may occasionally see a score above 100. To put this into context, a score of 120 is four times more effective than a headline with a score of 30. If you would like to test your headline savvy, here are three different sets of headlines. Can you pick out the strongest one from each group?

SET 1 a) Take the Landlord off the Payroll b) Amazing Location on a Golf Course c) Luxury and Warmth in One Great Package! Of these three headlines, “b” is the best choice with a score REALTOR Review ®

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summer 2012

of 33.33. This score is comparable to what you would expect if you were paying a professional copywriter to do this for you. Part of what makes “b” the best choice is that it is more specific than the other two headlines. When you compare the first and third headlines, you can easily see they are less clear and less specific. In fact, the first headline is so unclear that it scored a zero, which is rare. The third headline scored 14.29, far below the standard for a good headline.

“Use verbs to help you write more compelling headlines.”


OWERFUL COPY “Keep your headlines snappy and the text that follows them short and to the point.” SET 2 a) Crown molding, ceiling medallions, stained glass and more! b) This is a lot of house for a little money! c) Design Your Dream Home In This Unique Space! Of these three headlines, “c” is the best with a solid score of 37.5. The first headline scored only 12.5. The reason is that the first headline just describes features, which is what most real estate ads do. The second headline has more emotional appeal since it suggests that the property is a good deal, but it still scored only 20.3. In contrast, the third headline scores higher due to the action verb “design” plus the words “dream” and “unique.” Using verbs will help you to write more compelling headlines. Also, fulfilling the

“dream” of American homeownership taps into the key primary triggers identified by marketing specialist Clotaire Rapaille as motivating people to buy any type of product. (The other key words are “hope” and “fix it.”) Research has also shown that younger clients respond well to the word “unique.” Each person has his or her special “unique dream.” This headline capitalizes upon these primary buying triggers.

SET 3 a. Remarkable Price Well Below Market Value! b. Updated Lovely Home -- Must See! c. Wow! Amazing Home -- Totally Unique! All three of these headlines scored high on the headline analyzer. Can you pick out the one that scored the highest? The best headline is “a.” Every one wants a good deal, especially if it is “well below” market value. This powerful headline scored 83.3. The second headline scored at 40. The third headline taps into the words “amazing” and “unique” as powerful buying triggers.

HOW TO MAKE YOUR HEADLINES MORE POWERFUL Here are some key tips to make the headlines and the copy you write for your listings more powerful. 1. Short, concise bullet points work best. Most people skim and scan ad copy. They don’t read full paragraphs. As a result, do your best to keep your headlines snappy and the text that follows them short and to the point. REALTOR Review ®

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summer 2012

2. Use numbers. When possible, use numbers and the word “you” in your headlines. For example, the following headline scores 11.11: “Buy Now and Save Thousands of Dollars in Interest.” In contrast, “Five Reasons Buying Now Will Save You Thousands of Dollars” scores 30. 3. Use the words “unique,” “special” and “these.” For example, this headline scores 40 on the headline analyzer: “Don’t Miss Seeing This Unique Home Packed with These Upgrades.” 4. Use commands. Rather than relying so heavily on adjectives, write your headlines using action verbs. The headlines in Set 2 are typical of most of the ads in the real estate industry, because they describe features. People don’t buy features; they buy the benefits, i.e., the emotions they experience when they view the property. Adjectives typically describe features, while verbs are more likely to tap into the benefits of homeownership. This is the reason that “c” in Set 2 scores so much better – it uses an action verb that puts the reader’s imagination to work designing his or her uniquely personal dream home. If you want to write more powerful headlines, give the headline analyzer a try. Just one caveat: It can be very addicting! 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 Bernice’s five-minute daily real estate show, just named “new and notable” by iTunes, at www.RealEstateCoachRadio. com. She can be reached at Bernice@RealEstateCoach.com or @BRoss on Twitter.

REALTOR Review Summer 2012  

RRAR's quarterly the REALTOR Review Summer 2012

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