Winter Edition of E-Magazine, REALTOR Review

REALTORreview 速

WINTER 2010

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

RRAR to embrace core values in 2010

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RALEIGH REGIONAL ASSOCIATION OF REALTORS® 111 Realtors Way, Cary, NC 27513 (919) 654-5400, Fax: (919) 654-5401 www.rrar.com BOARD OFFICERS Theresa Clark, President Linda Trevor, President-Elect Stacey Anfindsen, Secretary/Treasurer John Wood, Past-President Joey Robbins, Vice-President RRAR DIRECTORS Mark Connor Tom Smith Parker Creech Phyllis Brookshire Steina DeAndrade Eddie Brown Harriette Doggett Asa Fleming Laurie Donofrio Julie Garrison Grayson Hodge Tom Gongaware Carol McCormick Lewis Grubbs Mollie Owen Becky Harper John Pace Morty Jayson Randy Scherr Melanie Osborne Jose Serrano Teresa Pitt REALTOR® FOUNDATION OF THE TRIANGLE PRESIDENT Joey Robbins NCAR REGIONAL VICE PRESIDENTS Elizabeth Allardice John Wood NAR DIRECTORS John Wood Eddie Brown TRIANGLE REALTORS® LEADERSHIP ACADEMY DEAN Morty Jayson Members are cautioned that the inclusion of a name, specific commercial product or service in an article, or the inclusion of a paid advertisement 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 2010 by the Raleigh Regional Association of REALTORS®.

All rights reserved.

REALTORreview ®

WINTER 2010, VOL. 2, NO. 1

features

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NEW RRAR LEADERS

TAKE HELM President Theresa Clark and her leadership team are installed. Carolyn Kasdorft is named REALTOR® of the Year.

SITE UNDER 7 WEB CONSTRUCTION

RRAR Web site is undergoing heavy-duty redesign engineered to give members a powerful professional tool.

SOCIAL MEDIA 8 WHAT IS AND ISN’T

It’s about building relationships, not advertising and self promotion.

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NEGOTIATING WITH A “NIBBLER” They try to nickel and dime the transaction to death. Know when it’s time to walk away.

departments 2 From the President 6 Neighbors Helping Neighbors

10 Bits & Pieces 11 Learning Opportunities

BEWARE OF 18 “GREENWASHING”

Because of a lack of standards on what is “green,” a great majority of product claims are false.

11 12 16 22

NewsMakers New Members Local Market Updates Calendar of Events

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 Patricia Gregory Rand at patriciar@rrar.com or (919) 654-5400.

Winter 2010

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from the president

Theresa Clark 2010 RRAR President

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REALTOR® Review

Focus on integrity & professionalism in 2010

Although we live in a world of change, many things remain constant – our integrity and our professionalism, and the fact that we are part of one of the leading REALTOR® associations in the United States.

Winter 2010

U

ncertainty is part of everyday life for REALTORS®. We are bombarded with numbers – sales up, prices down, interest rates low, unemployment high. There is also a lot of change in our future. The Offer to Purchase, HUD form and appraisal rules may still be changing.

Although we live in a world of change, many things remain constant – our integrity and our professionalism, and the fact that we are part of one of the leading REALTOR® associations in the United States.

When in doubt, I encourage you to read the words of our mission statement and attempt to put them into practice: The Raleigh Regional Association of REALTORS®:

and leaving the lighting as we found it. These may seem like such little things but they go a long way in saying we are professionals, to each other and the clients we serve.

Don’t take things that aren’t yours Do we always remember to ask “Are you working with or have you signed an agency agreement with another REALTOR®?” Enough said about that one!

Say ‘Sorry!’ when you hurt somebody We all make mistakes. Know the facts before you give the answer. Own up to the words you wish you never said. This is the way to build trust – and don’t we all like to work with those we know we can trust?

• Promotes the highest ethical and professional standard of compensation among its members.

Warm cookies and cold milk are good for you

• Provides products, programs and services to meet the evolving needs of the real estate industry and consumers.

I decided this one was not a positive for me. But if it works for you go for it!

• Serves as a leading advocate of private property rights and community involvement.

Live a balanced life Learn some and think some, and draw, paint, sing, dance, play and work every day some. I don’t know about all of that. I would rather think of a balanced life as eating well, sleeping enough and having me time.

I remember 2009 National Association of REALTORS® President Charles Mc Millan reminding us that all we really need to know we learned in kindergarten. I looked this up and found out it applies to REALTORS® and the RRAR mission statement.

Share everything Share your time and talent with the RRAR board and the community. RRAR committees are always looking for new members. Volunteer to mentor a child. Help the Red Cross or give a “buddy” a hug at the Miracle League. Life is about giving back; it doesn’t have to be about giving money.

Play fair This is a children’s phrase that sounds a lot like our code of ethics to me. Remember, what you put in an e-mail, on Facebook, Twitter or a blog can hurt just as much as, if not more than, hitting someone. And while a slap may leave a mark, what you write is on the computer is forever.

Put things back where you found them Let’s make a special effort this year to be more careful of keys; lock boxes; tracking mud or clay in when showing a house; locking doors behind us; Winter 2010

When you go out in the world, watch out for traffic It probably never crossed your mind in kindergarten that someday you would drive around people who you had just met. We do spend a lot of time in traffic. Follow the law. Don’t text or read your e-mail messages, and be careful when on the phone.

When you go out in traffic don’t spend so much time looking in your rear view mirrors. These mirrors are only good for seeing the past. They allow you to pull over and stop or back up. We are neither stopping nor backing up in 2010. All we see in that rear view mirror is 2009 and we need to put it behind us.

In 2010, we are going forward full speed ahead. We will be more ethical, professional and cooperative with one another. We will show this Triangle community, in which we live and work, that the role of a REALTOR® is essential, because of our professionalism and our Sincerely, community involvement.

Theresa Clark REALTOR® Review

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RRAR celebrates 2010 inauguration The Raleigh Regional Association of REALTORS® celebrated its annual installation of officers at the 2010 Inaugural Ball Jan. 15 at RRAR. Theresa Clark was sworn in as 2010 RRAR president.

A real estate professional for more than 20 years, Clark served as the associations’ secretary/ treasurer in 2008 and presidentelect in 2009. Clark is an active member of the Government Affairs Committee and an advisor to the Contemporary

Real Estate Council. She currently serves as a state director of North Carolina Association of REALTORS®.

Clark is the past president, vice president, secretary and treasurer of the Woman’s Council of REALTORS®. She also is a 2008 graduate of the North Carolina Association of REALTORS® Leadership Academy, as well as a Certified Residential Specialist and a Graduate REALTOR® Institute designee.

2010 RRAR President Theresa Clark (left) stands with 2009 RRAR Member of the Year Carolyn Kasdorf.

“We are pleased to have Theresa serve as this year’s president,” says Raymond Larcher, RRAR executive vice president.

“Theresa has been involved with the association for more than two decades, and we know that she will be instrumental in our association’s future success.”

ectors.

0 board of dir 1 0 2 R A RR e bers of th Meet the mem

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Winter 2010

RRAR board members provide feedback and support to the association regarding its strategic plan and future direction.

The members of the 2010 board of directors are: Theresa Clark – President Linda Trevor – President-Elect Stacey Anfindsen – Secretary/Treasurer Joey Robbins – Vice President John Wood – Immediate Past President Mark Connor Parker Creech Steina DeAndrade Harriette Doggett Laurie Donofrio Grayson Hodge Carol McCormick Mollie Owen John Pace Randy Scherr Jose Serrano Tom Smith Phyllis Brookshire Eddie Brown Asa Fleming Julie Garrison Tom Gongaware Lewis Grubbs Becky Harper Morty Jayson Melanie Osborne Teresa Pitt Other 2010 RRAR appointments include: REALTOR® Foundation of the Triangle President – Joey Robbins Winter 2010

NCAR Regional Vice Presidents – Elizabeth Allardice and John Wood NAR Directors – John Wood and Eddie Brown Triangle REALTOR® Leadership Academy Dean – Morty Jayson RRAR Council Chairs Raleigh Young Professionals Network (formerly Contemporary Real Estate Council) – Asa Fleming and Autumne Bennett International Council – Diane Braun Top Producers – Ginger Rogers and Linda Kolarov Women’s Council – Lisa Skumpija RRAR Committee Chairs Bylaws – Linda Trevor Building – Stacey Anfindsen Community Service – Jenny McCloud Communication & Public Relations – Julie Garrison Housing Op – Autumne Bennett Government Affairs – Chris Dresp Grievance – TBD Nominating Committee – Carolyn Kasdorf RPAC – Linda Trevor Personnel – Phyllis Brookshire Professional Standards – Gilliam Kittrell, Amy PooleButler, Bill Owen and Harriette Doggett Strategic Planning – Linda Trevor “We are pleased to have such an exceptional team of leaders on the association’s board of directors,” says Larcher. “We look forward to receiving their feedback... .”

Kasdorf is named 2009 Realtor of the Year

This year the honor of 2009 REALTOR® of the Year was presented at the 2010 Inaugural Ball to Carolyn Kasdorf for her contributions to the industry.

Kasdorf, who has more than 15 years of experience as a real estate professional in the Triangle area, served as 2006 RRAR president.

She has served as a member of the National Association of REALTORS® Education Committee, campaign chairman of the REALTORS® Political Action Committee, vice chair of the North Carolina Association of REALTORS® By-Laws Committee and vice president of Homes4NC. A Graduate of REALTOR® Institute, Kasdorf is a four-time winner of Circle of Excellence Award presented by National Relocation Co. REALTOR® Review

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neighbors helping neighbors

1,000 angels adopted for Project Angel Tree Our goal was reached!

Thanks to your generosity and unfailing support, the Community Service Committee is proud to announce 1,000 angels were adopted for Project Angel Tree 2009.

This would not have been possible without the support of generous Raleigh Regional Association of REALTORS® members who have truly made a difference in the lives of deserving children.

Thank you for your efforts.

REALTORS donate $550,000 to Haiti relief ®

The REALTORS® Relief Foundation of the National Association of REALTORS® is contributing $550,000 to the relief of victims of the Haiti earthquake, and is calling upon its 1.2 million members to help.

“REALTORS® help build communities and there is no better time than now to do that in Haiti,” says NAR President Vicki Cox Golder, owner of Vicki L. Cox & Associates in Tucson, Ariz. “Our thoughts and feelings go out to the people made homeless by this disaster. REALTORS® have a history of helping people, as we did after the 2004 tsunami struck South Asia and in 2005 when Hurricane Katrina ravaged New Orleans and the Gulf Coast.”

The REALTORS® Relief Foundation is donating $500,000 to the Clinton Bush Haiti Fund, which is supporting earthquake recovery efforts with immediate relief and long-term support to earthquake survivors. The fund is headed by former U.S. Presidents Bill Clinton and George W. Bush.

A $50,000 contribution has been made to The Harvest of Haiti, founded by Patrick Moore, a 2007 winner of REALTOR® Magazine’s Good Neighbor Awards. Moore’s humanitarian outreach program in Haiti supports orphans, delivers clean water and provides medical care to more than 3,500 people a year.

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REALTOR® Review

Moore, a sales associate with JoAnn Wine & Associates in Fort Gratiot, Mich., departed for his 64th trip to Haiti Jan. 29. While in Haiti, Moore and his team will deliver six month’s worth of food to an orphanage in Anse Rouge, and help residents in communities in and around Port-au-Prince.

Part of the funding came from Lowe’s, a partner of NAR’s REALTOR® Benefits Program, who contributed $100,000 that was matched by NAR. Lowe’s is a sponsor of the Good Neighbor Awards.

REALTORS® are being encouraged to donate to Haitian victims through the REALTORS® Relief Foundation. All contributions will flow through the foundation, and no foundation money will go to NAR administrative costs. NAR members and others who wish to make a donation should go to www.realtor.org/relief and complete the contribution form.

Click here for more information on REALTORS® Relief Foundation.

Local nonnprofits benefit from REALTOR® donations

The REALTOR® Foundation of the Triangle made donations to three local nonprofits organizations.

The donations, presented during the association’s December board of directors meeting, were to: • The Shepherd’s Table Soup Kitchen, accepted by Tamara Gregory – $4,000 • Inter-Faith Food Shuttle, accepted by Melissa Hartzell – $4,000 • Triangle Real Estate and Construction Veterans, accepted by Jason McCoy – $3,200 “The Raleigh REALTORS® community is happy to contribute to local nonprofits,” says Theresa Clark, 2010 RRAR president. “Part of our vision is improving lives, and that is what our work with nonprofits works toward.”

REALTORS® have a long history of giving back to the community. Through its charity arm, the REALTOR® Foundation of the Triangle, RRAR provides assistance to those in the community who need it most.

Winter 2010

Members of two RRAR Web site focus groups meet with the Web site developer. They are (from left) User Savvy Focus Group Chair Julie Garrison, Shannon Cross (executive vice president, Click Culture), Molly Owen, Lloyd Jacobs (president, Click Culture), Autumne Bennett, Paul Folmsby, Chris Newton, Wes Snead and past RRAR President John Wood.

Redesigned RRAR Web site will be a powerful tool The Raleigh Regional Association of REALTORS®’ newly redesigned Web site will offer improved navigation and communication. Members of RRAR and TMLS have been participating in two task force groups, Web Savvy and User Friendly, that began meeting last fall. These volunteers have provided valuable input, which has helped steer the look, feel and ease of navigation for the site. In addition, staff and Web developers are working side by side to create as seamless a Web process as possible.

Click Culture, a Raleigh-based integrated marketing firm specializing in technology, has reengineered the Web site to be more user friendly for visitor and host. From an internal perspective, updating the Web site information is fast and efficient. Users can be sure they’re getting the very latest RRAR and

TMLS information. Content is also custom tailored to the user’s membership level and needs.

The site was originally scheduled to launch in early February but recently hit a delay. The membership database program used by RRAR and TMLS was unable to meet the deadline since the new Web site is the first in the country for that database company to integrate at such an advanced level. Even with the delays, the site is expected to launch by the end of the first quarter.

The goal for the RRAR Web site is to be the focal point for all communications with members.

To facilitate two-way interaction, the Web site has links to interface with the association’s social media platforms.

Members of two RRAR Web site focus groups include: Stacey Anfindsen (2009 Communications & Public Relations Committee Chair) Autumne Bennett, Suzanne Burton Jennifer Cook Laurie Donofrio Winter 2010

Asa Fleming Adam Floyd Adam Floyd Paul Folmsby Julie Garrison (Chair: User Friendly) Jack James

Debbie Komlo Michael Leary Claire McCullough Chris Newton Mollie Owen Donna Parker Josie Reeves (Chair: Tech Savvy)

Jose Serrano Zach Schabot Wes Snead Linda Trevor Ed Willer John Wood REALTOR® Review

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Social media and Web 2.0 are about getting someone else to tell your story. The smart strategy is to use your Facebook fan page to post information about the particular market niche(s) you serve. Invite people to comment on what’s great about living in your area.

Top social media mistakes

By Bernice Ross

You’re happily blogging and engaging on Facebook, Twitter and LinkedIn, but are you alienating potential clients without even knowing it?

Today I had eight Facebook requests that all read the same way: “John Agent became a fan of John Agent. Perhaps you would like to become a fan too.” This is one of the biggest mistakes agents make every day when it comes to using social media. If you want to maximize your return from using social media, here’s how to avoid six of the most common mistakes that agents make.

1. Facebook fan pages are akin to testimonials If you’ve created a Facebook fan page for your business, that’s a great move, especially if it’s designed to be a fan page for your area. However, if you’ve created a fan page for yourself as a REALTOR® and invite others to be your fan, you’re making a huge mistake.

When you send a Facebook message saying you became a fan of yourself, it’s the same thing as saying, “Read this great testimonial I wrote for myself.”

Social media and Web 2.0 are about getting someone else to 8

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tell your story. Self-promotion on social media sites screams that you don’t get how these sites work. The smart strategy is to use your Facebook fan page to post information about the particular market niche(s) you serve. Invite people to comment on what’s great about living in your area.

Making your fan page about a community is a much better way to attract real estate clients.

2. Posting open houses and new listings to your Facebook profile page Ideally, your profile page on Facebook is for friends and family. If you’re like many agents

who have had profile pages for a year or more, you probably have your personal information mixed in with your business information.

To remedy this problem create a pass code protected group for your personal information. This is particularly important if you are posting pictures of your children or grandchildren. In terms of your listings and open houses, post them on a fan page for your area or on the Facebook marketplace.

While your profile page is not searchable by Google, fan pages and marketplace are searchable.

This is one of the ways to use Facebook to improve your searchengine ranking.

3. Treating social media as an advertising outlet Most people involved in social media are interested in having conversations with others who share the same interests.

They aren’t interested in being bombarded with marketing materials from real estate agents.

Many agents make the mistake of using social media to market the same way they do with print advertising. Print advertising was designed to create awareness.

Social media, in contrast, is based upon engagement. Don’t waste your time on these sites unless you are willing to be in conversation with the people who are on them.

Winter 2010

real estate business, it’s better to have a smaller group that you engage with than hundreds of people you don’t know.

5. Too many sites, too little time

4. Going for quantity rather than quality When you join Twitter, it doesn’t take long for a blast of “follow me” requests to show up in your inbox. You will also receive requests from “bots” that generate thousands of people for their users to follow. Many times these are from porn sites or from people you wouldn’t want your clients to see on your site. On Facebook, you may be receiving requests from people you don’t know.

When using these sites, be selective. What are your interests?

More importantly, what are your clients’ interests? In terms of your

Many agents sign up for multiple social media sites and do nothing with them. First and foremost, you must complete your profile in order to prevent someone else from impersonating you.

Second, if you’re trying to be active on too many sites, you won’t succeed anywhere. Each site requires a different strategy and you must adjust what you do to fit that site. Discover where your users are and where they are most active. Focus your efforts there. It’s better to be fully engaged on one or two sites than to spread yourself too thin over too many sites.

6. Compromising your clients’ privacy Would you give your best client’s contact information to a company that would sell that

No joke! Freedom of speech has limits in cyberspace

Some have gotten a rude awakening to the limits of freedom of speech in cyberspace.

It happened to Paul Chambers, 26, Jan. 13, when police came a-knocking. They told him he was being arrested under the Terrorism Act. Dumbfounded, Chambers was handed a photocopy of a Tweet he had sent a week prior.

It all started after a heavy snow storm forced an airport closing, ending the Englishman’s travel plans. He turned to Twitter to Winter 2010

vent his frustration and on Jan. 6 sent a post intended to amuse his friends. “You’ve got a week and a bit to get your s_ _t together otherwise I’m blowing the airport sky high!!”

Recollection of the ill-advised Tweet led to disbelief at the nightmarish consequences unfolding.

Detectives, who may have been tipped off, interpreted his post as a security threat. After his arrest, Chambers was questioned for almost seven hours. He spent an

information to spammers? Would you willingly share your best client’s personal information with a third party you know nothing about?

Sadly, that’s exactly what you are doing when you engage in many of the Facebook games or applications. When you see the Facebook warning about “leaving the Facebook site” or “protecting your privacy,” you are endangering your friends’ privacy.

When it comes to using social media, be a real person who is genuinely interested in connecting with others who share your interests. This is the best way to avoid social media mistakes and to build your real estate business.

Bernice Ross, chief executive officer of www.realestatecoach.com, is a national speaker, trainer, and author of Real Estate Dough: Your Recipe for Real Estate Success and other books. She can be reached at bernice@realestatecoach.com and on Twitter: @bross.

hour in a cell before bail was posted and still faced the charge of conspiring to create a bomb hoax. His iPhone, laptop and home computer were confiscated.

He was suspended from work pending an internal investigation and banned for life from Robin Hood Airport.

Chambers now has the notorious distinction of being the first of his kinsmen arrested for a comment posted on Twitter. It’s already happened in the United States.

Unconstitutional or not, the best advice is, be careful about what you say in social networking forums, even if you’re joking.

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bits & pieces

Centralized Showing Service acquires Showing Solutions

REALTORS® Leadership Academy are based on a candidate’s demonstrated leadership attributes and letters of recommendation.

Both companies are based in Overland Park, Kan., and schedule home-showing appointments and collect showing feedback for REALTORS® across the country.

Congratulations to the following individuals for being accepted into this worthy program:

The acquisition of Showing Solutions brings 12,000 agents into the CSS family, which now totals more then 131,000 REALTORS® in over 60 markets nationwide. It introduces CSS into six new markets: Topeka and Lawrence, Kan.; Detroit, Mich.; Duluth and Alexandria, Minn.; and Pueblo, Colo.

Diana Braun, Ammons Piittman REALTORS®

Virtually everything in the process of scheduling showings will remain unchanged for REALTORS® who have been using Showing Solutions. The phone numbers, Web site (www.showingsolutions.com) and the customer service representatives will remain the same.

Jean Hedges, Prime Lending

“This acquisition will improve the efficiency at which our clients will be able to conduct their dayto-day business. The showing-scheduling process for thousands of REALTORS® will become much, much easier,” says Kevin Faherty, CSS vice president.

Mollie Owen, Hodge & Kittrell Inc.

Centralized Showing Service Inc., the nation’s leader in real estate showing services, has acquired Showing Solutions Inc.

Former Showing Solutions owners Mike Gerding and David Schilling will continue to be involved during the transition process. “We definitely wanted to be active in helping facilitate the transition and feel this is a great thing for our clients. We know CSS will ensure our customers continue to receive the same great service they are accustomed to. That is important to us,” says Schilling.

For more information, contact CSS at (877) 688-7469 (SHOW) or visit www.showings.com

Meet Leadership Academy Class of 2010

The Triangle REALTORS® Leadership Academy Class of 2010 has been chosen.

Selections to the Raleigh Regional Association of 10

REALTOR® Review

Leadership Academy is taught by a nationally recognized faculty and will cover such topics as leadership concepts, planning and administration, financial issues and budgeting, legislation, communications and spokesperson training.

Colleen Blondell, Keystone Properties Sam Brooks, Prudential York Simpson Underwood David Chance, Coldwell Banker Advantage Margaret Cohen, Re/Max Preferred Associates John Hartofelis, Coldwell Banker Advantage Mike Montpetit, Town & Country Realty Christy New, Triangle Multiple Listing Service, Inc. Allan Nielsen, Triangle Multiple Listing Service, Inc. Dawn Nuzzi, Til Dawn Real Estate Chris Rackley, Lewis Realty Associates Margaret Sophie, Howard Perry & Walston Realty Christina Valkanoff, Keller Williams Realty Norma Young, Norma Young Realty

YPN is real estate business booster

The Raleigh Young Professionals Network will kick off its year with national speaker Zan Monroe, who will present “Building a Business for Life,” at 11:30 a.m., Wednesday, Feb. 24 at the RRAR office.

YPN supports young real estate professionals by offering opportunities for networking, education and community service.

Winter 2010

newsmakers Contact Betsy Ramsey, RRAR director of member services, at (919) 654-5400 or betsyr@rrar.com to become a member or for more information.

YPN benefits • Stay up to date on the latest technology • Develop tools for success in your career • Networking • Social media and Internet marketing Upcoming YPN meetings Feb. 24, 11:30 a.m.: Zan Monroe, National Speaker “Building a Business For Life” April 21, 11:30 a.m.: Reggie Randolph, MetLife True L Wealth Symposium June 16, TBD Summer Networking Event Aug. 18, TBD Social Media/Internet Marketing Workshop

Welcome new RAP members

Raleigh Associate Program members are in an allied field, such as a title or mortgage company, or any other company that provides products or services to the real estate industry.

RAP replaces the former Associate Membership classification, and is new and improved to better serve its members. RAP dues for 2010 have been significantly decreased but the benefits have increased.

For more information, contact Priscilla Erwin, RRAR member services associate, at (919) 654-5400 or at priscillae@rrar.com Ricardo Cobos, Suntrust Mortgage Heather Driver, Summit Hospitality Group Katherine Haney, Kat’s Design Services Lorraine Piechnik, Primary Residential Mortgage Inc. Stephen Smallman, Steve Smallman Property Inspections Mark Wooten, Suntrust Mortgage Winter 2010

MARY EDNA WILLIAMS

Congratulations, 2010 NCAR President Williams!

North Carolina Association of REALTORS® 2010 President Mary Edna Williams takes the oath of office as REALTOR® Kevin Stokes of Denver, Colo., presides during the NCAR Inaugural Ball at the Raleigh Convention Center on Jan. 21. Prior to her election as RRAR president in 2000, Williams served as a member and chair of almost every RRAR committee. She has been involved in the real estate industry on the local, state and national levels for the past 17 years.

learning opportunities

CONTINUING EDUCATION Did you get it? In an effort to save money on postage, printing and paper, Raleigh Regional Association of REALTORS® sent the 2010 Continuing Education course schedule to members via e-mail.

All courses will continue to be listed on the RRAR Web site and paper copies are available at the association office.

Please be sure your e-mail information in your online member profile is up-to-date so you receive necessary RRAR communications.

REALTOR® Review

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WELCOME NEW MEMBERS Paula M. Allford, Howard Perry & Walston Helen E. Alvarez, Re/Max United

Lori E. Harris, Golden Oak Real Estate Service

Russell L. Ammons, Howard Perry & Walston New Homes

Drew Harrison, Howard Perry & Walston Gian Hasbrock, Go Realty

Skip Ballou, C-21 Vicki Berry Realty

Maggi Y. Hobberchalk, Panamerican Realty

Brenda D. Barnes, Sun Carolina Realty L.L.C.

Stacy Holland, Fonville Morisey & Barefoot

James E. Bartlett, Keller Williams

Peggy J. Houser, Weichert Realtors-Triangle

Christopher Beekman, Raleigh Cary Realty Inc.

Emily L. Hughes, Weichert Realtors-Triangle

Janet F. Rock, Flowers Plantation Info & Sales Office

Gail Bennett, Zip Realty Inc.

William J. Jordan Jr., Virtue Realty JK Jung, CB Advantage

Charles S. Roylston, Keller Williams Realty

Margretcher King, C-21 Vicki Berry Realty

Mark Rupsky, Howard Perry & Walston Realtor

Colleen Blondell, Keystone Properties Brenda M. Bost, Apple Tree Inc. Keri M. Boyette, Howard Perry & Walston K. Scott Brownell, Standard Pacific Carolinas L.L.C. Deborah T. Browning, Re/Max Capital Realty Tara B. Cage, Allen Tate Co. Inc. Jamie H. Carlton, Allen Tate Co. Inc. Deborah B. Carpenter, Keller Williams

Ramaiah Kotra, Reddy Realty Linda C. Kropp, Realty Enterprise Advisors Inc. Kathryn C. Labsili, Keller Williams Martha S. Lakey, Re/Max United/ Providence Place Beth A. Lao, Howard Perry & Walston Pamela L. Lauziere, 1st Signal Corp.

Peggy Liles, Perritte Realty

Ronald H. Radtke, Keller Williams Realty Dallas R. Rich Jr., Howard Perry & Walston Barbara R. Riggs, Keller Williams Realty David H. Robbins, Fonville Morisey/ Youngsville Sales Office Wanita Y. Robinson, Howard Perry & Walston

Charlotte R. Rybinski, Howard Perry & Walston Realtor Lurania M. Santo, Fonville Morisey/Preston Sales Office Kelly Sauls, Encore Properties Pamela Schawel, Premier Carolina Realty L.L.C. Stacey Sheridan, Re/Max City Centre

Tracy P. Liu, Fonville Morisey/Preston Sales Office

David R. Simmons, Ammons Pittman, Realtors

Ashley M. Christian, Keller Williams

Lindsay L. Locke, Builders of Hope

Carlos Sirias, TuCasa Real Estate L.L.C.

Douglas B. Collins, D.N. Collins & Associates Inc.

Nick Longo, Zip Realty Inc.

Jennifer L. Smith, Southern Dream Homes

Hen Shin Lu, Gold Investments & Realty

Gary A. Stewart, Adams Homes Realty Inc.

Elizabeth L. Comer, Fonville Morisey/ Falls Sales Office

Amber Lynn, Allen Tate Co. Inc.

Christopher C. Stone, Stone Real Estate L.L.C.

Cheryl A. Curran, Howard Perry & Walston

Peter T. Lyons, Fonville Morisey/Stonehenge Sales Office

David A. Daniels, Adams Homes Realty Inc.

Kelly R. Maloy, Keller Williams Chapel Hill

Lindsay E. Suchy, Prudential York Simpson Underwood

Kimberly H. Delp, Distinguished Properties

Holley E. Maycher, Keller Williams

Heather Driver, Summit Hospitality Group

Erika E. Miller, Prudential York Simpson Underwood

Chanita L. Carter, A Dunn Deal Realty Eric S. Chernoff, Raleigh Cary Realty Inc.

Keiyonna C. Dubashi, Howard Perry & Walston Jason A. Falter, Fonville Morisey/Kildaire Sales Office

Jason C. Miller, Allen Tate Co. Inc. Tania Moore, Howard Perry & Walston

David Filippini, Howard Perry & Walston

Barbara L. Mooty, Fonville Morisey/Falls Sales Office

James P. Flanagan, Centex Realty Co.

Susan M. Nance, Keller Williams Realty

Fred W. Frizzle, Fonville Morisey/ Youngsville Sales Office

Seyed M. Naziri, Prestige Realty

Andrew G. Garfunkel, Howard Perry & Walston

Krystal R. O’Mara, Re/Max United

Tamara L. Garneau, Fonville Morisey/ Brier Creek Sales Office Jeffrey N. Garrett, Allen Tate Co. Inc. Michelle H. Gelston, Howard Perry & Walston

Adam Nietschmann, D.R. Horton Inc. Gary E. Ochsner, Zip Realty Inc. Dharmesh J. Patel, Smart Move Realty Group Janie Pearce, Re/Max United Ligia C. Pena, Weichert Realtors-Triangle

Carmicia K. Goff, Howard Perry & Walston

Robert J. Peretic, Howard Perry & Walston

Steven C. Graves, Fonville Morisey/ Falls Sales Office

Ha M. Pham-Vu, VP Realty L.L.C. Ryan Plowman, Plowman Properties L.L.C.

Myron G. Gwyn, Allen Tate Co. Inc.

Richard A. Podurgal, Howard Perry & Walston

Sean M. Gyger, Fonville Morisey/ Stonehenge Sales Office

Angela J. Swaringen, D.R. Horton Inc. Christopher S. Tanas, Ammons Pittman, Realtors Glenn M. Taylor, Raleigh Realty Cristi Thompson, Howard Perry & Walston New Homes Bryan M. Thorne, Zip Realty Inc. Nakeisha D. Thorpe, Zip Realty Inc. Patricia E. Topakian, Howard Perry & Walston Lisa M. Turner, Howard Perry & Walston Shalini Varadaraja, Keller Williams Ramona Victalino, Zip Realty Inc. Gregory A. Vitek, Fonville Morisey/ Stonehenge Sales Office Kenneth N. Walker, Fonville Morisey/Brier Creek Sales Office James P. West, D.R. Horton Inc. Colleen Whitaker, CB Advantage NH Patricia A. Wilcox, Keller Williams Christine A. Wilks, Howard Perry & Walston

Karla A. Price, Howard Perry & Walston

Rob Williams, Robert Willams, Realtor

Michael J. Haase, 1st Signal Corp.

Cynthia Quarantello, Keller Williams

Leslie A. Wright, Howard Perry & Walston

Hong Hang, Zip Realty Inc.

Laura Radford, D.R. Horton Inc.

Yucong Zhang, Zip Realty Inc.

If you would like to SPONSOR A NEW MEMBER ORIENTATION, please contact Priscilla Erwin at (919) 654-5400.

12

REALTORÂŽ Review

Winter 2010

What’s an agent supposed to be paid when leaving a firm?

By Will Martin

I occasionally get calls from agents who have left their firms and who want to know what the rules are regarding payment by their former firms for commissions on transactions that had not closed prior to their departure. My response is that I am not aware of any rules or statutes that dictate how a firm is to compensate an agent if the agent leaves the firm, either voluntarily or involuntarily. I tell these callers my understanding is that such matters are determined by the terms of the written independent contractor agreement that the agent hopefully has with the firm.

I use the word “hopefully” for a couple of reasons.

First of all, as I explain to the callers, the Internal Revenue Code provides that a licensed real estate agent won’t be considered an employee for federal tax purposes if: “Substantially all of the remuneration… for the services performed by such individual as a real estate agent is directly related to sales or other output (including the performance of Winter 2010

services) rather than to the number of hours worked; and “The services performed by the individual are performed pursuant to a written contract between such individual and the person for whom the services are performed and such contract provides that the individual will not be treated as an employee with respect to such services for federal tax purposes.”

I diplomatically refrain from asking these callers whether they, in fact, have written independent contractor agreements with their firms. Based on the silences that sometimes follow my explanation of the Internal Revenue Code provision, I get the feeling that some of them don’t.

Secondly, unless there is an employer-employee relationship between the firm and the agent, which is rare, entitlement to, and responsibility for, payment of real estate brokerage commissions is a matter of contract. If the callers either don’t have a written contract at all or they do have a written contract that doesn’t specifically address the subject of their compensation rights on deals that haven’t closed when they leave the firm, it can be exceedingly difficult to determine the agent’s legal rights to commissions that are paid when the transactions do close.

Is the departing agent entitled to all, some percentage, or none of his or her regular proportionate

share of the fee on a transaction when it closes? In the absence of an express provision in a written agreement, it can be very difficult to say. Sometimes the understanding of the parties as to this or any other issue may be inferred or implied by other terms of their agreement or by their words or actions, or by other surrounding circumstances. But unless you’re lucky, this exercise can be like trying to put together a puzzle when some of the pieces are missing, and the ones you do have don’t fit together very well.

Of course, there are many other issues that should be addressed in a good independent contractor agreement. I am singling out the departing-agent-compensation issue because it’s an issue I get calls about. (Another is what happens to the agent’s listings and/or buyer agency agreements, but that’s a column for another day.) I am convinced that many of those calls would be unnecessary if firms and agents would take more care to see that their agreements are reduced to writing and that they clearly address issues regarding the compensation of the agents, while they are with the firm and after they depart as well.

Will Martin is a manager in the law firm of Martin & Gifford P.L.L.C., which practices primarily in the area of real estate brokerage law. For more information about the firm, go to www.martingiffordlaw.com REALTOR® Review

13

About the only way to stop the nibble is to be prepared to walk away from the transaction. The nibbler knows that it really isn’t worth starting the sale process all over again for such a little amount.

Whether you are buying or selling a home, there are some shrewd negotiators out there who want to extract every last possible dime from your pocketbook. One of their most common strategies is “the nibble.”

Dealing with buyers who ‘nibble’

By Bernice Ross

14

REALTOR® Review

You completed all negotiations, the buyer has removed all the contingencies and you’re set to close in just three days. Every detail concerning the move has been handled. Much to your surprise, you receive a call from your agent telling you the buyers thought the washer, dryer and refrigerator were included in the deal.

They’re refusing to close the deal unless you either leave them the appliances or give them a credit for $1,000 to replace the items.

While this could be a legitimate misunderstanding, chances are you’ve just experienced what is known as “the nibble.” A “nibble” is a negotiation ploy where the nibbler attempts to get “just a little bit more” out of the deal.

I once had an REO (bankowned) listing on the Wilshire Corridor in Los Angeles. The property was in great condition and had new carpets and drapes.

We had priced the property to sell. We received two offers and the bank took the highest offer, which was an “all cash” offer.

The buyers were from another country, where bartering is a core cultural value. For my bank clients, the signed contract represented what they expected to receive when the transaction closed. For the buyers, the contract was just the beginning point of the negotiation.

The listing agreement was clear: The buyers were purchasing the property in “as-is” condition. The bank was exempt from the disclosure requirements, although as an agent I still had to provide the buyers with a disclosure statement. I completed my disclosure and included it as part of the offer negotiation. The buyers signed off on the offer.

In normal practice, once the buyer approved the bank’s counteroffer including the disclosure items, those items were no longer subject to negotiation.

In most cases, when a buyer purchases an REO there is no physical inspection contingency.

This means that the buyer must inspect the property prior to making an offer. It also means the buyer does not have a legitimate way to back out of the transaction based on the property condition unless that condition changed between the time the property was placed under contract and the time it closed.

Winter 2010

Although it was unusual, the bank agreed to the physical inspection contingency since the offer was all cash.

Our contract called for all appliances to be in “normal working order.” The appliances all worked properly.

The buyers were unhappy that the appliances were seven years old. They asked the bank to replace all of the appliances.

The bank refused, but did agree to purchase a home warranty to move the deal forward. This was the first “nibble” in the deal – getting the bank to pay for the home warranty.

A week later, I received a call from an appraiser wanting access to the property. I contacted the buyers’ agent to see exactly why the buyers needed an appraisal, since the transaction was supposed to be all cash.

Furthermore, the bank had requested proof of enough funds on deposit at a United States bank to close the transaction for all cash in the 30-day period.

It turned out, at least the agent claimed, that the buyers thought they could bring that much money into the country, but were having trouble doing so.

Assuming that the property appraised at the purchase price, the buyers had sufficient funds to make a 20 percent down payment and obtain an 80 percent new loan.

Winter 2010

They were going to need an extra couple of weeks to close the loan, however. Nibble No. 2: Would the bank be willing to extend the closing week another two weeks? The bank agreed, although it demanded a preapproval letter from the buyers’ mortgage company prior to accepting the change in terms.

The buyers asked if they could bring their decorator to the property. It was a warm day and the air conditioning was off. The buyers came back the following day and claimed the air conditioning system “was not in proper working condition as per the contract because it took too long to cool down the property.” However, I visited the property and the system kicked on immediately. The buyers demanded that the bank replace the air conditioning. As an alternative, however, they said the bank could replace the carpets with marble.

Fortunately, we received a strong back-up offer. At that point, the bank instructed me to have cancellation instructions drawn up, including retaining the buyers’ $10,000 deposit for liquidated damages as per the contract.

The bank gave the buyers five business days to close as per the new contract date or lose their $10,000 deposit. When the buyers learned of the other offer, they immediately came up with the money and closed.

The moral of the story: About the only way to stop the nibble is to be prepared to walk away from the transaction. The nibbler knows that it really isn’t worth starting the sale process all over again for such a little amount.

Bernice Ross, chief executive officer of www.realestatecoach.com, is a national speaker, trainer, and author of Real Estate Dough: Your Recipe for Real Estate Success and other books. She can be reached at bernice@realestatecoach.com and on Twitter: @bross.

They asked the bank to replace all of the appliances.

The bank refused, but did agree to purchase a home warranty to move the deal forward.

This was the first “nibble” in the deal – getting the bank to pay for the home warranty.

REALTOR® Review

15

Single-Fam #N/A Townhouse-Condo

Local Market Updates

A free research tool from the Triangle Multiple Listing Service, Inc.

Entire Triangle Region All TMLS Activity

December 2008

2009

Change

Year to Date 2008

2009

Change

New Listings

2,495

2,437

- 2.3%

53,164

44,862

- 15.6%

Closed Sales

1,549

1,554

+ 0.3%

24,924

21,983

- 11.8%

Median Sales Price*

$187,400

$178,510

- 4.7%

$190,000

$182,000

- 4.2%

Average Sales Price*

$233,788

$222,590

- 4.8%

$238,573

$222,827

- 6.6%

Total Dollar Volume (in millions)*

$361.6

$345.1

- 4.6%

$5,941.8

$4,895.8

- 17.6%

Percent of Original List Price Received at Sale*

96.0%

96.4%

+ 0.4%

97.2%

96.6%

- 0.7%

100

104

+ 4.5%

91

101

+ 11.1%

18,720

16,204

- 13.4%

--

--

--

Average Days on Market Until Sale Inventory of Homes for Sale *Does not account for seller concessions.

Some of the figures referenced in this report are for only one month worth of activity. As such, they can sometimes look extreme due to the small sample size involved.

Activity—Most Recent Month 2,495

2,437

Activity—Year to Date 2008 2009

53,164 44,862 1,549

2008 2009

1,554

24,924

+ 0.3%

- 2.3% New Listings

Closed Sales

Median Sales Price $187,400

$178,510

2008 2009

$190,000

$182,000

- 4.2%

December

Year to Date

Days on Market Until Sale 104

+ 4.5% December

- 11.8%

- 15.6% New Listings

Closed Sales

Percent of Original List Price Received at Sale

- 4.7%

100

21,983

96.4%

96.0%

2008 2009

97.2%

96.6%

- 0.7%

+ 0.4% December

Year to Date

December Inventory of Homes for Sale 2008 2009

91

101

18,720 16,204

+ 11.1% Year to Date

- 13.4% 2008

2009

All data provided by Triangle Multiple Listing Service, Inc. Reports are created and maintained by 10K Research and Marketing.

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

16

REALTOR® Review

Winter 2010

Single-Fam #N/A Townhouse-Condo

Local Market Updates

A free research tool from the Triangle Multiple Listing Service, Inc.

Wake County

December

Wake County, NC

2008

2009

New Listings

1,295

Closed Sales

875

Median Sales Price* Average Sales Price*

Year to Date

Change

2008

2009

Change

1,228

- 5.2%

28,111

23,989

- 14.7%

787

- 10.1%

13,865

12,006

- 13.4%

$212,000

$210,000

- 0.9%

$213,000

$199,000

- 6.6%

$265,461

$257,984

- 2.8%

$264,522

$243,516

- 7.9%

Total Dollar Volume (in millions)*

$232.3

$203.0

- 12.6%

$3,667.2

$2,923.4

- 20.3%

Percent of Original List Price Received at Sale*

96.6%

97.0%

+ 0.4%

97.6%

96.9%

- 0.7%

104

102

- 2.0%

86

96

+ 12.4%

9,328

7,947

- 14.8%

--

--

--

Average Days on Market Until Sale Inventory of Homes for Sale *Does not account for seller concessions.

Some of the figures referenced in this report are for only one month worth of activity. As such, they can sometimes look extreme due to the small sample size involved.

Activity—Most Recent Month 1,295

1,228

Activity—Year to Date 28,111

2008 2009

23,989 875

2008 2009

787

13,865

- 10.1%

- 5.2% New Listings

Closed Sales

Median Sales Price $212,000

$210,000

2008 2009

$213,000

$199,000

- 6.6%

December

Year to Date

Days on Market Until Sale 102

- 2.0% December

- 13.4%

- 14.7% New Listings

Closed Sales

Percent of Original List Price Received at Sale

- 0.9%

104

12,006

97.0%

96.6%

2008 2009

97.6%

96.9%

- 0.7%

+ 0.4% December

Year to Date

December Inventory of Homes for Sale 2008 2009

86

96

9,328 7,947

+ 12.4% Year to Date

- 14.8% 2008

2009

All data provided by Triangle Multiple Listing Service, Inc. Reports are created and maintained by 10K Research and Marketing.

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

Winter 2010

REALTOR® Review

17

Housing has been ‘greenwashed’

merit badges, many others are just pretending – making marketing claims that have become known as “greenwashing.”

By Mary Umberger

Walk through any homeremodeling expo these days and you could be forgiven for thinking that the entire industry has gone mad for green.

Everything from roofing shingles to basement wall-sealants seem to bear some kind of “eco” stamp lately, testament to manufacturers’ determination to appeal to consumers’ apparently heightened appreciation for sustainability, energy conservation and plainold Earth friendliness.

“If you actually took all the marketing claims at face value, then the environment should be in great shape,” says Henning Bloech. “Everything is ‘green.’”

18

REALTOR® Review

Bloech spends a great deal of time contemplating such claims.

He’s the executive director of the GreenGuard Environmental Institute, an Atlanta-based organization that, among other things, independently tests chemical emissions of home building products to certify that they meet indoor air-quality standards.

His group is one of a relative handful of so-called “third-party certifiers” who set standards and verify manufacturers’ claims of their products’ environmental attributes. Bloech says that though many companies have earnestly endeavored to earn their eco

“It’s extremely widespread,” Bloech says. “It’s everywhere.”

And greenwashing manifests itself in myriad ways, experts say. TerraChoice, an Ottawabased marketing company that describes itself as specializing in sustainable products, in 2009 tested 2,219 products in various categories that made about 5,000 “green” claims.

It found that only 25 were not guilty of at least one of its “seven sins of greenwashing,” which include making claims that are vague, lack proof or are outright misrepresentations, among others.

“There is just a lack of standards on how to define what is green,” agrees Christopher Nelson, director of corporate development for UL Environment, Winter 2010

Though many companies have earnestly endeavored to earn their eco merit badges, many others are just pretending – making marketing claims that have become known as “greenwashing.” a recently launched arm of Underwriters Laboratories that will set environmental standards and vet environmental claims for manufacturers’ products.

One of ULE’s two programs validates environmental claims, he said. “If a product says it’s made with X, Y or Z, we test whether that’s true,” he says.

“We’re not saying that’s good or bad, just that you can trust that the statement is accurate.”

The other program tests sustainability, “that you can trust that it has met certain environmental guidelines that have been established through a third-party process,” he says.

Third-party certification is time consuming and expensive, Bloech says. Typically, such processes are funded by licensing fees that manufacturers pay in exchange for the right to advertise that they’ve passed the tests. Some groups, however, solicit public donations.

In addition to manufacturers who tout their own green credentials, Bloech says “second-party certification” is another source of information for consumers; most often, these are tests conducted through trade groups, such as those representing cabinet or Winter 2010

carpet manufacturers.

“There are a lot of secondparty certifications, and that’s not necessarily bad,” he says. “Some have fairly stringent requirements, but they still remain industry programs, and that may be a little bit of a conflict of interest.”

Bearing in mind that standards vary, depending on who’s doing the certification and what their goals are, here are some online sources for consumers who want to check out home building-related products and manufacturers:

LEED: The United States Green Building Council’s Leadership in Energy & Environmental Design program provides third-party verification that buildings or communities are designed and built with the aim of improving energy performance, water efficiency, emissions reduction, indoor air quality and stewardship of resources.

Certification Systems: Certifies aspects of a product’s environmental impact in such individual categories as recycled content and indoor air quality or overall lifecycle assessment.

Energy Star: A joint program of the U.S. Environmental Protection Agency and the U.S. Department of Energy that rates products on their energy-efficient products and practices.

Mary Umberger is a free-lance writer based in Chicago.

Green Guard: Certifies products that have been tested for their chemical-emissions performance and their effect on indoor air quality.

Green Seal: The nonprofit says it evaluates products or services, many of them related to construction and remodeling, on a lifecycle assessment basis – from material extraction though manufacturing and use, and recycling and disposal.

UL Environment: Verifies manufacturers’ claims and separately certifies sustainability standards.

“There is just a lack of standards on how to define what is green.”

REALTOR® Review

19

BECOME MAS

OF YOUR ENERGY BI

By Paul Bianchina

L

ots of people are concerned about how much it costs to heat and power their homes, and the impact they have on the environment. So it’s always interesting when some new products come along that can help us better understand how our homes work and what changes we can make to improve things.

20

REALTOR® Review

Monitoring power usage As part of its Energy Series, Black & Decker has developed the Power Monitor (Model EM100B, $99.99). This unique and easy-to-use device allows you to monitor power usage anywhere in the house, so you can truly see the cost of running an appliance or see how much replacing standard light bulbs with more energy-efficient ones will offer in energy savings.

The Power Monitor consists of an indoor digital display and an outdoor sensor unit. Each one operates on two AA batteries (not included). The outside sensor unit attaches to your electric meter

with a simple band clamp.

No electrical wiring is required, and there’s even a little information tag on the unit to let your meter reader know what it is and what it’s doing there.

The interior display unit is freestanding and there’s no wiring required between the two units.

The instructions are quite good, with clearly illustrated setup and adjustment details. They’ve also included three separate booklets, each in a different language, rather than making you wade through confusing instructions where all the languages are mixed Winter 2010

STER

ILLS

or kilowatts and you can switch easily back and forth between the two.

According to the manufacturer, the sensor unit is compatible with approximately 90 percent of the electric meters currently in use.

On the Black & Decker Web site, www.blackanddecker.com, there’s a handy electric meter compatibility guide that lets you check your particular type of meter before you decide to buy the monitor.

Find those energy leaks Also from Black & Decker is the Thermal Leak Detector (Model TLD100, $49.99). This instrument is both easy and fun to use, and it can provide you with a lot of important information about how to make your home warmer and more comfortable this winter. in together – a feature I would really like to see more manufacturers adopt!

The outdoor unit has an LED sensor arm that “reads” changes in the meter. This information is then relayed to the interior display and instantly shows you changes in electrical usage. For example, with the indoor display unit in hand, you can turn on your oven or your microwave and see the increase in power usage relayed directly from the electric meter.

You can turn the lights on or off in a room, or turn on a hair dryer or a television set and see how much power it consumes. The display reads in either dollars Winter 2010

The digital, pistol-grip Thermal Leak Detector operates on one 9-volt battery (not included).

Simply install the battery and the unit is ready to go, without any additional setup or calibrations.

To use the Thermal Leak Detector, simply aim the unit at a reference point that you think has a fairly constant temperature, such as a wall. Press the “On” button, and the screen lights up and the detector projects a green spot at your reference point. On the digital readout screen, you’ll see two temperature readings – “reference” and “scan.” Now move the detector over the surfaces you want to check for leaks. The reference temperature,

which is the temperature of the surface you initially pointed the detector at, will remain constant.

The scan temperature will change to reflect the temperatures of the surfaces that you’re checking.

The detector continues to project a green light to show you exactly where the unit is reading. When the temperature of the surface drops in relation to the reference temperature, the light changes to blue. When the temperature increases, the light changes to red. The sensitivity of the reference light can be changed using a simple slide switch on the back of the detector. You can set it to read small changes of 1 degree, moderate changes of 5 degrees or more substantial changes of 10 degrees or more.

Within minutes, you can get some very accurate readings of where air leaks might be located or where hot and cold spots might be. You can see if your weather stripping needs to be repaired or if some areas need caulking.

You also can really see just how much heat those old single-pane windows are leaking. And to help you tighten things up again, there’s a handy little Home Energy Repair Guide booklet included with the detector.

Paul Bianchina is a nationally syndicated columnist, author, contractor and instructor, living in Bend, Ore.

REALTOR® Review

21

RRAR events

February 3 Raleigh Young Professionals Network, 11:30 a.m.

Women’s Council of REALTORS®, 9 a.m.

Top Producers Council, noon 4 New Member Orientation, 8:30 a.m. to 3 p.m.

SFR Certification with Mark Given, 8:30 a.m. to 4:30 p.m.

8 Housing Opportunity Committee, 9-10 a.m.

Communication & Public Relations Committee 9 TMLS board of directors, 1-3 p.m.

10 RRAR board of directors, 9-11 a.m.

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

Instructor: Vicki Ferneyhough Elective: Comprehensive Short Sales Seminar 1:30-5:30 p.m. Instructor: Tim Burrell 14 Valentine’s Day 15 President’s Day 16 Elective: Ethics in Today’s Real Estate World, 9 a.m. to 1 p.m. Instructor: Vicki Ferneyhough Community Service Committee 18 New Member Orientation, 8:30 a.m. to 3 p.m.

Government Affairs Committee regular educational meeting, 11:30 a.m.

22 REALTOR® Foundation of the Triangle board of directors, 1-3 p.m.

24 Raleigh Young Professionals Network, 11:30 a.m.

March 3 Women’s Council of REALTORS®, 9 a.m.

Special NBC-17 broadcast, 5 p.m.

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

8 Housing Opportunity Committee, 9-10 a.m.

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

Instructor: Bil Gallagher Elective: Foreclosures, Short Sales, REOs and Auctions, 1:30-5:30 p.m. Instructor: Bill Gallagher 10 RRAR board of directors, 9-11 a.m.

11 Technology Fair and Trade Show 14 Daylight Savings Time Begins 16 Community Service Committee 22

REALTOR® Review

17 St. Patrick’s Day Leadership Academy Orientation for Entering Class, 5:30 p.m.

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

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

Government Affairs Committee Business Meeting, 11 a.m.

Leadership Academy Leadership Concepts with Tom Martin, 8:30 a.m. to 5 p.m.

19 Leadership Academy Leadership Concepts with Tom Martin, 9 a.m. to 5 p.m.

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

Instructor: Debbie Long Elective: Social Media, E-Commerce Issues and Internet Resources, 1:30-5:30 p.m. Instructor: Debbie Long 24 Top Producers speaker event: Tamara Bunte 28 Palm Sunday 29-31 Passover

April 1 April Fool’s Day New Member Orientation, 8:30 a.m. to 3 p.m.

2 Good Friday (Office Closed) 4 Easter 7 Raleigh Young Professionals Network, 11:30 a.m.

Women’s Council of REALTORS®, 9 a.m.

Top Producers Council, noon 8 Continuing Education, all day: George Bell 12 Communication & Public Relations Committee Housing Opportunity Committee, 9-10 a.m.

13 TMLS board of directors, 1-3 p.m.

14 RRAR board of directors, 9-11 a.m.

Continuing Education, all day: Bill Gallagher 15 New Member Orientation, 8:30 a.m. to 3 p.m.

Government Affairs Committee Regular Educational Meeting, 11:30 a.m.

16 Leadership Academy, 9 a.m. to 5 p.m.: Jim Manke 19 Continuing Education: Vicki Ferneyhough, 5-9 p.m.

20 Community Service Committee 21 Raleigh Young Professionals Network, 11:30 a.m.

22 Continuing Education, all day: Mark Given 27 Continuing Education, all day: Stacey Anfindsen Click here for event updates and more information.

Winter 2010