Real Estate Magazine - Title Resource Group, April 2017

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Jobs, Homes and Quality of Life Why Homeownership Is Booming in Idaho, and How TitleOne Is Helping the Cause – Page 94

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WE’VE DONE SOMETHING SPECIAL TOGETHER. It’s official, the CENTURY 21® brand has ranked “Highest Overall Satisfaction for First-Time Home Buyers, First-Time Home Sellers, Repeat Home Buyers (Tied in 2016), and Repeat Home Sellers among National Full Service Real Estate Firms, Three Years in a Row” by J.D. Power. Thanks and congratulations to all our dedicated agents!

C21.COM The CENTURY 21® brand received the highest numerical score among 5 real estate companies for first-time and repeat home buyers and sellers (tie for repeat home buyer) in the proprietary J.D. Power 2014–2016 Home Buyer/Seller Studies. 2016 study based on 5,837 total responses, measuring the perceptions and experiences of customers who bought and/or sold a home between March 2015 and April 2016, surveyed February-April 2016. Your experiences may vary. Visit jdpower.com © 2016 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21®, the CENTURY 21 Logo, and SMARTER. BOLDER. FASTER.® are registered service marks owned by Century 21 Real Estate LLC. Century 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated.

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{Contents} April 2017/Vol. 33, No. 4 • www.rismedia.com

{On the Cover} 94 Jobs, Homes and Quality of Life Why Homeownership Is Booming in Idaho, and How TitleOne Is Helping the Cause

26

Idaho has a lot going for it these days.

Just ask Mark Tidd, CEO of Boise-based TitleOne Corporation, with 13 locations serving 14 counties throughout the state.

From affordability to lifestyle, Idaho’s allure is attracting many out-of-state homebuyers, drawn by the promise of an all-around better quality of life. In this month’s cover story, Tidd shares just why Idaho is booming, and how his firm supports the rise in homeownership by playing a key role at the closing table.

94

{Highlights} RISMedia’s 29th Annual

Report

Inside the results of our 2017 Power Broker Survey:

104

46 So Many Buyers, So Few Homes Power Brokers Prep Agents to Compete in a Low-Inventory Market

{Headliners} 15 Policy Matters: The Resilience of RESPA

16 NAR Power Broker Roundtable: Building Wealth 18 REBAC Report: Connect With Clients Through an Online Content Program 20 Executive Appointments 29 Webinar Recap: Two Problems, One Solution: Boosting Agent Adoption and Communication

18

For the first time in a long time, the outlook for residential real estate is decidedly bullish.

Stock markets and consumer confidence are riding high, and interest rates—though on the upswing—can still be categorized as low. Yet, there’s a rub—and a big one: lack of inventory. In fact, a whopping 62 percent of respondents to RISMedia’s 2017 Power Broker Survey reported that a lack of inventory was their biggest challenge in today’s market. Find out how Power Brokers are preparing their agents to succeed.

50 Power Brokers Weigh In 41 Boomer, Millennial Homeowners to Drive Remodels Over Next Decade 71 Gen X Homeowners Make Comeback After Coming Up in the Crash 101 T he 10 Best Cities to Sell a House

From the challenges to the opportunities, find out how brokers are approaching business this year in our exclusive Power Broker Survey Research.

53 The Power Broker Top 500 Ranked by 2016 sales volume, see who made this year’s Top 500 list!

RISMedia’s REAL ESTATE April 2017 3

37

72

{Features} 22 B eyond the Plateau: Brokers Share Growth Strategies at NAR Summit 43 Blog Spot: 5 Steps to a Happy, Healthy, Well-Organized Nursery 68 Power Broker Perspectives: John Vatistas, Stephanie Bellanova 72 Global Spotlight: Dubai: The Melting Pot of the Middle East 75 Strategies: Homes.com; HSA Home Warranty; NAR - GRI; Quicken Loans; Real Estate Webmasters; Zillow 94 Jobs, Homes and Quality of Life 102 T rending: Will Single Buyers Capture a Greater Share of 2017 Home Sales?

104 RISMedia’s Great Spaces 109 Ask the Experts: Building a Global Practice, Showcasing Your American Pride, Working Hard to Make More Money

{Interviews} 90 Kathy Koehler, The Koehler Bortnick Team, ReeceNichols 93 Matt van Winkle, RE/MAX On the Lake/Northwest 98 Lynn Chute, HomeSmart Realty Group 98 R achel Adams, Keller Williams Realty 100 Ron Copus, Realty ONE Group Glendale 100 Cathy Griffin, CENTURY 21 Towne & Country

4 April 2017 RISMedia’s REAL ESTATE

86

{Experts}

{Every Issue}

24 Brian Buffini - The Secret to

6 RISMedia Online 9 Publisher’s Desk 12 Did You Know 113 Service Profiles 122 Referrals 128 RE: Real Estate—Keeping

Successful Lead Generation 26 Desirée Patno - Expanding Your Business Through Innovation 37 I ddo Gavish - The Importance of In-Person Communication 38 Terri Murphy - 3 Top-Secret Strategies That Will Make You a Rock Star 45 Geoff Lewis - Business Building: Global Pros Shaping an Industry 81 Derek Latka - How Culture Can Help Define Your Office Success 83 Verl Workman - The Power of a Team 84 Cleve Gaddis - The 7 Laws of Team-Building Success 85 Rick Geha - Teams Are the Future 86 Nate Martinez - The Evolution of Teams 108 Jacob Stepan - The New ABCs of Selling

Your Brokerage on the Right Side of the Law

93

Today’s homebuyers want to experience the world. We have a world of experience to share.

Today’s consumers know no limits to the world around them. Neither do we. We are the expert guides for those who aspire to love where they live in places near and far. With our collaborative global network, bold technology integrations, and a passion for real estate worldwide, we are doing more for those who expect more. We don’t simply say we are international, we are.

While the world seems to be getting smaller our network continues to grow.

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Stay Social!

{Online} Trending on View these and more at blog.rismedia.com!

12 Smart Home Gadgets That Make Great Housewarming Gifts Looking for a housewarming gift for a new homeowner? Consider a smart home gadget that can change their lives for the better. Here are a few options.

“Inventory is low. Buyers are out shopping for homes already ahead of the spring season.”

These 10 Housing Markets Are Getting Hot Hot Hot

Looking to purchase a new spot, buy an investment property or pick up and move? SmartAsset recently published data on the top rising housing markets.

- Marcy Carter, ReeceNichols

Are You a REALTOR® in Florida? Beware the Latest Real Estate Scam The fictitious “Florida Board of REALTORS” has been sending out a “final notice” bill to real estate professionals across the state of Florida.

Green Your Space: 5 Tips for a Healthy Home All homeowners want a healthy home for their family and pets. Making the right choices in your house isn’t always easy though.

“Our market has remained strong with inventory decreasing and prices inching up.”

- Dianne McClusky, The Alliance Group Realty

5 Ways to Reverse Signs of Smoking in Your Home

A smoker’s home can be a massive deterrent to potential buyers. Here are five ways to get rid of signs of smoking from your home.

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6 April 2017 RISMedia’s REAL ESTATE

“Wish we had more inventory in Avalon and Stone Harbor!”

- James Scott, Keller Williams Realty Jersey Shore

NAR: My Advocate For real estate Business disciplines

commercial real estate Get connected to education and designations from nar’s affiliate organizations, recent research trends, and technology tools to support your success in commercial real estate business. www.NAR.realtor/Commercial

auction real estate auction is an innovative and effective method of selling real estate. it is an intense, accelerated real estate marketing process that involves the public sale of any property through open cry, competitive bidding. www.NAR.realtor/Auction

resort & second Home network with other members who specialize in the buying, selling, or management of investment, vacation, or second homes. learn about the latest developments in the resort and second home market with the rsps certification. www.NAR.realtor/resort-and-second-home

NAR advocates for its one million plus members every day. www.NAR.realtor

GloBal opportunities international investment is at an all-time high. nar offers a worldwide realtorÂŽ network with members in more than 65 countries, plus global education and resources you need to capture this lucrative clientele. www.NAR.realtor/Global

{Publisher’s Desk} Local Challenges, Global Possibilities

F

rom Boise to Dubai, homeownership is booming. The fact that we’re covering both of these locations in one issue says it all: Real estate is a global business, now more than ever before.

The global movement was quite evident at the RE/MAX R4 Convention in Las Vegas last month where more than 6,000 real estate professionals representing 60 countries were in attendance.

But global is also happening right in our own backyards.

Generate More Business from Social Media!

“Real estate isn’t local or global—it’s both,” says LeadingRE President and CEO Pam O’Connor in this month’s cover story, beginning on page 30. Comprised of 550 independent brokerages with 4,000 offices and nearly 130,000 agents in soon to be 70 countries around the world, global is part of LeadingRE’s DNA. And whether you’re in Boise or Dubai, it should become part of yours, too.

As NAR Global Marketing Manager Cindy Fouth explains on page 109, “No matter where you live in the U.S., international clients are present. And they’re a lucrative clientele. Foreign buyers purchasing in the U.S. typically spend more money per home and pay in cash more frequently than domestic buyers.”

Automated Facebook posts lead prospects to your personalized landing page!

Relevant Content Auto-Posted and Branded for YOU!

Your Name & Company on Personalized Landing Pages!

Global opportunity is just one of the positive influencers driving business for U.S. real estate brokers. According to RISMedia’s 2017 Power Broker Survey, 2016 total sales volume for the top 1,000 firms came in at $1,161,991,877,713, a more than $38 billion increase over 2015. Total transactions for 2016 increased by almost 200,000 over 2015, for a grand total of 3,648,075.

However, while the forecast for homeownership is bright, 62 percent of responding Power Brokers almost unanimously report that the inventory shortage continues to be a problem— and a big one. “Our biggest challenge is lack of inventory in the entry and move-up price points,” explains Rei Mesa, president and CEO of Berkshire Hathaway HomeServices Florida Realty.

“There is demand, but a great deal of it is pent-up. This is a challenge for all of us, not just my firm.”

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Find out how Power Brokers are strategizing to succeed despite inventory woes in our 2017 Power Broker Report special section, beginning on page 46. Here you’ll find interviews, research results and the Top 500 list of Power Brokers ranked by sales volume. The complete ranking of the Top 1,000 firms by both sales volume and transactions will be available later this spring.

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EDITORIAL Executive Editor Maria Patterson Online Managing Editor Beth McGuire Managing Editor Paige Tepping Senior Editor Nick Caruso Senior Content Editor Zoe Eisenberg Online News Editor Suzanne De Vita Editorial Intern Gabrielle van Welie Contributing Editors Lesley Grand; John Voket; Barbara Pronin; Keith Loria; Andrew King

INFORMATION TECHNOLOGY Chief Information Officer Edward T. Kingston Web Designer Kevin Kirwan Director, Client Solutions Peter Di Salvo Client Solutions Manager James Bartley Information Technology Manager James Jones

DESIGN Art Director Christy LaSalle Production Manager Susanne Dwyer Senior Designer Kelli McKenna

SALES Senior Vice President Anne Kraft Senior Vice President Kara T. Stripay Senior Vice President Paul Purvis Director, Business Development Brett Johnson Director, Business Development Andy MacPherson Director, Business Development Scott Leone

ADMINISTRATION Client Relations Manager Patty Sinisko Circulation Manager Alice Heffron EVENTS AND MEMBER NETWORKS Events & Network Relations Manager Randi Vannucchi Research Analyst Jaxson Corsi RIS CONSULTING GROUP Vice President, Managing Director John Sculley, CRP Projects Director Peg Guinta, CRP Email: consulting@rismedia.com

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PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey RISMedia’s Automated Content Engagement (ACE) www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear Copyright® 2017 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years).

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{Did You Know?} #REalityCheck

More than one million homeowners with negative equity came up from under the surface in 2016, but some are still treading water, according to Zillow’s recently released 2016 Q4 Negative Equity Report. Just 10.5 percent of homeowners now owe more on their mortgage than the value of their home, a dip from 13.1 percent in 2015.

The metropolitan areas with the highest percentage of homeowners still in negative equity are Chicago, Ill., (16.5 percent); Virginia Beach, Va. (16.4 percent); Baltimore, Md. (14 percent); Cleveland, Ohio (13.7 percent); and Milwaukee, Wis. (13.5 percent).

Americans are more confident about their housing prospects than ever before, with more believing now is “a good time” to buy or sell a home, according to Fannie Mae’s Home Purchase Sentiment Index® (HPSI), which hit high point after high point in February. Forty percent of Americans surveyed in the Index believe now is a good time to buy a home, up 11 points from January, while 22 percent believe now is a good time to sell, up 7 points to an Index high.

12 April 2017 RISMedia’s REAL ESTATE

According to a recently released report by the National Association of REALTORS® (NAR), 81 percent of Americans say their pets play a role in their housing situation—so much so that 89 percent say they would not give up their pet due to a housing restriction. What’s more, 19 percent of Americans say they would consider moving for their pet, while 12 percent have moved for their pet.

According to ATTOM Data Solutions’ 2016 Year-End U.S. Home Flipping Report, flips rose 3.1 percent from 2015 in 2016, with gross profits averaging $62,624. The markets with flips earning $100,000 or more in profits were concentrated in California: San Jose ($145,750); San Francisco ($140,000); Los Angeles ($127,000); San Diego ($111,000); Oxnard-Thousand Oaks-Ventura ($105,000); and Vallejo-Fairfield ($101,000).

AMERICAN HOME SHIELD® is committed to helping you be the best you can be At AHS®, we want what’s best for you. That’s why we use years of industry knowledge to create a home warranty plan tailored to your needs and your clients. And AHS offers many helpful resources readily available to you.

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{Policy Matters} The Resilience

of RESPA This column is brought to you by the NAR Real Estate Services group.

by Christie DeSanctis

W

ith the recent change in political landscape, attacks against the Consumer Financial Protection Bureau (CFPB) are relentless, causing many to question the longevity of the agency charged with regulating consumer financial products.

In 2010, in the wake of the U.S. financial crisis, the Dodd-Frank Act created the CFPB as an independent agency designed to protect consumers from bad actors in the financial industry. Retaining jurisdiction from multiple agencies, including the Department of Housing and Urban Development, the CFPB has rulemaking, enforcement and supervisory authority over consumer financial products, services and providers, subject to certain exceptions. While the CFPB is generally excluded from exercising authority over real estate brokerage activities, the CFPB does have authority under the Real Estate Settlement Procedures Act of 1974 (RESPA) over agents and brokers engaging in offering or providing financial products or services.

Real estate brokers and agents must comply with RESPA, and are prohibited from receiving anything of value in return for the referral of settlement service business.

Despite ongoing battles threatening the CFPB’s operations, the agency’s enforcement of RESPA remains resilient, as evidenced in several recent enforcement actions. Earlier

this year, the CFPB issued consent orders for RESPA violations against a mortgage lender, mortgage servicer and two real estate brokerage firms. These companies either made or received payments in the form of illegal kickbacks for mortgage business referrals, which resulted in the CFPB imposing financial penalties, disgorgement and numerous restrictions on business operations.

According to the CFPB, the real estate brokerages illegally accepted payments for referrals through lead agreements, marketing service agreements (MSAs), desk-licensing agreements and/or steering of consumers to pre-qualify for mortgages.

Enforcement actions like these have been the only insight industry has into the CFPB’s interpretation of RESPA, posing to be extremely problematic for agents and brokers trying to stay ahead and in compliance with the law. In fact, the ongoing case of PHH Corporation v.

CFPB started with an enforcement action related to mortgage referrals and continues to be extensively litigated.

In the PHH case, the U.S. Court of Appeals for the D.C. Circuit is examining the constitutionality of the CFPB’s single independent director structure. Many argue that if the CFPB structure was constitutional— allowing the President to remove the Director at will or through a multimember commission—erroneous

RESPA interpretations, like in PHH, would not have occurred. While the court reconsiders this case next month, lawmakers and the new administration continue to debate the role of the CFPB and the feasibility of restructuring or reigning in the agency’s authority.

Regardless of judicial rulings or Congressional challenges to the CFPB, enforcement of RESPA will endure, and the real estate industry must continue to ensure compliance.

When engaging in MSAs, confirm that payments are for services actually furnished or for services performed and bona fide compensation does not exceed the value of such services. If payments are more than the reasonable market value, the excess amount above fair market value could be considered a disguised payment for referral that could result in a RESPA violation. Other best practices include memorializing the MSA in writing, issuing consumer disclosures, obtaining independent valuations and constant auditing of the marketing and advertising services.

As the leading trade group for real estate services, NAR will continue to monitor, educate and advocate for RESPA policies that promote the best interests of consumers, members and the real estate industry. RE Christie DeSanctis is a policy representative for Business Issues at the National Association of REALTORS®.

RISMedia’s REAL ESTATE April 2017 15

{The NAR Power Broker Roundtable} Building Wealth MODERATOR:

Robert Bailey Broker/Owner, Bailey Properties, Santa Cruz, Calif.; Liaison for Large Residential Firms Relations, NAR PARTICIPANTS:

Mark Stark CEO, Berkshire Hathaway HomeServices, Nevada and Arizona

Mike Brodie Broker/Owner, Keller Williams Realty, Plano, Texas

Tracy Kasper Broker/Owner, Silverhawk Realty, Meridian, Idaho

Alex Milshteyn Team Leader, Coldwell Banker Weir Manuel, Ann Arbor, Mich.

The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Robert Bailey, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Robert Bailey: I once read that building wealth is so simple that all you need to know can be summed up in a single sentence: spend less than you make and invest the difference wisely. But if you’re in the real estate business for the long haul, one of the biggest challenges you will face is creating a sustainable future.

In fact, the issue of preparing REALTORS® for retirement is of such importance to NAR’s 2017 President Bill Brown that he has formed a Presidential Advisory Group (PAG) led by NAR Past President Sharon Millett. Today, we’ll talk to three brokers and a top-performing agent who are committed to the concept of building wealth.

16 April 2017 RISMedia’s REAL ESTATE

Mark, where does the process start for you?

agencies and others. Too many agents don’t think ahead.

Mark Stark: Agents need to ask

Alex Milshteyn: I did. When I turned

30, after several successful years in the business, I made a rocksolid decision: I wanted to have the flexibility to retire at age 40 if I want to. I don’t know that I will want to retire then, but I know I want the freedom to be able to. So I sat down with a financial advisor and we mapped out a plan to get me there.

themselves three questions. The first is, “Where am I now? Is my house paid off, am I meeting expenses, do I have enough income to support my lifestyle?” The second is, “What do I want? A decent income and lots of family time, or a yacht, three vacations a year, and property in three states?” And the third question is, “What am I willing to pay for what I want? Do I want to work 60 hours a week? Can I handle the risk and invest smart enough not to have to do that?” There has to be clarity about what you want and what you’re willing to do to get there.

AM: Start with a retirement account.

Build revenue, then create a roadmap that works for you.

Mike Brodie: Planning ahead is es-

MS: Warren Buffett puts it this way:

sential, as is carefully budgeting your time and money as you’re building your business. Then, as you amass more cash, you begin to create multiple streams of income, whether it’s buying rental property or investing in other ways, or starting your own business. I came to Keller Williams some 37 years ago because I believe their profit-sharing strategy can help real estate professionals fund their future. Whatever it is, you have to plan ahead.

Tracy Kasper: Bill Brown recently

advised REALTORS® to not just look ahead to retirement, but to be on the lookout for opportunities that will help you retire gracefully. It struck a chord with me because being in real estate is a learning curve. You can stay ahead of it if you sustain and maintain your pipeline. Generating and regenerating leads every day is a sure way to succeed. Once you do that, you can begin to look for those multiple revenue streams, from investments, finding partnering opportunities with builders, rental

RB: Good for you! What’s your best advice to others?

Choose the right story for yourself.

It’s a personal decision, which is why you have to focus on where you are and where you want to be.

RB: How important is it for that message to come through loud and clear from the top?

MB: Critically important, because most young agents are focused on getting a foothold. Really good coaching encourages them to look ahead to the long-term.

TK: There is no magic pill for building wealth in this business. It takes hard work and saving enough money to get you through the peaks and valleys.

AM: Unless you’re okay with spending the rest of your life chasing that next deal, you have to create and stick with a plan that will give you financial freedom. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

MAKING THE BEST BROKERAGES BETTER

SM SM

SPANNING SIX CONTINENTS WORLDWIDE

QUALITY CONNECTIONS QUALITY. ™ INDEPENDENCE CONNECTIONS. INDEPENDENCE. A selective global community of the highest quality local independent real estate companies, we exist to make our members better – with an international referral network, marketing and technology resources, professional development programs, events, and connections to opportunities and people worldwide.

LeadingRE.com

{REBAC Report}

Connect With Clients Through an Online Content Program

by Marc D. Gould

T

he National Association of REALTORS®2016 Profile of Home Buyers and Sellers reports that 95 percent of today’s buyers start their home search process online, compared with only 2 percent in 1995. We all know having an online presence is critical for real estate professionals; however, brokerage websites and agent profiles are so commonplace that potential clients may find it difficult to determine what sets you apart. Connect with more clients by establishing an online content program for your office.

Through blog posts, social media channels, e-newsletters and video posts, you can position your brokerage as the go-to source for information about a particular geographic area, niche market, homebuying basics, or a combination of all three.

An online content program allows you to market your services to consumers at all stages of the homebuying process. Those just beginning to consider purchasing a home will look online for information about new cities or neighborhoods. Those who are further along in their journey will benefit from resources about schools and tips for moving. Current homeowners might benefit from information about home maintenance 18 April 2017 RISMedia’s REAL ESTATE

and remodeling projects. Carefully planning your posts is critical to your content program’s success. If you can anticipate the questions buyers are most likely to search for, you can create useful and educational content that will make a true impact with potential clients. Whether they’re looking to buy now or in the future, they’ll associate your business with knowledgeable, helpful service.

While this approach to marketing can be very successful, it does require an ongoing time commitment.

Before you begin, carefully consider who should be responsible for creating content and maintaining your online presence. Your agents may be eager for an opportunity to market their own services as well as the brokerage, but may not have room in their busy schedules. Perhaps you have office managers or assistants who are interested in expanding their skills, or maybe you’re interested in hiring someone specifically for the task.

Further streamline the process by deciding on an editorial calendar and

scheduling posts ahead of time. Aim for the right mix of topics to appeal to the different facets of your audience. Incorporate a mix of timely local events and seasonal topics with evergreen subjects that maintain popularity throughout the years. Establishing your calendar in advance enables writers to work on posts as their schedules allow, rather than at the last minute.

Finally, keep in mind that your online content program doesn’t have to be solely comprised of original material. Resources like RISMedia’s ACE (Automated Content Engagement) create content and schedule posts automatically. NAR members have access to REALTOR®Content Resource, which provides shareable articles on many aspects of homeownership.

You can also share links from sites like www.homebuying.realtor, the Real Estate Buyer’s Agent Council’s consumer-focused site, aimed at helping demystify the buying process while educating readers on the importance of working with an Accredited Buyer’s Representative (ABR®).

While it takes time and effort to develop a content program, establishing your brokerage’s voice online can result in benefits for years to come. You will connect with clients who value your expertise and insight and look to you as a respected source for their future real estate needs. RE Marc D. Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A whollyowned subsidiary of NAR, The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

STATE OF

HISPANIC HOMEOWNERSHIP REPORT

DOWNLOAD NOW: hispanicwealthproject.org/state-of-hispanic-homeownership-report/

in association with the National Association of Hispanic Real Estate Professionals

{Executive Appointments} Quicken Loans has promoted president and CMO Jay Farner to the position of CEO. Bill Emerson, CEO prior to Farner’s appointment, has been promoted to vice chairman of Quicken Loans’ parent company Rock Holdings. Chief Economist Bob Walters has been promoted to president and COO. Farner, who has been with Quicken for 21 years, will be responsible for expanding the company’s leadership position in the FinTech space. Emerson, who has been with Quicken for 24 years, will advocate for the mortgage industry and lead the growth of the culture across the company’s portfolio.

Walters, who has been with Quicken for 20 years, will oversee the day-to-day operations of the business, as well as continue to serve as chief economist.

April Underwood,

vice president of Product at Slack, has been appointed to Zillow Group’s board of directors. Prior to her role at Slack, Underwood was director of Product at Twitter. She is also a founding member of #Angels, a woman-owned and -operated angel investing group for technology start-ups.

VScreen recently announced that Travis Saxton has been appointed CIO and vice president of Industry Relations. Saxton will be responsible for developing the company’s growing portfolio of large brokerages and national accounts, as well as bringing the company to the forefront of thought leadership within the real estate industry.

RE/MAX, LLC has named Carie Zoellner vice president of IT and Digital Business. Zoellner,

20 April 2017 RISMedia’s REAL ESTATE

a veteran in IT for more than 20 years, will be responsible for directing the activities of the department, as well as leading the company’s key technology initiatives. Zoellner was most recently vice president of Information Technology for a division of DaVita Healthcare Partners.

The Weichert Companies recently announced that

James Jr. has

Weichert

been named president of Weichert, REALTORS®. Weichert Jr., son of Weichert Companies Chairman and CEO Jim Weichert, will continue to serve, along with his father, in his current position as copresident of the Weichert Companies. Weichert Jr. began his career as a sales associate in Weichert’s Jersey City/Exchange Place office before assuming roles directing business development at Weichert New Homes and as regional vice president of several Weichert, REALTORS® sales offices.

Realty ONE Group recently announced new leadership roles and positions within the company, including the appointment of Michael Clear as COO and Tara Johnson as head of Marketing.

Clear has served in various executive positions throughout his career, including CIO, COO, Juan Caicedo president and CMO at Home Security of America, a ServiceMaster subsidiary. Clear was also vice president of Operations at American Niko Costin Home Shield. Johnson, who has spent the past six years of her career with Realty ONE Group, is a veteran of Stacey Onnen the escrow and real estate industries, launching Everest Escrow in 2010. In other company news, videograAnna Ciric pher, producer and manager Juan Caicedo has been promoted to creative director; Niko Costin to director of Felix Hung IT; and regional manager Stacey Onnen to designated broker for Arizona. The company also hired brand manager Anna Ciric, branch Hamsa Khzam manager Felix Hung and art director Hamsa Khzam. RE

For more executive happenings, please visit www.rismedia.com.

Beyond the Plateau: Brokers Share Growth Strategies at NAR Summit

by Maria Patterson

I

f there’s one thing you can count on in the real estate market, it’s change—and if you want your firm to succeed long-term, it had better be able to change right along with it.

No one knows this better than the panelists who took part in RISMedia’s Power Broker Roundtable at the recent NAR Broker Summit. During the session “Above the Plateau: Strategies for Remaining Vital and Profitable,” leading brokers shared how they’re adapting their companies to meet the needs of fluctuating market conditions, shifting regulations, and a constantly evolving consumer.

Held at the Fairmont Grand Del Mar in San Diego, the panel was moderated by RISMedia President and CEO John Featherston and featured the following brokers:

Robert Bailey: Broker, Bailey Properties; Liaison for Large Residential Firms Relations, National Association of REALTORS®

David Romero: President & CEO, CENTURY 21 Award

Gretchen Pearson:

Michael Golden:

President, Berkshire Hathaway HomeServices Drysdale Properties

Co-founder, @properties

22 April 2017 RISMedia’s REAL ESTATE

Keeping a Pulse on Market Conditions Just as all real estate is local, so are many of the challenges facing today’s brokers.

For Bailey, who runs a large regional firm in Santa Cruz, Calif., housing affordability tops the list. “Homeownership rates dropped nationally to 63 percent. Now in California, we’re sitting right below 54 percent,” shared Bailey. “One economist predicted that we would be a tenant state by 2020. That’s a challenge.”

Pearson, however, whose firm has more than 900 agents in 35 offices throughout California and Nevada, is bullish on market conditions. “Capital gains policy changes are going to loosen up inventory in California,” she said. “We need to stay in tune with these changes and educate clients who have postponed a real estate decision because of the economy.”

Romero also sees better market conditions on the horizon for his 1,000 agents in 14 offices serving Southern California. “There is a lot of pent-up seller demand. I think it’s going to break this year.”

Adapting to the Environment No matter what the pros and cons of a particular market may be, the key to success is adaptation.

Bailey, for example, invested in a property management division to serve his region’s increasing rental population.

To combat a decreasing company dollar, Romero has made company-generated business a built-in part of his business model. “Company-generated

business has a much higher profit margin than the rest of the business,” he explained, “and makes it much easier to direct business toward ancillary services, like mortgage and escrow.”

Pearson also made an effort to redirect agent expenditures back into the company. “We started on opportunities to create more leads. We began a relationship with the Veterans Administration and built an exclusive AVM tool. We also created Drysdale Services, which is like a personal assistant for agents.”

Growth Depends on Agents…and Ultimately, Consumers According to Featherston, maintaining a vital brokerage is dependent upon how we serve consumers. “How can we improve the agent’s value proposition to the consumer?” he asked the panel. “If we can move that needle a little bit, then we will succeed.”

“We are completely agent-centered and agent-focused,” said Golden, whose firm is comprised of 2,000 agents in 15 offices serving Chicago and the surrounding suburbs. “We create an environment where people are energized. We’re always innovating, changing and trying to get better. We always look at what we can do better for our agents.”

While Pearson also believes in supporting agents, she believes clients are the firm’s true consumer. “I look at

my agents as my partners,” she explained. “We need to have a mutual respect and alignment with our agents.”

Focusing on the evolving needs of consumers means being willing to explore changes to the traditional real estate model. “I think change ahead is not going to be a discount model, but a bundled-services type of model,” said Romero. “We have proven that people will pay more for convenience, so we’re going to focus on giving the consumer a better experience.”

The panel agreed that ongoing success will also require an increasing level of agent professionalism and transparency. “(Consumers) don’t trust us,” said Pearson. “We want the highest and best transaction for the client, but the consumer thinks we start with the commission.”

“It’s sad, but true,” said Golden. “Reputationally, it’s still tough out there. Transparency is key to the consumer base. If we’re going to maintain our commission level, we have to continue to find ways to create more value in the consumer’s eyes.”

“Unless we’re vigilant about the changing needs of the consumer, we won’t succeed,” concluded Featherston.

“We can’t be siloed into thinking that the way we’re doing things is the only way.” RE For more information, please visit www.nar.realtor.

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The Secret to Successful Lead Generation

by Brian Buffini

I

’ve always said real estate has its seasons. At the beginning of the year, agents are feeling motivated. They’ve set their goals, their energy is high and they’re ready to make it a great year.

That’s why the first quarter is the best time to generate the majority of your leads for the year. However, the key to achieving the goals you’ve set is consistency. You’ve got to be consistent in your activities, your communication with your clients and your goalreaching intentions.

Many agents and brokers fall into a common trap as the year progresses. They may intend to be consistent, but they become sidetracked by things that pop up during the day.

The key is to make consistency a habit. Here’s how: Make a plan. Every lasting change begins with a plan, and a plan is often the result of a vision. When you visualize your success and the life you want to lead, you can outline your plan and set yourself up for success. When you visualize, you’ll see yourself sending out valuable information each month, calling your clients on the phone, etc. What time of day is it in your vision? What do your 24 April 2017 RISMedia’s REAL ESTATE

arise, set aside dedicated time to handle them. This way you can deal with them on your own terms. Setting yourself up for success by being proactive, rather than reactive, will help you build lead generation into your day—whether it’s the first thing you do when you get to the office or how you spend your afternoons.

Track your activities. Tracking holds you accountable and allows you to stay consistent. When you work to regularly track your activities—whether it’s in your CRM or on your calendar—it’ll eventually become second-nature. Tracking also allows you to see your progress, offering perspective when you need it most.

surroundings look like? Write down what you see and outline what you must do to make it possible.

If you struggle with consistency, make this the year to improve the habit for the health of your business.

When you consistently do your leadgenerating activities, your business will thrive. When you consistently stay in touch with clients, you’ll continue to build trust. By adhering to a system that encourages consistency, you can be sure to stay on track and generate the leads your business needs to thrive.

Change takes time, so be patient and keep working toward adopting this successful habit. RE

Determine what prevents you from being consistent. For some of us, it’s feeling compelled to put out fires immediately. For others, it’s getting overwhelmed by emails and growing to-do lists. Unfortunately, not only do these activities prevent us from being consistent in doing the tasks that drive our business, but they also keep us in the trap of being busy instead of productive.

Once you identify what’s holding you back, you can change how you deal with it. For example, if you’re distracted by emergencies that

Brian Buffini was born and raised in Dublin, Ireland, and immigrated to San Diego in 1986, where he became the classic American rags to riches story.

After becoming one of the nation’s top REALTORS®, he founded Buffini & Company, an organization dedicated to sharing his powerful lead-generation systems with others. Based in Carlsbad, Calif., Buffini & Company has trained over 3 million business professionals in 37 countries and currently coaches and trains more than 25,000 business people across North America. Today, Brian reaches over one million listeners a year through his popular “Brian Buffini Show” podcast. For more information, please visit www.buffiniandcompany.com.

Expanding Your Business

Through Innovation Commentary by Desirée Patno

E

very entrepreneur knows the age-old business advice: study your market, know your competition, have a business plan— as well they should. It’s decisive advice that works. But what can you do when you have invested in proven business strategies for years, built your business on them, and your profits suddenly plateau?

In a 2015 blog post, Gary Vaynerchuk, serial entrepreneur, investor and public speaker, stated, “Your plan should be to start paying attention to the white space. Where are things not happening yet that you think could be huge?”

This is the mindset needed to take your business to places it’s never been. Where are the empty spaces, the opportunities, in which your business can become a pioneer?

For example, if you’re a real estate agent looking to do business with the abundance of international buyers investing in U.S. real estate, how do you advertise your business and gain access?

You need to be able to communicate across borders. To do so, con26 April 2017 RISMedia’s REAL ESTATE

sider an industry conference about exporting and importing.

A conference for exporters and importers will be filled with entrepreneurs from around the world conducting business across the country. These professionals—due to their frequent visits to the U.S.— could be looking for properties in which to invest, and may even be searching for homes to purchase and utilize while they’re in the States.

Conferences of this nature will also have country representatives describing business trends in their country and the kinds of businesses they’re looking for. As a real estate agent looking to expand your business overseas, there are valuable

connections and information to gain from attending. Companies handling exporting and importing may also provide relocation services and seek experienced real estate agents for their clients. These are just some of the opportunities that can arise from pursuing business off the beaten path.

Similarly, going to an international industry event will allow you to meet and extend your business to international buyers. You can learn how they’re buying, where they’re buying, and what kinds of properties they’re looking for. This is how you can obtain leads and referrals; word of mouth travels fast, and helping one international client find a great property could propel you to an expanded book of business.

Through the EB-5 Immigrant Investor Program, international entrepreneurs can obtain citizenship by doing business in and providing jobs within the U.S. By advertising your business to this market of clients, you can expand your book of business and decisively remain abreast of the latest trends in their buying activity.

Are they buying luxury estates?

Middle-market residences? Homes to utilize as rental properties? Whatever the case, position yourself to access this information.

From millennials and women to baby boomers and international buyers, there are opportunities and trends that are constantly changing the landscape. Innovate your business and carve out a new path to take your company to the next level.

RE Desirée Patno is president and CEO of the National Association of Women in Real Estate Businesses (NAWRB). For more information, please visit www.nawrb.com.

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Webinar Recap: Two Problems, One Solution: Boosting Agent Adoption and Communication

by Suzanne De Vita

It’s happened to every real estate broker.

You’re sold on a new product, eager to present it to your agents as a must-have tool in their arsenals.

You offer to subsidize the cost. You provide comprehensive training.

You send email after email communicating its value. You say to yourself: How could they not use this?

The adoption rate says otherwise.

RISMedia’s recent webinar, “Solve the Two Biggest Problems Your Brokerage Faces,” addressed that problem by showcasing a solution: the Clareity DASH! platform for brokers. The webinar, sponsored by Clareity, was moderated

by Terri Murphy, president of Terri Murphy Communications, CIO of U.S. Learning and coach with Workman Success Systems, and featured Clareity users Anthony Azar

of Keller Williams Southern Arizona and Bart Patterson of RE/MAX Classic in Michigan.

The webinar revealed one harsh truth: Retaining emails from a broker, or even passwords for all of the platforms the broker offers, is simply not high on an agent’s priority list. What is critical is their use of their MLS. The platform is an extension of Clareity’s existing MLS dashboard, meeting agents where they’ll be on a consistent basis with all of their broker’s offerings, accessible by one login. “[Agents] don’t like change,” explained Patterson. “The more simple it is, and the least amount of change there is from what they’re used to, the better. This brings all of our systems to the forefront, keeping everything top-of-mind—all of our services, our value proposition, constantly, day after day, right

there in the tool that they use the most: the MLS.” The dashboard corrals brokerendorsed affiliates and vendors, such as mortgage and title companies; content, such as news feeds and videos; notifications, such as meetings or workshops; and products, such as RISMedia’s ACE, in the same environment the agents go to access their MLS, with a valuable differentiation: analytics.

“Knowing how many of your agents are actually logging into the dashboard—and who is clicking on what—helps you make better business decisions as to what applications you should continue to offer and what applications might not necessarily be working for your office,” noted Lauren Hill, Clareity senior account executive.

Another win: the ability for brokers to customize what they communicate to their agents.

“The content that’s coming up on the screen in front of them is content that is literally customized to the agent that logs into the screen,” Azar told attendees. “That really shows the agent right away that we care, and that we get it— that we understand where they live and how they make money.”

The dashboard is also an effective recruitment and retention tool, demonstrating a broker’s value proposition in one simple, but powerful visual.

With a simple cost structure— and the option to offset it through advertising partnerships with ancillary companies—Clareity’s DASH! for brokers is a smart investment that can lead to better adoption and better communication. RE To view the webinar in full, visit: bit.ly/boostadoption.

Suzanne De Vita is RISMedia’s online news editor. Email her your blog topic ideas: sdevita@rismedia.com.

RISMedia’s REAL ESTATE April 2017 29

From left to right: LeadingRE Chief Economist Dr. Marci Rossell; President/CEO Pam O’Connor; and EVP of Global Operations Christoph (Chris) Dietz Photos by AJ Canaria from PlanOmatic

30 April 2017 RISMedia’s REAL ESTATE

Why Global Matters Looking Beyond Borders Integral to LeadingRE’s Growth

by Maria Patterson

T

hat timeless belief, “all real estate is local,” is so ingrained in the minds of most practitioners that eyes often glaze over when the topic of global real estate is brought up. But Leading Real Estate Companies of the World®has been taking an alternative view since the early 2000s, when it actively began expanding to other countries from its strong U.S. base.

“Real estate isn’t local or global,” says LeadingRE President/CEO Pam O’Connor. “It is both. Those who ignore the global piece are missing enormous opportunities.”

Recently, LeadingRE brought on its own chief economist to share insights on the global economy and how it impacts real estate. Dr. Marci Rossell, whose background includes stints with the Federal Reserve Bank, Oppenheimer Funds and as chief economist for CNBC, believes that real estate is only beginning to feel the effects of globalization.

“Globalization is still a strong force in real estate, despite the recent rise of economic nationalism worldwide,” says Rossell. “The factors that drive real estate buyers to one area of the world—things like safe political environments, cultural and family ties, the supply of talent—are still in place. And while a stronger dollar makes U.S. real estate more expensive for foreign buyers, these other forces are a powerful counterbalance to that trend. Globalization may be under threat, but it represents an international integration arising from economic, cultural and political factors. It is here to stay.”

The iPhone has had a lot to do with this. Introduced in June 2007—less than 10 years ago—it has unleashed a new era of innovation, made the internet and global communication accessible to the masses, and further eroded

cultural differences. The world population as of August 2016 is 7.4 billion people, and the median age is 30.1 years old. This is the iPhone generation, and we can only expect more global integration in the future as a result.

But if you’re sitting in Omaha or Cincinnati or Atlanta, you may still be asking, “What does this have to do with real estate in my market?

We don’t have a lot of international buyers.”

In 2015, NAR reported that foreign buyers purchased 214,885 residential properties from April 2015 - March 2016, a 3 percent increase over the prior year. While most of that has been in coastal markets like San Francisco, Los Angeles, Seattle, New York and Miami, many Chinese have purchased in college towns across the country based on where their children are studying. In any market, there is likely more international activity than you think. Individuals from other countries often gravitate to the same real estate agents who have worked with their friends and family or financial advisors and have thus established a foundation of trust. You could be missing out on international business in your town or city simply because you are underestimating the potential business and have not focused on it.

Even if you have few foreign buyers in your market, no one can ignore the changing demographics in this country in virtually every

RISMedia’s REAL ESTATE April 2017 31

state and region, represented by millions of potential real estate buyers who come from different cultures and ethnicities.

Non-Hispanic whites are now 62 percent of the American population; they will be less than 50 percent by about 2055. Today, about 14 percent of all Americans are foreign-born, versus 5 percent in 1965 (though, ironically, that 14 percent is similar to what it was in the early 20th century).

These changes in the composition of our country have major implications for real estate as we usher in a new generation of buyers and sellers from different cultures. If we expect to serve the needs of these potential customers who come from other backgrounds, we must learn those values, customs and needs. All of this bodes enormous opportunity for those who embrace the change and recognize the need to recruit agents from different backgrounds, to customize services for these different cultures, to engage with them online and in the community, and to provide services in different languages.

LeadingRE has jumped into globalization in terms of both coverage and culture. Comprised of 550 strong, independent brokerages with 4,000 offices and nearly 130,000 agents, the network is now operating in 63 countries and expects to hit 70 by fall 2017.

Leading that charge is EVP of Global Operations Christoph (Chris) Dietz, based in London and Frankfurt, Germany. Since joining LeadingRE five years ago, Dietz has expanded the network’s country count by more than triple, but even more significantly, he is continually reinforcing a global mindset that goes beyond coverage.

“In Europe—simply because of geography and other factors—we cross borders all the time and have a sense of the different cultures and practices,” Dietz says. “That is not the case in the U.S., so we are always thinking of the little things…having 32 April 2017 RISMedia’s REAL ESTATE

+1 before U.S. phone numbers for international dialing, scheduling multi-audience calls or webinars involving overseas colleagues at times that make sense, reviewing messaging intended for all members so that it isn’t so U.S.-centric.

“But the best way for that kind of thinking to be natural is to experience other cultures,” he continues.

“At LeadingRE, we are very focused on connecting our members, not just having dots on the map. That way, we form trusted relationships based on mutual understanding and respect, and we find that at the end of the day, people are people. If we know each other, we are more likely to do business with each other.”

“

Globalization is still a strong force in real estate, despite the recent rise of economic nationalism worldwide.

- DR. MARCI ROSSELL Chief Economist, LeadingRE

”

To foster these cross-border relationships, LeadingRE schedules at least two or three non-U.S. events each year in addition to its annual “Conference Week,” held last month in Miami, with members from 25 countries in attendance. In 2016, the network’s annual Global Symposium was held in Amsterdam, and a luxury property event for its Luxury Portfolio division took place in Beijing.

Regional networking webinars for members in the Caribbean proved so popular that they are being replicated in Europe and other regions this year.

In 2017, in addition to its Global Symposium in Vienna at the end of September, a variation of its highly lauded “Asia Immersion” event in Shanghai in 2014 will be repeated

in Kuala Lumpur, Malaysia, with preand post-event visits to Singapore and Thailand.

“There is an enormous sense of comfort when gifting a client to a LeadingRE/Luxury Portfolio colleague in another part of the world,” says Lulu Egerton, a partner with London-based Strutt and Parker in the U.K. “Even if we haven’t met a particular member, we know that these companies have been carefully vetted and share our values.”

For example, when Egerton’s team identified Turkey as a source of investor buyers coming to London, they reached out to LeadingRE/ Luxury Portfolio member AYIKCAN Real Estate there, who organized a dinner with high net-worth Turkish business people during a Strutt & Parker visit to Turkey.

“That kind of thing lays the groundwork for relationships that inevitably lead to business transactions,” says Egerton, “and this simply wouldn’t happen without the connections fostered by LeadingRE and Luxury Portfolio.”

As the frequency and participation in LeadingRE’s global events have grown, so have its cross-border referrals. Member-to-member referrals are a core competency of the network dating back to its roots in the old RELO® network. Last year, members generated over 30,000 “client introductions” to one another with a whopping 50 percent conversion rate. Traditionally, most of that has been within the U.S., but cross-border referrals are doubling each year, and conversion is improving thanks to a “Cross-Border Liaison Team” that assists members with communication, customs, and follow-up required by referrals between different countries.

One recent success came with a referral from Smith & Associates Real Estate in Tampa, Fla., to Stone Real Estate in Sydney, Australia.

Smith & Associates Vice President of Business Development and Relocation Jane Gowarty made an

Attendees network over dinner during Conference Week at the Fontainebleau Miami Beach.

Some of LeadingRE’s global members gather after the recent Awards Gala in Miami. Members from 25 different countries were represented at the event.

introduction on behalf of REALTOR® Amanda Heese, whose godmother had a distinctive property in the Blue Mountains of Australia.

With assistance from LeadingRE’s cross-border team, Heese connected with Reece Coleman, CEO of Stone Realty. “Immediately, I felt confident that Reece saw and appreciated the ‘story’ behind the property and would be a natural at marketing and selling it,” Heese says. The connection between the two companies was further solidified when Gowarty and Coleman met at LeadingRE’s Global Symposium in Amsterdam. A few months later, the property was sold just 10 days after being listed,

in a market with an average days-onmarket of 360—also setting a new residential price record in the area.

“It was an absolute delight marketing this property and getting to know and work with our LeadingRE colleagues,” says Coleman. “While we are literally on opposite sides of the world, we are aligned by a shared focus on delivering an exceptional experience, and this focus on quality is a universal trait of LeadingRE firms.”

Another globalization focus for LeadingRE is on the corporate relocation side. Its sister relocation management company, RELO Direct®, Inc., works with multi-nation-

al clients who relocate talent all over the world. As a result, in Shanghai and Munich, RELO Direct works via two firms that are also members of LeadingRE. These two companies operate both destination service companies (DSPs) to assist international expatriates moving from one country to another and real estate brokerages.

“The organization has synergies for us in both areas,” says Dima Lorenz of Ark Properties in Shanghai.

“We work closely with RELO Direct to assist employees relocating to China with RELO Direct client companies, but we also work with fellow LeadingRE colleagues to support inRISMedia’s REAL ESTATE April 2017 33

Executive Vice President, Global Operations Chris Dietz and Vice President, Business Solutions Jana Coleman help drive member engagement at the global level. dividual buyers and sellers.”

LeadingRE is expanding its referral business to also encompass commercial referrals, working with its members who operate dedicated commercial divisions as well as selected commercial-only partners in other cities. Given the growth in commercial investment in the U.S. in recent years, that is yet another way in which LeadingRE plans to extend its global reach.

“While the stock market is hot right now, investors are always looking for ways to diversify,” says Rossell. “Not only are financial advisors considering the real estate portfolio of their clients in addition to equities and other investments, but we’ve also seen growth in global real estate mutual funds and global real estate investment trusts (REITs).

Additionally, we see consumers in other countries ‘parking’ their money by buying property in the relatively safe economic environment of the U.S. All of this indicates the fascination with and confidence in real estate from an investment as well as lifestyle perspective. As we continue to see an accelerated interest in cross-border real estate purchases, the traditional barriers to these transactions— financing, logistics, and more—will be increasingly minimized, so that buying or selling property in another country becomes nearly as routine as it is in the U.S.” LeadingRE truly lives its mantra: 34 April 2017 RISMedia’s REAL ESTATE

“

We are very focused on connecting our members, not just having dots on the map. That way, we form trusted relationships.

- CHRIS DIETZ EVP, Global Operations, LeadingRE

”

“We’re Local, We’re Global®.” Its locally-branded independent real estate firms have to be market leaders in order to qualify for membership, whether a mega-brokerage like Howard Hanna or Long & Foster or a one-office firm that dominates the market in its small suburb or town.

No matter what a firm’s local profile, having meaningful connections to other quality-focused firms worldwide is a real differentiator in this global economy.

This local “private label” character of LeadingRE’s members is serving them well in the age of the internet and today’s consumer interest in community roots and distinctive business personas. It is no accident that the love affair with local brands is driving many business decisions, whether it is the introduction of boutique-brand divisions by major hotel chains or

the decision by HomeServices of America to retain the local brands of independent acquisitions like LeadingRE members Kentwood in Denver and Houlihan Lawrence in Westchester County, rather than moving them into its Berkshire Hathaway franchise network.

“We believe there has never been a better time for local brands,” says LeadingRE’s O’Connor. “Ironically, this translates in the global landscape, as well. In effect, we are able to offer the authenticity and connections of strong local brands around the world. When clients understand that they are accessing the same integrity, competence, and client care in another country that they’re used to at home with one of our members, this becomes a huge factor in bridging cultural, political and economic differences.”

So regardless of where you sit in the real estate world, why should you care about global?

1. National economies are increasingly intertwined, and when business crosses borders, so do people and the homes they buy and sell. As that happens, the barriers to real estate transactions will fall.

2. The internet and smartphones have introduced new vistas to consumers everywhere, particularly with younger people, so those who have never thought about buying a home in another country are or will.

3. You already have a host of cultures in your own backyard, and if you wish to have their business, you need to know them.

Having a global mindset does not mean abandoning love or loyalty to country—it simply recognizes the changing world in which we live and the many reasons—business, practical and personal—to respect and embrace the rich opportunities that diversity brings, just as it has in this country throughout our history. RE For more information, please visit www.leadingre.com.

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The Importance of In-Person Communication Commentary by Iddo Gavish

A

large part of a real estate sales professional’s role is to educate—to put a hand on the back of their client, extend the other forward, and guide them over the next obstacle. This requires experience, empathy for the emotional concerns of your client and clear communication.

When it comes to the industry’s hottopic clients—millennials—communication is becoming a multi-faceted, combined human and tech-driven endeavor.

It’s important that we adapt to changing methods and technologies, remembering the importance of inperson communication. We must always have their backs.

To be clear, I’m not referring to general business technology, or the back-office platform brokerages need to create efficiencies and smartly control data.

We need to remind ourselves that two-thirds of this oft-mentioned generation have yet to reach the average age of a first-time buyer, which is

right around 30. That number hasn’t fluctuated much in almost half a century. They’ll begin buying soon enough.

What we can’t ignore is the speed at which they want information, and we must respond at an equal pace.

This operating mindset is crucial to the future of CENTURY 21 Gavish Real Estate, winning business from buyers, like millennials, and the generations after them.

For years, I wouldn’t entertain the calls of industry brands wanting me to become an affiliate. I simply wasn’t confident in their ability to help the entrepreneurs in my office become technologically more sound and productive.

In CENTURY 21, I found a partner with a proper balance between deploying contemporary technology tactics and traditional real estate fundamentals.

Be Right First, Fast Second I agree there’s no escaping the influence of information in our industry, yet I always remind my team that technology can’t replace fundamental sales skills.

For example, responding as soon as possible to a customer is always critical, but it’s not as important as responding with the right information, with professionalism and sound real estate insight.

While consumers are absorbing real estate information by the truckload, and are more hyper-vigilant real estate knowledge-seekers, it’s the market insight we deliver that separates us from the competition.

Thus, if there’s any risk in a text or email not being the best vehicle to communicate the right information, we should pick up the phone and have an actual conversation.

It’s About People Interpersonal communication is unquestionably a more effective way to deliver critical information and data, and in terms of closing sales, asking for a face-to-face meeting speaks volumes. We know that buying and selling real estate is not only emotional, but also a process that can be wrought with speed bumps and vague terminology. Plus, it can be frustrating.

Technology propels my team forward, and communicating according to clients’ needs and providing the human touch in all we do is a powerful way of differentiating ourselves in the market and getting business over our competitors. RE

Iddo Gavish is broker/owner of CENTURY 21 Gavish Real Estate in Las Vegas, Nev. RISMedia’s REAL ESTATE April 2017 37

3 Top-Secret Strategies That Will Make You a Rock Star

by Terri Murphy

H

ave you ever sat down and made a list of what you think you do differently from your competition? To the consumer, the real estate agent doesn’t carry a high brand of differentiation, as it appears we all do the same kinds of actions to get a property sold. When thinking about what “special services” each of us can offer, we’re faced with the fact that we basically do many of the same types of service in slightly different ways. When working with a prospect, what can you do to get them to stop in their tracks and say, “wow”?

1

The strategies are so much easier than you think. No big dollar investment is required—but like any successful initiative, the plan needs action, execution and consistency.

Here are three tips that will create a substantial difference when it comes to delivering a unique, impressive and remarkable experience: 38 April 2017 RISMedia’s REAL ESTATE

Be distinctive, not just different From the first point of contact, inspect every aspect of your communication, follow-up, delivery and execution to plan out a truly unique interaction with your prospect. For a listing prospect, it may be the pre-appointment package that is delivered to their door before the actual listing meeting that requires a signature. The act of signing for the package itself creates a higher awareness of who you are and how you do what you do. Accentuate the difference with a follow-up call from your office to confirm the appointment date and time. The second impact occurs with a subsequent call from your manager endorsing you as a great choice and offering office support. The final action before the appointment is a contract from your lender partner to the prospective client to extend their services for buyer pre-qualification.

This team approach trumps a singular offering every time.

2

Connect with high engagement Stand out and be willing to go the extra mile. Emails might be simple and direct, but kick it up a

notch by using a video email. This short video introduction can share what steps they should expect throughout the process of buying or selling. This transparency gives the viewer the opportunity to “experience” you and connect in a more visual and auditory way, bridging the gap of differentiation that helps you to stand apart from the rest.

3

Aim for high relevancy in your marketing messages Do you get a load of junk mail both on and offline? No one wants more information unless they have interest. Go for narrowcasting versus broadcasting a marketing message that aligns with the specific interests of your target market.

Instead of offering marketing data for the entire city, get more specific and share both video and downloadable reports that offer hyperlocal data particular to a zip code, development or housing segment.

The goal is to build a community of prospects that have specific interest in the information, and relevancy is the first step to attracting the tribe.

When you combine a few simple strategies, you’re on track to create a unique level of celebrity authority, personal branding and high visibility designed to attract, connect and convert more prospects to profits.

RE Terri Murphy is a communication engagement specialist, author, speaker and coach. She is the author/co-author of five books, and founder of MurphyOnRealEstate.com. Contact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@TerriMurphy.com.

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Boomer, Millennial Homeowners to Drive Remodels Over Next Decade

G

enerational shifts are set to give rise to more investment in remodeling, as baby boomer homeowners adopt accessible living, Gen Xer homeowners complete put-off projects and millennials become homeowners, according to a recently released report by the Harvard University Joint Center for Housing Studies.

Higher remodeling spending broadly signals confidence in the economy, household finances and the housing market.

The report, Demographic Change and the Remodeling Outlook, projects remodeling spending to grow an average of 2 percent each year through 2025, driven primarily by rising home values and incomes.

Homeowner and renter spending on remodels hit a record $340 billion in 2015.

“With national house prices rising sufficiently to help owners rebuild home equity lost during the downturn, and with both household incomes and existing-home sales on the rise, we expect to see continued growth in the home improvement market,” says Kermit Baker, director of the Remodeling Futures Program at the Joint Center.

Baby boomer homeowners will fo-

cus on improvements that support an aging-in-place lifestyle, according to the report, spending the most of the three generations at a 56 percent share. Millennial homeowners—with limited resources—will move to upgrade for automation and energy efficiency.

The majority of remodeling spending occurs in housing markets with high home values and incomes—a derailing trend, if affordability pressures continue to hamper millennial home-buying. In still-affordable Cincinnati and Detroit, for example, remodeling spending by millennials was more than double that in Los Angeles and San Francisco in 2015.

Millennial owners of houses built before 1980 spent 16 percent more

than the national average in 2015.

In 2017, remodeling spending overall is projected to increase the most in the East and Midwest.

Other shifts, however, could have a softening effect. The share of homeowners 65 and older—who typically spend less on remodeling—will grow in tandem with other generations, along with minority homeowners and homeowners without young children, who also spend less.

“Despite these challenges, the remodeling industry should see numerous growth opportunities over the next decade,” says Chris Herbert, managing director of the Joint Center. “Strong demand for rental housing has opened up that segment to a new wave of capital investment, and the shortage of affordable housing in much of the country makes the stock of older homes an attractive option for buyers willing to in invest in upgrades.” RE

For more information, please visit www.jchs.harvard.edu.

RISMedia’s REAL ESTATE April 2017 41

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{Blog Spot}

5 Steps to a Happy, Healthy, Well-Organized Nursery

by Anne-Marie Pritchett

Y

our baby’s nursery is essentially a bathroom, storage room, dining room, playroom and sanctuary. Putting it together is one of the first significant steps to parenting. Here are five steps to help simplify the process.

Know Your Safety Features 4 Crib bumpers are no longer considered safe due to possible suffocation and risk of SIDS. 4 Keep your baby’s crib free of blankets and pillows until they’re one to avoid the same risks affiliated with bumpers.

4 Use the safety straps on the changing pad. As your baby

Set Up Creature Comforts Crib: This is the foundation for your baby’s ideal sleep environment.

Consider crib size, style, color and features when designing the room.

A convertible crib is a nice choice because it will grow with your child.

Glider or Rocker: One of the biggest pleasures of having a newborn is nursing or bottle-feeding, and rocking your child to sleep. Having a chair in the nursery allows you and baby to have a routine, which will help your baby feel more comfortable.

Changing Station: Having a place to change your baby’s diaper is one of the best ways to save your sanity.

Whether you choose to put a changing pad on a dresser or buy a changing table, you will have all the necessary supplies within reach. It’s also a great place to change your baby’s clothes and apply lotion after a bath.

Prepare Functional Storage Spaces Find an organization system that works best for your closet. For example, if you have sliding doors, remove them and divide the vertical space. If you have a door that opens into the closet, get a utility door, wall rack or over-the-door organizer.

Embrace Noise-Reducing Elements Not only are window shades or blackout curtains important for nap time, they also help reduce outside noises. Another soundproof technique is to run a humidifier or sound machine. There are several apps that play either classical music or white noise.

Consider Aromatherapy Essential oils can be a good resource for promoting sleep, relieving colic and fighting illness. Lavender and chamomile are good introductions for your baby because they’re the most gentle of the oils.

It’s very important to follow guidelines and safety instructions when using aromatherapy on your baby’s skin or diffused in their room.

grows, they can wiggle and twist their way onto the floor before you know what happened.

4 Cribs should have slats less than 2 3/8” apart with no cutouts and top rails 26” above the mattress.

4 Avoid furniture tip-overs by securing your furniture to the wall with straps.

4 Tie up hanging cords and keep them away from the crib.

4A void warm-mist humidifiers.

By providing a safe place to sleep, a place to change diapers and a chair to feed your baby and receive maximum cuddles, you’re setting yourself up for successful parenting. RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

RISMedia’s REAL ESTATE April 2017 43

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{Business Building}

Global Pros Shaping an Industry

by Geoff Lewis

T

oday’s real estate industry is more global than ever. No surprise there; we all know that.

But if you look more closely at global real estate, you’ll find a lot more going on than just home sales and purchases. In countries around the world, real estate is becoming more refined, transparent and professional. This transformation isn’t due to any far-reaching regulations or policies; it’s emerging from the ground up—from agents and brokers themselves.

In March, more than 6,000 real estate professionals representing 60 countries attended the annual RE/MAX R4 Convention in Las Vegas. Even among the highly energized crowd, the international groups stood out, waving flags, singing national songs and boisterously cheering on their colleagues.

These same passionate profes-

sionals are making a significant impact on the real estate scene in their home countries. In a global real estate industry filled with unique, local differences—but often low standards for ethics, education and regulations—they’re setting a new standard.

In countries throughout Europe, South America, Asia/Pacific and Africa, members of this new wave of real estate professionals are getting educated. They’re focusing on the customer. They’re instilling transparency and trust in the system. They’re setting the bar high and challenging the status quo.

In essence, they’re revolutionizing an entire industry in their countries—all to the benefit of brokers, agents and their customers.

Happening Here Given the global nature of real estate, what happens elsewhere naturally reverberates closer to home as well.

Throughout the U.S. and Canada, in markets big and small, global real estate happens. No longer is international real estate reserved for metropolitan areas, coastal resorts or ski destinations. Even in the smallest communities, people are looking overseas for investment opportunities or vacation getaways. Additionally, vacation rental services such as Airbnb and VRBO offer incentives—and revenue potential—that make second homes even more attractive.

In the past, international transactions often involved an element of “cross-your-fingers-and-hope-forthe-best.” With the maturation and evolution of the real estate industry abroad, this is becoming less and less of a concern.

Trusted Colleagues Knowing there’s a trusted agent or office on the other end of an international transaction provides peace of mind for all parties involved. In turn, this stimulates growth and opens up more opportunities. Clients feel more comfortable seeking out a wider variety of properties, and agents enjoy more referral and other business opportunities.

One of the highlights of any R4 Convention is the Global Referral Exchange. This event started out years ago with just a few tables with some handouts and computer screens showing looping “Visit (insert country)” videos. Today, it’s a full-blown international party with giveaways, networking in a variety of languages, lively demonstrations of regional traditions and an infectious multicultural energy.

While enjoying the Global Referral Exchange this year, I couldn’t help but reflect on how the growth of this event parallels that of international real estate in general.

In what was previously a situation where people were mostly winging it, you now find processes, order and systems. It’s more sophisticated and thought out. Opportunity has grown exponentially. And, perhaps most notably, there’s a passion and energy where everybody can feel comfortable, be confident and celebrate the difference they’re making. RE

Geoff Lewis is president of RE/MAX, LLC. For more information, visit www.remax.com.

RISMedia’s REAL ESTATE April 2017 45

RISMedia’s 29th Annual

Report

SO MANY BUYERS, SO FEW HOMES

BY MARIA PATTERSON

Power Brokers Prep Agents to Compete in a Low-Inventory Environment

POWER BROKER TOTALS FOR 2016 Agents 449,389

Offices 8,079

Total Transactions Transactions 3,648,075 ??????

Total Sales Volume $1,161,991,877,713

Based on the Top 1,000 respondents to RISMedia’s 2017 Power Broker Survey 46 April 2017 RISMedia’s REAL ESTATE

Rei Mesa President & CEO Berkshire Hathaway HomeServices Florida Realty

For the first time in a long time, the outlook

John Collopy Broker/Owner RE/MAX Results

for residential real estate is decidedly bullish.

Stock markets and consumer confidence are riding high (at press time), job growth is

Dan Kruse President Century 21 Affiliated

continuing to rise, and interest rates—though on the upswing—can still be categorized as low. Despite insuperable student debt and the continued lure of renting, consumers across all demographic groups are most definitely in favor of homeownership. Yet, there’s a rub—and a big one: lack of inventory. In fact, a whopping 62 percent of respondents to RISMedia’s 2017 Power Broker Survey* reported that a lack of inventory was their biggest challenge in today’s market. And with low inventory comes pent-up demand and rising prices, putting many on alert for another potential bubble. So what’s a Power Broker to do? Make sure their agents are well prepared for the challenge. * Sponsored by Homes.com, Leading Real Estate Companies of the World®, Pillar To Post Home Inspectors, HSA Home Warranty and American Home Shield

Lennox Scott Chairman & CEO John L. Scott Real Estate

Mike Schlott President Kinlin Grover, Page Taft & Randall REALTORS®

Ashley Bowers President & COO HomeSmart International

Michael Mahon President First Team Real Estate

Steve Fogarty President Realty Executives Associates

Sue Yannaccone President & CEO ERA Real Estate

RISMedia’s REAL ESTATE April 2017 47

THE RACE FOR MARKETSHARE WHILE A CONCERN IN MANY MARKETS LAST YEAR, THIS YEAR, THE INVENTORY CRUNCH is being felt across the U.S., not just in major metro areas or hot spots like Southern California and the Pacific Northwest.

“Our biggest challenge is lack of inventory in the entry and move-up price points,” confirms Rei Mesa, president and CEO of Berkshire Hathaway HomeServices Florida Realty. “There is demand, but a great deal of it is pentup. This is a challenge for all of us, not just my firm. To combat this, our focus is to make sure we’re getting our fair share, if not the largest percentage, of what’s available by using our brand and tools to increase our listing capture.”

Mesa’s sentiments are shared by his peers across the country, like John Collopy, broker/owner of RE/MAX Results in Eden Prairie, Minn. “The biggest change I’ve seen in our market is the constant lack of inventory available to our buyers,” he explains. “In the next couple of months, I think our biggest challenge will be to grow the individual productivity numbers of our sales executives.”

Dan Kruse agrees. “Our biggest challenge is probably the same for all markets in the U.S.: shortage of inventory,” reports the president of CENTURY 21 Affiliated, serving markets in Wisconsin, Illinois, Indiana, Michigan, Minnesota and Florida. “To address the changes in our markets, we have regular communication with our

PREPARING AGENTS FOR THE TASK AT HAND TO MAINTAIN PROFITABILITY IN THE MIDST OF A SHRINKING INVENTORY ENVIRONMENT, Schlott, along with Power Brokers across the country, are ramping up efforts and investments designed to empower agents with a competitive edge.

“The biggest opportunity for our firm in the coming year involves our agent population,” explains Schlott.

“We believe that by investing in their success we will continue to flourish as an organization. This means developing and implementing programs that allow our agents to do their job more efficiently.” Among those programs? Proprietary tools and services, including an awardwinning web platform, the Moxi Works CRM, customized marketing services from Imprev, in-house mar48 April 2017 RISMedia’s REAL ESTATE

agents. When our agents are armed with the right information and tools, they find success no matter the market conditions or competition.”

Lennox Scott, chairman and CEO of John L. Scott Real Estate in the Pacific Northwest, has been suffering through an inventory shortage for some time, and its effects are creating stagnation for current homeowners as the shortage causes prices to rise. “We are experiencing a frenzied market for homebuyers trying to get a home,” he explains. “We are virtually sold out of inventory, so each new listing is receiving multiple offers. With such a severe shortage of inventory, it is now creating seller gridlock in the more affordable and midprice ranges. Sellers are afraid to put their home on the market, because it will sell instantly, and they are faced with trying to win in a multiple offer situation to get their next home.”

Escalating prices are a concern on the East Coast as well, which has worked to the seller’s advantage. “The Southern New England coastline is a very desirable place to live and, with very little new construction, housing stock is at a premium,” says Mike Schlott, president of Kinlin Grover, Page Taft & Randall REALTORS®. “Of course, this also creates opportunity, allowing sellers to command prices that may have been unrealistic just a couple of years ago. It is our job to educate the consumer regarding these market trends so they can make informed decisions about their real estate assets.

keting services, professional listing photography and automated property marketing, to name a few.

Kruse is also focused on increasing agent productivity. “We have chosen to reinvest in our agents in 2017 with a series of tools, systems and coaching to help take them to the next level,” he explains. “This reinvestment and growth is a big piece of our 2017 business plan.”

Of course, investing in the right technology is a critical component of preparing agents for success.

“We pride ourselves on being technologically forward-thinking, and this asset is also a challenge to stay ahead of the competition and greater real estate marketplace,” says Ashley Bowers, president and COO of HomeSmart International. “But, our commitment to providing agents and brokers with the best technology and system to succeed is our ultimate goal.”

Out in Southern California, First Team Real Estate President Michael Mahon believes his agents are a critical differentiator in the firm’s highly competitive market. “Our biggest opportunity for growth in 2017 comes by way of investing in our associates,” says Mahon. The company has long been focused on helping agents build opportunities and careers through coaching, mentoring and technology evolutions to maximize customer service and exceed consumer expectations. Mahon feels this distinction will be more important than ever in his inventoryrestricted region.

Power Brokers are honing in on providing agents with resources that yield tangible results. “We are constantly trying to innovate things that are real, that show real results and that genuinely help a productive agent,” explains Steve Fogarty, president of Realty Executives

result, we attract agents from strong “We’re firms.” This year, Fogarty will also be attracting agents to his firm by leveraging the offering concierge or transaction management services, which will act most valuable as an agent assistant for a nominal asset we fee. “This will help agents do business more professionally, and do a have—our team lot more business without having to members—and hire an actual assistant.” focusing on IN THE SPOTLIGHT: VALUE helping sales PROPOSITION professionals Investing in resources and agent increase success is integrally tied to a firm’s value proposition, to both its sales productivity.” associates and its consumers. This - Rei Mesa, President & CEO, Berkshire Hathaway HomeServices Florida Realty

Associates in Knoxville, Tenn.

“We’ve implemented many things over the past few years that have been extremely well received. We were paperless long before the vogue of going paperless, we have a true compliance division that oversees all listings, sales and closings, we have a great marketing department, and our staff is always available to help agents.”

Preparing agents for the rigors of a low-inventory marketplace requires not only technology and training, but great leadership, as well. “We have a strong management team that is fully committed to our sales executives,” says Collopy. “With our 30 years of experience, we have built a business plan for the upcoming years that will continue to equip our sales executives to be successful and to be the best in the real estate industry.”

Focusing on agent productivity will go hand in hand with bolstering recruiting efforts, as well. In fact, Fogarty sees recruiting as his biggest opportunity in the year ahead. “Our recruiting comes from our agents,” he explains. “What our agents tell other agents is genuine, and as a

holds true at the individual brokerage level all the way to the brand level.

“Remaining relevant to current and future customers and agents is a continuous challenge, one that brands must always meet head-on by staying attuned to the shifting consumer landscape in order to enhance the value we bring as a brand,” says Sue Yannaccone, president and CEO of ERA Real Estate.

“We are making sure that the voice of the customer fuels the development of our product suite and our broader value proposition.”

Mesa also underscores the importance of value proposition, especially in a competitive marketplace. “We have a heightened focus on making sure we can articulate and share with passion our value proposition as a company and a brand,” he explains. “We’re leveraging the most valuable asset we have—our team members—and focusing on helping sales professionals increase productivity while continuing to protect our core: increasing selection and development by properly using and articulating our tools and value proposition.”

Value proposition will also become an instrumental weapon in the battle against new competitors.

“Discount brokers are creating the environment where we are now hav-

ing deeper conversations with sellers in regard to the value of our services,” says Scott. And it’s not a bad thing, he adds. “There is a major difference between advertising a home and marketing. It takes a professional to market a home in the best light to both get the home sold and get the highest price—and in today’s market, get premium pricing for the seller.”

Mahon couldn’t agree more. “The biggest change in our market is the lack of value being provided by competitors in delivery of resources to agents and customers,” he explains.

“This continues to create growing issues in the market involving poorly trained cooperating agents, ethically challenged agents and brokerages, as well as a reduced value perception of consumers when forced to deal with these lesser caliber institutions and agents. Consumers deserve better, and the bar of entry, as well as customer service, needs to be a focus for the future.” RE

Paige Tepping, Nick Caruso, Zoe Eisenberg and Suzanne De Vita contributed to this report.

*RISMedia’s 29th Annual Power Broker Report & Survey is based on the top 1,000 respondents to a survey distributed via email and available online at rismedia.com. The survey ranks residential real estate brokerage firms according to closed transaction numbers and closed sales volume for the year 2016. The Top 500 list in this section is ranked by sales volume. To see the Top 1,000 firms ranked by transactions and sales volume, please reference the full Power Broker Report, coming soon to rismedia.com. All sales and transaction data are submitted directly by brands and individual brokerage firms, and verified by the firm’s financial executives, outside accounting firms and/or corporate franchise headquarters. The 2017 Power Broker Report is sponsored by Homes.com, Leading Real Estate Companies of the World®, Pillar To Post Home Inspectors, HSA Home Warranty and American Home Shield.

RISMedia’s REAL ESTATE April 2017 49

POWER BROKER INSIGHTS BROKER CONFIDENCE LEVEL

55%

5%

39%

Cautiously Optimistic

1%

Neutral

High

THE OPPORTUNITIES

Low

First-time Homebuyers/ Millennials 37%

28%

Move-up Buyers

STATE OF THE MARKET

Luxury Market

“2017 will be the best year since 2005. Lots of positive energy here to make all good things happen.”

- Dave Chant, Broker/Owner, Davis R. Chant REALTORS®, Northeast Pa.

13%

New Construction 10% Relocating Buyers Other

3%

9%

THE CHALLENGES

44%

30%

11%

9%

6%

Growing

Stable

Booming

Leveling Off

Challenged

WHERE BROKERS ARE INVESTING DOLLARS

Lack of Inventory The Competition

42

59

%

%

Office Growth

Recruiting

35

%

Training

32

32

%

%

Technology

Online Marketing

Based on the Top 1,000 respondents to RISMedia’s 2017 Power Broker Survey

50 April 2017 RISMedia’s REAL ESTATE

Recruiting

11%

62%

13%

10% Rising Interest Rates 3% Housing-related Legislation 1% Economic Uncertainty

“Very low inventory, high buyer demand and affordability all contribute to a challenged market area, but with a high level of appreciation.”

- Daryl Rogers, Broker/Owner, Better Homes and Gardens Real Estate Reliance Partners, Roseville, Calif.

OFFICE SPACE IN 2017

THE UNITED STATE OF REAL ESTATE Power Brokers weigh in from across the country

50% of respondents are opening/acquiring new offices

45% are creating/

increasing virtual and/ or mixed use space

“2016 represented a strengthening housing market driven by continued low mortgage rates (historical) and tightening inventory. Builders need to build to provide relief from the compression of tight inventory. ” - Kevin Walsh, CFO, CENTURY 21 New Millennium, Md., Va., D.C.

SOCIAL MEDIA DISCONNECT

“In-migration continues to be a huge positive factor that offsets the lack of move-up buyers, the lack of new construction and the boomer being late to the dance.”

- Pat Riley, CEO, Allen Tate Companies, No. and So. Carolina

% 50 of brokers report

having a dedicated social media staffer

30%

But only feel it is a profit center

“I expect 2017 to be the best move-up market we will experience in the next five years. ” - Bryon Schlosser, Broker/Owner, Coldwell Banker Griffith & Blair American Home, Topeka, Kan.

“With today’s squeezed margins in the brokerage business, it is imperative to have a full-service family of offerings—mortgage, title, insurance, and property management. ” - Michael Pappas, CEO, The Keyes Companies/Illustrated Properties, Florida

“Low Inventory is still driving our market. ” - Laurence Rideout, CEO, Gibson Sotheby’s Intl. Realty, Boston, Mass.

“My confidence would be sky high, but the lack of inventory remains a concern. There seems to be a lot of pent-up demand, but will we have the inventory to meet all of that demand?”

- John Meesseman, President, Real Living Kee Realty, Southeast Mich.

“New construction is active again and it seems that at this rate, it will be more of a source of increased business than move-up buyers. With the low inventory levels due to the virtual non-existence of new construction for so long, builders are in a good position, and we need them to be. If we had more homes to sell, we would really be booming. ” - Tracee Lutes, Broker/Owner, RE/MAX Acclaimed Properties, Bloomington, Ind.

“The things that keep me awake at night are new models offering our agents 100 percent, and in turn, agents discounting to buyers and sellers. For us to keep the agents, they RISMedia’s REAL ESTATE April 2017 51

are on very high splits and our retainment is shrinking.”

- Robin Dickson, Executive Vice President, J. Rockcliff REALTORS®, San Francisco

“The Pacific Northwest is booming, but with high appreciation and low inventory, coupled with the rise in interest rates, there may be a slowdown for the first-time buyer/ millennials due to affordability.

We look to an adjustment or slowing in the market by the end of 2017 or beginning of 2018. We need the move-up buyers to come back into the market to stabilize the inventory along with the new construction.”

- Michael Killmer, Managing Partner, CENTURY 21 North Homes Realty Inc., Seattle, Wash.

“The real estate industry follows the cycles and reacts according to the law of supply and demand. Absent any extraordinary events, inventory levels are stabilizing, interest

rates remain at historic lows, and the desire for the American Dream is burning as bright as ever. If the regulatory body releases the overall chokehold on the industry and related industries, we will see increased activity and healthier markets.”

- Alexander Karavasilis, President, RE/MAX Advantage Realty, Central Md.

“We feel consumer confidence is back. With the election behind us, they are ready to do business before rates rise.”

- Jeff Owens, President, Better Homes and Gardens Real Estate Big Hill, Eaton, Ohio

“The real estate market in St. Louis has been surging over the past two years due to several factors, many of which are directly related to the lower costs of living and viable average sale prices. St. Louis is consistently listed among the top hottest markets to watch

and ranked in the top 10 for affordability. ” - Julie Morrow, CMO, Berkshire Hathaway HomeServices Select Properties, St. Louis, Mo.

“Houston’s diverse economy, strong population growth and quality of life will continue to fuel residential sales. There will be some areas where buyers will find a shortage of inventory. The four main sectors of the Houston economy—energy, medical, the port and technology—will continue to keep the city set for growth. ” - Cheri Fama, President, John Daugherty, Realtors®, Houston, Texas

“KWCP is amplifying its training and engagement programs with agents in a number of different ways, including more centralized operations, particularly for marketing and communications, human resources, and accounting support. ”

- Jennifer Motruk, CMO, Keller Williams Capital Properties, D.C.

POWER BROKER AVERAGES Average Sales Price

$318,522

Average Number of Agents Per Firm

Average Number of Offices Per Firm

Average Transactions Per Agent

449

8

8

Based on 2016 data for the Top 1,000 respondents to RISMedia’s 2017 Power Broker Survey

52 April 2017 RISMedia’s REAL ESTATE

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

To see the Top 1,000 firms ranked by transactions and sales volume, please reference the complete 2017 Power Broker Report, coming soon to rismedia.com.

Transactions

Total Offices

Total Agents

1

1

NRT LLC

NJ

$116,022,150,000

337,780

789

47,500

2

2

HomeServices of America, Inc.

MN

$86,009,311,021

245,154

539

27,854 10,895

3

4

Long & Foster Real Estate

VA

$28,934,452,173

81,032

232

4

13

Douglas Elliman Real Estate LLC

NY

$24,551,265,000

20,441

93

6,401

5

3

Howard Hanna Real Estate Services

PA

$16,776,143,161

90,016

217

7,286

6

5

Realty ONE Group

CA

$15,236,117,192

44,182

23

8,802

7

69

Alain Pinel REALTORS®

CA

$11,179,788,519

7,666

32

1,250

8

65

Pacific Union International - John Aaroe Group

CA

$10,149,289,868

7,846

38

1,151

9

12

William Raveis Real Estate Mortgage & Insurance

CT

$9,327,114,682

20,604

120

3,954

10

6

Keller Williams Realty Arlington

TX

$8,780,944,541

33,769

14

4,309

11

19

@properties

IL

$8,078,718,919

17,096

20

2,065

12

14

Ebby Halliday Real Estate Inc.

TX

$7,797,732,171

19,718

31

1,720

13

9

HomeSmart LLC

AZ

$6,919,101,917

24,381

24

6,458

14

20

John L. Scott Real Estate

WA

$6,706,816,358

16,771

34

1,352

15

59

Houlihan Lawrence

NY

$6,172,284,186

8,522

30

1,471

16

36

Coldwell Banker Bain

WA

$6,057,100,628

12,298

32

1,351

17

52

First Team Real Estate

CA

$5,878,460,234

9,258

24

1,768

18

10

RE/MAX Results

MN

$5,798,057,656

22,691

34

1,001

19

7

Crye-Leike REALTORS®

TN

$5,723,848,601

29,314

90

2,814

20

99

Keller Williams Realty Forward Management

CA

$5,475,318,335

5,846

9

2,810

21

11

Allen Tate Companies

NC

$5,452,160,075

22,194

44

1,591

22

8

Real Estate One

MI

$5,431,251,139

26,923

43

2,004

23

22

Baird & Warner

IL

$5,213,844,929

16,073

26

2,150 1,473

24

125

Rodeo Realty Inc.

CA

$4,997,890,000

5,245

12

25

74

LIV/Sierra/Summit Sotheby’s Intl. Realty

CO

$4,961,762,493

7,127

28

588

26

34

RE/MAX Gold

CA

$4,632,030,450

12,544

43

1,023

27

38

RE/MAX Alliance

CO

$4,583,144,013

11,682

21

854

28

156

RE/MAX Estate Properties

CA

$4,452,000,000

4,495

17

697

29

24

The Keyes Company/Illustrated Properties

FL

$4,350,000,000

14,279

50

2,800

30

26

Keller Williams Realty The Rawls Group

GA

$4,295,142,313

14,215

6

1,732

31

75

REeBroker Group Inc.

CA

$4,125,500,460

7,115

2

2,578

32

16

GA

$4,089,398,013

18,312

12

2,362

33

39

Keller Williams Realty Pinnacle Partners Group BHHS Arizona, California & Nevada Properties

NV

$3,949,816,281

11,383

21

2,142

34

27

Berkshire Hathaway HomeServices PenFed Realty

MD

$3,909,316,954

13,407

53

1,686

35

109

Premier Sotheby’s Intl. Realty

FL

$3,749,977,003

5,541

33

944

The Power Broker Report is sponsored by: ® ®

RISMedia’s REAL ESTATE April 2017 53

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

36

51

Keller Williams Realty Ben Kinney Companies

WA

$3,662,542,937

9,266

5

1,227

37

112

William Pitt/Julia B. Fee Sotheby’s Intl. Realty

CT

$3,625,122,130

5,513

26

1,000

38

195

Pacific Sotheby’s Intl. Realty

CA

$3,481,900,814

3,790

12

520

39

15

West USA Realty

AZ

$3,346,498,421

19,635

17

2,662

40

21

Watson Realty Corp.

FL

$3,257,002,786

16,199

47

1,407

41

218

Daniel Gale Sotheby’s Intl. Realty

NY

$3,129,846,534

3,457

26

974

42

17

Coldwell Banker Honig Bell/The Real Estate Group

IL

$3,121,263,798

18,011

52

1,276

43

18

CENTURY 21 Affiliated

WI

$3,105,360,996

17,923

104

2,012

44

48

Berkshire Hathaway HomeServices Florida Realty

FL

$3,092,115,143

9,487

42

1,790

45

44

Allison James Estates & Homes

CA

$3,074,735,378

10,271

1

1,118

46

31

Keller Williams Realty Nashville - Franklin

TN

$3,063,677,554

12,815

6

1,393

47

100

Russ Lyon Sotheby’s Intl. Realty

AZ

$3,057,275,397

5,769

11

908

48

35

Realty Executives Phoenix, Tucson and Yuma

AZ

$3,020,758,598

12,413

49

1,143

49

28

Latter & Blum Companies ERA Powered

LA

$3,019,683,252

13,312

29

3,542

50

304

Keller Williams Realty Cunningham Group

CA

$3,000,145,029

2,662

5

1,033

51

57

Keller Williams Realty Texas

TX

$2,975,420,599

8,680

2

1,363

52

68

Lyon Real Estate

CA

$2,952,399,309

7,670

17

964

53

70

CENTURY 21 New Millennium

VA

$2,888,952,964

7,618

18

898

54

23

Berkshire Hathaway HomeServices Homesale Realty

PA

$2,886,347,238

14,646

30

1,194

55

66

RE/MAX Equity Group

OR

$2,861,778,235

7,726

11

539

56

493

Hilton & Hyland

CA

$2,853,556,334

663

1

150

57

342

Sereno Group

CA

$2,801,000,000

2,272

9

318

58

30

Shorewest REALTORS®

WI

$2,795,992,113

12,883

21

960

59

40

Keller Williams Realty Atlanta Midtown

GA

$2,795,475,364

11,371

6

1,151

60

54

Carolina One Real Estate

SC

$2,783,712,400

9,132

12

930

61

76

Keller Williams Realty The Virginia Realty Alliance Group

VA

$2,747,475,618

7,051

6

953

62

32

Coldwell Banker Sea Coast Advantage

NC

$2,734,274,396

12,685

31

895

63

268

J. Rockcliff REALTORS®

CA

$2,665,818,296

2,962

5

362

64

89

CENTURY 21 M&M and Associates

CA

$2,588,130,635

6,220

30

1,077

65

37

Sibcy Cline, Inc.

OH

$2,557,279,616

12,261

22

1,199

66

418

Surterre Properties

CA

$2,553,920,462

1,569

6

407

67

204

Briggs Freeman Sotheby’s Intl. Realty

TX

$2,530,262,530

3,634

10

510

68

305

TTR Sotheby’s Intl. Realty

DC

$2,501,489,575

2,636

8

370

69

42

F.C. Tucker Company

IN

$2,485,603,735

10,762

14

621

70

25

Coldwell Banker Schmidt Family of Companies

MI

$2,450,613,401

14,250

63

1,314

71

98

Michael Saunders & Co.

FL

$2,430,886,648

5,857

20

652

72

50

Keller Williams Realty Memorial

TX

$2,430,210,988

9,323

2

1,437

73

45

Tomlinson Real Estate Group

WA

$2,401,552,960

10,238

17

790

74

33

HER REALTORS®

OH

$2,401,290,436

12,683

65

1,090

The Power Broker Report is sponsored by: ® ®

54 April 2017 RISMedia’s REAL ESTATE

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

75

102

RE/MAX Professionals

CO

$2,365,203,213

5,732

8

378

76

175

Atlanta Fine Homes Sotheby’s Intl. Realty

GA

$2,362,803,537

4,240

3

437

77

61

Better Homes and Gardens Real Estate Gary Greene REALTORS®

TX

$2,332,647,873

8,331

23

936

78

376

Washington Fine Properties

DC

$2,262,614,090

1,993

10

150

79

93

Realty Austin

TX

$2,241,204,688

6,069

7

379

80

226

John R. Wood Properties

FL

$2,234,520,804

3,425

6

444

81

64

Coldwell Banker Howard Perry and Walston Realty Inc.

NC

$2,233,791,913

8,003

13

871 1,083

82

79

CENTURY 21 Everest-Troop Real Estate

UT

$2,225,295,415

6,826

19

83

410

HOM Sotheby’s Intl. Realty

CA

$2,215,442,090

1,669

10

332

84

393

Zephyr Real Estate

CA

$2,213,899,123

1,883

6

360

85

92

Better Homes and Gardens Real Estate Rand Realty

NY

$2,149,269,929

6,078

23

950

86

423

Paragon Real Estate Group

CA

$2,145,335,000

1,530

5

162

87

29

BHHS Michigan and Northern Ind. Real Estate and Tomie Raines, REALTORS®

MI

$2,131,251,057

13,143

49

947

88

49

Keller Williams Real Estate Blue Bell

PA

$2,129,380,515

9,396

9

1,290

89

188

Berkshire Hathaway HomeServices Utah Properties

UT

$2,114,336,254

3,899

29

398

90

161

Keller Williams Realty Capital Properties

DC

$2,097,021,081

4,414

5

909

91

60

Keller Williams Realty The Chadwick Group

FL

$2,064,897,464

8,506

5

1,121

92

105

Keller Williams Realty Roseville

CA

$2,058,194,417

5,663

4

690

93

86

CENTURY 21 Select Real Estate Inc.

CA

$2,054,198,172

6,330

32

754

94

85

PARKS

TN

$2,052,106,853

6,407

12

650

95

145

RE/MAX Allegiance

VA

$2,044,224,066

4,773

17

400

96

179

CENTURY 21 Award

CA

$2,029,579,173

4,144

14

810 1,017

97

190

Pinnacle Estate Properties Inc.

CA

$2,008,363,764

3,863

8

98

170

Berkshire Hathaway HomeServices Drysdale Properties

CA

$2,005,702,527

4,286

36

772

99

43

Carrington Real Estate Services

CA

$1,970,820,279

10,694

51

2,071

100

97

Keller Williams Realty The Woodlands

TX

$1,946,563,321

5,862

2

1,019

101

211

Shorewood Real Estate

CO

$1,937,248,641

3,556

15

400

102

309

RE/MAX Accord

CA

$1,918,371,614

2,611

9

296

103

387

ONE Sotheby’s Intl. Realty

FL

$1,911,408,625

1,930

12

654

104

47

eXp World Holdings Inc.

WA

$1,905,633,748

9,490

42

2,401

105

260

Keller Williams Realty Carmel Valley/Del Mar

CA

$1,890,075,304

3,046

3

882

106

87

Benchmark Realty LLC

TN

$1,885,327,608

6,324

5

807

107

53

Coldwell Banker Weir Manuel Family of Companies

MI

$1,879,056,404

9,252

18

611

108

58

Berkshire Hathaway HomeServices Ambassador Real Estate

NE

$1,873,770,556

8,621

2

572

109

193

Hasson Company, REALTORS®

OR

$1,854,529,396

3,822

7

173

110

126

Keller Williams Realty Brian Smith Mgmt.

CO

$1,827,894,534

5,226

4

867

111

463

Decker Bullock Sotheby’s Intl. Realty

CA

$1,825,986,949

1,162

10

172

112

278

RE/MAX Premier Properties

CA

$1,822,300,234

2,879

7

187

113

41

HUNT Real Estate Corporation ERA

NY

$1,770,567,493

10,997

42

1,161

The Power Broker Report is sponsored by: ® ®

RISMedia’s REAL ESTATE April 2017 55

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

114

94

Keller Williams Realty Alaska/Reno North/Sparks

AK

$1,767,924,254

6,021

3

668

115

46

Keller Williams Realty Tulsa

OK

$1,759,218,354

9,802

4

1,020

116

299

McEnearney Associates Inc.

VA

$1,751,000,000

2,708

8

355

117

146

RE/MAX DFW Associates

TX

$1,704,940,808

4,747

7

315

118

111

RE/MAX Realty Group

MD

$1,695,914,240

5,531

8

407

119

142

The Group Inc. Real Estate

CO

$1,678,375,388

4,786

6

202

120

427

Slifer Smith & Frampton

CO

$1,646,846,423

1,476

22

150

121

88

RE/MAX Advantage Plus

MN

$1,627,940,164

6,307

15

382

122

91

Keller Williams Realty Boise

ID

$1,621,111,803

6,137

1

530

123

55

Keller Williams Realty Kansas City Northland

MO

$1,618,463,812

8,958

3

874

124

77

Atlanta Communities Real Estate Brokerage

GA

$1,613,915,616

6,963

5

931

125

62

Better Homes and Gardens Real Estate Metro Brokers

GA

$1,602,985,182

8,124

25

2,039 829

126

205

Berkshire Hathaway HomeServices New Jersey Properties

NJ

$1,587,213,673

3,634

22

127

406

Gibson Sotheby’s Intl. Realty

MA

$1,560,201,215

1,714

8

255

128

388

Legacy Real Estate & Associates ERA Powered

CA

$1,558,985,195

1,927

4

297

129

353

Prominent Properties Sotheby’s Intl. Realty

NJ

$1,552,518,341

2,142

12

595

130

275

Kuper Sotheby’s Intl. Realty

TX

$1,552,508,721

2,888

10

339

131

78

Coldwell Banker Legacy

NM

$1,536,574,745

6,916

16

586

132

306

Locations LLC

HI

$1,534,537,512

2,619

7

302

133

261

RE/MAX Northwest REALTORS®

WA

$1,534,341,855

3,027

3

241

134

362

Jackson Hole/Lakes/Sun Valley Sotheby’s Intl. Realty

WY

$1,528,260,381

2,078

5

217

135

72

Better Homes and Gardens Real Estate The Masiello Group

NH

$1,522,585,142

7,395

32

588 872

136

296

Keller Williams Realty Ridgewood

NJ

$1,520,586,846

2,721

4

137

73

Realty Executives Associates

TN

$1,518,018,012

7,308

8

520

138

122

PMZ Real Estate

CA

$1,513,000,000

5,281

16

625 553

139

378

Dilbeck Real Estate

CA

$1,506,784,247

1,971

14

140

115

Keller Williams Realty San Antonio

TX

$1,494,957,174

5,466

2

849

141

197

Gloria Nilson & Co. Real Estate

NJ

$1,493,175,675

3,740

22

730

142

120

Keller Williams Realty Ballantyne

NC

$1,482,401,796

5,316

3

762

143

203

Berkshire Hathaway HomeServices California Properties Cerritos

CA

$1,475,000,000

3,637

22

800 677

144

340

Keller Williams Realty Walnut Creek and Danville

CA

$1,446,657,619

2,315

2

145

118

Keller Williams Realty Integrity Northwest

MN

$1,444,760,739

5,344

4

604

146

141

Keller Williams Realty Lake Norman - Cornelius

NC

$1,442,268,657

4,803

4

849

147

316

HomeSmart Evergreen Realty

CA

$1,437,003,816

2,511

7

1,029

148

80

Berkshire Hathaway HomeServices The Preferred Realty

PA

$1,430,099,323

6,766

19

709

149

165

Keller Williams Realty Meggers Management Group

CA

$1,424,421,805

4,348

4

999

150

104

Keller Williams Realty The Haigh Group

MN

$1,419,744,514

5,696

4

603

151

302

Jameson Sotheby’s Intl. Realty

IL

$1,408,347,056

2,679

7

375

152

434

Keller Williams Realty Bay Area Estates

CA

$1,402,871,156

1,430

2

276

The Power Broker Report is sponsored by: ® ®

56 April 2017 RISMedia’s REAL ESTATE

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents 778

153

83

CENTURY 21 Judge Fite Company

TX

$1,402,814,180

6,679

21

154

233

CENTURY 21 Redwood Realty

VA

$1,400,928,915

3,366

12

455

155

143

Keller Williams Realty Salt Lake City

UT

$1,378,751,912

4,779

3

495

156

124

RE/MAX Executives

NC

$1,378,270,678

5,256

11

284

157

411

Greenwood King Properties

TX

$1,376,811,094

1,656

3

170

158

127

Keller Williams Realty Signature

TX

$1,358,201,618

5,210

2

696

159

171

Keller Williams Realty CH Realty Investments

GA

$1,355,962,428

4,260

3

595

160

123

Keller Williams Realty Jupiter/Palm Beaches/Treasure Coast

FL

$1,352,418,446

5,257

5

1,046

161

63

Coldwell Banker Select

OK

$1,350,357,080

8,009

14

650

162

96

Berkshire Hathaway HomeServices Anderson Properties

TX

$1,345,519,600

5,903

37

900

163

113

RE/MAX Integrity

OR

$1,345,295,127

5,504

7

270

164

153

Better Homes and Gardens Real Estate Kansas City Homes

KS

$1,344,518,057

4,607

8

445

165

56

Northwood Realty Services

PA

$1,327,491,016

8,830

38

966

166

242

Keller Williams Realty Professionals

OR

$1,319,418,595

3,262

1

307

167

114

Wilkinson ERA Real Estate

NC

$1,310,780,807

5,480

14

857

168

81

Keller Williams Realty of Central Florida

FL

$1,309,409,749

6,709

4

802

169

283

CENTURY 21 Commonwealth

MA

$1,308,564,110

2,832

21

500

170

147

Rose & Womble Realty

VA

$1,307,141,784

4,701

13

585

171

310

Coach Real Estate Associates

NY

$1,302,957,839

2,608

19

658

172

250

Kinlin Grover, Page Taft & Randall REALTORS®

RI

$1,302,526,747

3,143

30

515

173

110

Solid Source Companies

GA

$1,296,814,324

5,532

6

1,750

174

82

Tierra Antigua Realty

AZ

$1,293,819,157

6,687

6

970

175

314

Keller Williams Realty Metro Center Alexandria/Arlington/Tysons/Vienna

VA

$1,285,493,736

2,555

3

680

176

101

CENTURY 21 Scheetz

IN

$1,278,453,981

5,760

6

325

177

167

Berkshire Hathaway HomeServices Towne Realty

VA

$1,271,190,177

4,339

6

395

178

166

Keller Williams Realty Sunset Corridor/Eugene

OR

$1,262,665,308

4,343

3

432

179

158

RE/MAX Alliance Group

FL

$1,249,148,936

4,470

7

278

180

130

Coldwell Banker Apex REALTORS®

TX

$1,246,819,213

5,140

9

489

181

160

RE/MAX Suburban

IL

$1,232,897,819

4,462

8

226

182

95

Keller Williams Realty Chattanooga

TN

$1,232,185,079

5,943

2

475

183

428

RE/MAX Olson & Associates

CA

$1,229,726,483

1,470

5

171

184

168

Beverly-Hanks & Associates

NC

$1,224,822,809

4,320

6

318 489

185

159

Berkshire Hathaway HomeServices Verani Realty

NH

$1,221,606,689

4,464

22

186

103

Keller Williams Realty Asheville NC Columbia & Columbia NE SC

NC

$1,216,066,815

5,711

3

732

187

169

RE/MAX Properties

CO

$1,212,417,816

4,299

4

194

188

363

RE/MAX Leading Edge

MA

$1,212,099,975

2,076

13

215

189

108

Keller Williams Realty/Ubaldini Group

FL

$1,210,704,672

5,594

3

807

190

84

Keller Williams Realty Lubbock

TX

$1,208,540,680

6,538

4

599

191

67

Carpenter REALTORS®

IN

$1,200,138,165

7,722

31

654

The Power Broker Report is sponsored by: ® ®

RISMedia’s REAL ESTATE April 2017 57

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

192

90

NP Dodge Real Estate Sales, Inc.

NE

$1,194,000,000

6,192

12

450

193

251

Keller Williams Realty DTC Masters Realty

CO

$1,188,361,890

3,139

1

507

194

429

John Daugherty, REALTORS®

TX

$1,177,705,364

1,468

2

147

195

139

DPR Realty LLC

AZ

$1,159,728,794

4,837

5

1,184

196

136

GARDNER, REALTORS®

LA

$1,143,000,000

4,920

24

850

197

364

RE/MAX Gold Coast

CA

$1,142,406,038

2,069

9

219

198

421

Hawaii Life Real Estate Brokers

HI

$1,139,923,484

1,540

14

216

199

484

Vista Sotheby’s Intl. Realty

CA

$1,136,821,722

897

8

242

200

405

Keller Williams Realty Boston Metro

MA

$1,133,096,126

1,719

2

407

201

319

Smith & Associates Real Estate

FL

$1,128,094,736

2,492

4

265

202

140

Keller Williams Realty Tyrrell Enterprise

FL

$1,125,309,329

4,820

3

592

203

358

Beachside REALTORS® Corporation

CA

$1,121,894,844

2,115

10

624

204

152

Keller Williams Realty Partners

KS

$1,118,447,764

4,617

1

476

205

191

Keller Williams Realty Bedford

NH

$1,117,389,241

3,859

2

492

206

213

Keller Williams Realty The Hilgenberg Group

CA

$1,116,965,124

3,538

4

923

207

198

Heritage Texas Properties

TX

$1,111,228,714

3,711

15

298

208

256

Dickson Realty Inc.

NV

$1,107,709,813

3,061

9

286

209

460

Realogics Sotheby’s Intl. Realty

WA

$1,105,472,330

1,197

5

185

210

377

RE/MAX of Boulder Inc.

CO

$1,104,510,309

1,979

2

125

211

138

Keller Williams Realty Denton

TX

$1,098,380,975

4,855

3

502

212

129

Keller Williams Realty RM Realty Associates

DE

$1,088,980,105

5,163

4

918

213

328

Cascade Sotheby’s Intl. Realty

OR

$1,071,594,444

2,454

12

224

214

185

Berkshire Hathaway HomeServices Alliance Real Estate

MO

$1,065,736,876

3,994

8

407

215

157

Keller Williams Realty Brevard

FL

$1,065,470,482

4,475

2

610

216

181

Patterson-Schwartz Real Estate

DE

$1,060,000,000

4,086

9

345 267

217

462

Keller Williams Realty Premier Properties

NJ

$1,059,971,737

1,182

1

218

350

Chase International

NV

$1,058,702,908

2,204

10

352

219

206

Bean Group

NH

$1,054,634,000

3,624

16

370

220

229

Keller Williams Realty Temecula Valley Real Estate

CA

$1,052,983,946

3,396

4

1,116

221

386

RE/MAX Eastside Brokers Inc.

WA

$1,050,023,054

1,932

2

174

222

433

Keller Williams Realty Westlake Village

CA

$1,047,390,085

1,434

1

366

223

106

Coldwell Banker Prime Properties

NY

$1,038,078,151

5,647

15

494

224

209

Charles Reinhart Company

MI

$1,037,435,556

3,596

6

226

225

237

London Properties Ltd.

CA

$1,032,996,762

3,324

9

310

226

345

Coldwell Banker Danforth

WA

$1,027,190,717

2,260

3

401

227

450

Keller Williams Realty Silicon Valley

CA

$1,025,803,729

1,292

3

320

228

373

RE/MAX of Valencia and Santa Clarita

CA

$1,025,078,230

2,006

4

155

229

466

Better Homes and Gardens Real Estate JF Finnegan REALTORS®

CA

$1,016,057,000

1,126

7

421

230

489

Keller Williams Realty Palo Alto/Menlo Park

CA

$1,013,169,901

717

1

220

The Power Broker Report is sponsored by: ® ®

58 April 2017 RISMedia’s REAL ESTATE

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

231

286

Jack Conway & Co.

MA

232

398

Keller Williams Realty Landmark

NY

$1,012,385,280

2,808

30

644

$1,012,010,820

1,836

3

233

71

Cutler Real Estate

OH

701

$1,009,036,742

7,507

22

414

234

149

Chapman Hall REALTORS®

GA

$1,003,387,000

4,672

8

543

235

116

Berkshire Hathaway HomeServices Florida Properties Group

FL

$1,003,374,341

5,377

22

581

236

164

Keller Williams Premier Realty

MN

$999,820,459

4,350

3

386

237

194

Keller Williams Realty Greater Portland

ME

$994,157,734

3,801

1

346

238

133

Berkshire Hathaway HomeServices Select Properties

MO

$990,359,482

4,995

9

555

239

492

Aspen Snowmass Sotheby’s Intl. Realty

CO

$986,251,583

683

10

145

240

440

Keller Williams Realty Pasadena/Arcadia

CA

$975,121,214

1,361

3

501

241

162

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®

SC

$967,241,221

4,367

10

387

242

107

Murney Associates

MO

$965,786,545

5,607

5

470

243

262

Keller Williams Realty Plano

TX

$959,694,692

3,026

1

402

244

396

Keller Williams Realty Pacific Estates

CA

$957,509,036

1,843

1

358

245

467

Coldwell Banker Brokers of the Valley

CA

$954,587,665

1,125

4

136

246

371

CENTURY 21 Masters

CA

$953,098,740

2,012

10

276

247

137

Keller Williams Realty Knoxville West

TN

$951,183,922

4,897

3

453

248

352

Coldwell Banker West

CA

$948,420,815

2,149

6

532

249

445

Intero Real Estate Services - East Bay

CA

$947,445,723

1,315

4

260

250

151

Keller Williams Realty Fort Worth

TX

$945,822,769

4,665

2

645

251

282

Keller Williams Realty Agnew Real Estate

AZ

$945,286,943

2,845

2

454

252

202

Revelation Real Estate

AZ

$943,956,352

3,641

1

539

253

336

RE/MAX Realty Affiliates

NV

$936,923,430

2,335

3

110

254

325

Keller Williams Realty Portland Premiere

OR

$930,447,966

2,473

1

215

255

219

RE/MAX Elite

TN

$919,130,698

3,455

5

202

256

208

JP and Associates REALTORS®

TX

$917,746,000

3,597

13

575

257

144

Coldwell Banker Vanguard Realty

FL

$913,709,334

4,776

6

289

258

189

Keller Williams Realty Platinum

OK

$913,197,597

3,893

2

392

259

132

Berkshire Hathaway HomeServices Indiana Realty

IN

$912,984,023

4,998

17

386

260

271

Keller Williams Real Estate Exton

PA

$912,566,696

2,936

2

425 520

261

311

Keller Williams Realty Morristown

NJ

$912,184,022

2,565

3

262

425

Keller Williams Realty McLean

VA

$909,644,243

1,527

1

355

263

265

Intracoastal Realty Corp.

NC

$904,194,870

2,981

9

352

264

178

Reliant Realty ERA Powered

TN

$902,809,516

4,148

5

620

265

496

Gibson International

CA

$901,713,385

627

4

160

266

117

Five Star Real Estate

MI

$901,325,321

5,347

10

347

267

276

Keller Williams Realty Centre

MD

$900,716,130

2,884

2

532

268

119

Coldwell Banker Heritage REALTORS®

OH

$893,524,651

5,320

10

384

269

456

RE/MAX College Park Realty

CA

$892,100,485

1,235

6

177

The Power Broker Report is sponsored by: ® ®

RISMedia’s REAL ESTATE April 2017 59

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

270

338

Keller Williams Realty Portland Central

OR

$888,705,653

2,318

1

265

271

186

Keller Williams Consultants Realty

OH

$887,044,636

3,965

3

414

272

347

Keller Williams Realty Beverly

MA

$882,163,445

2,239

3

398

273

321

CENTURY 21 North Shore

NH

$879,000,000

2,486

26

528

274

201

Keller Williams Realty Emerald Coast

FL

$876,558,206

3,664

2

430

275

257

Keller Williams Realty - The Economos Companies

IL

$874,495,369

3,060

3

454

276

163

The Maine Real Estate Network

ME

$870,158,997

4,364

23

375

277

210

Chinowth & Cohen REALTORS®

OK

$870,000,000

3,587

9

470

278

221

Keller Williams Realty Charlotte South Park

NC

$867,988,465

3,440

2

447

279

173

Keller Williams Realty Cook and Company

GA

$866,323,657

4,256

3

401

280

176

Keller Williams Realty of Grand Rapids

MI

$863,548,178

4,239

1

342

281

180

Berkshire Hathaway HomeServices Starck Real Estate

IL

$863,040,003

4,095

16

404

282

413

Realty Executives Santa Clarita

CA

$861,710,373

1,636

5

300

283

348

Keller Williams Realty Integrity

MD

$860,442,755

2,235

1

296

284

334

Four Seasons Sotheby’s Intl. Realty

VT

$855,298,533

2,366

21

223

285

269

RE/MAX Advantage Realty

MD

$854,283,206

2,953

5

177

286

148

Keller Williams Realty Hoover

AL

$853,936,905

4,697

5

568

287

231

Keller Williams Heritage Realty

FL

$853,526,226

3,383

3

507

288

430

Keller Williams Realty Honolulu

HI

$844,578,742

1,456

2

409

289

174

Keller Williams WinStar Realty

ID

$842,543,436

4,247

1

203

290

131

Greenridge Realty, Inc.

MI

$842,103,441

5,127

19

405

291

177

Keller Williams Advisor’s Realty

OH

$841,101,384

4,181

3

446

292

301

Keller Williams Realty Federal Way

WA

$836,023,812

2,684

1

319

293

135

McColly Real Estate

IN

$832,028,506

4,922

19

468

294

368

CENTURY 21 American Homes

NY

$824,625,742

2,043

12

564

295

375

PorchLight Real Estate Group

CO

$823,407,586

1,999

1

160 208

296

485

Bay Sotheby’s Intl. Realty

CA

$820,074,069

897

7

297

128

Ruhl & Ruhl REALTORS®

IA

$818,604,123

5,206

11

296

298

279

Keller Williams Coastal Realty

NH

$815,967,125

2,865

1

390

299

199

Keller Williams Realty Coastal Area Partners

GA

$815,830,790

3,704

1

295

300

404

Diane Turton, REALTORS®

NJ

$810,968,481

1,733

15

350

301

499

Today Sotheby’s Intl. Realty

CA

$810,742,246

566

3

81

302

121

Coldwell Banker Roth Wehrly Graber REALTORS®

IN

$806,056,212

5,300

14

274

303

495

Keller Williams Realty NYC

NY

$800,479,222

645

1

681

304

291

Keller Williams Realty Triangle Homes

NC

$792,830,528

2,754

1

254

305

465

Berkshire Hathaway HomeServices California Realty Thousand Oaks

CA

$792,386,225

1,127

5

288

306

392

Residential Properties Ltd.

RI

$789,129,644

1,886

5

178

307

134

Berkshire Hathaway HomeServices Professional Realty

OH

$786,745,719

4,939

25

525

308

241

RE/MAX Center

GA

$785,379,748

3,263

3

166

The Power Broker Report is sponsored by: ® ®

60 April 2017 RISMedia’s REAL ESTATE

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

309

247

Keller Williams Preferred Realty

NC

$785,132,915

3,207

2

308

310

422

HomeSmart Realty West

CA

$784,604,286

1,535

3

507

311

366

Keller Williams Realty Easton Market Center

MA

$781,558,516

2,064

2

230

312

446

Keller Williams Realty Larchmont

CA

$779,599,842

1,310

2

495

313

154

Keller Williams Realty Premier Partners

LA

$776,197,012

4,581

6

733 386

314

184

Keller Williams Realty Southern Arizona

AZ

$775,052,365

4,033

2

315

308

Keller Williams Realty Premier Partners

WA

$773,096,863

2,613

1

238

316

497

Nourmand & Associates REALTORS®

CA

$772,244,000

602

3

177

317

249

Realty Executives Integrity

WI

$770,286,448

3,178

6

199

318

287

Coldwell Banker Premier Realty

NV

$768,849,510

2,805

3

235

319

290

RE/MAX Professionals

WA

$763,185,547

2,776

5

155

320

183

RE/MAX Real Estate Concepts

IA

$762,748,694

4,036

12

176

321

312

RE/MAX United

NC

$761,725,475

2,558

2

127

322

192

RE/MAX Ability Plus

IN

$759,045,534

3,844

9

207

323

281

Berkshire Hathaway HomeServices Hudson Valley Properties

NY

$756,129,548

2,855

8

260

324

476

Podley Properties

CA

$754,672,282

985

6

195

325

254

Keller Williams Realty Rockwall

TX

$753,303,977

3,096

2

463

326

482

Red Oak Realty

CA

$750,936,304

939

2

98

327

351

RE/MAX The Woodlands and Spring

TX

$749,902,046

2,195

4

131

328

322

ERA Key Realty Services

MA

$749,123,332

2,483

15

350

329

389

Coldwell Banker Kappel Gateway Realty

CA

$748,494,622

1,912

7

199

330

442

Dorsey Alston

GA

$747,082,902

1,354

2

220

331

326

Berkshire Hathaway HomeServices Montana Properties

MT

$742,568,671

2,468

14

234

332

337

RE/MAX Gateway

VA

$741,140,938

2,334

6

163

333

443

RE/MAX Fine Properties

AZ

$740,270,139

1,350

2

139

334

224

Keller Williams Realty Greater Hartford

CT

$740,148,209

3,432

1

366

335

246

The Agent Owned Realty Co.

SC

$740,140,864

3,213

12

502

336

327

RE/MAX Fine Properties

TX

$740,013,214

2,468

2

169

337

238

Keller Williams Classic/Homestead Realty

FL

$739,914,497

3,296

3

515

338

216

RE/MAX Platinum

MI

$739,137,946

3,481

5

264

339

474

Keller Williams Realty Mission Viejo

CA

$737,825,735

1,031

1

639

340

225

RE/MAX Professionals

AZ

$734,582,083

3,428

7

153

341

285

RE/MAX Commonwealth

VA

$730,007,673

2,810

5

121

342

212

RE/MAX Classic of Michigan

MI

$727,887,201

3,542

5

165

343

187

Keller Williams Realty Greater Des Moines

IA

$725,111,122

3,938

3

429

344

270

Keller Williams Success Realty

UT

$724,115,183

2,942

3

302 101

345

402

RE/MAX Masters Millennium

CO

$723,328,035

1,800

1

346

244

Keller Williams Classic Realty

MN

$716,576,694

3,238

2

301

347

464

Keller Williams Realty San Diego North Inland

CA

$713,164,756

1,156

1

266

The Power Broker Report is sponsored by: ® ®

RISMedia’s REAL ESTATE April 2017 61

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

348

477

Keller Williams Realty Newport Beach

CA

$712,884,517

974

2

766

349

365

Keller Williams Arizona Realty

AZ

$706,409,538

2,067

1

389

350

150

RE/MAX Results

IN

$702,740,356

4,670

8

203

351

360

RE/MAX Excalibur Scottsdale

AZ

$702,065,886

2,092

4

182

352

329

Keller Williams Realty Puyallup

WA

$701,008,673

2,447

1

227

353

280

Keller Williams Realty Tempe Scottsdale

AZ

$700,731,254

2,860

1

331

354

266

ERA Brokers Consolidated

UT

$700,000,000

2,974

8

233

355

214

J.P. Weigand and Sons, Inc.

KS

$697,746,585

3,514

6

234

356

494

Keller Williams Realty Cupertino

CA

$692,999,455

654

1

238

357

267

Charles Rutenberg Realty

IL

$691,824,767

2,972

2

916

358

436

RE/MAX of Cherry Creek Inc.

CO

$691,616,843

1,415

1

92

359

230

Realty Executives of Kansas City

KS

$691,170,453

3,389

5

238

360

264

Keller Williams Realty Fort Mill

SC

$691,150,929

3,014

1

336

361

222

Hegg, REALTORS®, Inc.

SD

$687,213,309

3,440

2

170

362

272

Keller Williams Capital Partners Realty

OH

$684,793,784

2,934

1

210

363

294

Stark Company REALTORS®

WI

$678,577,429

2,732

6

180

364

274

Coldwell Banker Barnes

TN

$677,430,924

2,896

8

250

365

172

Keller Williams Chervenic Realty

OH

$674,322,436

4,258

1

356 207

366

263

Coldwell Banker Harris McHaney & Faucette Real Estate

AR

$672,084,793

3,023

4

367

217

Keller Williams Realty Louisville East

KY

$671,926,999

3,469

1

230

368

245

RE/MAX Realty 100

WI

$671,225,292

3,218

4

156

369

357

Keller Williams Realty Charleston

SC

$670,705,435

2,117

1

348

370

200

RE/MAX Boone Realty

MO

$670,537,834

3,694

2

176

371

478

Callaway Henderson Sotheby’s Intl. Realty

NJ

$666,211,866

971

5

184

372

215

RE/MAX Select Realty

PA

$663,000,000

3,483

8

204

373

382

RE/MAX Dynamic Properties

AK

$661,958,820

1,950

1

141

374

318

Coldwell Banker Schneidmiller Realty

ID

$661,809,767

2,499

3

212

375

232

Skogman Realty

IA

$660,928,727

3,373

4

189

376

236

Coldwell Banker Wallace & Wallace REALTORS®

TN

$658,415,596

3,335

6

342

377

234

Keller Williams Realty Services Mandeville

LA

$652,939,682

3,360

2

381

378

355

Keller Williams Realty Partners SW

FL

$651,036,581

2,128

2

484 463

379

303

CENTURY 21 Beggins Enterprises

FL

$650,577,412

2,675

11

380

438

Keller Williams Realty Greater Seattle

WA

$649,756,488

1,390

1

182

381

252

Keller Williams Market Pro Realty

AR

$642,711,029

3,135

1

308

382

416

Better Homes and Gardens Real Estate Reliance Partners

CA

$641,746,744

1,609

12

529

383

240

CENTURY 21 Town & Country

MI

$640,786,721

3,285

7

328

384

239

Keller Williams Realty North Florida

FL

$634,840,939

3,287

3

430

385

253

Keller Williams Realty North Wilmington

DE

$633,657,901

3,102

2

524

386

207

RE/MAX of Reading

PA

$632,947,583

3,623

1

148

The Power Broker Report is sponsored by: ® ®

62 April 2017 RISMedia’s REAL ESTATE

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents

387

380

Berkshire Hathaway HomeServices Elite Real Estate

UT

$629,812,929

1,957

4

159

388

403

CENTURY 21 Allstars

CA

$629,080,138

1,798

1

248

389

313

RE/MAX Anchor & Affinity Plus

FL

$629,065,694

2,557

5

121

390

297

Coldwell Banker Caine

SC

$627,935,220

2,716

4

177

391

324

Keller Williams Real Estate Langhorne

PA

$621,196,464

2,478

2

314

392

457

RE/MAX Masters Realty

CA

$618,869,991

1,232

7

150

393

400

Signature Companies

MI

$617,371,015

1,817

2

250

394

415

RE/MAX Executive Realty

MA

$616,692,871

1,618

6

105

395

293

Better Homes and Gardens Real Estate Bradfield Properties

TX

$612,214,798

2,735

7

263

396

431

Keller Williams Eagle Realty

FL

$611,349,478

1,449

2

467

397

277

Keller Williams Realty Sioux Falls

SD

$611,045,795

2,881

1

202

398

455

Coldwell Banker Schmitt Real Estate Co.

FL

$609,722,560

1,258

5

173

399

426

Dale Sorensen Real Estate Inc.

FL

$609,482,859

1,527

6

180

400

475

Coldwell Banker George Realty

CA

$602,854,416

1,019

3

485

401

356

RE/MAX Metro

FL

$602,784,623

2,127

3

147

402

384

Keller Williams Realty Tag Realty 2

PA

$600,950,093

1,948

1

218

403

344

RE/MAX Southern Homes

AL

$600,678,675

2,266

2

105

404

461

Keller Williams Realty Falls Church

VA

$598,247,491

1,187

1

208

405

491

Robert Paul Properties

MA

$597,660,297

685

9

82

406

292

Keller Williams Preferred Realty

IL

$596,892,211

2,745

1

435

407

220

Schuler Bauer Real Estate ERA Powered

IN

$596,697,487

3,443

8

273

408

395

The Platinum Group REALTORS®

CO

$594,203,820

1,867

1

66

409

372

Keller Williams Realty Crofton/Ft. Meade

MD

$587,957,536

2,011

1

527

410

468

Heritage House Sotheby’s Intl. Realty

NJ

$587,581,357

1,114

5

193

411

470

CENTURY 21 All Islands

HI

$585,816,978

1,100

10

258

412

341

RE/MAX Real Estate Group

CO

$584,390,610

2,273

2

120 289

413

479

Keller Williams Realty City Life

NJ

$582,887,393

966

1

414

317

Keller Williams Realty Legacy

TX

$582,765,595

2,508

1

302

415

315

RE/MAX Realtec Group

FL

$582,551,489

2,554

3

151

416

490

Keller Williams Tri Valley Realty

CA

$580,770,147

703

1

115

417

196

Danberry REALTORS®

OH

$580,736,131

3,785

5

257

418

284

RE/MAX Town & Country

GA

$580,324,703

2,830

11

170

419

471

Keller Williams Realty Montclair

NJ

$576,210,280

1,091

1

171

420

432

Keller Williams Realty Bakersfield

CA

$574,043,796

1,442

2

322

421

383

RE/MAX Grand

TX

$573,872,440

1,949

3

101

422

424

RE/MAX Champions

CA

$573,625,714

1,529

4

98

423

259

Keller Williams Realty Royal Oak

MI

$570,579,806

3,051

2

428

424

182

RE/MAX Crossroads Properties

OH

$569,506,127

4,079

7

135

425

437

RE/MAX Premier Realty

CA

$569,389,278

1,398

4

108

The Power Broker Report is sponsored by: ® ®

RISMedia’s REAL ESTATE April 2017 63

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

426

339

RE/MAX 440

PA

427

486

Better Homes and Gardens Real Estate Advantage Realty

HI

428

323

Keller Williams Realty Elite-Western Branch

VA

Transactions

Total Offices

Total Agents

$569,380,186

2,316

10

155

$566,988,531

824

5

130

$566,790,981

2,483

3

320

429

409

RE/MAX All Pro

CA

$566,000,000

1,676

5

192

430

379

Keller Williams Premier Realty

TX

$565,869,571

1,960

1

369

431

255

ERA Wilder Realty

SC

$564,972,725

3,089

8

291

432

448

Keller Williams Realty Lake Travis

TX

$563,731,957

1,296

1

312

433

273

Keller Williams Realty Spokane

WA

$562,293,721

2,901

1

234

434

320

Keller Williams Realty Northville

MI

$561,626,119

2,491

1

286

435

397

Coldwell Banker Elite

VA

$560,883,447

1,838

9

247

436

444

CENTURY 21 Hometown Realty

CA

$558,621,676

1,325

13

239

437

369

Jack White Real Estate

AK

$557,475,762

2,032

5

208

438

473

Terrie O’Connor REALTORS®

NJ

$556,142,424

1,064

9

380

439

333

RE/MAX Preferred

WI

$555,229,506

2,388

13

96

440

289

Keller Williams Realty Indy Metro Northeast

IN

$555,211,349

2,783

1

242

441

227

Keller Williams Realty Springfield

MO

$551,097,186

3,408

1

266

442

223

Keller Williams Realty Plymouth MC

MI

$550,309,873

3,436

2

421

443

498

Berkshire Hathaway HomeServices California Properties Torrance

CA

$549,468,770

600

4

173

444

451

CENTURY 21 NorthBay Alliance

CA

$547,846,728

1,285

11

277

445

367

RE/MAX Advantage

CO

$547,467,164

2,052

1

100

446

419

Berkshire Hathaway HomeServices Rocky Mountain, REALTORS®

CO

$545,978,735

1,557

9

174

447

458

RE/MAX Executives

VA

$545,018,612

1,218

5

126

448

155

The Russell Realty Company

OH

$542,478,866

4,539

9

606

449

335

Keller Williams Realty St. Louis

MO

$538,232,679

2,364

1

304

450

469

Cottingham Chalk Hayes REALTORS®

NC

$537,379,445

1,106

1

105

451

298

Coldwell Banker Mid-America Group, REALTORS®

IA

$535,832,999

2,713

6

181

452

332

Coldwell Banker Gosslee

LA

$534,887,920

2,412

2

161

453

390

Keller Williams Realty Nashua

NH

$530,719,234

1,898

1

169

454

414

Keller Williams Realty Boynton Beach

FL

$528,839,425

1,636

2

343

455

228

Mel Foster Co.

IA

$528,613,347

3,408

8

216

456

288

RE/MAX 10

IL

$527,566,459

2,794

5

167

457

399

RE/MAX RESULTS

MD

$527,532,186

1,818

2

107

458

354

CENTURY 21 Arizona Foothills

AZ

$527,376,232

2,138

8

375

459

435

Keller Williams Realty Showcase Properties

MA

$527,220,110

1,430

1

218

460

407

RE/MAX Metro

GA

$526,876,398

1,682

2

94

461

391

RE/MAX Whatcom County, Inc.

WA

$526,253,908

1,891

4

102

462

447

Keller Williams Realty Bothell

WA

$523,432,464

1,307

1

192

463

359

Keller Williams Realty Hendersonville

TN

$522,331,430

2,097

2

217

464

449

RE/MAX Platinum Living

AZ

$521,340,198

1,294

4

113

The Power Broker Report is sponsored by: ® ®

64 April 2017 RISMedia’s REAL ESTATE

TOP 500 Based on 2016 Sales Volume

Sales Rank

Trans.

Rank

Company

State Sales Volume

Transactions

Total Offices

Total Agents 110

465

500

Ewing & Associates Sotheby’s Intl. Realty

CA

$521,136,031

429

3

466

349

RE/MAX Trinity

TX

$521,134,487

2,232

4

178

467

295

ERA Grizzard Real Estate

FL

$518,819,307

2,732

8

211

468

483

WK Real Estate

CO

$518,727,264

928

2

97

469

408

CENTURY 21 Results Realty Services

GA

$516,206,420

1,679

1

178

470

248

Cressy & Everett Real Estate

IN

$516,077,570

3,181

10

191

471

343

RE/MAX Space Center-Clear Lake

TX

$515,486,579

2,270

3

110

472

361

Keller Williams Realty Antelope Valley

CA

$514,992,440

2,086

1

400

473

235

F.C. Tucker Emge REALTORS®

IN

$514,488,154

3,337

8

179

474

331

RE/MAX Properties East

KY

$514,485,354

2,437

1

125

475

417

Keller Williams Realty Allen

TX

$513,622,876

1,585

1

200

476

452

RE/MAX Town Center

MD

$513,060,094

1,281

2

132

477

300

Star One REALTORS®

OH

$512,620,000

2,698

9

248

478

453

Keller Williams Realty Corona

CA

$511,531,881

1,281

1

242 242

479

454

Keller Williams Realty Palm Beach Central

FL

$511,531,881

1,281

1

480

258

ERA First Advantage Realty

IN

$508,118,411

3,058

8

188

481

381

Keller Williams Realty Sarasota Lakewood Ranch

FL

$507,941,433

1,953

2

355

482

330

Coldwell Banker Premier Group

MO

$506,392,553

2,440

4

215

483

420

RE/MAX Advance Realty

FL

$505,342,108

1,545

2

152 537

484

472

Keller Williams Realty Valencia

CA

$505,328,075

1,076

2

485

385

Keller Williams Realty Coastal Virginia

VA

$504,703,696

1,939

2

302

486

459

Keller Williams Realty El Cajon

CA

$503,603,547

1,200

1

373

487

488

Bailey Properties

CA

$502,231,710

727

4

114

488

394

Keller Williams Realty Community Partners

GA

$501,524,788

1,871

1

254

489

401

CENTURY 21 Beutler & Associates

ID

$501,063,627

1,817

2

160

490

346

Keller Williams Realty Metairie

LA

$500,861,247

2,259

2

365

491

439

Keller Williams Realty Sacramento

CA

$500,387,402

1,384

1

191

492

307

ERA Sellers & Buyers Real Estate

TX

$499,728,680

2,619

4

236

493

412

RE/MAX Around Atlanta

GA

$498,446,891

1,647

3

103

494

243

CENTURY 21 Bradley Realty Inc.

IN

$497,338,745

3,262

1

215

495

370

RE/MAX Infinity Realty Chandler

AZ

$497,333,422

2,022

1

82

496

487

Steamboat Sotheby’s Intl. Realty

CO

$497,239,816

790

3

94

497

480

Keller Williams Realty Bellevue

WA

$495,579,697

953

1

186

498

441

Keller Williams Realty New Orleans

LA

$494,904,964

1,358

1

202

499

374

CENTURY 21 Mike Bowman Inc.

TX

$494,878,292

2,001

1

229

500

481

Keller Williams Realty LS

CA

$494,863,455

943

1

478

All submitted survey data are verified by the individual broker, his/her financial party, and corporate office, where applicable. Data are deemed accurate at press time and do not reflect changes as a result of acquisitions or mergers that may have taken place post press date.

The Power Broker Report is sponsored by: ® ®

RISMedia’s REAL ESTATE April 2017 65

TOP 500 Based on 2016 Sales Volume

WHO’S WHO AT HOMESERVICES OF AMERICA

Here is the 2016 breakdown of HomeServices-owned firms: Company

Sales Volume

Trans. Offices Agents

$1,637,791,007

1,918

1

307

$12,154,140,532

12,276

51

2,529

$2,067,544,972

7,116

13

817

Berkshire Hathaway HomeServices Florida Network Realty*

$964,224,134

3,065

8

372

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®

$10,984,604,242

32,071

62

4,729

Berkshire Hathaway HomeServices Georgia Properties

$3,444,516,265

12,236

20

1,550

Berkshire Hathaway HomeServices KoenigRubloff Realty Group

$4,367,390,021

9,201

23

1,426

Berkshire Hathaway HomeServices New England Properties

$3,308,532,670

9,712

50

1,347

Berkshire Hathaway HomeServices Northwest Real Estate Oregon & SW Washington

$1,481,868,957

4,408

18

342

Berkshire Hathaway HomeServices Northwest Real Estate Professionals**

$803,201,315

3,233

5

183

Berkshire Hathaway HomeServices Northwest Real Estate Seattle

$1,455,859,204

3,510

7

396

240

Allie Beth Allman & Associates Berkshire Hathaway HomeServices California Properties San Diego Berkshire Hathaway HomeServices Carolinas Realty

$340,786,885

2,380

9

$1,242,113,132

5,587

2

373

$525,488,716

1,443

7

208

Edina Realty

$8,612,882,363

33,188

60

2,416

EWM Realty International

$1,887,703,883

2,725

10

770

First Weber REALTORS®

$2,999,425,019

13,915

55

1,070

Guarantee Real Estate

$1,003,175,483

3,786

11

470

Harry Norman REALTORS®

$2,879,930,214

6,809

13

883

HOME Real Estate/Woods Bros* (HomeServices of Nebraska)

$1,019,681,269

5,470

7

359

$821,370,341

5,071

9

402

Champion Realty

Huff Realty

Intero Real Estate Services Inc.

$6,537,708,779

6,139

14

1,034

Iowa Realty

$2,383,237,042

11,206

17

816

Kentwood Real Estate***

$2,221,517,683

3,797

4

238

Long Companies

$2,305,451,051

9,357

14

753

RealtySouth

$1,874,251,171

8,027

16

769

ReeceNichols

$4,800,715,582

18,115

21

2,145

Roberts Brothers Semonin/Rector Hayden (HomeServices of Kentucky)

Keller Williams RE/MAX Independent Coldwell Banker CENTURY 21 Sotheby’s International Realty Berkshire Hathaway HomeServices ERA Better Homes and Gardens Real Estate HomeSmart International Realty Executives International Real Living EXIT

0%

Carol Jones REALTORS® CBSHome Real Estate

POWER BROKERS BY BRAND

$423,137,347

2,183

4

194

$1,461,061,742

7,210

8

716

$86,009,311,021 245,154

539

27,854

66 April 2017 RISMedia’s REAL ESTATE

5%

10%

15%

20%

25%

30%

35%

POWER BROKERS BY RELOCATION REFERRAL NETWORK Leading Real Estate Companies of the World® Cartus RE/MAX Brookfield Global Relocation Services Berkshire Hathaway HomeServices Sotheby’s International Realty Worldwide ERC HSF Affiliates Luxury Portfolio Realty Executives Leverage Global Partners VERSA Relocation Keller Williams Realty Who’s Who In Luxury Real Estate Regent Coldwell Banker Referral Associates Network (RAN) USAA

0%

10%

20%

30%

40%

50%

Based on the top 1,000 respondents to RISMedia’s 2017 Power Broker Survey

*Includes metrics for the full year 2016, date of acquisition was April 30, 2016 **Includes metrics for the full year 2016, date of acquisition was April 30, 2016 ***Includes metrics for the full year 2016, date of acquisition was June 10, 2016

Relationships are like fish If you don’t feed them, they die.

Stay in contact. Get referrals. tpmco.com/cfu

LS150

{Power Broker Perspectives}

by Keith Loria

John Vatistas:

Bringing New ‘Mojo’ to Real Estate When Scottsdale entrepreneur John Vatistas, founder and CEO of Launch Real Estate, came up with the idea for the brokerage last year, his goal was to abandon the traditional way of doing things and offer something unique to consumers in the local luxury real estate market.

Although he doesn’t sell real estate himself, his company employs those who do and those who support those who do. He believes his approach is one that will be a success because he treats agents the way he would want to be treated.

“My business is serving my agents and giving them as much support and backing as possible,” says Vatistas. “As an owner, I personally select agents who I think are talented.

I choose people I want to be around each and every day—those who I respect,

68 April 2017 RISMedia’s REAL ESTATE

Vatistas selects team members who are both talented and trustworthy.

Back row (l to r): Chris Karas, David Newcombe, Chris Morrison, Robert Joffe and Beth Thompson Front row (l to r): Heather MacLean, Angela Phillips, Mary Grassl and Babbi Gabel

like and trust, and who have an impeccable work ethic, people who I would trust working with my best friend, my parents, my kids, or anyone really important to me. If I feel like an agent doesn’t have those qualities, I decline to make them an offer to join Launch.”

Vatistas believes this philosophy is different than most in the real estate business, and that his unique strategy will lead to significant growth in 2017.

“I take great pride in who we don’t let in the door.

It’s critically important to me to protect the integrity of what we’ve built in one short year. I care not one whit about accolades, who’s No. 1 in our market, which company has grown

by X agents or Y offices.

It’s not about just making

money. I’ve done that, and money has no soul,” says Vatistas. “Now, it’s about continuing to surround myself with fantastic agents and employees. Having said that, I anticipate growing our agent base by 50 to 60 agents this year.”

Vatistas also plans to open another office this year. “My goal is to head up to North Scottsdale and associate our company with some talented agents who dominate their markets,”

he explains. “I highly doubt we’ll find a strategic partner or an interesting acquisition target. It’s very hard to find the magic we’ve created internally. Unless you’re a part of Launch, there’s no way to truly understand what we’re all about.”

In fact, Vatistas compares Launch to becoming a father for the first time.

“Until I saw my daughter’s beautiful eyes, and how precious she was, I couldn’t possibly under-

VITALS: Launch Real Estate Years in business: 1 Size: 1 office, 135 agents Regions served: Scottsdale, Phoenix, Paradise Valley, Tempe, Mesa, Gilbert and Chandler, Ariz.

2016 sales volume: Approximately $450 million 2016 transactions: Approximately 650 units www.azhomes.com

stand that feeling, no matter how many times I heard it before,” he says. “The same goes for Launch.

Until you’re invited, accept our invitation and cross the line, there’s no real way to understand the mojo we have going on.”

The biggest challenge Vatistas faces is finding quality people to join the business, as he hopes to hire people who want to retire with Launch. For those looking at it as just a short-term job, he’s not interested.

“My goal is to help my agents achieve their goals. If they want that business, I will do whatever I can to help them,” says Vatistas. “It all comes down to who you know, and putting yourself out there in a meaningful way. I have several strategies for this, and I’m putting them into practice in the next few months.”

Forget training—that’s not what Launch is about.

And while technology is interesting, Vatistas doesn’t rely on it as a crutch.

“It’s all about personal relationships coupled with opportunities and being ready to execute on what your client truly needs,” says Vatistas. “It’s about sitting face-to-face with your clients. It’s about doing what you say you will do all the time. It’s about knowing the market like the back of your hand, understanding the inventory and pricing. You have to truly listen to what your clients are saying. You

can’t do that with a text, a chat, a Facebook post, an app, a video or the latest and greatest website.”

To that end, Vatistas’ vision of what type of agent is right for the firm is clear—someone who wants to take their game to the next level, someone who already knows the craft, and someone who wants to be proud of the agents they associate with.

“I love real estate in general. I love how my employees care so deeply about doing a great job.

They’re dedicated and selfless,” says Vatistas.

“I love how our agents want to contribute more than just bringing in their business. They care about their clients and Launch.

It makes me feel good when I see them trying to make us better. I’m a servant leader and I work for them, not the other way around. Without them, there’s no work at all. I always try to think three or four steps ahead.”

Stephanie Bellanova:

Education Lays the Foundation for Success Those who have been involved in the central New Jersey real estate market for a while know the name Ann Davis, as she’s spent the past three decades as a leading REALTOR® and advocate for the profession.

That’s why it’s no surprise that her daughter, Stephanie Bellanova, is exhibiting just as much love for the profession and finding just as much success as owner/partner of ERA Central Realty Group.

Bellanova is a charter member of the ERA Young Leaders Network, and a member of the board of directors of the Mercer County Board of REALTORS®.

Under Bellanova’s leadership, the firm was ranked as the No. 1 ERA Real Estate company in New Jersey, and among the Top 25 ERA brokerages in the country. Coming off almost $246 million in sales, she believes that 2017 will be another strong year for the firm.

“Our market has been steady,” says Bellanova.

“There’s been an entrance of more REOs to the market, but it’s been at an acceptable pace. Our increased business is due to consumer confidence and our agents’ continued proactiveness.”

With five offices and 150 agents, the firm is focused on expanding within its existing branches.

Bellanova participates on a panel during RISMedia’s exclusive 2016 Real Estate CEO Exchange.

RISMedia’s REAL ESTATE April 2017 69

And the rise of REOs has spawned the firm’s first REO department.

“We’ll be looking to increase agent count if the agent is the right fit, but more importantly, we’ll be helping our existing agents grow their business,” says Bellanova. “For us, it’s all about creating an environment where our agents are comfortable and look forward to being a part of it all.”

Training and agent support are important to Bellanova and the firm, which is why ERA Central Realty Group offers an in-house training program, conducted live throughout the firm’s five offices, with the trainer fully accessible to all agents, anytime.

“It’s all about continual education on everything, from us to the agents, so agents are armed for conversations in the field,” says Bellanova. “We provide ATM training, or Agent Training Modules, which consist of live, in-house sessions for both new and experienced agents, plus web-based training via ERA and on the job/in the field, as well.”

The biggest challenge for the firm is the same as it’s been for a while— finding agents who are the right fit for its culture of collaboration and caring.

“Finding people who are interested in a career

70 April 2017 RISMedia’s REAL ESTATE

Bellanova creates an environment agents look forward to being a part of.

in real estate who are not currently licensed isn’t always easy,” says Bellanova. “There are so many people wanting to run their own business that are stuck in corporate jobs.

If we can reach them and show them how they can succeed in real estate, that’s a great opportunity for them and us.”

It’s through training, support and showing agents that they’re partners in the business that keeps people interested and coming to the firm, and those are areas in which Bellanova will provide nothing but the best. RE

VITALS: ERA Central Realty Group Years in business: 31 Size: 5 branch offices, 150 agents Regions served: Central New Jersey, including Mercer, Burlington, Monmouth, Ocean and Middlesex Counties 2016 sales volume: $245,846,000 2016 transactions: 1,004 units www.eracentral.com

Gen X Homeowners Make Comeback After Coming Up in the Crash

H

omeowners in Generation X are making a comeback after coming up in the housing crash, according to the National Association of REALTORS® (NAR) recently released Home Buyer and Seller Generational Trends study for 2017. More Gen X homeowners—who were most dogged by the downturn—are set to sell this year, having regained enough equity lost in the recession.

“Gen X sellers’ median tenure in their previous home was 10 years, which puts many of them selling a property they bought right around the time home values were on the precipice of declining,” says Lawrence Yun, chief economist at NAR. “Fortunately, the much stronger job market and 41 percent cumulative rise in home prices since 2011 have helped a growing number build enough equity to finally sell and trade up to a larger home. More Gen X sellers are expected this year, and are definitely needed to ease the inventory shortages in much of the country.”

Gen X has taken a backseat to millennials in recent years, who have been the primary source of opportunity in housing, Yun says. More activity on the part of Gen X homebuyers and sellers this year opens up new prospects in the market.

According to the survey, the share

of Gen X homebuyers grew to 28 percent—the largest percentage since 2014—but is behind the share of millennial homebuyers, 34 percent, and the share of baby boomer homebuyers, 30 percent. The trend toward multigenerational living is going strong, driven by baby boomers housing adult children who either have not moved out or moved back in after moving out.

“The job market is very healthy for young adults with a college education, but repaying student debt and dealing with ever-increasing rents on an entry-level salary are forcing many to either shack up with several roommates or move back home,” says Yun. “This growing trend of delayed household formation is one of the main contributors to the nation’s low homeownership rate.”

Student loan debt is also an issue for Gen Xers and younger boomers,

though Gen Xers have the biggest burden, with a student debt load of $30,000—more than millennials’ $25,000 and boomers’ $10,000, according to the survey. Student debt plays a major role in the ability to save for a down payment on a home; in fact, 55 percent of millennial homebuyers, 29 percent of Gen X homebuyers and 9 percent of boomer homebuyers report student debt has stifled their savings.

“Repaying student debt also appears to be slowing some current homeowners who went to graduate school and can no longer afford to sell and trade up because of their loans,” Yun says. “Nearly a third of homeowners in a NAR survey released last year said student debt is preventing them from selling a home to buy a new one.”

Gen Xers aside, there are shifts occurring in the millennial generation. One significant movement, according to the survey, is the presence of children: 49 percent of millennial homebuyers have at least one child, prompting more home-buying activity in the suburbs.

“Millennial buyers, at 85 percent, were the most likely generation to view their home purchase as a good financial investment,” says Yun. “These strong feelings bode well for even greater demand in the future as more millennials settle down and begin raising families. A significant boost in new and existing inventory will go a long way toward ensuring the opportunity is there for more of them to reach the market.”

What hasn’t changed, according to the survey, is the need for a real estate professional. Ninety percent of those surveyed worked with a real estate professional to buy or sell a home—92 percent of millennial homebuyers and 90 percent of millennial sellers, and 88 percent of Gen X homebuyers and 89 percent of Gen X sellers. RE For more information, please visit www.nar.realtor.

RISMedia’s REAL ESTATE April 2017 71

{Global Spotlight}

Dubai

The Melting Pot of the Middle East The Marina Mall Hotel & Dubai Marina Mall is the largest man-made marina in the world.

K

nown for its ultramodern architecture— including the world’s tallest building, the Burj Khalifa—and luxury lifestyle, Dubai has become the most populous city in the United Arab Emirates (UAE), a global destination and the business hub of the Middle East. All of this serves to make Dubai and its surrounding areas destinations for compelling real estate investments for buyers from around the world. In this exclusive interview, Dounia Fadi, CEO of Dubai’s MD Properties, sheds light on the challenges and opportunities in her market.

DOUNIA FADI Chief Executive Officer MD Properties Dubai, UAE www.mdproperties.com Real Estate magazine: First, how large is your firm, and what regions does it serve?

Dounia Fadi: MD Properties is a young real estate group with 20 highly experienced team members located in the UAE and Qatar; we’re headquartered in Dubai. Not only does MD Properties have a rapidly growing business that caters to our regional client needs across the full spectrum of real estate assets, but we also maintain a global footprint, servicing clients through our associate offices 72 April 2017 RISMedia’s REAL ESTATE

and our network of associated REALTORS®in several key markets, including Europe and Asia Pacific.

RE: What is your housing market like?

DF: The UAE housing market, having an eventful history, has gone through a lot of changes in the past few years.

Dubai, specifically, has won the hearts and minds of those who aspire for a safe, clean, progressive and wellbalanced lifestyle. In recent times, Dubai has made its mark as a preferred global destination to live and work.

Overall, the Dubai housing market is a healthy, balanced market; pricing and control are dynamic, relative to many variants, swinging between a buyer’s and seller’s market.

The market has a robust infrastructure to support it for the long term.

RE: What is the average sales price and days on market?

DF: That all depends on the area, development, views and the like. You can find a price differential of up to 20 percent within the same building for different units depending on the floor, view, access, parking spot, etc. Some areas and developments sell within a week; others take up to two months or more.

RE: You mentioned your market’s eventful history. Please elaborate.

DF: From the dramatic rise of per-square-foot pricing our market experienced from 2004 to 2008, to the market crash due to the global financial crisis, followed by an

up-cycle, then a Russian ruble crash, an oil glut pushing oil prices down, and so forth, many factors have impacted real estate pricing and supply and demand in the UAE. RE: What are the various types of properties available in your market, and which is most popular?

DF: Our market has residential, commercial, industrial and hospitality offerings. Out of all these, residential properties are the most popular.

RE: How prevalent is new construction/development in your market, and how is it affecting your business?

DF: New developments are launched regularly in our market, making the UAE and Dubai specifically a very exciting place to do business. The launch or completion of new developments has a positive impact on our business.

There’s always a new buzz in the market, and that keeps us driven.

RE: What type of buyers do you work with?

DF: Our clients come from all over the world. We’ve closed deals with locals and GCC (Gulf Corporation Council) nationals, in addition to clients from Europe, India, China, Canada, Australia, Africa, etc. This huge diversity is perhaps unique to the UAE—the melting pot of so many nationalities, cultures, traditions and beliefs.

RE: What role does the American real estate market play in your business?

DF: We have seen a surge of American buyers inquiring about various listings in the last two months alone (at press time). It seems like Americans are taking great interest in Dubai real estate specifically. Having said that, the U.S. real estate market doesn’t have much of an impact on our local real estate sector.

RE: What are some of the most important trends in your market?

DF: Our client base has a growing interest in solid rental returns, rather than a need for immediate capital gains.

Most investors, akin to other global real estate markets, invest here hunting for strong levels of rental income.

Dubai does that well.

RE: What are your biggest challenges/opportunities for growth?

DF: Our biggest challenge is the prevailing economic situation worldwide. That, topped by political disturbances and international policy shifts, impacts the local real estate market. Irrespective of this, we see opportunity in the current environment. There are some very good deals to be had at the moment.

“The Dubai housing market is a healthy, balanced market; pricing and control are dynamic, relative to many variants, swinging between a buyer’s and seller’s market. The market has a robust infrastructure to support it for the long term.”

– Dounia Fadi Chief Executive Officer, MD Properties, Dubai, UAE

RE: What role does geopolitics currently play in your real estate market?

DF: Geopolitics plays a role across all asset classes and most markets to varying degrees depending on the events at hand. Take, for example, the annexation of Crimea by the Russians and the imposition and continued sanctions by the global community. Because of this, the Russian economy fell into a deeper recession than other commodity-based economies, weakening the ruble relative to the USD further than what otherwise would have been expected. Consequently, we saw a real fall in Russian demand for properties in Dubai. In more recent times, Russia’s pact with OPEC has stabilized the oil market, improving their fortunes. This, coupled with President Trump being elected and his want for better relations with Russia, has caused the ruble to outperform global currencies in the last part of 2016. We’re watching that space.

RE: What are some of your most successful strategies for marketing your business?

DF: That’s a secret ingredient to our business, and we guard that secret well. I can tell you that the cornerstone of our strategy is transparency, honesty and clarity toward all our clients and associates.

RE: How does being part of Leading Real Estate Companies of the World® help advance your business?

DF: Being a member of Leading Real Estate Companies of the World® is a great privilege; it reinforces and reaffirms our commitment to being the best in our industry.

Having global partners means having global reach, which allows us to serve our customers better. It helps us send our message and vision beyond the Middle East region.

We’re proud of our core values and are always ready to work harder, making sacrifices to get the best for our clients. We believe in profitability, but not at the expense of those who trust us to find them their dream home and/ or investment. RE For more information, please visit www.leadingre.com.

RISMedia’s REAL ESTATE April 2017 73

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In other words, you get everything you need to get the listing, get the deal and get ahead. All for less than most agents spend on smartphone service. Find out how top producers stay on top – and how you can join them there. Visit us at Top5inRealEstate.com today.

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{Strategies} Upping the Ante with an Improved and Enhanced Online Presence ZILLOW GROUP WORKS CLOSELY WITH A TOP ILLINOIS BROKERAGE TO CREATE A WIN-WIN SOLUTION

by Paige Tepping

F

or Wyllys Mann, director of Strategic Innovation at Baird & Warner, an independent real estate firm serving the greater Chicagoland area, the decision to partner with Zillow Group to improve and enhance the brand’s online presence—as well as that of their 2,200+ agents—was not only a no-brainer, but one that’s proven to be advantageous across the board.

While Zillow Group’s role in the marketplace laid the foundation for the formation of a successful partnership, Mann notes that their goals are well aligned with those of Zillow Group, which has been instrumental in creating a win-win partnership.

“Baird & Warner and Zillow Group are both committed to connecting consumers with someone who can help them navigate the real estate transaction,” says Mann.

“What’s more, Zillow Group has captured the market’s attention, and we want to make sure our agents look as great on Zillow and Trulia as they do across the rest of their online presence.”

As part of a broader push to further strengthen Baird & Warner’s online presence at both the corporate office and agent level, Mann explains that there’s no shortage of ways for agents to incorporate the various tools offered by Zillow Group and make them work for them.

“Our people are quick to adopt the pieces they believe add value for them depending on how their business model matches up,” says Mann, who points to Zillow Group’s Tech Connect: Reviews as one area where he’s seen a big push.

In fact, according to Mann, Tech Connect: Reviews, which is an API that allows agents to showcase their reviews from Zillow and Trulia on their broker and agent websites, has been a terrific addition to Bairdwarner.com.

“When we added our agents’ Zillow and Trulia reviews via the API, it validated the high level of customer service our 2,200+ agents provide,” says Mann. “The biggest proof point for the success we’ve had is that not a single agent opted out of the program.”

But it doesn’t end there. Consumers benefit because they can see Zillow reviews right alongside agent testi-

monials that would already appear on an agent’s branded website, and agents love it because rather than having to copy and paste reviews directly from Zillow and Trulia—or asking clients to leave another review—they’re simply there. “Having the Tech Connect: Reviews API in conjunction with agent testimonials has called attention to the legitimacy of our reviews, and shows that we’re not cherry-picking customers,” says Mann.

Another win for the firm is Zillow Group’s Broker Pro, a foundational program of the relationship that automatically uploads past sales into individual agent accounts, creating an opportunity for widespread brand exposure to differentiate Baird & Warner in the marketplace. “Not only does this show the breadth of the Baird & Warner experience in the marketplace, but because they show prominently, it also highlights the experience our agent has in the marketplace,” says Mann.

Taking a proactive approach toward engaging agents to have profiles, reviews and past sales, 88 percent of Baird & Warner’s agents have a profile complete with a full set of contact information, bio pic, etc. Taking this one step further, the firm is closing in on 5,500 Zillow reviews (at press time).

Upping the ante even more, Baird & Warner has plans to launch Premier Broker—a platform designed to help brokers with lead management and conversion. Combining some of Zillow Group’s most popular advertising products with new lead management capabilities, the platform is designed to streamline the lead acquisition and management process with new tools and services.

“We’re not doing anything different than we do anywhere else by advertising with Premier Broker,” concludes Mann. “We’re simply expanding the same philosophy we bring to our integrated marketing campaign, including advertising in the newspaper, on Facebook, and across all the other media channels.”

For more information, please visit www.zillowgroup.com.

RISMedia’s REAL ESTATE April 2017 75

Finding Quality Leads With Homes.com

by Zoe Eisenberg

C

huck Fleischer is no real estate newbie. Broker/ owner and Certified Expert Advisor® with RE/MAX Associates of Dallas, he’s been in the industry since the early ‘90s. In that time, the Texas native has dabbled in everything from commercial properties to land acquisition, luxury construction, and even house flipping. Over the past 25 years, he’s learned a thing or two about growing where you’re planted, and has seen the real estate industry go through many different cycles.

When he was recruited by RE/MAX, Fleischer signed on without the knowledge that the office that brought him on was failing financially. Five months into his new gig, he bought the office to keep it from going under.

Four years later, Fleischer has opened a second office, trimmed overhead, and is actively leading his team of 13 agents and three associate brokers forward.

“Our office isn’t the largest, but our average sale transactions per agent per year is well over 20,” says Fleischer.

For Fleischer, staying relevant and successful is all about doing the work and finding the right support. In 2015, he was introduced to Homes.com at a RE/MAX Broker/Owner Conference in Boston.

“I’ve always considered myself marginally bright enough to recognize value when it shows up,” says Fleischer, who believes the premium listing service offers exceptional support, product offerings, and cus-

tomer service. Fleischer uses Homes.com’s preferred listing services, as well as SEO. “Preferred listings drive leads, which we distribute to our agents without a referral fee,” says Fleischer.

“It’s a great recruiting tool.”

For Fleischer’s team, SEO is still new. “We’re excited about what it can do. So far the service and engagement with the Homes.com team has been top-shelf.

We’re excited about the future.”

Since Fleischer and his team began using these new services, their lead volume is greater, but more importantly, their lead quality has skyrocketed. In a world where the internet is swamped with spam, trolls, and less-than-ready buyers, finding access to true, authentic leads is invaluable.

“Internet leads run the gamut from pure junk to solid gold,” says Fleischer. “Our Homes.com leads are better quality and less costly than the major access portals, and the service is vastly superior.”

Happy with his success over the past two years, Fleischer plans to continue making use of Homes.com’s services. “If they didn’t work, we wouldn’t continue to renew or to purchase new products,” he says. As a testament to his trust in Homes.com’s products, Fleischer recently purchased five of the new .Homes top-level domains.

For Fleischer, it’s all about dollars spent versus dollars accrued. “Marketing dollars are precious and must bring both value and return on investment.

Homes.com delivers.” It’s that simple.

For more information, please visit connect.homes.com, or to inquire about .Homes domains, visit www.homespro.homes/dothomes-rismedia.

Streamline Your Schedule With Quicken Loans’ Market Manager Team

by Zoe Eisenberg

A

s a real estate broker, you have a lot on your plate. From keeping your clients and agents happy to staying on top of budding market trends, your day-to-day task list may sometimes feel overwhelming.

For Bill Christman, a broker with Weichert, REALTORS® eSolutions in Saint Clair Shores, Mich., streamlining his schedule is necessary in order to run a successful business.

76 April 2017 RISMedia’s REAL ESTATE

“I love the newness of every day,” says the Michigan native about why he enjoys working in the housing industry. “You don’t know what you’re going to get in real estate. It’s never boring, that’s for sure.”

However, the same “newness” that Christman speaks of can seem daunting if not backed with the right support. When managing a team, streamlining your task list and simplifying your schedule is vital.

“Anything that can make my life as a broker smoother is important, but even more important is anything that can make my client’s life easier,” says Christman. For him, this includes the Quicken Loans Market Management Team.

Using his dedicated Quicken Loans’ Market Manager Mike Smiatacz, Christman is able to offer his clients top-of-the-line loan support without taking on the task himself. When he began working with Quicken Loans, Christman was assigned a dedicated Market Manager to help him provide the local lender approach with the power of a national brand to his clients. When a client calls with a mortgage-related question, Christman and his team are able to connect their clients with Smiatacz.

“Mike fields questions, gives our clients the VIP treatment they deserve, offers general support so that the Weichert, REALTORS® eSolutions team doesn’t have to, and keeps the REALTOR® at the center of the transaction,” adds Christman.

“Mike has been extremely helpful,” says Christman, who has been working with Quicken Loans for more than five years now. “As we have clients come in, Mike is available 24/7 to help everyone out.

“Once I send a client to Quicken Loans, Mike takes it from there,” says Christman. “He has a dedicated team for that specific area, that specific client, and really takes the time to make sure everything in the transaction is covered.”

It’s not just about helping clients, Christman explains.

“Mike keeps us abreast of all the new stuff going on in the mortgage industry. I have him come in for sales meetings. He tells us about new programs, and what we should know. As a former REALTOR® himself, he makes our jobs as agents easier.”

This makes things easier for Christman and his team as they juggle the daily requirements of keeping a successful real estate brokerage running smoothly.

“In our business, everything is fast-paced,” says Christman. “When you get a lead, you want it handled quickly, but you also want to make sure that lead is in good hands. If someone wants the VIP treatment, and

a variety of products to fit every situation, I have them contact Mike. Then the task is off my plate so I can concentrate on other matters, and make sure my agents and clients are out looking at homes.”

Christman also points to Quicken Loans’ ease of communication as something that makes his job much easier. “Quicken has people at all times live and ready to hop on the phone, and that’s what we love. Someone is always ready to assist our clients so they’re never left in the dark.”

For more information, contact the Quicken Loans Agent Relations team at (866) 718-9842, or email AgentRelations@QuickenLoans.com.

Knowledge Reigns Supreme in Today’s Resort and Second-Home Marketplace MICHIGAN REALTOR®FINDS VALUE IN NAR’S RSPS CERTIFICATION

by Keith Loria

L

ouis Price, a REALTOR® with Coldwell Banker in New Buffalo, Mich., has seen his business gravitate toward second homes over the last several years. Serving the Lake Michigan area, his client base trends toward second-home seekers from Chicago who are looking for homes by the lake.

RISMedia’s REAL ESTATE April 2017 77

That’s why when Price first learned about the Resort and Second-Home Property Specialist (RSPS) certification offered by the National Association of REALTORS®, he knew he needed to get it.

“When I found out about the certification, I thought, ‘the more knowledge I can get about second homes and resorts, the better off I’ll be, and the better I can serve my clients,’” says Price.

During his class, he learned about the attitudes of second-home buyers, and the differences between those looking for investment properties and those looking to get away and relax.

“It really brought me up to date on the thought process they go through and helped me better figure out how to deal with their needs,” says Price.

With a better understanding of their mindset, Price believes he has better credibility with clients. Many are impressed that he’s furthering his knowledge and like that he’s an expert in the area.

“I think it carries extra weight with buyers and sellers, but it also carries extra weight with other real estate professionals, because they know I have the experience in resorts and second homes, so if they bring me an offer, or I bring them an offer, they know I’m aware of what’s going on in the market,” says Price. “There’s a respect there.”

A REALTOR® since 1983 and a multimillion-dollar producer many times over, Price feels it’s important to always improve his knowledge base. With less than 1 percent of real estate professionals having earned the designation nationally, Price often champions the certification, telling other agents why they should follow his lead.

As a member of the National Resort and Second Home Real Estate Committee, his responsibilities include staying up to date and protecting the interests of property owners and real estate professionals when it comes to second homes and resort properties.

“The big question from buyers is, ‘will I be able to rent this house out?’ Some people don’t want to live in a rental community, so having that knowledge and knowing what different associations are doing is important for success,” says Price.

While he’s seen an increase in business lately, Price feels that his RSPS certification makes him a preferred choice for those looking for second homes and resort properties.

“The second home and resort business has been on an upswing the last couple years,” concludes Price.

“Prices are going up a bit, but it’s also been a very good time for buyers.”

For more information, please visit NAR.realtor/resort.

78 April 2017 RISMedia’s REAL ESTATE

Paving the Way to Continued Success With an All-Encompassing Technology Platform REAL ESTATE WEBMASTERS PROVIDES CALIFORNIA FIRM A LEG UP ON THE COMPETITION

by Paige Tepping

A

s the competition within the real estate brokerage business continues to heat up, it’s more important than ever for real estate firms to provide their agents an all-encompassing technology package that’s not only in-depth, but also hands-off. Just as critical is listening to your agents and understanding their needs, making sure you find the right vendor/solution and the best way to make it all work together so they don’t have to lift a finger.

For Claire Adams, vice president of Marketing at First Team Real Estate in Irvine, Calif., Real Estate Webmasters (REW) has stepped up to the plate in a big way, providing the firm with a cutting-edge technology package that has set them apart from the cutthroat competition in their local market.

In addition to providing all-in-one solutions to help real estate companies dominate their market, Real Estate Webmasters builds top-of-the-line responsive websites, offering a suite of backend tools for integrating MLS data, content management, CRM, drip marketing, analytics and more.

“I knew their capabilities, their system and their platform,” says Adams, who goes on to explain that the decision to join First Team and head up their website project was a no-brainer once she learned that Real Estate Webmasters was being considered for the task. “It made the decision to join First Team really easy.”

Tasked with updating 1,700 agent websites and one corporate site, Adams points to the partnership with Real Estate Webmasters as an integral piece to the overall success of the project. In fact, the flip was switched and a seamless shift took place in well under a year, making it one of the most successful projects she’s ever been a part of.

“Real Estate Webmasters was hands down the vendor to use,” says Adams. “Not only are they responsive, but any time we had an issue or idea to work through, they were there to help us. And if they didn’t have something we were looking for, they built it for us.”

With capabilities that far exceed those of other vendors, Adams can’t say enough about the way in which Real Estate Webmasters worked to ensure their systems were fully integrated. “The folks at Real Estate Webmasters worked with our software development team to create an API that’s been instrumental in getting new agent websites up and running quickly,” says Adams. “When we do agent site training and point out the features available— and how agents can leverage their sites on social media and within their marketing collateral—they walk away feeling amazed at just how great the sites are.”

But it doesn’t end there. In fact, since launching the new sites in April 2015, there’s been a noticeable increase in the amount of traffic coming directly to the agent sites.

“We’re definitely going to be doing more with our website in 2017,” concludes Adams, who says that the abilities built in to the backend have been so successful that they haven’t had to ask for much. “What’s great is that we’ve gotten phase 1 done, so we’ve been able to focus our efforts on other aspects of the business. But our main focus in 2017 will be to generate more traffic and leads from the site.”

For more information, please visit www.realestatewebmasters.com.

Superior Service, Satisfied Clients HSA HOME WARRANTY OFFERS HOME PROTECTION FOR BUYERS AND SELLERS ALIKE

by Keith Loria

W

ith 14 years of experience under his belt, including co-founding Petersen Partners with his wife, Jill, Dan Petersen, a REALTOR® with Berkshire Hathaway HomeServices Georgia Properties, understands what it takes to keep buyers and sellers happy.

Based on his clients’ experience, HSA Home Warranty has a similar understanding.

“Berkshire Hathaway clients have worked with various home warranty companies over the years, but now most clients choose HSA Home Warranty,” says Petersen.

“From the listing side, it provides some comfort to any prospective buyer who comes in—especially for homes where the hot water system or HVAC is a little bit older.”

The home warranty helps from a negotiating standpoint as well, as sellers can counter demands from prospective buyers with the safeguard of the warranty.

In addition, HSA’s home warranties go a long way toward keeping buyers from backing out of a transaction should something come up with a covered home system component or appliance during the home inspection.

“We’ve been able to turn in inspection items that have come up, so it’s definitely saved sellers some money,” says Petersen, “in addition to offering buyers an added level of comfort, knowing there’s a safety net in place after closing.”

Recently, Petersen was negotiating a sale where an older HVAC system showed signs of trouble. “The buyer was furious, but they had the warranty, so they were able to solve the problem with just a phone call,” says Petersen. “Most buyers aren’t really aware of what the warranty does, and the value it provides. That’s why I always make sure to discuss this with clients.”

Petersen and his clients are duly impressed with their local sales representative, and the level of service he provides.

“It’s been great, and that’s one of the benefits of working with HSA,” says Petersen. “If a buyer or seller ever has a problem or issue, they have a direct line to the team at HSA, and they’ll take care of the issue. They make us look good.” RE For more information, please visit www.onlinehsa.com.

RISMedia’s REAL ESTATE April 2017 79

Looking for prospects?

This isn’t how you do it. This is creepy.

There are better ways.

Let us help.

LS150

How Culture Can Help Define Your Office Success Commentary by Derek Latka

T

he value of culture is often hard to measure, but is undoubtedly one of the most important aspects of any successful organization. Culture is often confused with environment.

While a physical office space may be bright and colorful, the true culture of that space is defined by the people, their habits, their hearts and minds.

What your people believe and the passion for why they do what they do defines the true long-term success of an organization.

Quicken Loans is more than a mortgage company; we’re a people company fueled by a vibrant and innovative culture. Over the last 31 years, we’ve developed a set of 19 core principles that we refer to as ISMs [iz-ums]. The ISMs are the guideposts at Quicken Loans, the key to who we are and, in turn, the guiding force behind what we do.

Through relatively simple maxims, we’re able to eliminate bureaucracy, deliver the industry’s best client satisfaction scores and never once

have to ask how we should handle a situation.

Here are four of our radically simple, culture-driving ISMs: Every Client. Every Time. No Exceptions. No Excuses.

Clients don’t care how much we know until they know how much we care. We serve our community members by helping them achieve the dream of homeownership. It is our mission to amaze every client every chance we get.

Numbers and Money Follow; They Do Not Lead Where we spend our time and money

is what we care about. Those who focus on chasing money rarely ever end up with much of it. Our time is better spent investing in the skills that make us and our team members great, which, in turn, allows everyone to work more efficiently and with more passion.

Are you a tech-focused workplace?

If so, investing in cutting-edge technology will set you apart from your competition. If your team values educational opportunities, it’s important to invest in their personal growth instead of focusing on the financial benefit.

Obsessed with Finding a Better Way Have you ever heard someone say, “That’s just the way it is”? Without a conscious effort of creative thought to challenge the status quo, an organization will never grow. At Quicken Loans, we continue to improve our people and processes. Being “obsessed with finding a better way” will move you and your business forward.

You’ll See It When You Believe It While we’re used to needing to see something before we can believe it, the opposite holds more value. It would be impossible for us to reach a goal without the fundamental belief that we can reach it. For any team to be as successful as they want to be, they must first believe they can get there.

These are just four of our 19 ISMs that drive the culture at Quicken Loans. If you’d like a copy of our ISMs book, email the Quicken Loans Agent Relations team at AgentRelations@QuickenLoans.com, or call (866) 718-9842. RE

Derek Latka is vice president of Business Development for Quicken Loans.

RISMedia’s REAL ESTATE April 2017 81

{Power Teams}

The Power of a Team “We’re all teams at some level.”

by Verl Workman

I

often hear from experienced and successful agents that they’re not sure if they want a big team. Let’s address that first by saying we’re all teams at some level. Because of the complicated nature of the real estate business, it would be very difficult to do business without the help and support of others. For example, as a single real estate agent, you rely on lenders, appraisers, title companies, managers and others to successfully help you complete a transaction. This is one definition of a team.

I would like to define the word ‘team’ a little differently, though. The above description is really a group of independent people with their own agendas working with a common client on their portion of a transaction.

A group is valuable, but a team is invaluable. Here’s why.

A team is a gathering of likeminded people who have clearly defined roles with a common objective that centers around providing the ultimate client experience.

When you move from being part of a group to being part of a team, an amazing transformation occurs.

Team vs. Group The core person on any team is usually given the title of team leader. It’s the role of the team leader to identify areas where the operation can improve, and select systems and individuals to make that happen.

- Verl Workman Founder and CEO, Workman Success Systems

The first hire we suggest is a client care coordinator (CCC). This role is so critical that hiring the right one can literally change your life. The opposite of that is also true; hiring the wrong one can destroy your business. A great CCC handles everything that has to do with taking care of clients and creating operational excellence within the business.

Programs like AMP (our Admin Mastery Program) have been created to help team leaders train their CCCs. As you go through a proven hiring process to identify the right person for this position, your level of stress may go up during training, but will go down through execution.

Next, we look to bring on positions that will reduce the amount of time we spend away from our families. For many of our teams, the next hire is a buyer’s agent. Our rule of thumb is that for every 25 leads generated by the team per month, an additional buyer’s agent is needed. Compensation, training and onboarding should all be sys-

temized, leaving the team leader with a profitable business.

Building a small team with a CCC and one buyer’s agent is simple. It allows the team leader to focus on what they do best, and the others to provide a great level of customer service. A team of this size should be able to handle 100 closed transactions a year. Do the math, and ask yourself: Would my clients get a higher level of service, and would my family benefit, if I were willing to let go and delegate? If the answer is yes, it might be time to start building your team.

Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams.

Sign up today for a free business consult with Verl by sending an email to coach@verlworkman.com.

To hire Verl to speak at your next event, email events@verlworkman.com.

RISMedia’s REAL ESTATE April 2017 83

{Power Teams}

The 7 Laws of TeamBuilding Success

Law of Financial Balance – While

by Cleve Gaddis

W

hether you’re a new team leader or an experienced team leader already enjoying a bountiful team harvest from having sown the right seeds of success, you must understand these seven laws because you don’t want to learn them the hard way—by failing.

Law of Leverage – Leverage, when used in the context of teams, is often misunderstood. It isn’t letting others do all the work. It’s using the power of something that already exists to provide lift, or thrust, for others. The basic elements of success must already be present within the team leader for a team to benefit from leverage.

Law of Purpose – What’s your big why? It needs to be something unattainable, like the North Star, which guides explorers around the world.

It shows the way, but can never actually be reached.

profit shouldn’t be the only priority of a team, everyone must remember that without profit, the team will cease to be able to provide a service to homebuyers and sellers who need it. Every financial arrangement must make sense to the team and the other party involved.

Law of Accountability – We must hold team members accountable for the activities required to produce the desired results. Accountability can be perceived negatively, but when you hold someone accountable, it’s because you love them and want them to perform up to their true potential.

Law of Environment – It’s not your job as the team leader to ensure each team member is successful. An individual’s success is up to them. It is, however, your job to create the right environment in which team members can be successful. This includes—but is not limited to—onboarding, agent development, lead generation, administration, core values and accountability.

“Most teams hire based upon need; the best teams hire based upon talent.”

- Cleve Gaddis, Gaddis Partners, RE/MAX Center

84 April 2017 RISMedia’s REAL ESTATE

Law of Attraction – You’ll need the right people in the right place to grow a strong team. Putting “a” person in a position instead of the “right” person can impact the entire team. Does this person have the right personality and skillset for the job? Do they have a clear definition of success for their position? Most teams hire based upon need; the best teams hire based upon talent.

They find talent and put it to work where it will be most beneficial.

Law of Constraints – The best team leaders focus first on what’s limiting the team most. According to Eli Goldrat in his book “The Goal,” successful businesses identify bottlenecks, or the part of the process that’s most limiting the results of the team. What’s most limiting your team’s ability to attract new customers and close more sales? Open that bottleneck first, then move on to find the next.

Write down the seven laws of team-building success and post them where you’ll be reminded of them daily. How do they apply to what you’re currently doing to build your team? What can you do to best follow the laws? Just like the speed limit on your local roads, if you don’t follow these laws, you might wish you had.

This excerpt of The 7 Laws of Team-Building Success is taken from an hour-long workshop of the same name that Cleve Gaddis of Gaddis Partners, RE/MAX Center has presented to real estate companies and brokerages throughout the United States. His real estate team closes $60 million in sales annually in Atlanta, Ga. Cleve is also the host of the Call Cleve Atlanta Real Estate Show, which can be heard on NewsTalk 1160 WCFO every week.

Contact him at Cleve@GoGaddis.com.

{Power Teams}

Teams Are the Future

by Rick Geha

T

he word ‘team’ in real estate sales has been a fad, a necessity, and highly misunderstood. First and foremost, real estate agents have always worked in a team environment. Even when working alone, real estate agents partner with escrow, title and closing attorneys, mortgage and loan professionals, insurance suppliers, inspectors, home warranty vendors and many others who are intimately involved in every transaction.

In my very early days in real estate, I had great mentorship that taught ture for all involved. me how to utilize those other Humans in general are team members to help cremore enlightened in our ate the quintessential win-win. world today. They want They won, I won, and we were to have a life. Yes, they all building our businesses by want money and the trapmasterminding, brainstorming, pings of success, networking and but no longer do learning to grow “The team mentality they want it at the together. has become a culture of expense of their Today, the word love life, their chil‘team’ has taken its own.” dren and families, on a whole new - Rick Geha, and the things meaning. In fact, The Rick Geha Real Estate Team they hold near and the team mentaldear. The drive ity has become a is to have more culture of its own. time and financial It’s definitely not freedom, not just one or the other. a fad anymore, and more than anyIn the past, if you had financial freething, it’s become a saving grace in dom, you rarely had time freedom. If the lives of many real estate, mortyou had tons of time, you rarely had gage and insurance professionals, financial freedom. We now live in a in addition to the other industries— world of and/and instead of and/or. hospitality included—in which the It’s an abundant time where we can team concept has emerged. Waiters have it all. and chefs work in teams, so it’s time This article is meant to educate. to get used to it. If you’re an agent, I hope you will share it with spousembrace it. If you’re a broker/owner/ es and significant others who have manager or the like, you must underloved ones working in a sales instand that it’s an answer to the fu-

dustry so that they can be an ally in allowing us to change our mindsets, and see teams and systems as a way to freedom. Stay tuned as I develop additional articles that will share more about what happens after your mindset is adjusted.

To get started, take some time and research the innovation adoption curve of Rogers—a sociological model that describes the adoption or acceptance of a new product or innovation—and ask yourself where you fall on the curve.

Isn’t it time you got moving?

Time’s a-wastin’!

Rick Geha of The Rick Geha Real Estate Team began his real estate career at age 22 and has been selling for over 36 years and has run, managed or owned real estate offices for the past 23 years. His love of people and mentoring their passions has led him to a successful career as a speaker, trainer and coach. Over the past 15 years, he’s led more than 1,000 classes and workshops throughout the U.S. and Canada, in addition to presenting keynote addresses to thousands of professionals from all industries and walks of life. He is currently a coach with Workman Success Systems.

Contact him at Rick@RickGeha.com.

RISMedia’s REAL ESTATE April 2017 85

{Power Teams}

The Evolution of Teams

by Nate Martinez

R

eal estate teams are constantly evolving, but like it or not, they’re here to stay. I’ve been a team leader for over 27 years, and I can tell you that teams are getting bigger, and they’re dominating real estate markets across the country. But not all teams are what we call mega-teams.

In fact, a team can be as simple as a husband and wife partnership.

Smaller teams are usually comprised of the rainmaker plus one administrative assistant who may be licensed or unlicensed. A medium-sized team has the team leader, who’s responsible for listing the properties, and buyer’s agents, who handle the buyer transactions. A medium-sized team also has an administrative assistant, who is typically licensed, so they can assist with the closing coordination.

A large team still has the rainmaker doing the majority of the listings, but now there is more than one administrative assistant and two to four buyer’s agents.

Mega-teams are structured to include multiple listing and buyer’s agents, administrative positions and transaction coordinators. In this structure, the team leader is almost operating a mini-brokerage within their brokerage. These types of teams may eventually open their own real estate brokerage in order to take their business to the next level.

Twenty-seven years ago, teams were a new concept, and we were 86 April 2017 RISMedia’s REAL ESTATE

“Real estate teams are constantly evolving, but like it or not, they’re here to stay.”

- Nate Martinez, RE/MAX Professionals

pioneers looking to maximize our systems and lead generation to create the ultimate profit center.

Today, there are a variety of ways to operate a team in order to be cost-effective and profitable.

There are also teams that have grown too big, too fast. These teams almost always end up spending all their profits feeding massive lead-generation systems.

To be successful at growing a team, I would recommend that you start small. Before you add more people into your organization, make sure there’s enough consistent lead generation to keep them fed. Consistent is the key word

here. Buyer’s agents who are hungry will leave your team. Seek out the top-producing teams in your area and ask questions. Learn from those who have come before you, and never stop looking for ways to maximize your output. RE

Nate Martinez is the broker/co-owner at RE/MAX Professionals in Glendale, Ariz. Nate has 30 years of experience in real estate, is seasoned in negotiations and holds the prestigious ABR®, CRS, GRI, e-PRO® and SFR® designations, among other certifications. He firmly believes in the value of education, having trained hundreds of real estate professionals as a speaker, and is currently a coach with Workman Success Systems. Contact him at natem@remax.net.

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{Power Teams}

Five-Star Service Starts With the Right Team

by Lesley Grand Kathy Koehler The Koehler Bortnick Team ReeceNichols Real Estate www.kbsells.com

Years in real estate: 37 Region served: Kansas City, Mo. Team members: 53; 45 agents, 8 support staff Average market time: Less than eight weeks in the $350,000 and under price range Your agent team has been ranked the No. 1 real estate team in the Kansas City Metro area by the Kansas City Business Journal for the last 25 years. What does it take to achieve this status?

Kathy Koehler: I’m proud to say that I was the first agent to start a team in Kansas City. My whole idea has always been to give the best service possible, and to be the very best that I can be. Doing everything by myself really wasn’t the way to give such service. Kansas City is in the middle of the country—and while we’re ex90 April 2017 RISMedia’s REAL ESTATE

cellent in many areas, we’re not famous for firsts a lot of the time— so I attended real estate seminars in California and New York to see what agents in those parts of the U.S. were doing and to find out what I could do better. One of the first ideas that really stood out revolved around their use of teams, so I brought that idea back to Kansas City and started our team, which I run with my daughter, Heather Bortnick. We set up systems for everything, but the accountability program we use for hiring is probably one of our best. My core belief is that a captain is only as good as his crew, which means I have to have the best crew possible.

Talk about hiring and recruiting.

KK: These days, we don’t really recruit. We have a long list of agents who want to join our team, but I am very selective. To join our team, you have to be interviewed and then go through a six-week training program.

I also mentor everyone. I’m looking for agents who fall into distinct personality types. I want to hire agents

who have grit—those who are tenacious. They have to have a very strong work ethic equal to that of the top soldiers at West Point. I’m also looking for agents who accept responsibility. I would rather have one of my agents say, “I made a mistake,” than an agent who makes excuses. If I can find these qualities in an agent, I have found an agent who will give excellent service. And excellent service is what The Koehler Bortnick Team is all about. We only want five-star testimonials.

What are some of your best techniques for finding new business?

KK: I’m always putting money back into the business. While a great deal of our business is referral and repeat business, we’re old school in the sense that we still farm for business. In 2008, when the real estate industry hit new lows, we were out knocking on doors. We were going to banks. We went out and hit the dirt. We did well. What we do today is what I’ve been doing for the last 37 years.

What would you like to see for the team in the future?

KK: I could say that I’d like to see our sales go from $365 million to $400 million this year, but these days, I’m more likely to say that my goal is for us to be the best we can be, and to be happy. RE

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{Rising Stars}

Helping Agents Build a Business

by Maria Patterson Matt van Winkle Founder/CEO Attorney/Designated Real Estate Broker RE/MAX On the Lake/Northwest www.remaxotl.com

Number of offices: 6 Number of agents: 250 Region served: Greater Seattle area Please describe your career path and how you came to start your firm.

Matt van Winkle: I finished law school in 2008 and opened a hybrid law practice and real estate brokerage in 2009. I found I enjoyed brokerage work far more than traditional legal work, so in 2010, I opened an independent brokerage and focused on helping buyers and sellers navigate the complicated declining market. As I started doing a lot of transactions, I developed systems and technology to manage the process. Agents on the other end of my deals would ask questions about how I managed the clients and the process, as well as marketing strategies, so I decided

to open a brokerage to train other agents in regard to my processes. I started shopping for a brand to align with and I chose RE/MAX because it was a well-known but a vastly underrepresented brand in our market. I opened my first office with one agent in 2011, another in 2012, and a third in 2014. We grew to about 100 agents, and in January 2016, I acquired RE/MAX Northwest with three offices and 150 more agents.

What are the biggest challenges and opportunities in the market right now, and how are you preparing your agents to succeed?

MVW: The biggest change is the severe lack of inventory, especially inventory under $1 million in the Seattle area. We’re training our agents to compete in multiple-offer situations and how to win when they’re one of 25 offers. We spend a significant amount of time working together to develop strategies to stay ahead of the market.

How would you describe your firm’s culture?

MVW: Our firm is open and collab-

orative. There are no secrets; everyone shares what works and what doesn’t. We don’t take new agents; we take agents with experience who are ready to turn their business into a true business. We teach them how to run their sales operation as a business, evaluating their P&L and ROI on every activity, and then how to systemize and scale their operation to grow. On average, our agents grow 45 percent each year they’re with our firm as they continue to optimize their operations and processes.

What’s your approach to branding and marketing?

MVW: We focus on targeted marketing that works for our individual agents’ needs, style, and budget.

Most of our business is referralbased, so we teach agents how to nurture referrals. We also focus on targeted farming, social media advertising, strategic partnerships and internet advertising to help our agents increase their production.

What are you doing differently to set your firm apart from the competition?

MVW: Our business classes are unlike anything else in the market. We offer over 45 courses a year and only a handful are sales skills-related.

Our focus is to develop well-rounded brokers who are true small business owners. We focus on their bottom line, not their gross sales volume.

We have proprietary software to manage the transaction and client experience, and utilize tools from outside the real estate industry.

What are your plans for growth and your overall outlook on the market?

MVW: We intend to continue growing our offices this year. Our hiring process is slow and diligent, so I expect we’ll only bring on about 30 agents across the company in 2017. We do intend to expand our office base in the near future. RE RISMedia’s REAL ESTATE April 2017 93

{Spotlight}

Jobs, Homes and Quality of Life Why Homeownership Is Booming in Idaho, and How TitleOne Is Helping the Cause

by Maria Patterson

I

daho has a lot going for it these days.

Just ask Mark Tidd, CEO of Boise-based TitleOne Corporation, with 13 locations serving 14 counties throughout the state.

From affordability to lifestyle, Idaho’s allure is attracting many out-of-state homebuyers, drawn by the promise of an all-around better quality of life. In this exclusive interview, Tidd shares just why Idaho is booming, and how his firm supports the rise in homeownership by playing a key role at the closing table.

94 April 2017 RISMedia’s REAL ESTATE

Scott Thiel, Chief Title Officer

Mark Tidd, CEO

Maria Patterson: First off, tell us how your career path led to your current role at the helm of TitleOne. Mark Tidd: I had gone to work for a national construction engineering company right after school. They shipped me off to Virginia, then to the West Coast where I worked in the Bay Area. My wife and I were about to have our first son and we spent a lot of time thinking about where we wanted to raise our kids and decided to go back home to Idaho. I started subscribing to the Idaho Sunday paper and saw a job for a comptroller position at a small title agency.

I then became the CFO of a larger title agency that was in the process of merging three regional agencies within Idaho.

One customer I had who was a partner in a large commercial brokerage firm asked if I ever thought about going out on my own. Six months later, I formed TitleOne. We opened for business in July 2000 with 17 employees.

MP: How has the firm grown since then?

MT: Over the 17 years we have been in business, with the recession right in the middle, we’ve grown from a single county title agency to a statewide title company. We serve 14 counties out of 13 offices with 220 employees. We joined Title Resource Group, a subsidiary of Realogy, in 2016.

MP: Tell us about growth in your state. Why are people moving to Idaho?

MT: The No. 1 reason is the quality of life. A lot of our lifestyle centers around recreation—skiing, hiking, mountain biking, world-renowned fly fishing, and more. Most of our migration comes from California and Washington. When you compare commute times to work here to those in Seattle or the Bay Area, there’s no comparison. Here, you have more time to do things, and great things to do.

The other big factor is affordability, starting with housing. We have so many people from other areas selling their homes and coming here and bringing cash to buy a house.

Thirty percent of our clients are from out of state. You can get much more for your money here.

MP: Is Idaho prepared to accommodate this influx of new residents?

MT: Yes. In the last four to five years, we’ve seen a big increase in jobs.

There was a period of time last year where we led the nation in job growth.

A lot of large, privately owned companies have moved into the state. HP has its laser jet division based out of Boise. Micron Technology has its headquarters in Boise. Albertsons is a homegrown company that has had its headquarters here forever.

MP: Have the demographics of homebuyers changed over the last five years?

MT: We see homebuyers from every demographic. We see a lot of grandparents who want to be closer to their children and grandchildren, and baby boomers looking to retire. And RISMedia’s REAL ESTATE April 2017 95

Peace of Mind = More Business TitleOne customers trust the firm to effectively handle closings, allowing them to focus on what they do best: serving clients and building business.

Amy Beck, Escrow Officer on the flip side, we see a lot of boomerang kids—those who are moving back home in their early 30s. They may have left the state to start a career and now want to come back home and raise their kids in Idaho.

With all the folks moving in from out of state, we rank high nationally in net migration. From the closing standpoint, we’ve been able to accommodate out-of-state clients by taking advantage of tools such as electronic signatures to make the process easier while in transit.

MP: How has the boom in Idaho impacted the nature of closing real estate deals?

MT: The biggest impact is the sheer volume of transactions that we now have. This has helped us generate the resources to make sure we have the most current technology, and has also led us to take a slightly different approach to closing deals—it has motivated us to provide more efficient closings and work with customers across the entire state.

MP: How have you equipped your team to create this level of efficiency while maintaining quality?

MT: We made a fairly large investment in 2012 in a new paperless production software that is workflow-driven.

This allowed us to continue to drive our process to be more efficient and customer-friendly. We’ve got the right workforce in Idaho, as well. Our team is well educated, and, along with industry experience, that has enabled us to anticipate the challenges coming at us. While from the customer’s 96 April 2017 RISMedia’s REAL ESTATE

“TitleOne’s culture is totally focused on the customer, so they will always go out of their way to make sure the transaction is seamless for buyers and sellers. I never have to worry about things getting done correctly. TitleOne employees truly function as a team. They’re also willing to go above and beyond, even if it means signing transactions outside of business hours, or at an offsite location. I’ve had TitleOne escrow officers come to clients’ offices, homes and even the hospital when circumstances required flexibility.”

MELINDA MCCASLIN Branch Manager Guild Mortgage

“What I love most about TitleOne is their consistent, error-free process. In the hundreds of transactions I have conducted with them, they always ensure that any arising issues are resolved prior to closing, making me look good even if I’ve made a mistake. They jump through hoops to ensure that my questions are answered, my clients are happy and that I never have to worry that the ball is being dropped. They execute precisely every single time.”

KIT FITZGERALD, GRI REALTOR® Equity Northwest Real Estate

“We rely on TitleOne’s services in many facets of our business, from market and title research to title reports and escrow services. These services are essential to our ability to make informed, in-market decisions. Working with TitleOne has been instrumental in our success in Idaho.”

STEVE KLINGMAN President Hayden Homes

“What sets TitleOne apart is the quality of their personnel. In particular, we work with Scott Darling and Scott Thiel (‘The Scotts’) in the Boise office. Their level of experience and acumen within their roles enables them to operate not just as service providers, but also as trusted advisors. We can call them and ask their advice on how to structure a transaction, set up concurrent escrows, must-way closings, and make our counterparts comfortable with complicated transactions, title matters, or issues of lien priority—and TitleOne is not only able to say, ‘Yes, we can handle this,’ but ‘Yes, and here are two or three ways to accomplish the goal.’ This level of expertise and professionalism exceeds by a significant margin what I have experienced within the title and escrow industry.”

MIKE BROWN Co-President Real Estate Investment and Development LocalConstruct

perspective, certain situations may feel like a surprise, we can respond quickly and provide a good solution.

MP: How has regulatory compliance changed the way you do business?

MT: The regulatory and compliance onslaught has certainly affected us.

The trickle down from Dodd-Frank has a huge impact on us, along with TRID. I think we did a really good job of getting out in front of TRID with our customers, REALTORS®and lenders.

Closing disclosure timing was a big part of it and we played a major role in educating REALTORS® on this requirement. We learned a lot, so by the time we had to implement TRID, it was slightly less painful…but not without pain, for sure. Even today, there are some companies in the closing world that interpret the rules differently. We still continue to be proactive about education with our clients and have constant, proactive communication with lenders, even though it’s been 18 months since TRID was rolled out.

MP: How does TitleOne work with real estate professionals and their clients to help ensure smooth closings?

MT: We truly want to make a difference in people’s lives, starting with our team, so we provide a great culture. When you have a team that’s all

Christy Gerber, Escrow Officer

on the same page, it makes the closing experience better for our clients, as well as their clients.

Our clients, REALTORS® and lenders are putting trust in us to take great care of their customers. Our goal is to deliver an unforgettable experience for their client so they continue to get referrals and so they can continue to have the confidence that every time we handle a transaction, it will be a great experience for their clients and for them. At the end of the closing, we hope we truly provide peace of mind and generate a high level of trust.

MP: Why are education and technology a big part of what you do?

MT: Education allows us to share our expertise with our customers in a variety of areas, and also helps our clients be the best real estate

Why Idaho?

The real estate market is booming in Idaho as a variety of demographic groups migrate to the state for many reasons, such as: 1. Idaho leads the nation in job creation (BVEP, MVEDC and the Department of Commerce for the city of Boise) 2. Boise was ranked as the No. 2 best state capitol to live in (WalletHub, Feb. 2017) 3. Boise was ranked as the No. 12 best place to live (U.S. News & World Report, Feb. 2017) 4. Meridian, Idaho, was ranked as the No. 1 place to find the newest homes for sale (Curbed, Feb. 2017) 5. Boise was ranked among the top 25 performing cities in the U.S. (Miliken Institute, Dec. 2016)

agent or lender they can be. We just added short video vignettes to our website on a variety of topics about the closing process that REALTORS® can email to their customers. Our website is a big part of our history.

A year after we started the company, we were able to deliver online property information—no one else was doing that at the time. This marked us as innovators in the Boise area.

MP: How does what you do at TitleOne help generate real estate business in the market overall?

MT: It goes back to peace of mind.

What we hope for at the end of the day is to provide enough confidence to real estate professionals so that they know we will take great care of their clients, which means they don’t have to spend as much time focused on the closing. This provides them with more time to do what they do, which is take care of their clients and sell homes. There is a real, quantifiable time savings when you have a relationship built on trust. That has a real monetary value.

MP: What’s in store for the future of TitleOne? MT: Today, we are a statewide title company, but our vision is to become the leading title company in the Northwest. We’re really excited about what’s ahead. RE For more information, please visit www.titleonecorp.com.

RISMedia’s REAL ESTATE April 2017 97

{Broker Best Practices} Efficiency and Innovation Key to Remaining on the Cutting Edge of Success by Gabrielle van Welie created a huge influx of professionals and families who wish to make the Denver area home.

Lynn Chute Designated Broker HomeSmart Realty Group Greenwood Village, Colo. www.HSRealtyGroup.com Region served: Denver and surrounding areas Years in real estate: 19 Number of offices: 3 Number of agents: 600 What is the most significant trend positively affecting your business right now? The upswing in the economy in the Denver area and the continuing desirability for living in this region continue to have a huge influence on the real estate market.

The addition of jobs, as well as the relocation of major business, has

Successfully Growing a Team with Online Leads

by Paige Tepping

Rachel Adams REALTOR® Keller Williams Realty Roseville, Calif. www.racheladamsgroup.com

98 April 2017 RISMedia’s REAL ESTATE

What are some of the current trends you see in your market right now? In this area, there is a huge demand for residential housing and a shrinking inventory of homes. Buyers have to make smart, thoughtful decisions very quickly. Not only must sellers be prepared to compete with everincreasing new-construction homes, but they must be prepared to make smart and timely decisions, as well.

What do you like most about the region in which you work? The diversified market, both in properties and people, in this area is fascinating and opens up a lot of options for buyers and sellers. There is so much cultural diversity and opportunities for all lifestyles in the Denver area. The most compelling aspects of this region include the very comprehensive outdoor activities available to every recreational enthusiast, as well as nature lover.

In addition, the amazing city and country feel that surrounds us, as

You’re relatively new to the real estate business, yet you’ve built a team and are expanding rapidly.

Describe the investment you made in time and effort. I started in the real estate business in February 2012, coming from a full-time job that caused me to look at things with a scarcity mindset.

It wasn’t until I came across a great quote: “Change the way you look at things, and the things you look at change,” that I was

well as the streamlined infrastructure for transportation and mobility, provides an unparalleled living/ working experience.

What has ensured growth in your current market? The desirability of the Denver area for living, working and playing has and will undoubtedly continue to allow Denver and the surrounding area to be very competitive in attracting buyers to the region. The affordable cost of living and the diversified market also encourage home purchases in this area.

Is now the time to pursue expansion? Why or why not? Expansion is always our focus, and we believe we offer the most competitive package to encourage and ensure agent success. HomeSmart’s focus on efficiency and innovation with systems and technology keeps our agents on the cutting edge of success. We want to foster long-term relationships with agents that are successful and dynamic.

For more information, please visit www.homesmart.com.

able to change my life by adopting an abundant mindset. Not knowing the first thing about real estate, I joined Keller Williams, and on my very first day, I stopped by the front desk and asked for the names of the top 20 producers within the office. I knocked on the door of the first person, introduced myself and asked what I needed to do to be successful. He told me that real estate is all about relationshipbuilding, so that first year, I committed to knocking on 200 doors and holding three open houses a week, all of which led to 39 transactions that year.

The following year I closed 109 transactions and launched my team, and the year after that, I closed 123 transactions, was named a finalist for 30 Under 30 and wrote my first book.

I’m passionate about personal development and investing in myself.

A lot of my success has come from this.

Have you balanced your time differently between prospecting for new business and working with buyers and sellers? Last year, I closed 58 transactions from Facebook, so I do a lot of social media marketing. I believe in the 80/20 rule, which means that 80 percent of what I post is personal and

20 percent is related to my business. I’ve created rules to stick to, the most important being intentional about protecting boundaries.

When I sit with prospective buyers, I always ask when they get up in the morning and when they go to bed at night in order to create a boundary as to when it’s appropriate to communicate with them. We all have the same 24 hours each day, so it’s important to choose how to best use them. For me, I want one conversation to matter to 20-30-40 people, so I came up with a script to use in order to get to the gatekeeper when engaging in business-tobusiness conversations.

Where have you shifted your investment in online leads, and what’s different about the leads you’re getting now vs. others you’ve tried? We work with three lead-generating platforms; however, we’ve seen the most success with realtor.com®. Our relationship with realtor.com® began one-and-a-half years ago with the purchase of one zip code, and has grown to where it stands today with 10 zip codes. Not only are the leads we receive from realtor.com® scrubbed better than those we receive from other outlets, but most of

“When it comes to online leads, they want to know who they’re working with, so rather than simply sending a standard text message, we include a link to a video to help fill that gap.”

– Rachel Adams REALTOR®, Keller Williams Realty them are ready to act within 90 days or less.

Our conversion rate with the leads we receive from realtor.com® is 14 percent.

What are you doing differently to achieve such a high conversion rate? It typically takes six tries to get someone to convert to an appointment or callback, and I believe it’s these six touches that have helped us achieve our conversion rate. Spread apart and taking place over a 90-day period, the six touches consist of calling, emailing and texting (and then repeating). When it comes to online leads, they want to know who they’re working with, so rather than simply sending a standard text message, we include a link to a video to help fill that gap.

In what ways has your focus on online leads changed this? Focusing on online leads has helped when it comes to fine-tuning our followup system. Real estate professionals spend a lot of money on online leads, and they’re upset when these leads

don’t convert. While many blame the leads themselves, more often than not, it’s the quality of the follow-up that’s to blame. By focusing on the six touches I mentioned above—and always leading with value—you’re following through with your commitment.

What advice do you have for other real estate professionals considering growing a team with online leads? Before you bring agents on, you need to have a system in place. It’s also crucial that agents be trained on scripts, systems and follow-up before leads are distributed to them.

And last, but not least, have standards in place that are communicated early and often. For instance, agents on my team must close two transactions and hold three open houses a month. If they don’t uphold these standards, they don’t get leads. It’s also important to have the same goals in mind, so set expectations for both sides from the get-go.

For more information, please visit www.realtor.com/conversion.

RISMedia’s REAL ESTATE April 2017 99

Maintaining Growth and Momentum

ing throughout 2017? We’re seeing a lot of interest in those looking to attend real estate school in order to get their license, a sure sign that there’s a high level of optimism in the market. Looking ahead to the next year or so, I believe we’ll see a steady, strong market with mild appreciation.

by Paige Tepping

Ron Copus Managing Broker Realty ONE Group - Glendale Glendale, Ariz. www.roncopus.com Region served: The Northwest Valley, including Glendale, Peoria and Surprise Years in real estate: 41 Number of offices: 1 Number of agents: 509 Best way to stay in touch with agents: Because we have a large agent population, it’s hard to get everyone together, so I use weekly newsletters to stay in touch and disseminate information.

Key to running a successful meeting: Focus on something timely. It’s also important to encourage interaction.

You recently hit the 500-agent milestone. What factors played a role in reaching this agent count?

While there were a lot of variables at play, the fact that our company treats its agents as customers is one factor that has led to our tremendous growth over the years. That being said, when an agent walks in the door, they won’t find drama. Instead, they’ll find a broker with an open door, quality service, support, and the tools they need to succeed. My 40+ years of experience in the Northwest Valley has given me a good reputation in the local market, which also helps, but I truly believe my agents are my biggest

and best recruitment tool. In fact, I would say that about 70 percent of our new recruits have been referred by my agents.

In what ways are you planning to play off this momentum to continue to grow the firm? We’ll continue to do more of the same because it’s working. In addition, we’ll also send emails out to the industry in order to leverage the name recognition we’ve created.

We plan to continue increasing our agent count by visiting licensing schools and making presentations.

How do you see the market evolv-

Utilizing Every Opportunity

by John Voket

Cathy Griffin Broker CENTURY 21 Towne & Country Salisbury, N.C. www.century21tc.com

100 April 2017 RISMedia’s REAL ESTATE

How does your market stay flexible and current? Because we have one owner—Kuba Jewgieniew—we’re able to adapt easily and change direction quickly if we need to. The fact that we cover a wide range of properties is another key reason we’re able to stay flexible and current. As agents see the market moving, they can adjust their target market to the range that’s doing the business and selling.

What are you doing to prepare your agents for the future of real estate? I’m still old school in that I like to teach my agents one-onone, person-to-person negotiation skills they can use to build business. No matter what happens, and what technology you use to generate incoming leads, real estate is still a person-to-person business once a lead has been received. I work hard to show my agents the importance of building and maintaining that personal relationship.

For more information, please visit www.realtyonegroup.com.

Region served: Several counties in North Carolina Years in real estate: 27 Number of offices: 2 Number of agents: 18 Best tip for dealing with difficult customers: It’s not about how much you know, but how much you care. Listen first so you can gather details.

Key to staying profitable: Stay in touch with past clients and diversify advertising between print and online.

Please share your best practices as they relate to client retention.

I learn a lot about each client and their family, and I give a lot to their children’s schools, sports teams, sporting events and fundraisers.

I also keep an eye out for family milestones so that I can send a note or gift card. I want to be utilizing every opportunity to keep my name in their mind, but I never use those interactions as a tool to ask for business. The business comes as a natural result.

What strategies do you have in place for working with diverse markets? My philosophy has always been to care for the small deals just as much as the bigger ones. Hand-holding the first-time buyer to helping a client close on their first $70,000 condo means as much to me as it does to the

client. The way I see it, these firsttimers are the same people as the $70,000 buyer, and I’ve had more than a few of those firsttimers come back to me over my 27 years.

How do you deal with the negative effects of the media? Reports about interest rate increases are often scary to prospective clients, so I explain that we were buying and selling homes when the rates were 18 percent. The same holds true for when they were 7 percent, and even today with rates below 5 percent. It’s all about reassuring them that today’s rates are still fantastic. We also bring in a lender for additional support and perspective.

I understand you use an integrated marketing strategy, including

The 10 Best Cities

to Sell a House

print—specifically Homes & Land.

How does it benefit you? Homes & Land has been phenomenal. As an independent agent, Homes & Land has allowed me to get into more counties and reach clients I might otherwise miss. And in the two years I’ve been with them, the magazines have gotten better and better. While I try to keep a balance between my budget for print and web marketing, my online spending sometimes overrides what I spend on print, especially as more techsavvy individuals enter the market.

I’m still getting ROI from print, so I’m keeping about 50 percent of my spending there. What I like about Homes & Land is that they give me both print and online exposure.

For more information, please visit www.homesandland.com.

by Zoe Eisenberg

W

hether it’s your first house or your fourth, you’ve likely heard the phrase “location, location, location.” A recent SmartAsset study procured information on the very best city to sell a home based on the change in median home value, the percent of homes in the area sold at a loss, the average number of days a home sits on the market, the closing costs and the number of real estate offices per 1,000 residents.

1. Denver, Colo.

2. Fort Collins, Colo.

3. Grand Prairie, Texas 4. Irving, Texas 5. Colorado Springs, Colo.

6. Aurora, Colo.

7. McKinney, Texas 8. Plano, Texas 9. Dallas, Texas 10. Portland, Ore. For more information, please visit www.smartasset.com.

This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

RISMedia’s REAL ESTATE April 2017 101

{Trending}

Will Single Buyers Capture a Greater Share of 2017 Home Sales?

by Amanda Riggs

A

ccording to data from the National Association of REALTORS®, the share of single buyers was on the decline

from 2011 to 2015, as there was more competition in the market from investment and vacation homebuyers. The share of single buyers rebounded in 2016, however, possibly signaling new developments for the future. But first, let us look back at historical trends.

NAR tracks market changes in two of its flagship surveys, the Profile of Home Buyers and Sellers and the Investment and Vacation Home Buyers Survey. In 2016, the 102 April 2017 RISMedia’s REAL ESTATE

Profile of Home Buyers and Sellers celebrated its 35th anniversary, collecting data since 1981 and providing a historical perspective on how the share of buyer types have fluctuated over three-and-a-half decades. Historically, married couples have always captured the highest share of home sales—at their peak in 1985, married couples purchased 81 percent of all homes that year, followed by single females at 10 percent, single males at 6 percent, and unmarried couples at 3 percent.

Since that time, marriage rates have been on the decline. According to the U.S. Census Bureau, in 1981, 60 percent of Americans were married,[i] compared to 50 percent in 2016.[ii] As the marriage rate decreased over time, so did the share of married couples purchasing homes and single buyers started to rise, as reflected in the graph on the next page from 1985 to 2001.

From 2003 to 2010, the share of married couples was at its lowest and the share of single buyers was at its

home prices, continued competition from investors and vacation buyers, and tightened credit conditions continue to restrict single homebuyers.

This brings us to 2016, which seems to break with the previous five-year trend of marketshare based on buyer type. The share of married couples went down to 66 percent from 67 percent, and the share of single females increased to 17 perhighest. The lowest share for married couples was in 2010 when they captured only 58 percent of home sales. During that eight-year period, their share in the market was between 58 and 62 percent, a significant drop from 81 percent in 1985.

Single female buyers were also at their peak. In 2006, the share of single female buyers was at a high of 22 percent. Between 2003 and 2010, they captured 18 to 22 percent of the market.

In 2010, however, there were external factors that also influenced the market. Around this time, the recession hit, dampening overall home sales. The U.S. government issued a tax credit to spur first-time homebuyers. The share of first-time homebuyers was 50 percent of the marketshare in 2010, the highest it has ever been compared to the historical norm of around 40 percent. Firsttime homebuyers generally include a higher proportion of single buyers, so it makes sense that there was a higher share of single buyers and the lowest share of married couples in 2010 due to the tax credit.

Furthermore, it is interesting to note what has occurred in the market since the tax credit and post-recession period. The share of married couples begins to rise again, starting at 64 percent of the marketshare in 2011 and increasing to 67 percent by 2015. The share of single female buyers declined in this period as well, from 18 percent in 2011 to 15 percent in 2015.

We know from data outlined in

NAR’s Investment and Vacation Home Buyers Survey that low home prices after the recession sparked more investors and vacation homebuyers to snatch up affordable properties, thereby crowding out single homebuyers. According to the report, investment buyers jumped from representing 17 percent of all home sales in 2010 to 27 percent of home sales in 2011. The investment-buyer trend continues over the next few years, although it slowly comes back down. Vacation homebuyers also had a big year in 2014, capturing a 21 percent share of the market—the historical norm had hovered around 10 to 12 percent.

In the post-recession period, home prices have steadily increased. In a Dec. 21, 2016 press release, NAR notes that the median existing-home price increase in November 2016 marked the 57th consecutive month of year-over-year price gains. Higher

cent from 15 percent over the previous year.

Do these changes in demographics in 2016 signal a new era where single buyers will continue to purchase more homes? Alternatively, will married couples return to the 2015 trend line and dominate marketshare? We shall see at the end of 2017 when NAR releases its next Profile of Home Buyers and Sellers.

RE

[i] Current Population Reports, Population Characteristics. Household and Family Characteristics: March 1981. U.S. Department of Commerce, Bureau of the Census, May 1982. [ii] Families and Living Arrangements. American’s Families and Living Arrangements: 2016: Adults (A table series). U.S. Department of Commerce, Bureau of the Census, 2016.

Amanda Riggs is a research survey analyst for the National Association of REALTORS®.

RISMedia’s REAL ESTATE April 2017 103

{RISMedia’s Great Spaces}

by Nick Caruso & Zoe Eisenberg

Want Denzel Washington to Be Your Neighbor? Check out This Colonial Mansion in Beverly Park If you’re looking to make mega moves in Los Angeles’ Beverly Park hood, be sure to pay mind to 10 Beverly Park. This lavish gated Colonial estate roosts upon 4.25 acres of pristine land, with rolling lawns, a pool, quiet gardens and a five-car garage.

Situated in a star-studded neigh104 April 2017 RISMedia’s REAL ESTATE

Invite Denzel over for a swim in this Beverly Park mansion pool.

borhood, your new Beverly Park neighbors will be Mark Wahlberg, Eddie Murphy, Sylvester Stallone, Rod Stewart and Denzel Washington. The 13,500-square-foot residence offers panoramic city light views, a 16-seat movie theater and a home gym complete with sauna and steam room.

All of this and more can be yours for only $29 million.

Listed by: Aaroe Estates President Aaron Kirman and Estates Director Neyshia Go This 1905 mansion sits on 1.8 acres and features grounds designed by famed landscape architect Garrett Eckbo.

Listed for: $29 million Photo credit: Matthew Momberger

For Sale: LA’s Historic Merritt Mansion The Merritt Mansion, one of Los Angeles’ most historic spaces, is currently for sale for just under $8 million. Located on South Orange Grove Boulevard, the 17,329-square-foot residence includes nine bedrooms, three bathrooms, two security vaults and an underground swimming pool decked out with locker rooms and all. Built in 1905 by celebrated millionaire Hulett C. Merritt, who made his big money in the railway and steel industries, the property was featured in the opening scenes of “The Millionaire,” a popular 1950s TV series.

The home also includes a finished “basement” with six additional rooms. Stretching over 1.8 acres, the estate showcases expansive grounds designed by famed landscape architect Garrett Eckbo.

Listed by: Ryan Aeh, City Ventures Listed for: $7.9 million Photos contributed by Paolucci Salling & Martin

RISMedia’s REAL ESTATE April 2017 105

Live Like Tuscan Royalty Without Ever Leaving Texas With panoramic hilltop views, this just-listed home at 103 Wood Glen allows you to transport yourself to another country, all from the comfort of your own stone-studded estate.

Tucked in the prestigious Cordillera Ranch in Boerne, Texas, this 4,468-square-foot home includes four bedrooms and five bathrooms.

Extra embellishments include a wine room and a 650-bottle cellar, a pizza kitchen, a large outdoor fireplace, a covered patio, pool and hot tub.

With features that may remind you of an Italian Camelot, this property showcases Robert Thornton classic craftsmanship details like stained concrete floors, interior stone elements and sprawling tables suitable for a full fleet of knights.

Listed by: Barry Denton, CR Realty Listed for: $1,335,900 Photo credit: Cordillera Ranch

106 April 2017 RISMedia’s REAL ESTATE

Sycamore Valley Ranch— Formerly Known as Michael Jackson’s Neverland— Reintroduced to Market The legendary California estate formerly known to the world as Neverland Ranch is being reintroduced to the market at $67 million. Now known as Sycamore Valley Ranch, the renowned property retains its iconic status and incorporates more than four square miles of sweeping vistas, dramatic mountain ranges and pastoral farmland. The Ranch was designed for recreation and entertaining on a grand scale.

The private estates of Santa Barbara County have long been the retreat of some of the world’s most famous names. Sycamore Valley

Ranch is a 30-minute drive to downtown Santa Barbara, where, in addition to fine dining and shopping, Santa Barbara Municipal Airport offers service by major airlines and private aviation services. The property was named for the majestic sycamore trees that populate the landscape, alongside century-old live oaks. The 2,700-acre ranch borders the Los Padres National Forest in one of Southern California’s most unique wine-growing regions. According to local vintners, the land is well-suited for vineyards.

Inside the gates, guests are greeted by a French Normandy-style manor designed by award-winning architect Robert Altevers in 1982.

Crafted to perfection with exposed timber beams, brick and stonework, five fireplaces and 18th century French oak parquet flooring from two chateaus in France, the main residence spans approximately 12,598 square feet. The first floor master wing includes a private loft and two master baths, two walk-in, cedarlined closets and a private outdoor garden. Four additional bedrooms in the main residence combine for a total of five bedrooms and six full and two half-baths. A separate apartment is located above the motor garages. Additionally, the main home is mere yards from the approximately 5,500-square-foot guesthouse that boasts four separate suites.

Sycamore Valley Ranch offers endless opportunities for outdoor activities. The property is fit for all equestrian pursuits. A train station features a kitchenette, loft and two fireplaces.

A stand-alone movie theater that easily seats 50 and a dance studio are an entertainer’s dream. A threebedroom ranch house, adjacent to the stables, offers a full kitchen and wood-burning fireplace, and a separate staff house has sweeping views of Figueroa Mountain.

Listed by: Joyce Rey, Coldwell Banker Previews International Listed for: $67 million RE RISMedia’s REAL ESTATE April 2017 107

The New ABCs of Selling Commentary by Jacob Stepan

A

s an agent trying to get a listing, or a broker recruiting a productive agent, do you ask, push and ask again until you get them to buy-in? Not anymore. Sales as we know it has changed more in the past 10 years than in the previous 100, says author Daniel Pink.

The Always Be Closing approach, according to Pink, has evolved to the new ABCs of selling: Attunement, Buoyancy and Clarity.

Attunement is understanding your customers’ real needs. They may be stated up front, but often, they’re below the surface. You must deeply understand the individual you’re dealing with and their business. You must develop trust.

Buoyancy is having complete knowledge of your product or service and what it provides your customer.

It’s also an irrepressible belief in what you offer and the value you 108 April 2017 RISMedia’s REAL ESTATE

provide, in addition to the ability to succinctly convey why it’s of value to the customer.

Clarity is the ability to be in sync with your customer and convey why your product or service will be beneficial and helpful to them. It’s an insightful explanation as to why they need it. Gaining the customer’s trust while understanding their business needs, coupled with an in-depth knowledge of your offering, allows you to take the next step by presenting the solution to their underlying needs at the right time and place.

In the ideal scenario, you will find attunement with a customer who will

either state what their needs are outright or provide clues. By having the knowledge and solution, you have the buoyancy. Being able to clearly articulate why your offering meets their needs, and how it will help them succeed, provides clarity.

The best salespeople are those who completely understand and function with the new ABCs of sales in their toolbox. It’s been a required core expertise for the team responsible for the expansion of our brand in North America, and we have proven the results.

To select and approach the prospects we feel would make the best partners, we know their market, challenges, disadvantages, competition, goals, and most importantly, them.

Attunement.

We have a comprehensive toolbox designed to assist them in achieving their business goals. We explain these tools and show them in action.

Our existing partners tell our prospects how the tools we offer have helped them. Buoyancy.

Our prospects typically aren’t looking for an affiliation before we speak to them. They perform their due diligence, ask questions and learn as much as they can about us. That’s how we learn how much they completely understand us and how ready they are to partner with us. We help them get there one step at a time, on their timeline. Clarity.

Always Be Closing when selling used cars or Girl Scout Cookies, but not when growing an international real estate company. Attunement, Buoyancy and Clarity are the new ABCs of selling, and they work in our industry. RE

Jacob Stepan is executive vice president, Expansion for Engel & Völkers North America. For more information, please visit www.evusa.com

{Ask the Experts}

Cindy Fauth Global Marketing Manager National Association of REALTORS® nar.realtor/global

Q: A:

How do I build a global practice?

No matter where you live in the U.S., international clients are present. Whether they’re moving into your local market, Americans searching overseas, or foreign-born living in your area and purchasing real estate for the first time, if you shift your view and look through a global lens, you will find them. And they’re a lucrative clientele; foreign buyers purchasing in the United States typically spend more money per home, and pay in cash more frequently, than domestic buyers.

ethnic foods aisle? After you’ve had a chance to scan your area for clues, visit census.gov to find foreign-born population statistics as well as information pertaining to languages spoken in homes, which will give you a strong indication of who already lives in your local market.

To find clients moving to your area, check out the statistics from the realtor.com® international website, available at nar.realtor/ global/realtorcom-international.

The statistics include the Top 10 Markets for International Traffic based on the realtor.com® international demand index, in addition to showing the top U.S. metropolitan areas most likely to be searched by international consumers on realtor.com®.

Finally, NAR provides several research reports to assist in your quest for international clients.

The Profile of International Activity in U.S. Residential Real Estate is the most comprehensive, detailing the who, what, where and why of international buyers’ habits.

State-by-State International Business reports drill down census statistics and global business on a state level. And last but not least, the Local Market Assessments provided at nar.realtor/global take a deep dive into a selection of U.S. states where you wouldn’t think global business is happening. Think Kentucky, Utah, Washington, Ohio, etc. You don’t have to live in these states to take advantage of the information, as much of it can be duplicated in any state, and it’s a great step to finding inter-

Q& A

Q&

To find global clients who already live in your area, take a look around you, as the things you see every day might tell a story. Are local business signs in multiple languages? Does one culture’s food dominate the inventory in your grocery store’s

national business happening in your market. And, as always, the Certified International Property Specialist (CIPS) designation is the most comprehensive training and international network to help build your global business. More information on all the research, statistics and training mentioned here can be found at nar.realtor/ global.

A

John Bunker Marketing Director RealEstateCalendars.com www.realestatecalendars.com

Q:

In what ways can I showcase my American pride—as well as my pride in being a real estate professional—while staying in touch with my clients?

A:

As we celebrate our 30th anniversary this year, I can’t help but think about all the changes that have taken place over the years. From the ways we communicate with one another to the products we use to convey our message and stay top of mind, it’s often

RISMedia’s REAL ESTATE April 2017 109

difficult to stay on top of the current trends. While things continue to evolve at a rapid pace, our American pride is one thing that’s connected us across all corners of the United States—and that’s something that will never change.

United States or the governor of your state.

A lot of agents have taken this one step further by walking through their farming area and providing homeowners with American flags to show we stand together as a nation.

In addition to helping real estate professionals showcase their pride in the USA through flags, calendars, magnets, and more, RealEstateCalendars.com makes it easy to showcase your pride in the real estate profession as a whole. From seed packets to calendars, magnets and sports schedules, real estate professionals can stay in touch with everyone in their sphere year-round.

Other areas we’ve touched on, including social media, continue to be a beneficial way for real estate professionals to attract clients without adding a lot of expense and/or work. Whether it’s Facebook, YouTube, Instagram, Pinterest or Snapchat, staying on top of the latest social trends will lead to greater success when it comes to staying in front of clients.

Q& A

With the spring and summer seasons ahead of us, it’s important to note that while the American flag can be displayed each and every day of the year, in particular, it should be flown on:

New Year’s Day Inauguration Day Martin Luther King Jr.’s Birthday Lincoln’s Birthday Washington’s Birthday and Presidents’ Day Easter Sunday Mother’s Day Peace Officer’s Memorial Day Armed Forces Day Memorial Day Flag Day Father’s Day Independence Day Korean War Veterans Day Labor Day Patriots Day Constitution Day Gold Star Mother’s Day Firefighters Memorial Day Columbus Day Navy Day Veterans Day Thanksgiving Day Pearl Harbor Remembrance Day Christmas Day State birthdays and holidays Election days The flag should also be flown on any additional days as proclaimed by the President of the 110 April 2017 RISMedia’s REAL ESTATE

Arthur Darmanin Chief Executive Officer Sellstate Realty Systems Network, Inc. www.JoinSellstate.com

Q:

I’m working hard, but not making enough money. How can I turn this around?

A:

If you’re falling into this category, you’re not alone. Thousands of agents wake up every day trying to figure out how they can make more money.

They’re working hard and investing in their marketing/lead generation, doing what seem to be the right things, but the desired results aren’t there.

I recently sat down with a $9.7 million a year producer that was having these same challenges.

After analyzing his business, we came to the following conclusions: 8 He didn’t have a clear understanding of the return on his marketing costs (ROI). Leads were coming in from various sources, some of which were being converted into sales, but he had no idea what these leads were costing, which marketing sources made him the most money and which were costing more than they were worth.

By analyzing his past business and the ROI, he was able to move some of his marketing dollars to the sources that produced the best leads at the lowest cost per lead.

In other words, if leads from source A cost 33 percent of the commission earned and those from source B cost 20 percent of the commission earned, shifting marketing dollars from source A to source B will result in a higher return. The extra savings may be invested into generating more

leads, and ultimately, more closed deals. Even if he chose not to reinvest the difference, at the very least, at the end of the day, he would net more money.

8 He was losing a lot of business because he wasn’t using a CRM. Unfortunately, most agents don’t know how much business they’re losing by not staying in touch with their sphere of influence.

In this particular case, he found out the hard way when he ran into a past client who had just sold his home and bought another.

This happens to agents every day, but because they don’t know it’s happening, they don’t do any-

Q& A

thing about it. In life, sometimes what you don’t know won’t hurt; however, in this case, what you don’t know can be very costly.

An experienced agent might be working very hard trying to close deals, but at the same time, he/she could be losing tens of thousands of dollars every year from referrals. What really hurts is that the ROI on referrals is the greatest because a CRM costs very little for what you get in return.

Having the right tools is vital.

We talked about a CRM, but equally important is a good

website with full IDX integration. If someone refers you to a friend, that friend will most likely look you up online, and if you don’t have a website, you don’t exist. Today’s consumer is sophisticated. They will not deal with an agent who doesn’t have a strong web presence.

This is yet another example of not knowing the amount of business you could be losing every year.

To summarize, with the right tools in place, you can increase your bottom line by analyzing your business and finding out your ROI on your marketing dollars. RE

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Index of Preferred Providers The leading companies providing services to the real estate and relocation industries

RREIN Service Providers

ABR®..................................................................................... 114

Ascent Real Estate, Inc........................................................... 118

American Home Shield........................................................... 114

Berkshire Hathaway HomeServices Ambassador Real Estate... 118

Berkshire Hathaway HomeServices......................................... 114

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....118

Buffini & Company................................................................. 114

Berkshire Hathaway HomeServices Florida Realty................... 118

Century 21 Real Estate LLC.................................................... 114

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....118

Certified New Home Specialist ............................................. 114

Berkshire Hathaway HomeServices Georgia Properties............ 118

CRS Data............................................................................... 114

Berkshire Hathaway HomeServices Nevada Properties............ 118

DocuSign............................................................................... 114

Berkshire Hathaway HomeServices Select Properties.................118

Engel & Völkers...................................................................... 114

Better Homes and Gardens Real Estate Mason-McDuffie........ 119

The Entrust Group.................................................................. 115

Better Homes and Gardens Real Estate Rand Realty............... 119

ERA Franchise Systems, LLC................................................... 115

Calcagni Real Estate.............................................................. 119

Homes & Land....................................................................... 115

CENTURY 21 AllPoints Realty.................................................. 119

Homes.com........................................................................... 115

CENTURY 21 Award................................................................ 119

HomeSmart International....................................................... 115

CENTURY 21 New Millennium................................................. 119

HomeTeam Inspection Service................................................ 115

Coach REALTORS®................................................................. 119

HSA Home Warranty............................................................... 115

Coldwell Banker Advantage..................................................... 119

Leading Real Estate Companies of the World®........................ 115

Coldwell Banker D’Ann Harper, REALTORS®............................. 119

Moxi Works............................................................................. 115

Coldwell Banker Kappel Gateway Realty.................................. 119

MRE – Win Local®.................................................................. 115

Coldwell Banker Prime Properties........................................... 120

National Association of REALTORS®........................................ 116

Diane Turton, REALTORS®....................................................... 120

Oakley Signs & Graphics........................................................ 116

Fillmore Real Estate............................................................... 120

The Personal Marketing Company........................................... 116

First Team® Real Estate.......................................................... 120

Pillar To Post Home Inspectors................................................ 116

GARDNER, REALTORS®........................................................... 120

Quicken Loans....................................................................... 116

Gloria Nilson & Co. Real Estate.............................................. 120

Real Living Real Estate........................................................... 116

J. Rockcliff REALTORS®........................................................... 120

Realogy Holdings Corp........................................................... 116

Jordan Baris, Inc., REALTORS®................................................ 120

realtor.com®.......................................................................... 116

Kinlin Grover Real Estate Real Living....................................... 120

Realtors Property Resource®.................................................. 116

Long & Foster Real Estate, Inc................................................ 120

Realty ONE Group.................................................................. 117

Lusk & Associates Sotheby’s International Realty.................... 121

RE/MAX, LLC.......................................................................... 117

McCOLLY Real Estate.............................................................. 121

RIS Consulting Services......................................................... 117

Page Taft Real Living............................................................... 121

RISMedia’s Top 5 in Real Estate Network®.............................. 117

Patterson-Schwartz Real Estate.............................................. 121

Top Producer® CRM................................................................ 117

Randall, REALTORS® Real Living...................................................121

Workman Success Systems.................................................... 117

RE/MAX 440 and RE/MAX Central......................................... 121

Zillow Group........................................................................... 117

RE/MAX Gateway................................................................... 121

zipLogix.................................................................................. 117

RE/MAX Professionals............................................................ 121

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RISMedia’s REAL ESTATE April 2017 113

ABR® (800) 648-6224 • www.rebac.net • Chicago, Ill. • Marc Gould, Executive Director Brokers are busy with many competing priorities. They should feel comfortable with their salespeople who have earned the ABR® designation when working with buyer-clients. Real estate professionals can hone their skills in representing the needs of homebuyers in real estate transactions and earn the coveted Accredited Buyer’s Representative (ABR®) designation, giving agents knowledge and confidence to navigate the market.

AMERICAN HOME SHIELD (800) 735-4663 • www.ahs.com/realestate American Home Shield, a subsidiary of The ServiceMaster Company, founded the home warranty industry in 1971 and remains the industry leader. Servicing more than 1.3 million customers across 49 states, the company also issues and administers preventive maintenance contracts on major home systems and appliances in 48 states. The Memphis-based company operates three customer service centers, employs approximately 1,600 people and has a national contractor network made up of more than 10,000 independent home-service contractors.

BERKSHIRE HATHAWAY HOMESERVICES (800) 666-6634 • www.berkshirehathawayhs.com Berkshire Hathaway HomeServices is a brand-new real estate brokerage network built for a new era in residential real estate.

The network, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the market a definitive mark of trust, integrity, stability and longevity. The brand, grounded in the financial strength, efficiency and tradition of its HomeServices of America parent company, will change the face of residential real estate.

BUFFINI & COMPANY (800) 945-3485 • www.buffiniandcompany.com Headquartered in Carlsbad, Calif., Buffini & Company is the largest real estate coaching and training company in North America.

Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with approximately 7,300 independently-owned and -operated franchised brokerages and more than 110,000 independent real estate professionals in 77 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easter Seals, to build brand awareness and preference.

Technology initiatives include both English- and Spanish-language consumer websites, www.century21.com and www.century21. com/espanol, a recently redesigned intranet site, www.21Online. com, and the Century 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy

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Holdings Corp.

CERTIFIED NEW HOME SPECIALISTTM (800) 428-1122 • www.sellnewhomes.com SellNewHomes.com is the online headquarters for Certified New Home Specialist™ and Residential Construction Certified™ training, sales systems and marketing tools, created by Dennis Walsh & Associates, Inc. Based in Newport Beach, Calif., the company is owned and operated by nationally recognized new home, real estate and construction experts Dennis and Teresa Walsh. The Walshes have established Certified New Home Specialist™ as the No. 1 brand of training and support products for new home sales success. To learn more contactus@sellnewhomes.com.

CRS DATA www.crsdata.com Since 1989, CRS Data has provided you with a wealth of tax data.

Our new, customized MLS Tax Suite integrates seamlessly into your MLS system and gives REALTORS® current tax data, detailed maps and robust features on all browsers and mobile devices.

Find listings and FSBOs quickly, evaluate them effectively and give clients professional presentations. We’re proud to provide a personal customer service experience to support our intuitive MLS Tax Suite. Learn more by visiting www.crsdata.com.

DOCUSIGN (866) 219-4318 • www.docusign.com/nar • Seattle, Wash.

• Suzanne Alberti, Marketing Campaigns Program Manager - Web DocuSign is part of the National Association of REALTORS®’ Second Century Ventures investment portfolio and is the official and exclusive provider of ESIGN services for NAR members under the REALTOR Benefits® program. Offering the exclusive REALTOR® Edition, DocuSign is the safe, secure way to electronically send, sign and store real estate documents. DocuSigned documents are legally binding and backed with an audit trail.

ENGEL & VÖLKERS (212) 234-3100 • www.evusa.com ​S​ince its beginning in 1977 as a specialty boutique providing exclusive, high-end real estate services in Hamburg, Germany, Engel & Völkers has become one of the world’s leading companies specializing in the sale and lease of premium residential and commercial property, yachts and private aviation. Engel & Völkers currently operates a global network of over 8,​5​00 real estate advisors in more than 7​50 ​ brokerages spanning g ​ reater than 30​countries across five continents, offering both private and institutional clients a professionally tailored range of luxury services. It established Engel & Völkers North America in 2007 and assembled a team of the industry’s top leaders, performers and real estate innovators to expand operations in the U.S., Canada and Mexico.

Committed to exceptional service, Engel & Völkers supports its advisors with an array of premium quality business services; marketing programs and tools; multiple platforms for mobile, social and web; as well as access to its global network of real estate professionals, property listings and market data​.

THE ENTRUST GROUP

HOMETEAM INSPECTION SERVICE

(800) 392-9653 • www.TheEntrustGroup.com The Entrust Group (“Entrust”) has been the industry leader in account administration services and education of Real Estate IRAs for 35 years. Entrust offers real estate brokers and agents a costeffective, individualized approach to retirement savings using a self-directed IRA account with the AgentIRA Program. As a part of this program, Entrust works with real estate professionals by assisting their clients with the purchase of real estate investments with retirement funds. The AgentIRA Program provides real estate brokers a strategy to attract, develop and retain high-quality talent. Learn more at www.theentrustgroup.com/agentira.

844.HOMETEAM • www.hometeam.com You can depend on HomeTeam for a faster, more efficient home inspection every time. Unique to home inspection companies, HomeTeam brings a team of inspectors on-site. Each team member focuses on his or her area of expertise, which keeps us efficient and saves you time. Fast, Trusted and Accurate. That’s the HomeTeam promise. We invite you to experience the difference the team approach makes. For more information give us a call at 844.HOMETEAM or visit us online at hometeam.com.

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Susan Yannaccone, President & CEO Since 1971, ERA Franchise Systems, LLC, a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes over 2,300 independentlyowned and -operated offices with approximately 37,000 brokers and independent sales associates throughout the U.S and 30 other countries and territories. ERA Franchise Systems, LLC is a subsidiary of Realogy Holdings Corp.

HOMES & LAND (800) 726-6683 • www.HomesAndLand.com Homes & Land, one of the industry’s most trusted and recognized brands, offers real estate professionals a marketing solution that combines the prestige of print and a suite of digital products. With a network of 220+ magazines in communities throughout the U.S. and Canada, Homes & Land connects top agents and brokers with qualified homebuyers and sellers. Publishers provide custom advertising in an upscale magazine, global reach through HomesAndLand.com, and website partners including The Wall Street Journal, The New York Times, duPont REGISTRY and Robb Report. Visit HomesAndLand.com/Magazine-Directory to find your local publisher.

HOMES.COM (866) 697-3308 • http://connect.homes.com/ Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly! With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites.

Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HOMESMART INTERNATIONAL (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastestgrowing real estate companies in the nation with 66 offices in 14 different states, two countries and more than 7,500 agents.

HomeSmart International strives to meet the fundamental principles of efficiency and innovation by offering the systems and technologies necessary to stay on the leading edge of success.

HSA HOME WARRANTY (800) 367-1448 • www.onlinehsa.com • Madison, Wis. • Mike Clear, President HSA Home Warranty provides home warranty coverage in 48 states and E&O insurance in all 50 states. The HSA Home Warranty repairs or replaces mechanical systems and appliances that fail due to normal wear and tear during the coverage period. With HSA Home Warranty, real estate professionals minimize their risk by lowering their exposure to liability. They avoid post-sale disputes about who should pay for the repair, and they can get the problem fixed quickly and conveniently by making just one call to HSA.

LEADING REAL ESTATE COMPANIES OF THE WORLD® (312) 424-0400 • www.LeadingRE.com Leading Real Estate Companies of the World® is a selective global community of the highest quality independent real estate companies. We exist to make our members better by connecting them to opportunities and people around the globe, supporting them with a global referral network, professional development programs, and unique events. For more information on our 500 firms that span over 50 countries with 120,000 sales professionals, visit LeadingRE.com.

MOXI WORKS (206) 673-4591 • www.moxiworks.com Moxi Works is a residential brokerage services company that makes agents significantly more productive and brokerages more profitable by helping them effectively run their businesses. Moxi Works’ integrated tools are centered on a sphere-based selling process that drastically increases agents’ repeat and referral business, while lowering overall technology costs for the brokerage.

Brokerages with Moxi Works collectively sell over $72 billion worth of homes annually.

MRE – WIN LOCAL® (877) 720-0988 • www.MobileRealEstateID.com · Seth Kaplan, National Sales Director MRE – Win Local® is a mobile marketing and technology company that helps real estate agents, brokers and real estate-related firms power their mobile initiatives. Our suite of products for real estate professionals allows them to incorporate complex mobile technology throughout their existing marketing mix to reach consumers on all mobile devices. MRE – Win Local® will ensure real estate professionals are positioned to promote their brand and listings to buyers and sellers across all mobile devices.

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NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Dale Stinton, CEO •B ob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research • Matt Lombardi, VP, Conventions •M arc Gould, VP, Business Specialties; Dean, Student Services, REALTOR® University • Mark Birschbach, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.nar.realtor/RealtorBenefits.

NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about.

REALTOR. And, for a lifetime of learning, REALTOR® University can take your career to the next level with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.edu. The REALTOR® Store features print and ePublications, including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®” and the “2016 NAR Profile of Home Buyers & Sellers.” Visit www.NAR.realtor/Store. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

OAKLEY SIGNS & GRAPHICS (800) 373-5330 • www.OakleySign.com Oakley Signs & Graphics (since 1972) offers real estate yard signs nationwide. They are known for their high-quality, high-gloss signs, fanatical customer service, fastest order turnaround times in the industry, and guaranteed low prices. With over 500 products and an experienced staff who is fanatical about helping their customers, you can’t go wrong working with Oakley Signs for your yard signage needs!

THE PERSONAL MARKETING COMPANY (800) 458-8245 • www.tpmco.com • Lenexa, Kan. The Personal Marketing Company creates marketing systems for agents to become known in their market and attract clients for long-term success. Our marketing development team brings proven marketing expertise, cutting-edge technology and personal service to develop customized marketing solutions which can include: direct mail, email marketing, contact management, prospecting and farming, newsletter programs, FSBO and expired campaigns, client follow-up systems and marketing planning services.

PILLAR TO POST HOME INSPECTORS (800) 294-5591 • www.pillartopost.com • Tampa, Fla. · Jay Gregg, Marketing Founded in 1994, Pillar To Post is now the largest home inspec116 April 2017 RISMedia’s REAL ESTATE

tion company in North America with over 400 franchisees located in 47 states and eight Canadian provinces. The Pillar To Post difference includes printing a computer-generated report on-site at the time of the inspection, requiring each inspector to carry $1 million in E&O insurance that covers both the agent and the broker, and three unique home inspection packages designed to better suit the individual needs of our clients.

QUICKEN LOANS (866) 718-9842 • AgentRelations@QuickenLoans.com For more than 30 years, Quicken Loans has been celebrated for providing an amazing mortgage experience. In fact, J.D. Power ranked Quicken Loans highest in client satisfaction for mortgage origination the last seven years. Along with being the second largest mortgage lender, Quicken Loans leads the industry in technology with Rocket Mortgage—the first ever completely online mortgage experience. Whether applying for a mortgage online or with a mortgage banker, Quicken Loans is committed to client experience.

REAL LIVING REAL ESTATE (866) 373-6228 • www.realliving.com Real Living Real Estate is a full-service real estate brokerage network with a comprehensive and integrated suite of resources for franchisees and their sales professionals, as well as the consumers who work with them. The Real Living brand was recognized

by Entrepreneur magazine. Real Living Real Estate is a network brand of HSF Affiliates LLC, majority owned by HomeServices of America, Inc., a Berkshire Hathaway affiliate.

REALOGY HOLDINGS CORP. (973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in residential real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems as well as relocation and title services. Realogy’s brands and business units include Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, ZipRealty®, NRT LLC, Cartus, Title Resource Group and ZapLabs LLC. Collectively, Realogy’s franchise system members operate approximately 14,100 offices with more than 273,200 independent sales associates doing business in 112 countries and territories worldwide.

ENGAGE WITH REALTOR.COM® (800) 878-4166 • www.realtor.com Realtor.com® is real estate’s most accurate site, with listings pulled directly from over 850 MLSs and most listings updated every 15 minutes. Homes for sale on realtor.com® only display the real listing price established between seller and broker, not inaccurate machine-generated estimates. Visit realtor.com®.

REALTORS PROPERTY RESOURCE® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides

REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

throughout the U.S. and Canada who have met the Top 5 in Real Estate’s stringent series of various career qualifications and who are committed to the future development of their professional skills and services to the consumers and the communities they serve.

REALTY ONE GROUP

TOP PRODUCER® CRM

(888) 461-0101 • www.RealtyONEGroup.com Realty ONE Group is a full-service real estate brokerage with more than 4,000 associates. It focuses on providing ethical, professional and results-oriented services to property owners and prospective real estate buyers. Since its inception in 2005, the company has grown to become the No. 1 real estate brokerage in Nevada and the fastest-growing real estate company in Arizona and California.

(800) 821-3657 • www.TopProducer.com Top Producer® CRM is the super fast, super easy real estate marketing system that makes it a breeze to build your loyal client base.

Keep your sales pipeline running smoothly, follow up automatically, and manage your business in minutes with Top Producer® CRM.

RE/MAX, LLC (303) 770-5531 • www.remax.com • Denver, Colo.

RE/MAX was founded in 1973 by Dave and Gail Liniger, who still manage the company today. From a single office in Denver, Colo., RE/MAX has grown to be a global real estate franchise network with more than 100,000 Sales Associates in nearly 100 countries. The consumer website remax.com is consistently ranked among the most visited real estate websites, and LeadStreet provides referrals to RE/MAX Sales Associates with no fees from RE/MAX. To learn how RE/MAX can take your career to the next level, visit www.joinremax.com.

RIS CONSULTING SERVICES (203) 852-4304 • Norwalk, Conn.

• John Sculley, Managing Dir. • Peg Guinta, Projects Dir. RIS Consulting Services is an independent relocation consulting firm dedicated to designing and implementing comprehensive solutions to mobility issues. We deliver a full range of consulting services to our diverse corporate and relocation service company clients. The executives of RIS Consulting utilize their industry and specialty knowledge to analyze your situation, develop strategic options and implement designed solutions.

RISMEDIA’S TOP 5 IN REAL ESTATE NETWORK® (203) 853-2167 • www.Top5inRealEstate.com RISMedia’s Top 5 in Real Estate® is a membership network of leading real estate professionals who wish to “raise the bar.” Top 5 in Real Estate is a network of select real estate professionals from

WORKMAN SUCCESS SYSTEMS (801) 987-0085 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work in order to achieve top performance and industry excellence.

ZILLOW GROUP www.zillow.com Zillow Group houses a portfolio of the largest real estate and homerelated brands on the web and mobile. The company’s brands focus on all stages of the home lifecycle: renting, buying, selling, financing and home improvement. Zillow Group is committed to empowering consumers with unparalleled data, inspiration and knowledge around homes, and connecting them with the right professionals to help, and helping real estate agents, lenders and rental professionals maximize business opportunities and connect with consumers.

ZIPLOGIX (866) 693-6767 • www.zipLogix.com With more than 20 years of experience developing real estatefocused software solutions and used by more real estate professionals than any other program, zipLogix has been established as the industry standard. This experience delivers a completely integrated real estate solution system that is led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®.

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RREIN Member Profiles ASCENT REAL ESTATE, INC. (619) 325-4100 • www.ascentrealestate.net Owned and operated in San Diego since 2005, Ascent Real Estate embodies an enviable combination of entrepreneurial energy, comprehensive industry experience, and local market knowledge.

This mix lets Ascent “out national” its local competition, thanks to its exceptional professional team and world-class infrastructure, and “out local” the national competition, thanks to its laser-like focus on the specific markets in which it operates. Our highly productive sales team of approximately 140 agents has elevated Ascent as a leader in marketshare in the Metro San Diego Area. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as the exclusive San Diego affiliate of Leverage Global Partners, Ascent Real Estate is a hyper-local brokerage with a global reach.

BERKSHIRE HATHAWAY HOMESERVICES AMBASSADOR REAL ESTATE (402) 493-4663 • (800) 477-7653 www.BHHSamb.com • agents@BHHSamb.com Berkshire Hathaway HomeServices Ambassador Real Estate is dedicated to providing progressive, quality real estate services in Nebraska’s metropolitan Omaha and Lincoln surrounding areas. We service all types of markets: single-family residential, new construction, condos, corporate relocation, third-party relocation, acreages and commercial real estate. With approximately 400 licensed agents, we have an agent to meet your needs regardless of the style, price or age of the property you are looking for. We look forward to helping you sell your home or find that dream home you are looking for. We believe in each other and ourselves. We understand that trust is earned and that good, professional service is an essential part of that.

BERKSHIRE HATHAWAY HOMESERVICES C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally-owned and -operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Upstate South Carolina since 1964. With more than 400 agents on board and 10 offices serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Pruden-

118 April 2017 RISMedia’s REAL ESTATE

tial Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the fifth largest brokerage in the nation among the affiliate network brokers and offers residential and commercial services, seasonal rentals, property management, REO and foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001.

BERKSHIRE HATHAWAY HOMESERVICES FOX & ROACH, REALTORS® (610) 889-7705 • www.foxroach.com Now the nation’s second largest provider of total home services, Berkshire Hathaway HomeServices Fox & Roach, REALTORS® has 4,000 Sales Associates in 65 sales offices throughout the TriState area. Through its affiliate, the Trident Group, the company provides one-stop shopping and facilitated services to its clients including mortgage financing and title, property and casualty insurance. For more information, go to www.foxroach.com.

BERKSHIRE HATHAWAY HOMESERVICES GEORGIA PROPERTIES (770) 992-4100 • www.BHHSGeorgia.com Berkshire Hathaway HomeServices Georgia Properties has 22 locations and 1,100 agents, and is an independently-operated subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate, and a franchisee of BHH Affiliates, LLC. Under the leadership of CEO Dan Forsman, the company is known for innovation and delivering exceptional value to associates and their clients. Berkshire Hathaway HomeServices Georgia Properties was ranked No. 1 in homes sold, buyers represented and overall transactions in 2014, 2013, 2012, 2011 and 2010 for the Greater Metro Atlanta area.

BERKSHIRE HATHAWAY HOMESERVICES NEVADA PROPERTIES (800) 735-4488 • www.BHHSNV.com With more than 260,000 homes sold and 35 years in the industry, Berkshire Hathaway HomeServices Nevada Properties is the leader in Las Vegas real estate. Consistently rated among the top brokers in the nation, our agents successfully help families find their dream homes. With six area offices, Berkshire Hathaway HomeServices Nevada Properties is a full-service brokerage focused on quality service and the development of its agents. Call today to see how we can help increase your business.

BERKSHIRE HATHAWAY HOMESERVICES SELECT PROPERTIES (314) 835-6000 • www.bhhsselectstl.com Since 2002, Berkshire Hathaway HomeServices Select Properties has helped keep the St. Louis real estate market local. With 11 offices in the metro area, Berkshire Hathaway HomeServices Select ranks as the No. 1 locally-owned real estate firm in St. Louis.

Berkshire Hathaway HomeServices Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and in being recognized in the community for

high standards and ethics.

(888) 971-4636 • www.bhghome.com Founded in 1887 as Mason-McDuffie Real Estate and transitioning to the Better Homes and Gardens Real Estate Mason-McDuffie name in 2010, we are the 17th largest real estate services firm in the nation (RISMedia), No. 1 in the San Francisco East Bay (SF Business Times), and a leading innovator of real estate technology solutions to our agents and clients. With 29 offices and 1,700 agents, we bring a fresh approach to the business through the universal awareness of the Better Homes and Gardens brand.

organization providing traditional residential and commercial services, on-site mortgage, title, property management, and access to a vast network of relocation and other real estate service providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 18 locations and approximately 750 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand. It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 hand-selected brokerages in the United States.

BETTER HOMES AND GARDENS REAL ESTATE RAND REALTY

COACH REALTORS®

BETTER HOMES AND GARDENS REAL ESTATE MASON-MCDUFFIE

www.RandRealty.com • info@randrealty.com Better Homes and Gardens Rand Realty, founded in 1984, is the No. 1 real estate brokerage serving the northern suburbs of New York City, covering the counties of Westchester, Rockland, Orange, Sullivan and Putnam in New York and Bergen and Passaic in New Jersey. Rand has more than 850 sales associates, a commercial real estate company (Rand Commercial Services) and title, mortgage, and insurance services (Hudson United). The companies can be found online at RandRealty.com, RandCommercial.com and HudsonUnited.com.

CALCAGNI REAL ESTATE

(800) 321-7356 x139 • www.coachrealtors.com · LP Finn, Operating Officer, LP@coachrealtors.com Coach REALTORS® is a Long Island-based, full-service real estate company with 18 office locations and over 600 sales associates serving Nassau and Suffolk counties, N.Y. Coach REALTORS® is an exclusive affiliate of Christie’s Great Estates, a division of the famed auction house, a member of Leading Real Estate Companies of the World®, and has been recognized by Who’s Who in Luxury Real Estate for over 14 years.

COLDWELL BANKER ADVANTAGE

(203) 272-1821 • www.calcagni.com • www.land-consulting.com Calcagni Associates is the premier independently-owned and -operated real estate company servicing central Connecticut for over four decades. We understand the benefits of providing service that goes beyond what is expected and pride ourselves on establishing lifelong relationships with our clients. In addition to residential real estate, we also specialize in land consulting and new construction, and have divisions that handle bank-owned properties and commercial real estate.

(800) 274-5345 • info@AdvantageCB.com Coldwell Banker Advantage is a leading real estate company in the Fayetteville/Triangle area of North Carolina and is a nationally-ranked Coldwell Banker office serving the communities of Fayetteville, Fort Bragg, Pope Air Force Base, Cary, Raleigh, Wake Forest, Creedmoor, Clayton, Durham, Benson, Southern Pines, Pinehurst and Lake Gaston. Coldwell Banker Advantage represents the highest levels of experience, knowledge and customer service. Our full-service office can assist with mortgage financing, insurance, title insurance and in-house Concierge Service.

CENTURY 21 ALLPOINTS REALTY

COLDWELL BANKER D’ANN HARPER, REALTORS®

(800) 525-7793 • www.C21AllPointsRealty.com CENTURY 21 AllPoints Realty is an award-winning, full-service real estate company with six offices serving Connecticut. We work with buyers and sellers in our own communities and throughout the country, establishing lifelong relationships by delivering outstanding service when it comes to any of their real estate needs.

CENTURY 21 AWARD (800) 293-1657 • www.century21award.com CENTURY 21 Award is the premier Southern California-based, full-service real estate company serving San Diego, Orange, San Bernardino, and Riverside counties from 15 distinctive office locations. Our 1,000 professional agents and staff are fully equipped to assist you with all of your real estate needs. Our services include residential, commercial, relocation, property management and bank-owned properties.

CENTURY 21 NEW MILLENNIUM (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium is a full-service real estate brokerage in the greater Washington, D.C. area. The company, which specializes in residential and luxury properties, joined the CENTURY 21® System in 1998 and has established a sound and successful

(210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company serving the entire greater San Antonio metropolitan area, New Braunfels, Boerne, Bandera, Kerrville, Fredericksburg and Hill Country markets, representing buyers and sellers in all phases of their transactions. Since opening in 1986, the company has become a trusted name in the real estate industry. With eight offices, over 350 sales associates and over 100 support staff, the company’s extensively trained representatives have knowledge and expertise to service all aspects of the real estate business. Core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing.

COLDWELL BANKER KAPPEL GATEWAY REALTY (844) 861-5631 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining more than $600 million in sales dollar volume in 2012 and welcoming more than 240 agents in seven offices, with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from

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returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals.

COLDWELL BANKER PRIME PROPERTIES (866) 323-2277 • www.ColdwellBankerPrime.com With 15 sales offices and 500-plus full-time real estate professionals, Coldwell Banker Prime Properties is the No. 1 Coldwell Banker affiliate in New York State. Coldwell Banker Prime Properties is a full-service brokerage dedicated to meeting and exceeding the needs of their clients, customers and sales associates. If you want a successful career in real estate, call us today.

DIANE TURTON, REALTORS® (877) DTURTON • www.dianeturton.com Founded in 1986, Diane Turton, REALTORS® is a full-service real estate company with 16 offices throughout Monmouth and Ocean counties in New Jersey. Whether you’re looking to buy, sell or rent in New Jersey, you’ll receive service that will surpass your expectations. Diane Turton, REALTORS® consistently ranks in the top of the markets it serves. The firm also provides a full range of financial services through Turton Signature Services, including home mortgages, property and casualty insurance and title insurance.

FILLMORE REAL ESTATE (800) 528-6673 • www.fillmore.com Fillmore Real Estate is the New York Metro Area’s largest independently-owned real estate broker. Specializing in Brooklyn, Staten Island, Bronx and parts of Westchester, Fillmore has residential, commercial and rental divisions. For more information, visit us at www.fillmore.com or call us at (800) 528-6673.

FIRST TEAM® REAL ESTATE (888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately-held real estate company in Southern California with 2,000 agents and employees across 60 locations. First Team wins market share in any economic climate through innovation and proprietary marketing tools, and by successfully targeting the luxury market with First Team Estates®. Contact First Team today to find out how we have helped thousands of families realize their dream of homeownership—and how we can help you find yours.

GARDNER, REALTORS® (800) 566-7801 • www.GardnerRealtors.com Since 1943, GARDNER, REALTORS® continues our tradition of excellence as the leading full-service real estate company in the Southeast Louisiana and Southern Mississippi Region. The GARDNER Real Estate Family includes over 800 real estate professionals in 24 neighborhood offices that serve over 100 communities. Our professional services include residential and commercial sales and leasing, relocation and corporate services, asset management/REO and property management, plus the convenience and added value of one-stop shopping for mortgage, title and home warranty services.

We are proud to be home grown, locally-owned and internationally known. Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER, REALTORS® and The Gertrude Gardner Foundation.

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GLORIA NILSON & CO. REAL ESTATE (732) 450-2300 • www.glorianilson.com Gloria Nilson & Co. Real Estate, owned by Dick Schlott, has serviced the most discerning buyers and sellers of residential real estate in New Jersey for over 35 years with more than 700 sales associates within our 23 offices throughout New Jersey and Bucks County, Pa. As an exclusive affiliate of Christie’s International Real Estate, along with our luxury lifestyle magazine, we offer our clients and associates the most cutting-edge marketing services both globally and locally. For additional information about Gloria Nilson & Co. Real Estate, please visit www.glorianilson.com.

J. ROCKCLIFF REALTORS® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff REALTORS®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff REALTORS® is the fastest-growing real estate company in the East Bay.

JORDAN BARIS, INC., REALTORS® (800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com Founded in 1952, Jordan Baris Inc., REALTORS® is among the most respected full-service real estate brokerages in Northern New Jersey.

With a team of close to 150 associates, the firm operates offices in West Orange and South Orange, with teams focused on Essex, Morris, Union and Hudson counties. Jordan Baris, Inc. offers real estate brokerage to buyers and sellers of residential and commercial properties, developers, tenants and landlords; title services through JB Title Agency, LLC; and global relocation services through its membership with the Leading Real Estate Companies of the World®.

KINLIN GROVER REAL ESTATE REAL LIVING (508) 420-1130 • www.kinlingrover.com Kinlin Grover has 16 real estate offices covering Cape Cod from the bridges to Provincetown, specializing in the marketing and sale of waterfront, village, commercial properties and fine homes. From the very beginning, the Kinlin Grover mission has remained constant: “To help our clients make the best real estate decisions and to uphold the highest standards of ethics and professionalism.” In addition, Kinlin Grover Vacation Rentals is the largest real estate firm on Cape Cod with over 600 privately-owned Cape Cod vacation rental homes. We value every client and pledge to deliver unsurpassed service as trusted advisors, expert facilitators and skilled negotiators.

LONG & FOSTER REAL ESTATE, INC. (866) 677-6937 ∙ www.LongandFoster.com Long & Foster Real Estate, the largest independent residential real estate company in the country, is part of The Long & Foster Companies, which includes Prosperity Home Mortgage, Long & Foster Insurance and Long & Foster Settlement Services. It is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic, and a founding affiliate of

LeadingRE, a prestigious global network that includes Luxury Portfolio International®. Long & Foster represents over 10,000 agents in seven states, plus Washington, D.C.

LUSK & ASSOCIATES SOTHEBY’S INTERNATIONAL REALTY (717) 291-9101 • www.LuskandAssociates.com When you work with Lusk & Associates Sotheby’s International Realty, you can count on specialists who can answer your questions, apply in-depth knowledge of current market conditions, and access extensive resources that can expedite the sale of your home.

MCCOLLY REAL ESTATE (800) 348-2100 x206 • www.mccolly.com Since 1974, McCOLLY Real Estate has found your place to call home, from the shores of Lake Michigan in Northwest Indiana to Lake Street Beach in Chicago. McCOLLY is a proud LeadingRE member with bilingual agents in 14-plus languages among 450plus REALTORS® in 18 offices. McCOLLY Companies is the One Source for All Purpose Real Estate with its ancillary companies of McColly Insurance, Community Title, McCOLLY Auctions, McCOLLY Bennett Commercial, McCOLLY New Homes Division and Luxury Home Portfolio™.

PAGE TAFT REAL LIVING (203) 453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with clients based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

PATTERSON-SCHWARTZ REAL ESTATE (877) 456-4663 • www.pattersonschwartz.com pattersonschwartz@psre.com Patterson-Schwartz Real Estate is Delaware’s largest independent REALTOR® with 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With seven offices and 350 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental, relocation services and property management.

RANDALL, REALTORS® REAL LIVING (401) 364-3388 • www.randallrealtors.com Randall, REALTORS® Real Living has been a consistent leader in the marketing of Southern New England properties for more than 28 years. Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating.

Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, REALTORS®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

RE/MAX 440 AND RE/MAX CENTRAL (215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tom@tomskiffington.com RE/MAX 440 and RE/MAX Central is a first-class, professional real estate company. Our goal is to provide the most prompt, courteous and professional services to all our customers and clients. We are the leading RE/MAX in Pennsylvania and Delaware with the highest sales volume and transactions. RE/MAX 440/Central has 10 different offices in Bucks, Montgomery and Lehigh counties.

RE/MAX GATEWAY (703) 652-5760 • www.gateway2realestate.com The real estate market is ever changing. It takes constant evaluation, review of recent trends to forecast a potential future and education of agents through mastermind groups and real estate information exchanges. These are areas in which we excel at RE/MAX Gateway. Contact us today if you are looking to advance your career in real estate through a multitude of educational experiences and resources, or if you need real estate advice in order to make informed decisions when buying and selling houses.

RE/MAX PROFESSIONALS (303) 455-3300 • www.homesbythepro.com RE/MAX Professionals boasts the finest REALTORS® in the Denver Metro Area. For more than 30 years we have led the industry in sales, technology and professionalism. Recently, RE/MAX Professionals was recognized as the fastest-growing RE/MAX in the world with nearly 400 licensed agents.

YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Client Services • Tel: (619) 325-4140 Email: info@ascentrealestate.net URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 7 • Associates: 140 Better Homes and Gardens Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) • Fax: 916-488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage Areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif.

Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Tel: (855) 858-8028 (Toll Free) Email: gayleglew@firstteam.com URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel

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Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

COLORADO RE/MAX Professionals 390 Union Blvd., Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (Office) • (303) 887-5159 (Mobile) Email: bradwhitehouse@remax.net • URL: www.homesbythepros.com Coverage Areas: Denver and surrounding areas Offices: 8 • Associates: 380

CONNECTICUT Calcagni Real Estate 330 South Main St., Cheshire, CT 06410 Contact: Steven Calcagni, President Tel: (203) 272-1821 ext. 302 Email: Steven_Calcagni@calcagni.com • URL: www.calcagni.com Coverage Areas: New Haven County, Central Connecticut Offices: 4 • Associates: 140 CENTURY 21 AllPoints Realty 117 North Main St., Southington, CT 06489 Contact: Kelly Peterson, COO • Tel: (800) 525-7793 Email: C21KellyPeterson@gmail.com URL: www.c21allpointsrealty.com Coverage Areas: Southington, Cheshire, Plainville, Bristol, Farmington, Newington, Berlin, New Britain, Waterbury, Watertown, West Hartford, Enfield, Somers, Suffield, Manchester, Windsor, South Windsor, East Hartford, Vernon, Tolland, Granby, New Haven, Branford, Northford, Meriden, Wallingford, North Haven, East Haven, Guilford, Old Saybrook, Orange, Naugatuck, Milford Offices: 6 • Associates: 214 Page Taft Real Living 89 Whitfield St., Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage Areas: Connecticut Offices: 3 • Associates: 60 Randall, REALTORS® Real Living 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Marjorie Murray, RCC, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-3605 (Direct) • (800) 443-2295 (Toll Free) Email: mmurray@psre.com URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 8 • Associates: 350

FLORIDA Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy., Ste. 400, Sunrise, FL 33323 Contact: Rei Mesa, CRS, CRB, President/CEO Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Email: ReiMesa@BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs Email: sharonsapp@BHHSFloridaRealty.com URL: www.BHHSFloridaRealty.com Coverage Areas: 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans and 1031 exchange services Offices: 39 • Associates: 1,350

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100

ILLINOIS McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage Areas: Alsip, Aroma Park, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Ridge, Clearing, Country Club Hills, Crest Hill, Crestwood, Crete, Evergreen Park, Flossmoor, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homewood, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manteno, Matteson, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Richton Park, Riverdale, Roseland, Steger, Tinley Park, University Park, Worth Offices: 18 • Associates: 450+

INDIANA McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Beverly Shores, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, Dune Acres, East Chicago, Gary, Griffith, Hammond, Hebron, Highland, Hobart, Kouts, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Long Beach, Lowell, Merrillville, Michiana Shores, Michigan City, Miller Beach, Morocco, Munster, Ogden Dunes, Otis, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, St. John, Sumava Resorts, Thayer, Valparaiso, Westville, Wheatfield, Whiting, Winfield Offices: 18 • Associates: 450+

LOUISIANA GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • (504) 402-9567 (Cell) • (800) 256-5677 (Toll Free) Email: NHarmann@GardnerRealtors.com URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services Offices: 24 • Associates: 800

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com URL: www.c21nm.com Coverage Areas: Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

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MASSACHUSETTS

NEW JERSEY

Kinlin Grover Real Estate Real Living 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage Areas: Southeastern Massachusetts Offices: 16 • Associates: 275

Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, VP, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

MISSISSIPPI GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • (504) 402-9567 (Cell) • (800) 256-5677 (Toll Free) Email: NHarmann@GardnerRealtors.com • URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services Offices: 24 • Associates: 800

MISSOURI Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Rd., Ste. 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 • (314) 835-6050 (Direct) Email: aignatowski@bhhsselectstl.com URL: www.bhhsselectstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County Offices: 11 • Associates: Over 500

NEBRASKA Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation & Business Development Tel: (800) 477-7653 or (402) 547-5137 Email: Katie.adams@BHHSamb.com URL: www.BHHSamb.com Coverage Areas: Omaha and Lincoln Metropolitan Area, including Omaha, Bellevue, Ralston, LaVista, Papillion, Gretna, Elkhorn, Fremont, Lincoln, Council Bluffs and surrounding communities

NEVADA Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Ste. 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com • URL: www.BHHSNV.com Coverage Areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050 Better Homes and Gardens Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 or (800) 451-3131 • Fax: (916) 488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage Areas: Northern California, Northern Nevada Offices: 35 • Associates: 2,000

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Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: 1-877-DTURTON Email: dturton@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NEW YORK Better Homes and Gardens Rand Realty 10 Schriever Ln., New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage Areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: 800+

Coach REALTORS® 66 Gilbert St., Northport, NY 11768 Contact: Jose Matos, Inbound Referral Coordinator Tel: (800) 321-7356 ext. 138 Email: jmatos@coachrealtors.com URL: www.coachrealtors.com/buying-and-sellin/relocation.cfm The Coach REALTORS® Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators: Jose Matos, Kathy Brandofino and Roseanne Tourto. These three professionals draw upon more than 50 years of combined relocation experience in order to make the client transition a comfortable one.

Offices: 19 • Associates: 650+ Coldwell Banker Prime Properties 10 Osgood Ave., Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax: (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Associates: 500 Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com • URL: www.fillmore.com Coverage Areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

NORTH CAROLINA Coldwell Banker Advantage 7610 Six Forks Rd., Ste. 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation & Referral Services Tel: (800) 274-5345 • (919) 846-3330 (Direct) Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

PENNSYLVANIA Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Lusk & Associates Sotheby’s International Realty 100 Foxshire Dr., Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com • URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania Offices: 1 • Associates: 40 RE/MAX 440 and RE/MAX Central 701 West Market St., Perkasie, PA 18944 Contact: Tom Skiffington, Broker/Owner • Tel: (215) 453-7653 or (215) 643-3200 Email: tom@tomskiffington.com URLs: www.pahomesforsale.com • www.lehighvalleyrealestate.com Coverage Areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

RHODE ISLAND Randall, REALTORS® Real Living 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

SOUTH CAROLINA Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Dr., Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, (864) 678-5244, ktaylor@cdanjoyner.com, Jo Anne Conner, Network Mgr., (864) 678-5227, jconner@cdanjoyner.com, URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 10 • Associates: 400+

TEXAS Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Pkwy., Ste. 301, San Antonio, TX 78258 Contact: Pam Poitevent, Sr. VP Relocation Services

RISMedia’s REAL ESTATE April 2017 125

Tel: (800) 521-1408 (Toll Free) • (210) 483-7035 (Direct) Email: ppoitevent@cbharper.com • URL: www.cbharper.com Coverage Areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas Offices: 8 • Associates: 350+

VIRGINIA CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com

URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

INDEX OF SERVICE PROVIDERS ABR®...................................................................................14

National Association of REALTORS® Global.................127

American Home Shield...................................................13

National Association of Women in Real Estate Businesses (NAWRB).................................82

Asian Real Estate Association of America (AREAA)....39 Berkshire Hathaway HomeServices.............................. IBC

The Personal Marketing Company..........................67, 80

Buyside..............................................................................44

Pillar To Post Home Inspectors...........................................2

Century 21 Real Estate LLC...............................................1

Real Living® Real Estate...................................................25

Engel & Völkers...................................................................5

Realtors Property Resource®...........................................27

The Entrust Group...........................................................111

Realty ONE Group............................................................28

Homes.com........................................................................7

RE/MAX, LLC.....................................................................10

Homes & Land..................................................................92

Resort and Second-Home Property Specialist (RSPS)

HomeSmart International.....................................................21

Certification......................................................................... 36

HomeTeam Inspection Service............................................40

RISMedia’s Automated Content Engagement (ACE)...................................................................9, 88-89, 117

HSA Home Warranty............................................................ IFC Leading Real Estate Companies of the World®................17 MRE – Win Local®........................................11, 35, 121, 126 National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................19

RISMedia’s Top 5 in Real Estate Network®.............74, 112 Title Resource Group (TRG®)..........................................BC Weichert Real Estate Affiliates, Inc.................................42 Workman Success Systems........................................87, 91

National Association of REALTORS®............................8, 23

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{re: Real Estate} Keeping Your Brokerage on the Right Side of the Law

R

unning a real estate brokerage involves many responsibilities, including staying on top of everevolving legal issues. Fortunately, brokers can rely on extensive legal resources from the National Association of REALTORS® (NAR) to make sure they’re covering all the bases.

Among the most beneficial resources for brokers: Window to the Law Videos Each month, NAR issues brief videos on timely legal topics. Consider showing these 5-minute videos in sales meetings to launch a discussion with your associates around these and other recent topics:

8Legal marijuana and the real estate professional 8New HUD guidance 8Patent settlement protects the industry 8Managing records more efficiently Some video topics, such as Copyright Infringement “Safe Harbor” (March 1, 2016) include additional beneficial resources. Learn how a provision in the Digital Millennium Copyright Act (DMCA) can help protect brokerages from copyright infringement liability when hosting an IDX display (primarily by citing your MLS as the source of listing photos). The video also includes a link to a related article offering further guidance and sample agreements to use when working with photographers for your own listings.

To access all of NAR’s Window to the Law videos, go to www.nar.realtor/videos/window-to-the-law.

Legal Case Summaries NAR’s Legal Affairs staff compile case summaries on lawsuits being heard across the U.S. Even if these cases are outside your region, the summaries provide valuable perspectives into how potential legal problems can arise, as well as important insights into courts’ findings.

These cases are also helpful tools for sales meetings. For instance, continuing with the copyright infringement example cited above, the case summary titled “Photo Infringement Lawsuit Dismissed” involves the use of a copyrighted photograph on a real estate professional’s website. While this case was dismissed, the details provided in the summary make excellent discussion points.

You can find NAR’s summary of this and other cases at www.nar.realtor/legal-case-summaries.

128 April 2017 RISMedia’s REAL ESTATE

Real Estate Brokerage Essentials The new fourth edition of “Real Estate Brokerage Essentials®: Navigating Legal Risks and Managing a Successful Brokerage” is the best tool you’ll find for running your offices efficiently and minimizing your risk for legal liability.

A true step-by-step guide to key legal and risk-management topics, this product covers everything from hiring and training employees, licensing issues, dealing with consumers, key intellectual property concepts and how to understand and deal with tough business issues.

With 15 comprehensive chapters, you’ll find updates throughout the new fourth edition, including sample forms, checklists, case summaries and legal acts and statutes. Roughly a third of the content is completely new to this edition, including several topics in a new chapter on emerging risk management issues:

8Drones 8Medical marijuana 8REALTOR® safety and security 8ADA policies 8Teams 8License reciprocity 8Social media and internet advertising 8Money laundering 8Distracted driving Perhaps best of all, “Real Estate Brokerage Essentials” is designed for ease of use. It offers numerous quick tips, helpful summaries and checklists to simplify and streamline your efforts to successfully manage your business.

The latest edition of “Real Estate Brokerage Essentials” can be ordered through the REALTOR® Store at www.store.realtor.org/product/book/real-estate-brokerage-essentials?sku=126-359.

Legal Pulse Each quarter, NAR issues a new edition of Legal Pulse, a newsletter that analyzes trends in the previous quarter impacting real estate professionals, tracking both cases and statutes. Legal Pulse also identifies growing issues and trends so you’ll know where additional training is needed.

Each edition of Legal Pulse, as well as a brief video summary, can be found at nar.realtor/publications/ legal-pulse. re:Resources To find all of NAR’s valuable tools for keeping your office in the right, visit www.nar.realtor/law-and-ethics. RE

“Berkshire Hathaway HomeServices provides cutting-edge tools to connect us globally, all the while we never lose focus on the local communities and personal connections that dene our industry.”

David Mussari Managing Partner/Broker Berkshire Hathaway HomeServices Professional Realty, Ohio

Residential • Commercial ©2017 BHH Affiliates, LLC. Real Estate Brokerage Services are offered through the network member franchisees of BHH Affiliates, LLC. Most franchisees are independently owned and operated. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Information not verified or guaranteed. If your property is currently listed with a broker, this is not intended as a solicitation. Equal Housing Opportunity.

BHH Affiliates, LLC, 18500 Von Karman, Suite 400, Irvine, California 92612 (949) 794-7900. For New York Residents: This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. For Minnesota Residents: BHH Affiliates, LLC is registered in the State of Minnesota, Registration number F-7072.

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