Page 1


In It to


WIN IT A Culture of Teamwork Keeps CENTURY 21 North Shore at the Top of Its Game – Page 82

Home Warranty Protection (Because you can’t bubble wrap everything.) COVERAGE FOR THE UNEXPECTED Breakdowns happen in every home. That’s why your clients’ budgets need the protection of the company that founded home warranty plans. We provide coverage against the costs of unexpected repairs and replacements of covered appliances and home system components. No matter which plan your clients choose, they will experience the same quality coverage*, including: • Failure due to lack of maintenance

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This is home. It’s a place called amazement. Home is a word that signifies so much. You understand what it means for each of your clients, and they rely on you to lead them on their journey there. Our goal is to help your clients truly understand their home, so they can feel good, feel right, and know the miraculous feeling of home.

pillartopost.com Each office independently owned and operated.

{Contents} December 2017/Vol. 33, No. 12 • www.rismedia.com

{On the Cover} 82 In It to Win It A Culture of Teamwork Keeps CENTURY 21 North Shore at the Top of Its Game






15 P  olicy Matters: Marijuana’s

34 When Data Makes the Difference

90 Recognition, Celebration and Inspiration Mark 22nd Annual RISMedia Power Broker Event Take a look inside our annual event in this special photo recap.

20 Executive Appointments 31 T he Commercial Broker

Percent in Q3

{Highlights} In this month’s feature, see how HouseCanary is empowering agents with game-changing predictive analytics.

Impact on Real Estate 16 N  AR Power Broker Roundtable: Passing the Gavel: A Look at the Year Ahead 18 R  EBAC Report: 6 Ways to Ensure Your Website Connects With Today’s Buyers

Roundtable: The Amazon Effect: The Evolution and Disruption of the Commercial Market 46 D  on’t Wait: Buying Will Cost More in Just One Year 47 Technology for REALTORS®: New Developments and Special Offers 53 H  ome Prices Keep Rolling, up 5.3

“Happy agents are productive agents.” That’s the reasoning of Jim D’Amico, dynamic broker/owner and chief motivator of CENTURY 21 NS Group/North Shore of New England, a Massachusetts-based firm whose more than $1 billion in real estate sales last year is validation of his belief. D’Amico, who has overseen more than 25 years of company growth, understands that his agents are a driving force in the firm’s success. “I’ll stop whatever I’m doing to take a call from one of my agents,” says D’Amico. “I appreciate their value and I want them to know it—to know I’m there for them 24/7 and I value their success as much as they do.” In this exclusive interview, D’Amico shares the vision and strategies that help to motivate continued growth.

102 B  log Spot: 4 Reasons Your Smaller House Can Sell for More Than Ever Before

103  Tips to Help Market Yourself 105 4  Ways to Combat Lukewarm Leadership

111 W  ebinar Recap: Talking With

106 4 Reasons Why a National MLS Database Makes Sense Here, learn why now’s the time to shift our mindset and move toward a national database system.

108 Using Data to Understand Real Estate Trends

Today’s Top Producers: The In this exclusive feature, explore the Power of Prospecting, Staying current trends affecting homebuyer Competitive and More and seller activity. RISMedia’s REAL ESTATE December 2017 3

{Features} 28 Top Agents Dominate With


Multi-Channel Content Marketing 32 Staying Ahead of a Shifting Mindset 49 Power Broker Perspectives: Thomas Gallagher, Tipper Williams 54 Strategies: American Home Shield; CINC (Commissions Inc.); Clareity; Quicken Loans; Realtors Property Resource® (RPR®); Zillow 70 M  aking Real Estate Personal Again 74 A Top Producer’s Dream 78 A Compelling Formula for Success 82 In It to Win It 97 Out With the Old, in With the New: A 2018 Real Estate Outlook 98 RISMedia’s Great Spaces 110 Webinar Recap: Collaboration Key to Bringing Convenience, Transparency and Flexibility to Real Estate Transactions 112 Ask the Experts: Guiding Clients Through a Home Inspection, Staging a Home to Sell, Tips for Designing Real Estate Postcards


{Interviews} 68 Bruce and Sandy Soli, Engel & Völkers Lake Tahoe

86 Peter Giese, United Real Estate 87 Lynsey Engels, Mel Foster Co. 87 Allie Beth Allman, Allie Beth Allman & Associates

88 Mike Cole, Realty ONE Group Dockside 89 Deborah Thompson, Coldwell Banker Hartung and Noblin, Inc.

62 C  leve Gaddis - Paying Your Bills Isn’t Enough

63 R  ick Geha - Building Tomorrow, Today

63 Bob Sokoler - Planning for the Unexpected

{Experts} 25 Brian Buffini - Lessons on Leadership From The Brian Buffini Show 26 D  esirée Patno - Women’s Homeownership: A Sanctuary 43 Geoff Lewis - For Your Holiday List: 4 Great Ways to Treat Yourself 44 T erri Murphy - Mind Shift: 4 Quick Tips to Jumpstart Your 2018 61 Verl Workman - The Proactive Thinker

4 December 2017 RISMedia’s REAL ESTATE

{Every Issue} 6 RISMedia Online 9 Publisher’s Desk 112 Did You Know? 115 Service Profiles 123 Referrals 128 RE: Real Estate—Capitol Hill Update: NAR’s 2017 Political Advocacy Efforts


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Catch the latest buzz

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

Talking With Today’s Top Producers: The Power of Prospecting, Staying Competitive and More

In the latest RISMedia webinar, we got a little taste of how some of today’s top real estate pros meet the needs of their clients, drive more action to their business, hustle their teammates and lock in those leads.

Relaxation Awaits: 2018 Best Places to Retire

Are you getting ready to find your retirement paradise? There are a lot of things to consider before making the big move. Lucky for you, U.S. News & World Report just unveiled their 2018 Best Places to Retire list to help you make your decision.

Buying a Home? Factor These Into Your Interest Rate Calculations

The mortgage process can be complicated if you jump in without any prior knowledge on home-buying and lending. The best tool you can arm yourself with is an understanding of how your mortgage interest rate is calculated.

Advance your career and marketability! See and sign up for courses from NAR’s Center for REALTOR® Development/ Learning Library on RISMedia.com. (Check back often for monthly specials!)

How to Find Your Perfect First Home

With many factors at play, it may seem challenging to find the ideal new space to call home; however, by using these tips, you could more easily locate the perfect starter home to move into.

Give Your Home a Facelift: Home Improvement Projects for Less Than $500

Home improvement doesn’t have to break the bank. You can freshen up the spaces in your home or investment property with a number of small projects that cost less than $500, and make you feel like you spent a lot more! Here are some basic ideas.

COMING SOON: You asked—we listened! Access our #RISWebinars, all in one place, on RISMedia.com.

Connect with RISMedia @RISMediaUpdates








6 December 2017 RISMedia’s REAL ESTATE

Gearing up for holiday travel? Like @RISMedia and @HousecallBlog on Facebook to stay in the know, on the go.








You do the math. Does your current brokerage add up?

joinremax.com ©2017 RE/MAX, LLC. All rights reserved. Each office is independently owned and operated. 17_204999

THE 2018



A P RI L 4


5 , 2 01 8

R E G I S T R AT I O N T O O P E N J A N U A R Y 2 0 1 8

Vi sit www.N A R.re a ltor/ B roke rS um m it for 2018 program updates and to view highlights and photos from previous events

{Publisher’s Desk} Ending the Year With Enthusiasm


aving just returned from the REALTORS® Conference & Expo in Chicago, I’m truly excited by the level of commitment and enthusiasm I witnessed. A commitment to moving the industry forward and an enthusiasm to embrace the change and challenges that it will entail.

Generate More Business from Social Media!

During our annual Power Broker Forum (see the recap on page 32), my co-moderator, HSF Affiliates CEO Gino Blefari, set the stage for our panel discussion on New Strategies for Consumer Engagement with a simple yet powerful statement: “We all trade on the same currency—and that’s attention.” And that attention, said Gino, lies in the palm of our hand—the mobile device. The dependence on mobile is just one way real estate is changing. Baird & Warner President & CEO Steve Baird pointed to Tesla. Whereas other car companies took an old car and put in an electric engine, Tesla thought about the car itself in a whole new way. We must do the same in real estate. “Consumers hate our process. We have to get to a place where consumers love our process,” explained Steve. One way forward-thinking brokers and agents are changing the process is by engaging consumers with predictive analytics. HouseCanary, a leader in this field, is equipping real estate professionals with accurate data. As CENTURY 21 New Millennium CEO Todd Hetherington says in this month’s cover story (page 34), “We have a distinct competitive advantage if we are armed with more accurate data and more detailed content.” But whether it’s predictive analytics, social media or the next technological breakthrough, it always goes back to the relationship, emphasized Howard Hanna CEO Helen Hanna Casey during the Forum. “None of these things matter if we can’t repackage them for our agents to hand-deliver it for our consumers,” she explained. “All of this doesn’t change the process unless we work together.”

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!

Your Company Logo!

Your Headshot & Contact Info!

Mobile View RISMedia’s Automated Content Engagement

Responsive Design

And working together is one of the things this industry does best, a fact we celebrated during our 22nd Annual Power Broker Dinner held at the Palmer House Hilton. Find out about our award winners and see some great photos from the event starting on page 90.

Your Headshot & Contact Info!

As we close out another memorable year, on behalf of the entire team here at RISMedia, we extend our sincere appreciation to our loyal readers and media partners, and we wish all of you a joyous and healthy holiday.

John E. Featherston CEO & Publisher

Your Company Logo!


CEO & Publisher John E. Featherston Executive Vice President Darryl D. MacPherson

EDITORIAL Executive Editor Maria Patterson Online Managing Editor Beth McGuire Managing Editor Paige Tepping Online News Editor Suzanne De Vita Senior Content Editor Zoe Eisenberg Associate Content Editor Liz Dominguez Blog/Social Media Editor Jameson Doris Contributing Editors Lesley Grand; John Voket; Barbara Pronin; Keith Loria; Andrew King; Deborah Kearns

INFORMATION TECHNOLOGY Chief Information Officer Edward T. Kingston Web Designer Kevin Kirwan Director, Client Solutions Peter Di Salvo Digital Marketing Manager Edwin Melliza Information Technology Manager James Jones Research Analyst Jaxson Corsi

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

MARKETING, COMMUNICATIONS & PUBLIC RELATIONS Marketing & Communications Director Jim Jarvie

CLIENT SERVICES & EVENTS MANAGEMENT Client Services & Events Management Director Cindi Gallucci

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 RIS CONSULTING GROUP Vice President, Managing Director John Sculley, CRP Projects Director Peg Guinta, CRP Email: consulting@rismedia.com

HEADQUARTERS 69 East Avenue, Norwalk, CT 06851 RISMedia: (203) 855-1234 • FAX (203) 852-7208 Top 5 in Real Estate Network®: (203) 853-2167 • FAX (203) 852-7208 RIS Consulting Group: (203) 852-4304 • FAX (203) 852-4309 www.rismedia.com • www.top5inrealestate.com • ace.rismedia.com

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). All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specific authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

{Did You Know?} #REalityCheck

The most expensive metro areas by median existing single-family price in the third quarter of 2017 were: San Jose, Calif. ($1,165,000) San Francisco, Calif. ($900,000) Anaheim-Santa Ana, Calif.($790,000) According to the latest Leading Indicator of Remodeling Activity (LIRA) released by the Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University, home remodeling spending is projected to pick up, from 6.3 percent in the fourth quarter of 2017 to 7.7 percent in the third quarter of 2018.

Seventy of the top 100 largest metropolitan areas see more starter homes on-market in October, November and December,

relieving prices 4.8% over spring. Source: Trulia Inventory and Price Watch

12 December 2017 RISMedia’s REAL ESTATE

Urban Honolulu, Hawaii ($760,200) San Diego, Calif. ($607,000) Source: National Association of REALTORSÂŽ

According to U.S. News & World Report, the top 10 2018 retirement spots are:

1. Sarasota, Fla. 2. Lancaster, Pa. 3. San Antonio, Texas 4. Grand Rapids, Mo. 5. El Paso, Texas 6. McAllen, Texas 7. Daytona Beach, Fla. 8. Pittsburgh, Pa. 9. Austin, Texas 10. Washington, D.C.

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{Policy Matters}

Marijuana’s Impact on Real Estate This column is brought to you by the NAR Real Estate Services group.

by Megan Booth


hile the cultivation, distribution and possession of marijuana remain illegal under the federal Controlled Substances Act (CSA), nearly all states1 allow for the limited medical use of marijuana and eight states (plus the District of Columbia) allow for some recreational use. More than 17 states allow individuals to grow their own marijuana plants for personal use.

To date, the federal government has primarily targeted marijuana trafficking and distribution of marijuana to minors; however, the Trump Administration has specifically stated that there is a “big difference2” between medical and recreational marijuana, and Attorney General Jeff Sessions is strongly opposed to the legalization of marijuana. Marijuana legalization has an impact on real estate in a variety of ways. It can affect closings, leasing, property condition, association policies and more. If you are in one of the 46 states that allows some form of legal marijuana, you should develop policies and procedures for marijuana use and cultivation in properties that you own, sell, lease or manage. Marijuana plants require significant light and water to thrive. This affects utility usage, and, if not controlled, can cause mold due to the high humidity that encourages growth. Many growers use clos-

ets or other small spaces as grow rooms. You may want to address this type of usage in your building policies and be aware of it during inspections. Residents can request an accommodation for medical marijuana even if your building is non-smoking. You should consider what types of accommodation you will provide. Marijuana does not have to be smoked; there are edible options, and creams that can be absorbed through the skin. If your state permits the use of recreational marijuana, there are also decisions to make. Do you allow residents to smoke it? If your property is non-smoking, do your rules apply to marijuana in addition to cigarettes? Does your condominium or homeowners association address this in rules relating to smoking and/or growing marijuana? If you do allow smoking (either for recreation or as a medical accommodation), how do you address secondhand smoke to other residents? What about future use of a unit if the odor permeates drywall or carpeting? Financial institutions are regulated by the federal government and are subject to criminal and administrative sanctions if they offer services to marijuana businesses. As a result, most marijuana business is conducted in cash. Business tenants are also likely to pay rent in cash. This can lead to increased security risks for properties and subject landlords to money laundering

statutes. If you do lease to a marijuana business, you should clearly identify landlord and tenant responsibilities for security measures. Recently, there have been changes in policy by some title companies, refusing to close or insure any property associated with the cultivation, distribution, manufacture or sale of marijuana. Obviously, this will complicate the settlement process for some properties. You should strive to be aware if title companies in your area have similar policies. The biggest risk for real estate is federal civil asset forfeiture laws. If the government utilizes civil asset forfeiture, entire buildings and properties can be seized for being complicit in or failing to prevent illegal activity. This has not yet been used with respect to state-legalized marijuana; however, shifts in Trump Administration policies could change this policy by the federal government. RE (1) http://www.ncsl.org/research/health/state-medical-marijuana-laws.aspx (2)https://www.whitehouse.gov/the-press-office/2017/02/23/pressbriefing-press-secretary-sean-spicer-2232017-15.

A summary of considerations by National Association of REALTORS® affiliate, the Institute of Real Estate Management, is available here: http://irem. org/File%20Library/Public%20Policy/MarijuanaLegalizationLaws.pdf. A brief video outlining marijuana issues is also available on NAR’s website here: https://www.nar.realtor/impact-of-legalizedmarijuana. Megan Booth is a senior policy representative in NAR’s Government Affairs Department. RISMedia’s REAL ESTATE December 2017 15

{The NAR Power Broker Roundtable} Passing the Gavel: A Look at the Year Ahead MODERATOR:

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

Christina Pappas District Sales Manager, Keyes Company, Miami, Fla.; 2018 Liaison for Large Residential Firms Relations, NAR 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: Welcome, Christina! It

seems impossible that a year has passed since I stepped into this liaison post, but it has, and it’s been a busy year at that. It’s been challenging but productive, and I have to say, I’ve enjoyed every discussion we’ve had, so it’s a real pleasure to put the reins in your very capable hands.

Christina Pappas: Thanks, Robert.

original owner more than 50 years ago, so my dad literally grew up in it, as well. You might say we’re poster kids for the family-owned real estate business.

RB: All of which means you are well aware of the issues brokers are facing. In the last year alone, for example, we’ve come through a national election, a changing of the guard at NAR, and a series of natural disasters that has touched many thousands of lives and is impacting our industry in many ways. CP: Those natural disasters have

been top of mind for me and, in fact, will be the topic for my first Power Broker Roundtable discussion next month. I think it’s crucial for brokers everywhere to be prepared for the worst, and we need to share precautionary practices that work when you need them—especially from those who have experienced firsthand the havoc that Mother Nature can wreak.

RB: As brokers and as an industry, we have plans and goals for next year. But we need the flexibility to adapt, if we need to, to unknown or unforeseen issues. What else are you thinking of in terms of topics?

I’ve been following your monthly discussions with interest, and I appreciate the fact that there’s always something of value for brokers and agents to take away. I look forward to scheduling timely topics to explore and adding new and diverse perspectives.

CP: Well, we’ve all talked about millennials from the standpoint of buyers, but as I can attest from my own experience, millennial agents are the up-and-coming generation. I’d like to talk about how they are redefining our industry, and what we can take from that now.

RB: For readers who may not know you, Christina, I should point out that you literally grew up in the real estate world, the daughter of Mike Pappas, whose Keyes Company has been a force in Florida real estate for—believe it or not—more than 90 years!

RB: Interesting—and timely. Clearly, you’ve done some thinking.

CP: Yes, well, that’s true, and in

fact, we’ve been a family business for most of that time. My grandfather bought the company from the

16 December 2017 RISMedia’s REAL ESTATE

CP: I have. I also think there’s great value in revisiting wire fraud, which is becoming more of an issue as we speak, and succession planning, which is a hot topic as a generation of boomers begin to look ahead toward retirement. RB: And I assume you will want to tackle

“As I can attest from my own experience, millennial agents are the up-and-coming generation. I’d like to talk about how they are redefining our industry.” – Christina Pappas 2018 Liaison for Large Residential Firms Relations, NAR how tax reform, in whatever final form it takes, will impact the state of the market...

CP: Absolutely, and any other issues that new legislation may toss into the arena. The point of this Power Broker Roundtable is to recognize what’s on the minds of our broker colleagues and share our best strategies for dealing with them...which brings up another point. RB: What’s that? CP: As I take over this chair, I will be acting, as you have for the past year, as a liaison between brokers and NAR. I hope to bring to the forefront some noteworthy NAR news and messages, but I also want to hear from brokers out there about topics they’d like our panels to explore— and, for that matter, from brokers who would like to participate in this Roundtable. I’m reachable any time, CPappas@keyes.com, so don’t hesitate to reach out. RB: Well said, Christina. You will be a credit to the post, and I anticipate some noteworthy columns. CP: That’s my goal—to keep them on point and relevant—and thanks to you, Robert, for all you’ve done to keep our broker community current over the past year. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

Find your path at C21.com


©2017 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21 and the CENTURY 21 Logo 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. ®


{REBAC Report}

6 Ways to Ensure Your Website Connects With Today’s Buyers by Marc D. Gould


t’s no secret that buyers love searching for homes online. For many years, research has found that this is how the overwhelming majority of buyers begin their search. Once buyers are ready to get serious, how do they select an agent?

While referrals play an important role, it’s hard to deny that the internet has gained prominence. Buyers are going online to find houses and screen agents. It’s foolhardy to assume that an agent can ignore the importance of their online presence, starting with their website. How can you make sure your site is connecting with buyers?

2. INCLUDE A “PERSONAL” INTRODUCTION. Real estate may be about houses, but at its core, it’s about people. When searching for a house, buyers want to feel relaxed and comfortable with their agent. A stiff, formal biography won’t encourage buyers to reach out. Instead, use conversational language to extend a warm, personable handshake.

1. MAKE SURE IT’S UP-TO-DATE. If your site displays stale content, looks out-of-date or doesn’t work well on mobile devices, many buyers will scratch your name off their list. It’s not a question of your age or experience, but a matter of being out of step with today’s market. Just as unfashionable clothing or hairstyles are undesirable, agent sites should reflect today’s standards.

3. FOCUS ON YOUR EXPERIENCE. While liking you is important, this isn’t enough to win business. You also need to demonstrate—in words buyers can easily understand—that you have sufficient knowledge and experience. Without bragging, explain what you bring to the table and how you can help them. Include any specific benchmarks for success and advanced training, such as the Accredited Buyer’s Representative (ABR®) designation or other areas of specialization. 4. HIGHLIGHT THE EXPERIENCE OF OTHERS. Testimonials and reviews are still one of the most powerful marketing tools at your disposal. Even if a buyer’s best friend says, “Trust me, she’s great,” that buyer will still want to see evidence that other people agree with their friend’s recommendation. 5. PROVIDE A TOP-NOTCH SEARCH EXPERIENCE. If your site offers local property searches, make sure it’s

18 December 2017 RISMedia’s REAL ESTATE

set up to facilitate buyers’ preferred search criteria. Unless you’re providing access to information not easily found elsewhere, stay away from requiring a registration to search. 6. MAKE IT EASY TO GET IN TOUCH. Make sure buyers don’t encounter any difficulties reaching you. Make the contact button easy to find by positioning it in more than one location on every page. Test your contact form to ensure that it works and that inquiries are answered. No standalone website? While agents should take advantage of every marketing tool offered by their managing broker, don’t stop there. If this is the only place buyers will find you when searching online, many may think you’re less invested in your career, less experienced, etc., than other agents. Make sure all other online profiles are up-to-date, with matching photos and similar marketing messages. Search for yourself online to see how consumers will find you, and what their first impressions will be. Use these tips to generate more connections with online buyers. To learn more, check out the oneday Real Estate Marketing Reboot course, which can be taken online or in a classroom, and counts toward earning the ABR® designation. Visit http://rebac.net/content/real-estate-marketing-reboot for details. RE Marc D. Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A wholly-owned 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.

{Executive Appointments}

THE NATIONAL ASSOCIATION OF REALTORS® (NAR) has installed its 2018 leadership, with Elizabeth Mendenhall, a sixth-generation REALTOR® from Columbia, Mo., installed as 2018 president, the organization recently announced. Mendenhall, CEO of RE/MAX Boone Realty, succeeds 2017 President Bill Brown. John Smaby, a second-generation REALTOR® from Edina, Minn., was installed as 2018 presidentelect, while Vince Malta, a third-generation REALTOR® from San Francisco, Calif., was installed as 2018 first vice president. Thomas Riley, a REALTOR® from Bedford, N.H., was installed as 2018 treasurer. Colleen Badagliacco, a REALTOR® from Morgan Hill, Calif., was installed as vice president, Association Affairs. Kenny Parcell, a REALTOR® from Salt Lake City, Utah, was installed as vice president, Government Affairs. REALOGY HOLDINGS CORP. recently announced a leadership succession plan. Ryan M. Schneider has been named Realogy’s president and chief operating officer (COO), and appointed to the company’s Board of Directors. In addition, he

20 December 2017 RISMedia’s REAL ESTATE

will become Realogy’s chief executive officer (CEO), effective Dec. 31, 2017. Richard A. Smith, Realogy’s chairman and CEO, will retire effective Dec. 31, 2017, after 21 years of leadership with the company. Michael J. Williams, Realogy’s lead independent director, will succeed Richard A. Smith as chairman of the company’s Board of Directors, effective Dec. 31, 2017. The former president and CEO of Fannie Mae from 2009 through 2012, Williams has served as a Realogy director since November 2012. Schneider joins Realogy after nearly 15 years of senior leadership experience at Capital One Financial Corporation. From 2007 to 2016, he was president of Capital One’s Card division, its largest business, where he oversaw all of Capital One’s consumer and small business credit card lines in the U.S., U.K. and Canada. Smith has led Realogy’s business operations for the past 21 years, including 10 years at the helm of Cendant Corporation’s Real Estate Services Division, from which Realogy was formed as a spinoff in 2006.

HSF AFFILIATES, LLC, operator of Berkshire Hathaway HomeServices, Prudential Real Estate and Real Living Real Estate, has named Michael Jalbert senior vice president of Sales. Jalbert, formerly senior managing director at Banister International, LLC, will be responsible for the growth of Berkshire Hathaway HomeServices and Real Living Real Estate. Jalbert was vice chairman and partner at ERA Europe, Inc. in Versailles, France, responsible for franchise sales. Under his direction and in just six years, the franchisor grew from 300 offices in five countries to 1,500 offices in 17 countries.

LEADING REAL ESTATE COMPANIES OF THE WORLD® (LeadingRE) has named Dan Nelson vice president of Performance Excellence. Nelson, based in the network’s Chicago, Ill., office, is overseeing all online and offline learning and development initiatives for LeadingRE members and staff, with a focus on performance and results. Among Nelson’s core responsibilities will be managing Institute, LeadingRE’s award-winning online learning platform for members. Nelson will oversee instructional design, content development, financial management and technology for the program, which currently has a library of over 350 proprietary courses and recently marked its one-millionth course enrollment. Nelson will also participate in managing content for the network’s extensive conference offerings. WEICHERT TITLE GROUP has named John Glenn vice president of Sales, the company recently announced. Glenn, formerly business development officer and state sales manager for New Jersey with Stewart Title Company, will be responsible for leading the New Jersey sales team, with a strong emphasis on customer relationships and sales. RE For more executive happenings, please visit www.rismedia.com.

Adventurer... Real estate expert Anytime, anywhere!

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WE’RE A COMMUNITY. In an industry where relationships make the difference, Leading Real Estate Companies of the World® is a global community beyond compare — where the people behind the world’s top independent real estate firms come together to do business, collaborate on ideas and share opportunities. LeadingRE.com/ OurCompanies


Serve Those Who Serve Our Country

Earn NAR’s Military Relocation Professional (MRP) Certification Sharpen your knowledge and skills for working with active duty military buyers and sellers, as well as veterans with NAR’s Military Relocation Professional Certification. To learn more, visit MilitaryRelocationPro.org.

Provide value. Whether you’re connecting with clients or networking with others, provide ongoing value to help build your relationships. According to Dr. Ivan Misner, networking expert and founder and chief visionary officer of BNI, “Networking is more about farming than it is about hunting.”

Lessons on Leadership From The Brian Buffini Show by Brian Buffini


ohn Quincy Adams once said, “If your actions inspire others to dream more, learn more, do more and become more, you are a leader.”

As the host of The Brian Buffini Show podcast, I’ve had the pleasure of interviewing leaders across many industries to hear their stories and get their best advice. Once a month, Dermot Buffini, CEO of Buffini & Company, sits in to interview business leaders in the real estate industry. Between the two of us, we’ve interviewed several legends who have inspired people to dream, learn, do and become more. Here are a few standout leadership lessons:

Strive to be above average. Although it’s not difficult to sell homes in a hot market, an agent’s skill is tested when the market slows. “In order to make it big, you have to do more than the average agent,” says leading real estate trainer Rick DeLuca. He follows the advice his father gave him when he was struggling in real estate: 1) target your activities; and 2) write down what the average agent does, then do more than that to be above-average.

Take control of your time. According to Dave Liniger, co-CEO, chairman and co-founder of RE/MAX, work will expand to fill the time, regardless of whether you work eight hours or 18 hours. In fact, he says, “If you’re going to work 18 hours a day, you will end up a failure.” Instead, focus on two or three areas where you see major results for your business and use the rest of your time to recharge and enjoy other interests that will allow you to learn things you can apply to your business.

Lead by example. Walter Schneider, president and co-founder of RE/MAX Integra, the largest brokerage within RE/MAX, says, “If you’re going to be a leader, behave like a leader.” It’s up to the leader to set the tone of the business by exemplifying the ideal habits, attitude and skills he or she wants to see in their agents. Additionally, become wellversed in the tasks and responsibilities of the company. “Don’t hand down to other people the things you’re not prepared to do,” he says.

Cultivate a positive attitude. Fill your mind with the good stuff, set goals and plan how you will handle challenges ahead of time. Tom Ziglar, son of motivational speaking legend Zig Ziglar and CEO of Ziglar, Inc., says, “A positive attitude will outperform a negative attitude every time. When you look at the upside and downside of taking the right approach, there’s no justification for taking the wrong approach.” Never stop learning. According to leadership expert Brian Tracy, research shows that most people feel their life is fixed. By investing in yourself through books, seminars, podcasts, etc., your life becomes more fluid. “If you don’t invest in yourself, you’ve subconsciously decided that you personally have no future.” The more you attend seminars and grow, the more you will transform your life. RE 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 more than 25,000 business people across North America. Today, Brian’s a New York Times best-selling author and reaches over 1 million listeners a year through his popular “Brian Buffini Show” podcast. For more information, pick up a copy of his latest book “The Emigrant Edge,” or visit buffiniandcompany.com. RISMedia’s REAL ESTATE December 2017 25

Women’s Homeownership:

A Sanctuary

Commentary by Desirée Patno


or real estate agents to be better prepared to serve women homebuyers, they must recognize women’s power as a buying pool and understand the meaning of homeownership to women—the fastest-growing and most exciting market in the housing ecosystem.

Delaying marriage, higher educational attainment and presence in higher-paying jobs have made women a budding home-buying market: 8According to the National Association of REALTORS® (NAR), single women comprised 17 percent of homebuyers in the past year, while single men made up 7 percent. 8The U.S. Census Bureau reports that in 2016, 49.8 percent of single women were homeowners compared to 46.8 percent of single men, and single women have outpaced single men in homeownership since 1986. Women’s success in homeownership is an inspiring feat—as they’ve had to balance the gender wage gap and higher mortgage rates—and, despite these developments that have 26 December 2017 RISMedia’s REAL ESTATE

assisted women homebuyers, their personal willingness and sacrifice to become homeowners is where the credit is due.

A SANCTUARY To women, homeownership doesn’t simply mean growing wealth or diversifying portfolios. A woman’s home is her sanctuary, a place of personal freedom, security and comfort in an impacting world. Single women pursue homeownership for various reasons, but they all relate to the desire for freedom—in where they want to live, and how they want to live. In response to NAWRB’s question regarding how important women consider homeownership and their personal home-buying obstacles on the subreddit AskWomen (/r/AskWomen), one respondent stated, “I enjoy it [homeownership] and am

privileged enough to be able to budget for both mundane upkeep and larger maintenance issues. It gives me the freedom to use the property as I see fit, gives me the space that I always wanted, but never had while renting, and, all told, actually costs less per month than renting did.” This relationship with your house is an irreplaceable characteristic of owning where you live. The confidence and security of knowing you have the power to use and modify your property as you please is an indescribable feeling. From being closer to family and having a property for their pets to providing a stable home to raise children, women are searching for these freedoms. One of the most long-term aspects of women’s homeownership is the benefit it carries for future generations. Homeownership is an invaluable contributor to generational growth, and women homeowners are effectively paving the way for future generations of women and girls to succeed. As a real estate professional, understand that single women aren’t waiting for marriage to obtain these benefits; they will make necessary sacrifices to attain them, whether it means taking a second job or adjusting their budgets to afford a down payment. Women are living their single lives fully, and they’re empowered. Understanding the motivations of women homebuyers and what owning a home truly means to them will help real estate professionals serve this fast-growing buying pool. 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.

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.

Engel & Völkers 430 Park Avenue · 11th Floor · New York · NY 10022 · Phone +1 212-234-3100 info@evusa.com · evusa.com

©2017 Engel & Völkers. All rights reserved. This advertisement is not an offering. An offering can only be made by prospectus filed first with the department of the law of the state of New York. Such filing does not constitute approval by the department of law. Additionally, depending on where you are located, an offering may require filing with your respective state authorities. Minnesota Registration Number: F-5339

Top Agents Dominate With Multi-Channel Content Marketing Discover Publications generates listings for top agents, eliminates stress by Paige Tepping


etween going on listing appointments, negotiating sales and converting leads, real estate professionals have their hands full. But for those dead set on dominating the market, a well-rounded content marketing strategy is key. With multi-channel marketing innovator Discover Publications, real estate professionals can reap all the rewards without doing any of the heavy lifting. Discover Publications was founded over 25 years ago by former real estate agent Leo Zupan. “Leo did well in real estate, but in 1993 became a single father of four,” says Catherine Sylvester, Leo’s daughter and CEO of Discover since 2015. “That was back when agents had to constantly be in the field. Leo had to figure out how to stay in the industry he loved and also be home when my siblings and I got off the bus.” Carrying on the values upon which Discover Publications was founded, Sylvester explains that the motivation behind the creation of the company has everything to do with Zupan’s experience as a real estate agent. 28 December 2017 RISMedia’s REAL ESTATE

Drawing on the difficulties he faced when trying to find good marketing that didn’t require a large time commitment, Zupan developed a direct mailer that was unlike anything else on the market at the time. While the original iteration of the piece could best be described as basic—with inside pages that were all the same—the real winner was the fact that the front and back covers could be customized. “Leo understood the importance of positioning oneself as a local market expert, but this wasn’t an option for the agent that wanted to do content marketing because the internet didn’t exist at the time,” says Sylvester. Fast forward 25 years, Sylvester notes that while times have changed dramatically, content still reigns supreme. “The world has changed, and Discover has evolved accordingly. What hasn’t changed is that content is still king. It drives web traffic, boosts SEO, and positions real estate professionals as the experts in their local market,” says Sylvester, who can’t say enough about the importance of focusing on content as the marketing strategy path forward. But for real estate professionals across the board, sticking to an effective marketing plan is easier said than done, which is why Discover designed its program to ease the burden, making the process as simple as possible. “We’re their No. 1 advocate, and their own personal marketing department,” says Sylvester of the busy—yet successful—real estate professionals who have turned to the company to take over their marketing efforts, including print, online and social media. In addition to a customized, regularly scheduled 12page direct mail publication targeted to a specific community that highlights the individual’s business, Discover Publications also provides online and email marketing services. Upping the ante even further, clients are provided a custom blog that’s attached to their site and up-

dated with articles and features, as well as a dedicated copywriter and marketing manager to assist with content creation and distribution. While Discover Publications covers all the bases, Sylvester notes that direct mail remains the cornerstone of what they do. “In fact, it’s become increasingly powerful over the last few years as digital marketing has become saturated. We market for our clients across multiple channels, and are always researching the best ones to develop. We know things will change with direct mail, but today, it’s very effective. Our clients get leads and listings every day from their farming efforts.” Created from scratch, the Discover publication features two custom stories a month, which typically include a local market update and a piece pertaining to local community events. The publication is then rounded out with syndicated topics that are of interest to homeowners, from decorating, home improvement and personal finance tips to recipes. Although Discover takes great pride in building publications, the company is all about results. “Clients are looking for a return on their investment; they want to get

leads, listings and calls,” says Sylvester, who goes on to explain that Discover Publications has a great track record of producing those results. “Over the last two years, we’ve done multiple surveys and case studies. Clients report an ROI of 150 percent or better, on average, within six publications,” adds Sylvester. In addition to ROI, real estate professionals also get branding and increased awareness as the community begins to regard them as the go-to expert in the local market. Staying top of mind among their sphere and within their geographic farm goes a long way toward laying the foundation for an increase in referrals. “In today’s environment especially, real estate professionals must treat the business like a business. The winners are selecting marketing channels based on effectiveness, not technological advances, and they are showing, not telling. It’s incredibly important that agents focus on multi-channel content marketing, as it’s the way of the future,” concludes Sylvester. RE

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

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{The Commercial Broker Roundtable} A look at the issues affecting the commercial market and their ramifications for residential real estate

The Amazon Effect: The Evolution and Disruption of the Commercial Market MODERATOR:

DEENA ZIMMERMAN Vice President, SVN Chicago Commercial PARTICIPANTS:

Chris Bornhoft CCIM, Broker, Commercial Sales and Leasing, Windermere Commercial

Tommy Choi Co-Founder, Weinberg Choi Residential

Scott Maesel Executive Managing Director, SVN Chicago Commercial

Emily Line Vice President, Commercial Services, Realtors Property Resource® (RPR®)

Deena Zimmerman: The Amazon Effect is a disruptor in commercial real estate in all the right ways. It has changed the way we look at brick and mortar real estate, created a domino effect as it relates to industrial and land acquisitions, and increased demand for office space…which then leads to an increase in home sales. How has it managed to impact so much in both the commercial and retail real estate sphere? Scott, what’s your take? Scott Maesel: Traditional retail space was in a slow decline before Amazon moved into that territory. Amazon has added millions of square feet across the country in new ground-up distribution centers, capturing large amounts of industrial supply space—both existing and new construction. It has helped drive demand across the industry. The industry as a whole has seen better returns, and higher price per square

foot, in space being leased than it has in decades.

Chris Bornhoft: I think it is difficult

to accurately gauge the direct effect that Amazon specifically has had on retail space. As for trends in retail, those are much more easily identified. Service-based companies like tutoring, restaurants, fitness, dance studios and schools are the type of tenants we are seeing open up. These are not things that you can get on Amazon.

Emily Line: Since the Amazon Effect, there’s been fear that retail focus is in trouble. I don’t believe that at all. It’s just a different experience with blurred lines between sectors. Retail and industrial sectors have much more opportunity together to fulfill the changing trends with shoppers. The more productive approach for commercial real estate practitioners surrounds a shift in mindset to support clients as they pivot on their business plans in order to remain viable. Jeff Bezos opened our eyes to a need, and that need was to rethink the customer focus with greater efficiencies for shopping. Brick and mortar is not going away. Space and business strategy are being reimagined to cater to the growing population that wants choice in how they shop. DZ: What are your thoughts on Amazon getting into the grocery store space? SM: This has produced two sig-

nificant results. The first is in the noticeable price drop in Whole Foods goods. The other consequence is a negative impact on small- to mid-size independent grocers. Several independent produce-related grocers are already looking for exit strategies.

CB: It should make all grocers better at the new “Google it first” online retail model. Consumers want convenience and Amazon is going to start delivering. We still need places to go and pick up items, but imagine if you could order your toothpaste, milk, and a bottle of wine from Walgreens and they could have it delivered to your house in 2 - 4 hours, for free. Paying for a subscription service like “Walgreens Prime” could be the new competitor to Amazon, and they already have a store on almost every corner. These big retailers need to step up their game. DZ: What are the ramifications for residential real estate if Amazon HQ2 comes to Chicago? Tommy Choi: I would imagine it would mirror what Google’s Chicago HQ equated to in the West Loop. We saw a competitive market for buyers with a shortage of inventory. The curve ball in this scenario would be what accessibility to public transportation will look like. If the HQ’s proximity to trains and buses are limited, demand will most likely heighten the need for employees to live within walking distance. Amazon would draw A+ retailers, restaurateurs and added amenities to the neighborhood, and more homebuyers looking for that prime convenience. DZ: And that’s a scenario that’s likely to play out for commercial and residential real estate no matter where Amazon HQ2 makes its new home. It will be both a great opportunity and challenge for real estate professionals across the board. RE

8For an expanded version of this article, please visit www.rismedia.com. RISMedia’s REAL ESTATE December 2017 31

Staying Ahead of a Shifting Mindset

by Paige Tepping

Power Brokers Discuss Consumer Engagement Strategies at RISMedia Forum

From left to right: Featherston, Wells, Baird, Casey, Murray, Hengle and Blefari


hen it comes to keeping today’s consumers engaged, for real estate professionals willing to put in the time and effort, the sky’s the limit.

“Consumer success strategies are always changing; however, what never changes is the need for unique and efficient ways to keep the customer engaged,” said John Featherston, founder, president and CEO of RISMedia, who served as co-moderator—along with Gino Blefari, CEO of HSF Affiliates LLC—of RISMedia’s 22nd Annual Power Broker Forum. Held on Nov. 3 in conjunction with the REALTORS® Conference & Expo in Chicago, Ill., Featherston kicked off the discussion by sharing a list of tried-and-true engagement strategies with the crowd of nearly 800 real estate professionals:

32 December 2017 RISMedia’s REAL ESTATE

8 Personalize customer communications 8 Create useful content 8 Listen to what others are telling you 8 Share customer reviews on Facebook, Twitter and LinkedIn 8 Connect customers through social Q&A 8 Leverage and utilize predictive analytics to your advantage 8 Be the source, be relevant, be engaged and connect “We all trade on the same currency—and that’s attention,” said Blefari, adding that attention today lies in the mobile device, and underscoring the importance of establishing an effective strategy for reaching and engaging consumers.

Featherston and Blefari were joined on the Forum’s panel by: Paul Wells, broker/owner, RE/MAX of Barrington; Felicia Hengle, president of Ohio Operations, Coldwell Banker Schmidt Family of Companies; John Murray, managing broker/president, Key Realty, Inc., and president and co-owner, Realty Pilot; Helen Hanna Casey, CEO, Howard Hanna Real Estate Services; and Steve Baird, president and CEO, Baird & Warner. For Casey, laying a solid foundation begins with taking old-fashioned communication and follow-up programs and adding to them. Part of the firm’s strategy involves taking a step back, analyzing company data and looking at all they have. “None of us follow through as much as we think we can, so we’ve started to go back to the people already in our system who know, love and trust our agents,” said Casey, who went on to explain that social media is not only a boon for going after new clients, but past clients, as well. While a real estate professional’s job centers around communication, Wells noted that this is the biggest weakness in the industry. “Seventy percent of the business we close this year will come from people we already know, yet we’re reaching out to people we don’t know and not keeping in touch with those we do know,” explained Wells, whose firm is tackling this challenge head-on by incorporating automation into the mix through RISMedia’s Automated Content Engagement (ACE) platform. “If you’re doing something that’s working, keep working it, but if you’re doing something that’s not working, stop doing it. And watch that you don’t get sucked into the bright, shiny object,” added Wells, who explained that we’re getting lost in technology and forgetting to hold people’s hands. For Hengle, with so many tools, systems and technologies that are changing the way we engage with customers, engaging early on in the process is the name of the game.

“Consumer engagement studies tell us that consumers are far down the process online before engaging with us, yet they still want our professional advocacy, and for us to be their trusted advisor to help them transact,” said Hengle. “The key is to determine how we engage early in the process in a meaningful and relevant way that adds value to the brokerage and agents so that the consumer is drawn to us. From there, it’s all about inserting yourself into the transaction early enough to stay connected throughout,” added Hengle, as the conversation turned to predictive analytics—a buzzword in the industry right now. “At some point, if you aren’t using predictive tools to engage the customer upstream before they even realize they’re a customer, others will be, and they’re going to be working with the customer before you,” explained Murray. As consumers continue to become increasingly savvy and the tools, technologies and systems real estate professionals have access to proliferate, Forum panelists agreed that now’s the time to secure the future of the real estate business. “We need to make things easier,” said Baird, who noted that the process of buying a home from the consumer’s point of view is not good. “If we’re simply automating a process that’s not very good and making it a bit better, we run the risk of being disintermediated by another entity.” Because people are so important to the real estate business, community outreach is another area that can up the ante when it comes to engaging with consumers well into the future. “We earn our living by serving the community, so we must create ways to give back to that very same community,” noted Blefari. For Featherston, remaining complacent is not an option when it comes to consumer engagement. “We always have to be looking at what we can do better,” concluded Featherston. RE


When DATA Makes the DIFFERENCE by Maria Patterson



t’s no secret: The value of the real estate agent is under attack. With a slew of disruptors determined to diminish their role in the real estate transaction, it’s become incumbent upon agents to bolster their value

proposition to the consumer with more service, more guidance, more information…whatever it takes to stand apart and make themselves an indispensable advisor in an increasingly competitive and crowded market. That’s where data comes in. But while consumers seem to have access to all the real estate data they could possibly want these days, there are vast discrepancies in the quality of that data. Every real estate agent out there probably has at least one tale to tell of how an inaccurate home valuation bungled a deal. And that’s exactly what makes HouseCanary a game-changer. Not only has the San Francisco-based firm redefined the practice of home valuation in terms of accuracy—with a median error of 2.5 percent and declining every month as the company’s algorithms process more data—it is helping real estate professionals set themselves apart with the burgeoning power of predictive analytics, elevating them from average real estate agent to invaluable financial advisor. By leveraging 40 years of U.S. home sales and a billion transactions to predict the direction of virtually every metro, zip code and block in the United States, HouseCanary can provide agents with branded, property-specific reports that depict how their client’s home value has increased, where the value of the home is headed, and which improvements will have the biggest impact on that value. Now, instead of the typical listing presentation, agents can explain—in precise detail—the “why” behind a home’s current and future value. Co-founded by CEO Jeremy Sicklick and Chief of Research Chris Stroud in 2014 to help investors and lenders make better real estate decisions, HouseCanary created one of the most accurate forecasting models in the industry, then packaged it into easy-to-use software solutions for appraisers, brokers, investors and lenders, including Wall Street investors like Blackstone and the nation’s top three mortgage lenders; $64 million in venture capital funding from the likes of Eric Schmidt, chairman of Google parent Alphabet, former

“We have a distinct competitive advantage if we are armed with more accurate data and more detailed content.” TODD HETHERINGTON

CEO, NM Management & CENTURY 21 New Millennium

No. 1 Century 21 firm in the world by sales volume since 2012, 18 offices, 898 agents

Commerce Secretary Penny Pritzker, and top venture capital firms helped solidify HouseCanary’s status as the real deal. In 2016, HouseCanary made that same data available to real estate professionals—now, that same information lenders had been using to decide whether or not to extend a loan, could also be accessed by a real estate agent working on the front lines with the consumer. Imagine being able to sit down with clients and walk them through the exact financials of why they should make a particular offer—an offer based on real data and real numbers. Interac-

RISMedia’s REAL ESTATE December 2017 35

Figure 1. Neighborhood Trends. Current listing in Evanston, Ill. Savvy agents are using HouseCanary neighborhood trends to give clients confidence in subject property pricing. In this example, desirable homes near Lake Michigan average $625 per square foot, while older homes just a few miles away west of the university average $273 per square foot. Agents overlay this data with their deep local knowledge to stand out with clients.

Figure 2. 1 Year Price Growth. Current listing in Evanston, Ill. Price growth maps help agents explain late-cycle market behavior. In Evanston, price growth for more desirable lakeside homes has peaked and turned negative, while homes just a few miles away to the west continue to grow more than 7 percent a year, as buyers seek affordability.

tions like this cast the real estate agent in a whole new light. “Innovative lenders and savvy loan originators are leveraging HouseCanary’s data to give their clients confidence in the home purchase decision they’re about to make,” says Joe Dahleen, executive vice president and chief strategy officer at MortgageHippo. “A homebuyer can feel confident with boosting their offer by $20,000 to win seller acceptance because HouseCanary’s accurate data helps them make an educated and informed real estate decision. The company’s in-depth understanding of the current market 36 December 2017 RISMedia’s REAL ESTATE

and three-year future value forecast help today’s buyers win.” Forward-thinking real estate professionals understand the potential. Quality data based on HouseCanary’s predictive analytics can vault their positioning in the marketplace. “We have a distinct competitive advantage if we are armed with more accurate data and more detailed content,” says Todd Hetherington, CEO of NM Management and CENTURY 21 New Millennium, serving Maryland, Virginia, and the Washington, D.C., area. “HouseCanary can help provide this advantage through its ability to refine and analyze liter-

ally thousands of different variables and algorithms—that’s incredibly powerful.” That’s why many brokers and agents have already gotten on board. “We started working with HouseCanary after meeting with them at the REALTORS® Conference and Legislative Meetings in Washington, D.C., last May,” says Scott MacDonald, president of RE/MAX Gateway in Northern Virginia. “We made the decision because we embrace the idea of predictive analytics and how it relates to the buying and selling of real estate.”

REDEFINING ACCURACY What really sets HouseCanary apart in the world of big data is its unprecedented approach to accuracy. HouseCanary’s platform leverages machine learning models that draw upon the most robust real estate database, and correlates those with mortgage markets, jobs, population shifts and an amazing array of local, block-level data to be able to predict the direction of every metro, zip code and block in the United States, analyzed and visualized in real-time for better, faster decision-making. “It’s true that data permeates every part of the real estate industry to help agents and brokers support their clients—but not all real estate databases are created equal,” explains Sicklick. “Most agents are familiar with the pitfalls of the housing data available on major real estate portals and would prefer that their clients use home-search options that contain accurate, up-to-date data. HouseCanary has built the most robust—and most accurate—home database in the industry, so agents and brokers can feel confident that the valuation or appraisal generated by our products is pinpoint-accurate.” “In order to move beyond the precanned automated valuation models (AVMs), or even baseline reporting on a home’s past value adjusted for current sales, we need bigger data sets and stronger algorithms to proj-

ect future value with a high degree of accuracy,” says Dave Garland, a partner with Second Century Ventures and the director of Strategic Investments for the National Association of REALTORS®. “HouseCanary aims to not only capture and curate those data sets, but also works with real estate practitioners to better predict what will happen home by home, block by block, for virtually every home in America.” A member of the National Association of REALTORS®’ s 2017 REach® technology accelerator program, HouseCanary is representative of the evolution of how residential real estate is appraised, valued, purchased and sold. Using its software solutions, agents can quickly pull up complete and accurate home valuations and analytics and price per square foot for all nearby comparables, as well as three-year price growth for all homes near the listed property. Going well beyond the standard CMA, HouseCanary’s Value Report puts powerful information into agents’ hands, allowing them to truly differentiate themselves from the competition and validate their value to consumers. HouseCanary has also begun to integrate with leading CRMs, with more to be rolled out shortly, enabling agents to put data to work as an ongoing engagement tool. “HouseCanary has the ability to analyze properties down the block, which helps with the accuracy of their information,” says MacDonald. “Our agents can see who is opening the Value Reports and can, in turn, reach out to their clients to start a conversation.” Using predictive analytics, HouseCanary upended the real estate valuation process, benefiting everyone involved in the transaction process. “The real estate process is slow and cumbersome, and that’s even truer for the mortgage loan process,” explains Stroud. “One of the major reasons for delays is collateral valuation or appraisals, which can take

as long as six to eight weeks in some high-demand areas, and can cost upwards of $500. By embracing predictive analytics, HouseCanary is addressing the most critical hurdles of collateral valuation and significantly shortening the amount of time it takes to get an accurate appraisal from weeks to days—or even the same day, in some cases—and providing those appraisals for a reduced cost to the consumer. Through predictive analytics, real estate agents

“We embrace the idea of predictive analytics and how it relates to the buying and selling of real estate.” SCOTT MACDONALD President, RE/MAX Gateway 6 offices, 163 agents

and brokers can help their clients reach the closing table faster and keep more money to use toward the home purchase. There’s also a significant benefit to consumers when agents and brokers are familiar with predictive analytics: They can help individual homebuyers understand the risk and reward of their new investment, leading to increased confidence and trust from real estate clients.” And for real estate consumers, the value of their investment is the most essential piece of information in the decision-making process. “We as REALTORS® and brokers don’t determine which data is of value—the consumer/client determines which data is of value,” explains Hetherington. “From a seller’s standpoint, they’re only concerned

with the market value of their home, days on market and what will appeal to a buyer. From a buyer’s standpoint, they’re concerned more with a broad-based data knowledge for comparing different markets and neighborhoods.” But the issue to-date has been inaccurate home valuations. HouseCanary is out to change the game in that regard. “The problem with many AVMs is that they’re using poor-quality data to generate a valuation, which means the margin of error can often be pretty wide—leaving it up to real estate agents to explain to consumers why the AVM number isn’t realistic,” says Sicklick. “HouseCanary also gives real estate professionals—as well as lenders and appraisers—the ability to tweak existing property details and data to more accurately reflect the home as it stands, marrying technology with human understanding and intuition.”

PREDICTIVE ANALYTICS POWERING REAL ESTATE AGENTS As all real estate professionals know, no matter how much data one has, no two homes are alike. An endless number of factors affect a home’s value, from high walkability to being on the right side of the highway to having a wooded backyard. Yet traditional valuation models fail to take these details into account. HouseCanary, however, takes valuation a huge step further by empowering agents with data on how a remodeling project will impact the value of a home. Will adding another bathroom increase my home’s value in two years? Is putting in a pool a bad idea? This is how HouseCanary is further maximizing the power of predictive analytics for real estate professionals. “Whether the remodel involves adding square footage to the home in question through a new wing or addition, or something simpler like putting a deck on a home, HouseRISMedia’s REAL ESTATE December 2017 37

HOUSECANARY’S RAPID RISE Since hitting the market in 2014, HouseCanary has achieved several key milestones during its meteoric rise: • Named one of the most innovative companies by HousingWire’s Tech 100 for the last two years • Selected as real estate partner for Google Cloud • Financed by Hillspire (Alphabet Executive Chairman Eric Schmidt’s family office), PSP Growth/PSP Capital (firm founded by entrepreneur and former Commerce

Canary’s predictive analytics can help consumers understand where their current home stands in terms of building size and lot size, and can parse the popularity of different home attributes within the neighborhood,” explains Sicklick. “Homeowners can use that information to make educated decisions about where to spend their upgrade money—and agents and brokers can help shed insight by explaining to sellers or potential move-up clients what they can do to capture top dollar for their homes.” No matter how predictive analytics is put to use, it is clearly an imperative strategy for success going forward in the real estate business. “While predictive analytics has been around for a while in other industries, we are just starting to see its impact in residential real estate,” says Garland. “With faster processing, improved and expanded data sets, and the application of machine learning techniques, we are quickly moving from data-driven hindsight and insight to foresight. That is the promise of predictive analytics.” “We look at where buyers come from; we look at their profiles and know where to target our marketing,” says MacDonald. “The more you can arm your agents with information about what happened in the past and what’s coming in the future, the better able they will be to serve their clients. HouseCanary’s 38 December 2017 RISMedia’s REAL ESTATE

Secretary Penny Pritzker), Alpha Edison, ECA Ventures, Raven Ventures and other top Silicon Valley investors • RE/MAX Strategic Alliance Partner • Launched Agile AppraisalTM network of certified, on-demand appraisers using HouseCanary’s nationwide analytics to appraise in as few as five days • Homes valued: 100 million • Markets covered by Home Price Indices: 381 metros, nearly 20,000 zip codes, 4 million blocks

action,” agrees Hetherington. “If we have the data and our competition doesn’t, it would be an incredible recruiting and retention tool.”


“If you aren’t using predictive tools to engage the customer upstream before they even realize they’re a customer, others will be.” JOHN MURRAY Broker/Owner, Key Realty 14 offices, 88 agents

predictive analytics allows the agent to stay relevant in their consumers’ eyes by providing them with valuable content.” “At some point, if you aren’t using predictive tools to engage the customer upstream before they even realize they’re a customer, others will be, and they’re going to be working with the customer before you,” said Key Realty Broker/Owner John Murray during RISMedia’s recent Power Broker Forum at the REALTORS® Conference & Expo in Chicago. “Used effectively, predictive analytics can be used as a fantastic ice breaker, attention-grabber, and call to

As technology and data continue to develop at an exponential pace, HouseCanary’s trajectory stands to rise quickly—as do the benefits for real estate professionals and the consumers they serve. “We are very confident that within the next five years, artificial intelligence (AI) and ‘big data’ will enable incredibly accurate automated valuations, leading to at least partial unbundling of the appraisal process,” says Stroud. “This will boost appraisers’ productivity, allowing them to appraise more homes in less time and streamlining the purchase process for consumers.” For real estate professionals, it’s important to continue to look toward partners who can show them how to work with advancements in data and predictive analytics instead of trying to fight against the tides of change. “With growing volumes and types of data, the greater the capability to produce valuable insights,” says Garland.” Organizations that capture and maintain these accurate data sets will be in control of a powerful crystal ball.” RE For more information, please visit www.housecanary.com.

How do you get them to call


Consistent marketing Potential clients need to see your face and message about 7 times before they decide to take action. We provide consistent marketing that delivers results.

Let’s talk: 800.634.1522


{Business Building}

For Your Holiday List: 4 Great Ways to Treat Yourself by Geoff Lewis

‘TIS THE SEASON! A time of reflection, thanksgiving, connecting with family—and refreshing after a busy year. For real estate professionals, the holidays are an ideal time to thank buyers and sellers for their business and support. It’s also important to reward yourself for a job well done— and here are four great ways to do it. 1. A BIG EVENT I have long encouraged real estate professionals to attend some sort of industry event—at least once, if not regularly. You truly don’t know what you’re missing until you experience an energized real estate gathering for yourself. Take the RE/MAX R4 Convention, for example. There’s something for everyone, no matter your niche or interests. You can find education on virtually any aspect of real estate, discover your motivation and network to your heart’s content. More

than anything, there’s an undeniable energy to events like this that can add a new spark and recharge your career. And to think…just one idea, one connection or one lead could set you on a completely different course in your career—or, at the very least, cover the cost of attending. 2. A BREATHER Taking a time-out is something that comes naturally to some more than others. The stress of what’s often a seven-day-a-week profession can take its toll on one’s health, relationships and business. It’s important not to burn out. Simply stepping back and fully unplugging for a few days (or more) can work wonders. Whether it’s a full-on vacation or a few days at home, turn off the com-

puter, ditch the phone and engage in activities with people outside your work sphere. Doing this enables you to rediscover your passions, appreciate loved ones and friends, and enjoy a fresh perspective on your business when you return. 3. SOMETHING NEW In the law of life, one thing’s for certain: Repeating the same routine day after day yields the same results. Whether you’re a top producer or striving to become one, breaking into the next production level requires breaking habits and trying something different. In need of ideas? Here are a few to get you started: Explore a new area of business (new construction, luxury, commercial or global properties), join a team, start a blog, commit to more engaging and meaningful social media posts, record a series of podcasts, join a local real estate board, create and post a video highlighting your business, or up your PR game by reaching out to news outlets with story ideas or your industry expertise. The trick with any new idea is to stick with it. The greater the commitment, the greater the impact. 4. A NICE UPGRADE Treat yourself. It is the holidays, after all. What is that one thing you’ve always had your heart set on? Maybe a new iPhone. An office renovation. Additional support staff. A wardrobe upgrade. New computer, perhaps? Go for it! Just remember to keep it realistic and in your budget. On behalf of the RE/MAX network, happy holidays and all the best in 2018. RE

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

RISMedia’s REAL ESTATE December 2017 43

Mind Shift:

4 Quick Tips to Jumpstart 2018 by Terri Murphy


an you believe it? It’s less than a few weeks until 2017 closes and 2018 launches. If you’re reviewing your numbers and aren’t exactly where you planned to be, let’s focus on how to jumpstart your 2018 with high production.

Many agents buy into limited thinking about the “slowing down of the market” due to the upcoming holidays, but nothing could be further from the truth. What really happens is serious buyers and sellers need the help of agents who are available to assist them right after the holidays end… so we need to be ready. Don’t miss the opportunity to maximize these last few weeks to jumpstart your income and productivity before the first quarter of 2018 ends. Here are a few quick tips to ensure your income rocks into 2018: 8USE HOLIDAY CELEBRATIONS TO CONNECT. Take advantage of the opportunity to connect with all your current and past clients/prospects and referral partners. Whether it’s hosting a simple open house during the week for holiday cheer or a full-blown event, make contact to let them know you appreciate the opportunity to work together. Double 44 December 2017 RISMedia’s REAL ESTATE

the effectiveness of the connection by adding a charity benefit element. Ask for a food donation for the local food bank or animal shelter, or a Toys for Tots contribution. Don’t miss the chance to reach out with a face-toface meeting when possible. 8MAKE A DONATION IN THE CLIENT’S NAME. If a face-to-face event isn’t an option, send buyers and sellers a handwritten note thanking them for their business and let them know you’ve made a donation in their name to a local charity. By making a donation to a client’s favorite charity (for example, if they’ve recently adopted a dog, make a small donation to the local animal shelter), you’re showing them that you’re interested in their lives. Save those donation receipts, as those are a tax deduction for you, as well. 8GO THROUGH YOUR 2017 CLOSED TRANSACTIONS. Pull the names

and addresses of both the buyer and seller of each transaction that closed. Make hard copies of the closing documents and include a letter scheduled to be mailed the first week of January. The letter should acknowledge that the holidays are over, and remind them that tax season is right around the corner. For their convenience, you’re sending an extra copy of their closing documents to help them prepare. Include an offer from your lender partner to contact them for a no-obligation, nocost annual mortgage review and identity-theft screening. This sets the stage for your lender and you to connect with purpose every year as an ongoing consulting opportunity. For a complimentary tax letter, go to bit.ly/2h0ELAV. 8SET UP A QUIET HOUR TO LAY OUT YOUR BUSINESS PLAN FOR 2018. Review where your business came from and inspect the return on your investment from lead-generation platforms you may be paying for to be sure they’re worth the cost and conversion of each lead. It’s also important to determine your four pillars of income for 2018. Need more builder business? Develop a marketing plan to connect with more builders. Want to convert more expired listings? Look at online platforms to systematize daily contacts. Inspect what you expect for more profitability with consistency and focus. Real estate will always be a person-to-person business. Reach out and “touch” clients during the holidays in order to propel yourself to profits, and to purposefully plan for more sales in 2018. 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.







Don’t Wait: Buying Will Cost More in Just One Year In other markets: San Diego, Calif. Additional Down Payment Savings Per Month: $267 Expected Median Home Value (Sept. 2018): $569,906 Riverside, Calif. Additional Down Payment Savings Per Month: $266 Expected Median Home Value (Sept. 2018): $348,949 Sacramento, Calif. Additional Down Payment Savings Per Month: $246 Expected Median Home Value (Sept. 2018): $388,336

by Suzanne De Vita


re you on the fence about owning a home? It may be better to buy now than wait. The nation’s median home value is expected to grow by $6,275 to $208,975 just one year from today, according to Zillow, adding on to the already considerable funds homebuyers need now to own a home. The average homebuyer, in fact, has to add $105 more each month to their down payment savings (assuming a 20 percent down payment on a median-priced home) over the next year, or $1,260 total, to keep up with the rise in values. In other words: It costs more to hold off. “Sky-high rents and rising home prices are putting first-time buyers in a bit of a catch-22,” says Dr. Svenja Gudell, chief economist at Zillow.

46 December 2017 RISMedia’s REAL ESTATE

“Buying now with a low down payment can be riskier, and the offer may not be considered as competitive by the seller; however, a renter who saves for another year to reach a larger down payment may find that the home they love today is outside their budget a year from now. For those considering buying in the next year, getting into the market today may make more financial sense than they think.” Homebuyers in hotter markets have to contribute even more to their savings if they wait. In San Jose, Calif., the average homebuyer has to add $599 more each month to their savings to purchase a medianpriced home ($1,088,434) with 20 percent down ($1,088,434); in Seattle, Wash., the average homebuyer has to add $394 more each month to their savings to purchase a median-priced home ($479,451) with 20 percent down.

Las Vegas, Nev. Additional Down Payment Savings Per Month: $229 Expected Median Home Value (Sept. 2018): $247,331 Portland, Ore. Additional Down Payment Savings Per Month: $227 Expected Median Home Value (Sept. 2018): $383,348 Boston, Mass. Additional Down Payment Savings Per Month: $206 Expected Median Home Value (Sept. 2018): $443,047 San Francisco, Calif. Additional Down Payment Savings Per Month: $192 Expected Median Home Value (Sept. 2018): $876,938 Denver, Colo. Additional Down Payment Savings Per Month: $181 Expected Median Home Value (Sept. 2018): $383,667 RE For more information, please visit www.zillow.com.

Technology for REALTORS®: New Developments and Special Offers Commentary by Matt Lombardi


merican computer scientist Alan Kay once defined technology as “anything that wasn’t around when you were born.” True enough, but that covers a lot of ground, especially on the leading edge of today’s technology developments. As a real estate broker, you need to focus on what’s currently coming down the pipeline that could have a meaningful, positive impact on your business.

Identifying and supporting those new technologies is one of the key goals of the REach® accelerator program. Over the past five years, REach®has screened thousands of emerging technology companies that are eager to grow in association with the real estate industry. Each year, seven to 10 of the best are selected to participate in a ninemonth program that gives them access to some of the top minds in the real estate industry, helping ensure their products and services are designed in ways that provide optimum benefit to real estate professionals, while also supporting your role as being essential to consumers and real estate transactions.

Recent Success Stories Perhaps the strongest class yet, the REach® class of 2017 includes nine companies: Adwerx, Centriq, HouseCanary, immoviewer, Notarize, Occly, Pearl Certification, Relola and TrustedMail. Over the past year, these nine companies participated in hundreds of mentor meetings and numerous demo days, and accessed an online insight panel comprised of over 30,000 industry practitioners. One company, immoviewer, also found a new CEO as a result of its mentor meetings. Jeff Turner, previously president of RealSatisfied (a Placester company) stepped into his new role in October. In another noteworthy development, the National Association of REALTORS®’ (NAR) venture capital fund, Second Century Ventures (SCV), recently announced an investment in 2017 class member Notarize, a remote notary platform. Additionally, SCV has made a second investment in Trust Stamp, an identity authentication company that was a member of the 2016 REach® class. New: Special Offers In conjunction with the 2017 REAL-

TORS® Conference & Expo, two former REach® companies announced free offers exclusively for NAR members: Relola — Makes it easy to showcase your local market expertise on an interactive map full of the places, listings and businesses in your community. In addition to creating a powerful new marketing tool, your updates can automatically post to Facebook, Twitter and LinkedIn. Sign up for a free account at relola.com. Trust Stamp — Verifies prospective clients’ identities, using software that scours public records, social media profiles and other sources of information to present a “trust score” for prospective clients. REALTORS® can now get the tool free of charge at truststamp.re. Now Accepting New Applications Do you know a tech start-up that is targeting the real estate industry for future growth? Encourage them to apply to join the REach® class of 2018. For more information, visit narREach.com/apply. Get Involved Sign up to participate in the REach® online insight panel, where you will receive first access to the new technologies introduced by next year’s class. Panelists select one or more companies, then receive a free test account and exclusive discounts in exchange for providing feedback. RE REach® is a Second Century Ventures (SCV) company. SCV is a venture capital fund that has been fully capitalized by the National Association of REALTORS®, but operates independently (i.e., it is not funded by current NAR membership dues).

Matt Lombardi is senior vice president, Marketing, Events & Alliances for the National Association of REALTORS®.

RISMedia’s REAL ESTATE December 2017 47

EXPAND YOUR NETWORK With over 15,000 members in 37 chapters across the US and Canada, AREAA is the largest Asian American and Pacific Islander (AAPI) trade organization in North America. As a member, you’ll receive discounted pricing to all AREAA events, FREE webinar training to help fine-tune your skill sets, and be able to participate in International Trade missions. Find out more about AREAA or join the AREAA family at areaa.org

E M P O W E R • E D U C AT E • E X PA N D

{Power Broker Perspectives} by Keith Loria 2017 Awards Gala recognizing one of the firm’s top offices with Gallagher (right).

Thomas Gallagher A Real Estate Powerhouse With a Family Feel Broker/Owner CENTURY 21 American Homes


homas Gallagher began in the real estate business in 1986 and two years later partnered with Mike Litzner to open CENTURY 21 American Homes, which will celebrate its 30year anniversary this coming April. CENTURY 21 American Homes is unique, Gallagher says, in that while it is a larger than average firm, with a footprint that encompasses almost 2 million residences, it is known as being accessible to its agents and support staff. “We believe we are approachable and truly concerned for our team’s personal well-being; despite the size, we are a family-oriented company,” explains Gallagher. “We have multiple events during the year where we can meet with everyone in a more casual setting. We have Achievers’ Clubs, Top 21 meetings, picnics and holiday parties, in addition to meet-and-greets with our mortgage and title partners.” Gallagher’s firm has grown almost 50 percent in the last two years in a variety of ways. “We are always looking for smart

Gallagher with wife Mary Lou and daughter Lyndsey at the Business Person of the Year awards ceremony. Lyndsey (34) was presented with the award at the same age Gallagher was 27 years earlier.

growth in areas where we do not yet have marketshare, whether through M&A or roll-ins,” Gallagher says. “We increased our agent count through aggressively pursuing new licensees with the offer of marketshare, training and stability in their new career. That, and strategic recruiting of agents who appreciate a full-service company

with a good reputation.” The markets he deals with—Long Island, Queens and Brooklyn—have followed what most of the rest of the country has been experiencing, he notes, with a serious shortage of listings. “We have had a twomonth supply of listings as opposed to the normal sixmonth supply,” says Galla-

gher. “We are selling about 5 percent less homes than last year with an increase of 8 percent in prices. Having bidding wars on many of the homes leads to frustration for both buyers and agents. Sellers faced with having to make a decision need our guidance more than ever, but having so many offers, with people bidding over each other

RISMedia’s REAL ESTATE December 2017 49

even after acceptance, has created a bit of chaos and much misguided anger to agents involved.” Still, Gallagher sees all challenges as opportunities and knows that if the firm can continue to train and coach its agents successfully, it will continue to be the destination office.

“We attract new agents via our success and reputation, as well as our own agents recommending us,” he says. “We retain people by caring, providing a topnotch company with full services, and being in sync with their concerns.” With a “work hard, play hard and give back” busiGallagher holds his horse high in victory at a company fundraiser for Easter Seals, one of the company’s fun team-building events.

ness philosophy, the firm also has a strong record of outreach and charitable programs. The firm has been one of the CENTURY 21 System’s top fundraisers for Easter Seals for the past 10 years and participates in many communitybased charities. “We and our people are extremely generous, and it is really what makes us very proud of our family/ company,” Gallagher says.

Tipper Williams Training and Collaboration Win the Day Operating Principal Keller Williams Virginia Realty Alliance Group

VITALS: CENTURY 21 American Homes

Years in business: 29 Size: 14 offices, 750 agents Regions served: Long Island, Queens and Brooklyn 2017 sales volume: $750,000,000 as of Sept. 30 2017 transactions: 1,659 as of Sept. 30 www.C21amhomes.com

50 December 2017 RISMedia’s REAL ESTATE


ince becoming part of the Keller Williams family, Tipper Williams has achieved greatness regardless of what part of the country she’s in. Whether it was being honored with the “Home Run Launch of the Year” for being team leader for the company’s new Texas/New Mexico region in 2004; leading a pri-

vately held group of Keller Williams offices in the Colorado Region to a strong year in 2005; or serving as the regional director for the Virginia/West Virginia area the following three years, her numbers have always ranked among the top of the charts. Today, Williams serves the Northern Virginia market as operating principal of six offices in the region collectively known as Keller Williams Virginia Realty Alliance Group. Her group was honored as a Top 100 Brokerage the last two years for both volume and units. In 2017, her markets saw a slow start, though they did regain year-overyear by the fall. “What we’re seeing is that anything in the upper range has slowed down both in Fairfax County and Loudon County,” she says. “I’m tri-quad-licensed in most of my offices, and we are seeing the same pattern in Maryland and D.C., as well. Unique properties are selling well, and anything below $650,000 is seeing multiple contracts.” Not that there aren’t opportunities. Williams generally gets excited when the market slows down because those agents that ride it out are serious. Additionally, it’s a huge opportunity for mergers and acquisitions because of the challenge of staying up on technology. “I look at it as a chance to have conversations with

VITALS: Keller Williams Virginia Realty Alliance Group other companies that I would love to be in business with,” Williams says. “Maybe they still want to be in business, but don’t want to own it, so it’s a unique value opportunity that I have thanks to the nature of Keller Williams.” When looking to bring in new agents, Williams doesn’t look simply at production, but rather, the character of the person and what value they bring to the company. “In my group, we have a pre-determined way we’re going to treat one another, and that’s through the collaborative environment we create for our agents,” she says. “I want to be sure that the individual that is coming over can make that mindset shift from more of the traditional models. We are agents who help agents, not just managers who are helping agents.” The Virginia Realty Alliance Group is a great believer in training, and Williams has it at the top of her list of important attributes of the firm. “Eventually, everyone will hit a glass ceiling and the question is, ‘How do you break through?’” she explains. “On any given week, we are offering 4 - 7 trainings in every location. I believe training is what turns people into experts in the market.” RE

Years in business: 11 Size: 6 offices, 1,100 agents Regions served: Northern Virginia, Richmond, Winchester 2016 sales volume: $2,747,475 2017 transactions (at press time): 7,051 www.VARealtyAllianceGroup.com

Left to right: Kyle Holloran, Benji Tull, Susan Cook Garcia, Barry Harlowe, Tipper Williams, Tammie Henderson, Jim Sonnhalter, Janet Amendola

The company is implementing this new floor plan design in all of its offices.

RISMedia’s REAL ESTATE December 2017 51

PROFIT FROM THE BIGGER PICTURE Web-based tools that offer insight into buyer demand Buyside unlocks the power of BUYER DATA for real estate brokers so you can win more listings, become more profitable and command greater control over your inventory.



Home Prices Keep Rolling, up 5.3 Percent in Q3


ome prices keep rolling, up 5.3 percent in the third quarter of 2017, according to the latest quarterly report by the National Association of REALTORS® (NAR).

“The stock market’s climb to new record highs, the continued stretch of outstanding job growth and mortgage rates under 4 percent kept homebuyer demand at a very robust level throughout the summer,” says Lawrence Yun, chief economist at NAR. “Unfortunately, the pace of new listings was unable to replace what was quickly sold. Home shoppers had little to choose from, and many had out outbid others in order to close on a home. The end result was a slowdown in sales from earlier in the year, steadfast price growth and weakening affordability conditions. “While there was some moderation in price appreciation last quarter, home prices still far exceed incomes in several parts of the country,” Yun says. Single-family home prices went up in 92 percent of markets assessed in the report, or 162 of 177 metropolitan statistical areas (MSAs). Eleven percent of, or 19, metro areas saw prices up by double digits.

At the national level, the median existing single-family home price was $254,000, and the median existing condominium price was $237,200. Home prices in the West grew at the highest year-over-year rate, 7 percent to a median existing singlefamily value of $373,700, according to the report. Prices in the Midwest followed at 5.6 percent to a median $202,400, while prices in the South were up 5.5 percent to a median $226,100. Prices in the Northeast grew at 4.1 percent to a median $283,300. Affordability, meanwhile, remained weak in the third quarter. A homebuyer with a 5 percent down payment would need an income of $55,142 to afford a single-family home priced at the national median. A homebuyer with a 10 percent down payment would need an income of $52,240, and a homebuyer with a 20 percent down payment would need an income of $46,435. “Affordability pressures are frustratingly occurring in places where

jobs are plentiful and incomes are rising,” says Yun. “Without a significant boost in new and existing inventory to alleviate price growth, job creation could slow in high-cost areas in upcoming years if residents begin exiling to more affordable parts of the country.” The most expensive metro areas by median existing single-family price in the third quarter were San Jose, Calif. ($1,165,000); San Francisco, Calif. ($900,000); AnaheimSanta Ana, Calif. ($790,000); urban Honolulu, Hawaii ($760,200); and San Diego ($607,000). The least expensive areas were Decatur, Ill. ($86,300); YoungstownWarren-Boardman, Ohio ($88,900); Cumberland, Md. ($96,400); Wichita Falls, Texas ($113,800); and Elmira, N.Y. ($117,300). Existing-home sales, including condos, fell 3.1 percent to 5.39 million in the third quarter, according to the report. Existing homes available for sale were down 6.4 percent year-overyear to 1.9 million at the end of the quarter, with an average supply of 4.2 months. RE For more information, please visit www.nar.realtor. RISMedia’s REAL ESTATE December 2017 53

{Strategies} Build a Better Business With Zillow Group by Zoe Eisenberg


or entrepreneurs and forward-thinkers alike, running your own successful real estate company may already be a dream come true. Add a healthy dose of sun, sand and your own popular HGTV show, and you may believe you’re actually dreaming. That’s the case for Matt Beall of Hawaii Life Real Estate, who began his real estate career in 1998. Twenty years later, Beall is thriving, with one of the most popular real estate firms in the state of Hawaii. With 229 agents, 41 employees, 10 offices and a national television show, Beall says his team didn’t necessarily need more online leads, as those were flowing in steady. So why did he partner with Zillow Group in 2013? The answer is simple: brand recognition.

According to Beall, the Zillow name alone acts as a calling card, one he didn’t want to miss out on. “The world of portals and sharing data with consumers has changed dramatically in the last decade. As that shift continues, and the

“When I saw Zillow’s popularity rising with the consumer, I didn’t want any competitors having a leg up that we didn’t have.”

- MATT BEALL Hawaii Life Real Estate

attention of the consumer sways toward specific brands, we have to be mindful of that, and consider it on behalf of the people who have hired us to sell their homes,” says Beall. Zillow Group offers a comprehensive suite of marketing software and technology solutions to help real estate professionals bolster their existing business and connect with millions of consumers. “When I saw Zillow’s popularity rising with the consumer, I didn’t want any competitors having a leg up that we didn’t have,” says Beall. “In a way, we were playing defense.” For Beall and his team, Zillow Group’s most important facet is their geographically-based service promotion— something as simple as his agents’ profiles showing up alongside listings for a particular zip code. “It’s immediate demand fulfillment required by online shopping,” explains Beall. “If a consumer sees a listing they love, but aren’t prewired to a particular agent or broker, our information will come up so they can reach out to us. We’re then quick to respond in whatever capacity they want.” After partnering with Zillow Group, Beall admits he was surprised by the bold moves made by the company, especially in regard to their 2015 acquisition of Trulia. “Zillow is an aggressive organization in the best way. Years ago, I wouldn’t have guessed that they would go from Zillow to Zillow Group and then acquire Trulia.” For Beall and his team, that acquisition was nothing but a business boon—proof that Zillow was becoming even more capable of quality assistance. “It’s easy to be afraid of large company consolidation,” says Beall, “but Zillow is organized around trying to provide comprehensive product information to the consumer and assist in selling the services of practitioners around that product. For us, the Trulia acquisition was just another very healthy tool that we leverage on behalf of the people who hire us.” Beall believes that brokerages not currently working with the company might be surprised to the degree in which Zillow Group can help leverage and build pre-existing assets. “Once you dip your toes in, you realize their suite of products is extremely useful.” There’s a reason they’re a household name, notes Beall. “They offer legitimate value.” For more information, please visit www.zillow.com/brokers.

54 December 2017 RISMedia’s REAL ESTATE


by Liz Dominguez


eal estate professionals need to use every tool in their arsenal to outshine the competition in today’s crowded real estate market. Brandon Doyle of the Doyle Real Estate Team at RE/MAX Results can depend on data from Realtors Property Resource® (RPR®) to win over clients who are on the fence when it comes to choosing an agent.

“Prior to going on a listing appointment, I review the property report on RPR, which gives me a better idea about the neighborhood and a range of value that seems appropriate,” says Doyle. “We also share this report when homeowners register on our website and are curious about their home value, but aren’t ready to meet in-person.” Doyle has been in the residential real estate industry for more than five years and runs a team of four agents with his father in Maple Grove, Minn. He’s been using RPR for most of his real estate career and attributes some of his business success to the data platform. At no additional cost to REALTORS®, RPR delivers invaluable analytics reports that are custom-branded and consumer-friendly, helping agents stand apart from the competition. The platform is also available on mobile devices and features easy-to-read, interactive heat maps with detailed demographic information and flood zones. “I heard about RPR early on in my career by attending classes put on by our local association and my brokerage,” says Doyle. “Since it’s integrated with our MLS (NorthstarMLS), it was very easy to start using it.” According to Doyle, his clients respond most to the comprehensive data and branding. “RPR enables us to quickly compile a large amount of data that’s then branded to us so that we can share it with our clients. This saves us a lot of time, and is full of valuable information that makes us look good. Buyers and sellers are both impressed with the amount of detail in the reports,” he adds. The RPR reports can help buyers become familiar with their purchasing area in order to understand comparable statistics and know whether a home is priced aggressively and requires fast action.

“RPR enables us to quickly compile a large amount of data that’s then branded to us so that we can share it with our clients. This saves us a lot of time, and is full of valuable information that makes us look good.”

- BRANDON DOYLE Doyle Real Estate Team, RE/MAX Results

“RPR reports help our buyers learn more about the neighborhood, giving them a good idea of what the pricing is like in the area,” says Doyle. While RPR is available to all REALTORS®, Doyle finds that he still holds the competitive edge, as not everyone is aware of the service’s potential for business building. “All of the members of our local MLS have access to RPR; however, not everyone is taking advantage of the tools provided to us. We’re able to stand out from the competition by sharing RPR’s detailed property reports with our clients,” continues Doyle. As an extremely busy agent who travels to various real estate associations in the U.S. for Xplode Conferences, Doyle relies on RPR for its simple and effective platform from which data can be incorporated into both his brokerand consumer-focused presentations. “RPR is extremely easy to use,” concludes Doyle. “It’s integrated with our MLS, so within a few clicks I can have a professional-looking, branded and detailed report out to a client.” For more information, please visit www.narrpr.com.

RISMedia’s REAL ESTATE December 2017 55

Open and Ongoing Communication Vital to Keeping Transactions Alive and Well QUICKEN LOANS POSITIONS REAL ESTATE PROFESSIONALS AT THE CENTER OF IT ALL

by Paige Tepping


or Deborah Robinson, a real estate professional with Better Homes and Gardens Real Estate Generations in Mobile, Ala., communication is the name of the game when it comes to successfully helping clients through the home loan process. And with Quicken Loans by her side, she never has to worry about being kept in the loop. In fact, the retail mortgage lender’s business model was designed to keep real estate professionals at the center of it all.

Having always had an interest in real estate, going through the home-buying process ultimately triggered Robinson’s decision to leave the non-profit world behind. Officially diving into the real estate industry in 2003, Robinson credits one particular buyer with introducing her to Quicken Loans. “I had a buyer who was pre-approved with Quicken Loans come to me, and I needed to make a choice between moving forward with him as a Quicken Loans client or losing him,” says Robinson. “I chose to continue working with him, and it turned into the best thing to happen to me.”

A wonderful experience from start to finish, Robinson can’t say enough about Quicken Loans’ steadfast commitment to keeping the lines of communication open— a key piece of the puzzle in today’s technologically advanced environment. “Not only have we been able to establish a great working relationship with our dedicated Market Manager Matt Conn, but we’ve also been able to introduce him to others in the area. Having Matt as a dedicated point of contact at Quicken Loans has been super helpful to my business. I get the power of a national lender, but the feel of a lender right down the street,” says Robinson.

“The team members at Quicken Loans are on top of their game. They always present challenges that may be associated with any given transaction in a positive manner, providing a strategic game plan from the get-go.” - DEBORAH ROBINSON Better Homes and Gardens Real Estate Generations

The face of Quicken Loans in any given state, Market Managers are responsible for meeting face-to-face with clients, providing educational materials and keeping them up-to-date with the mortgage industry. “Even though we say we want to work with someone local—someone we can see face-to-face—communication is key,” says Robinson. “As long as communication is occurring, the transaction is alive and well.” While open and ongoing communication is paramount to a successful outcome, the benefits associated with working with Quicken Loans don’t end there. “The timeline given with each transaction has either been met or beat,” adds Robinson, which goes a long way toward positioning her as a shining star among each and every client. “The team members at Quicken Loans are on top of their game. They always present challenges that may be associated with any given transaction in a positive manner, providing a strategic game plan from the get-go,” says Robinson, who goes on to explain that the firm’s relationship with Quicken Loans continues to grow. To those that have never used Quicken Loans before? “Give them the opportunity to explain to you what their product is, and to show you the great service they can offer,” concludes Robinson. For more information, contact the Quicken Loans Agent Relations Team at (866) 718-9842, or visit RealEstate.QuickenLoans.com.

56 December 2017 RISMedia’s REAL ESTATE

How CINC Helps an Indie Broker Compete With the Big Boys by Keith Loria


rian North, founder and principal of North&Co. in Phoenix, Ariz., is the archetype of an independent broker, building a $500 million brokerage with 150 agents without the overhead of a national brand. A REALTOR®since 2009, North is well-known for leveraging technology as the foundation for his unique, production-driven business culture. When asked, North credits the CINC (Commissions Inc.) platform for playing a critical role in the brokerage’s success. “I acquired a brokerage that had 40 agents and, as we decided to grow and build our agent count, our philosophy grew organically by listening to why agents were leaving other brokerages. What we repeatedly heard is that the leads at the other brokerages were bad. To me, this meant they weren’t being taught proper sales skills,” says North, who explains that a plan was developed to teach agents fundamental, tried-and-true sales skills to convert their leads—from proper meet and greets to handshakes and door-knocking. North also taught agents how to build value and overcome objections with finesse. To North, having a team of agents who could subscribe to this philosophy would allow his independent brokerage to compete with the franchise agencies in his highly competitive market. Another way North differentiated his indie brokerage from the large franchises was by quickly recognizing the need for the right technology solution to help power his agents and their businesses. He began utilizing CINC in October 2016. “You can get inundated with shiny objects in this business, from lead nurturers to lead generators to lead platforms, all of which can be completely overwhelming,” says North. “But CINC handles it all, from the front end lead generation—pay-per-click ads, AdWords, retargeting and Facebook lead ads—to all of your communication on the back end—mass texting capabilities, auto-dialers, email drip campaigns.” In North’s eyes, the cornerstone of any great business is a great CRM, and in his words, “CINC is not just a CRM; it’s the Ferrari of real estate CRMs. Not only does it manage all the clients you have, but it nurtures them and speaks to them intuitively, as if understanding their personality.”

“CINC is not just a CRM, it’s the Ferrari of real estate CRMs. Not only does it manage all the clients you have, but it nurtures them and speaks to them intuitively, as if understanding their personality.”

- BRIAN NORTH Founder & Principal, North&Co.

North&Co. puts a great emphasis on training and preparation to help agents perfect their sales skills, rather than arbitrarily handing out leads, and CINC’s broker dashboard is a critical tool for managing lead flow and team accountability. What North likes about the CINC platform is its low cost-per-lead, in addition to its ability to strip away almost 90 percent of the management needed, allowing him to focus on the things that will ultimately lead to higher conversions. CINC’s world-class marketing team maximizes the efficiency of the firm’s lead-generation investments. “The time savings from not having to manage lead-gen campaigns is a value for me,” notes North. “All the questions one has to ask when planning a custom marketing plan are stripped out of the process. All I focus on is activity.” Speed to lead is another critical sales skill North teaches new agents, and CINC’s tools allow his team to immediately follow up with new leads and engage with their customers via CINC’s suite of mobile apps. “Going in, we thought we would have to use a different system for lead generation, lead routing and customer relationship management. But with CINC, it’s all under

RISMedia’s REAL ESTATE December 2017 57

one roof, which helps strip away administrative chores so you can focus on creating revenue with your agents. “We teach young entrepreneurial minds how to build a business based on what they’re excited about,” concludes North. “We built our firm by the nature of us helping agents build their unique craft, where they were the master of their specialty. All we asked was that they offer their expertise back to the brokerage with an open-door policy.” For more information, please visit www.commissionsinc.com.

American Home Shield® Raises the Bar, Bringing the Client Experience to a Whole New Level by John Voket


s Gordon Miles, president and COO of Berkshire Hathaway HomeServices California/Arizona/Nevada Properties, witnesses the expansion of pro sports teams in his market, he’s also seeing his company expand by leaps and bounds. “Las Vegas is experiencing a renaissance of growth along with the excitement of our new pro sports teams, bringing with it a bonanza of growth opportunities,” says Miles.

“Educating clients about a home warranty is key to providing them with the value proposition they desire, and it’s an essential element in giving both buyers and sellers the added protection they need.” - GORDON MILES President & COO, Berkshire Hathaway HomeServices California/Arizona/Nevada Properties

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While the firm’s California growth remains steady, Miles notes that the company’s Arizona markets are experiencing growth in several industries, including healthcare, call centers and major banking centers. “What’s unique about all our markets is a strong international presence, which is an area our brand excels in,” says Miles. “We expanded into the Sedona area to capitalize on the luxury market, and within 30 days, we had the highest sale in the last 10 years. “The welcome we’ve received from agents in the area has been overwhelming in such a positive manner,” says Miles. “They really see the difference in what our company has to offer to grow their business.” But no matter how fast his markets are growing, Miles expects every member of his expanding team to go above and beyond when it comes to educating clients as to the incomparable value inherent in the services they offer. That means ensuring both buyers and sellers are informed of the protection from unforeseen or unwanted breakdowns on covered items provided by a leader in home warranties, American Home Shield® (AHS®). “Educating clients about a home warranty is key to providing them with the value proposition they desire, and it’s an essential element in giving both buyers and sellers the added protection they need,” says Miles. “Providing protection against unknown surprises can solve many different issues quickly without what would or could be a major obstacle,” adds Miles, who notes that promoting the value of a home warranty is taught from day one during training programs offered at the firm. “We counsel clients on paper and in-person as to the many benefits a home warranty offers throughout the entire home sale/purchase process—prior to listing, during the listing period and after the transaction,” says Miles. “We also include materials explaining the benefits associated with a home warranty in our listing and buying packets, in addition to using real-life examples on how home warranties can solve so many issues,” all of which makes a difference in the client experience. “You want the entire experience to reflect positively on you and your firm,” concludes Miles. “I always tell my agents to make themselves stand out by providing the best service possible, and AHS is it.” For more information, please visit www.ahs.com/realestate.


by Keith Loria


omprised of approximately 90 agents in nine offices, Robert Paul Properties in Osterville, Mass., was looking for a way to make life easier for its busy workforce. After trying several different solutions, the firm decided to implement Clareity’s DASH! Broker Dashboard, which required minimal behavioral change and brought all of their technology tools together in one place.

“We were impressed by the simplicity of being able to keep our agents on one platform and all our resources in one spot,” says Emily Clark, general sales manager of Robert Paul Properties. “On top of that, the single sign-on (SSO) is a great feature because our agents are so busy that they don’t always remember different passwords, and this lets them keep going in the same direction.” The firm, with offices in Cape Cod, Boston and Cambridge, began building out its Clareity platform at the beginning of 2017…and has been loving the results thus far. In laying out Clareity’s SSO Dashboard, the firm put all the real estate apps their agents take advantage of in one location, and all of its internal forms and tools in another section, making it easy for employees to navigate. Thanks to the dashboard, Clark notes, Robert Paul Properties’ agents can quickly log on and immediately see the applications available to them, making it a piece of cake to display value propositions. Agents can start and end their day on the dashboard, utilizing all the tools they need for a successful real estate transaction. DASH! can even be activated from any phone, tablet or computer, so the information is always within reach. “Not only can agents access the MLS, but we have all our internal stuff in one centralized location so they can fill out all the forms required—signed requests, closing and offer forms—and they will automatically get submitted to where they need to go,” Clark says. Loving the ease of having everything in one location and having access to their calendars and different notification pieces, the firm’s agents have been universal in expressing their fondness for the service.

“The agent communication part is also a big draw,” says Clark. “If they have a new listing coming on, they have the ability to go in and post it before the system automatically sends a notification to the whole company.” Utilizing DASH! has also improved the firm’s social media reach because it’s made it easier to link anything posted by an agent company-wide. Agents can also reach out to a Clareity representative should any questions or hiccups occur along the way. And while nothing major has happened, Clark takes comfort in knowing that they can quickly reach out for help. “If there are additions, we let our agents know, but they can usually just look at the screen and know what’s going on, which has really helped us keep the communication open between offices,” concludes Clark. RE For more information, please visit www.clareity.com.

“We were impressed by the simplicity of being able to keep our agents on one platform and all our resources in one spot.” - EMILY CLARK General Sales Manager, Robert Paul Properties

RISMedia’s REAL ESTATE December 2017 59

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{Power Teams}

The Proactive Thinker by Verl Workman


s we learn to better build for the future, our minds often shift to what we need to do today to pay our bills next week or even next month. The difference between the proactive thinker and the reactive thinker is simple. The reactive thinker responds to urgent needs and is constantly focused on the very next transaction. The proactive thinker realizes that to have real success, real growth and a sustainable business, they must plan and execute their strategic plan with a high level of precision 90, 120, 180 and even 365 days in advance.

In helping multiple teams grow to exceed seven-figure incomes, it’s become clear that the difference between these exceptional performers and those who seem to be stuck is their ability to think, plan and execute today on the activities that will generate the desired results a year from now. The key to success is found by using the following tools or systems to execute at a higher level: 1. A Business Plan 2. Agile Project Manager 3. My Perfect Week Scheduler 4. Daily Success Habits Tracker


The WSS Business Plan focuses on building out four specific pillars of income. Many agents and brokers focus on one pillar and put all of their eggs in that basket. If an agent tells me that 90 percent of their business comes from referrals, I high-five them and tell them

that their business will quadruple when we add the remaining three pillars. It’s important to understand that no more than 25 percent of your income should come from one single pillar.


The Agile Project Manager used by these high performers is the most amazing tool I’ve ever used to help me prioritize important projects and get clarity on what to focus on next. By using Agile, we have the ability to bring up new ideas while staying focused on our priorities. Agile is as much about tracking projects and tasks as it is about managing your business and your team.


My Perfect Week Scheduler is our way of time-blocking as we lay out our perfect week. The thought process behind this tool is to schedule the things that are most important first, such as family activities, prospecting, role playing and time to work with clients. Once you’ve laid out your perfect week, schedule activities when you have set time aside to do them. This discipline of time-blocking will give you more free time and allow you to truly focus on what’s important in your day. Re-

member, schedule family activities first in order to intentionally create the life you desire.


The Daily Success Habits Tracker (DSH) was created for those who desire personal accountability and a measuring tool to see how they’re actually doing in relation to what they had laid out in their perfect week. The goal of the DSH is to allow the client and their coach to see exactly what’s being done each day, as well as the results of those activities. Once we have the data created by using the DSH, we’re able to help the client refocus and spend time doing the activities that will generate the greatest return on their time investment. To become a proactive thinker, start thinking in advance and learn to execute. Download these tools for free at WorkmanSuccess.com/ Proactive. 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 December 2017 61

{Power Teams}

Paying Your Bills Isn’t Enough by Cleve Gaddis


o you have business goals for 2018? Most agents set goals for the number of homes they will sell and the income they will receive as a result. Unfortunately, I don’t believe setting these types of goals is sufficient for keeping yourself motivated when times get tough.

I know I’m stating the obvious, but earning a living selling real estate can be difficult and stressful. Clients can be difficult. Negotiating can be difficult. Prospecting can be difficult. Sometimes even dragging ourselves to the office can be difficult. Every single day we struggle with the fact that even if we do everything right, the results can still turn out all wrong. As you begin to set goals for 2018, ask yourself what will keep you going when it seems like everything you try turns out badly. Your closing and income goals probably won’t be enough. Instead, set goals designed to help create momentum through financial stability and security. Making enough money to pay your bills won’t create momentum, but saving money, paying off debts and investing for your future will. In my early 20s, I got some advice from a mentor that has stuck with me for nearly 30 years. I was told that it didn’t really matter how much money I earned. What mattered was what I did with the money I earned. Additionally, I was told that until I was making money 62 December 2017 RISMedia’s REAL ESTATE

while I slept, I would never really be financially secure. My mentor gave me a shove in this direction by setting an appointment for me and my wife to meet with a financial planner. I don’t remember the financial planner’s name or the company she was with, but I do remember one thing very clearly. I remember learning that if I saved $300 every month from age 23 to 65, and earned 8 percent interest on this savings, I would become a millionaire. I know this is hard to believe, but I mentally became a millionaire during this meeting. I immediately started saving $300 each month, but each time I made a deposit, it felt like $1 million instead of $300. It wasn’t long before we started adding some extra money to our monthly mortgage payment and eventually made the decision to invest in rental property. Our financial lives started gaining momentum, and my wife and I could both feel it. Don’t set goals for 2018 that are designed to just help you get

by. Set goals that help you create momentum instead. If it takes $65,000 for you to pay your bills, shoot for an extra $20,000, which you will save and put to work for yourself while you sleep. By setting goals that create momentum toward financial stability and security, you will always have the motivation to keep going in times of stress and uncertainty. You will also have a unique perspective on how the rejection and disappointments you face daily are helping to create long-term financial freedom. How much do you need to save every month to become a millionaire? I suggest you figure out the amount, then visualize yourself as a millionaire with your very first deposit.

Cleve Gaddis of Gaddis Partners, RE/MAX Center learned sales the hard way, selling vacuum cleaners door-to-door, and now his real estate team closes $60 million in sales annually in Atlanta, Ga. He loves to share his sales strategies and to see others succeed. He’s 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}

Building Tomorrow, Today by Rick Geha


f you truly want to build for your future and have a more productive year in 2018 than you’ve ever had before, it’s time to make some changes. And I don’t mean New Year’s resolutions. Let’s get to work! 1. Fix the self-talk. Get rid of the words good, bad, right and wrong, and change them to effective or ineffective. Telling yourself you will be more effective at executing your schedule sounds much better than telling yourself you did nothing right.

mitted time with your children or loved ones? When will you read or have alone time? Holding yourself accountable for how you’re spending your time is probably the single toughest challenge for agents at every single level. 4. Surround yourself with positivity. Listen to great music and audiobooks and read awesome, inspiring things. Avoid, at all costs, negative people—especially those who are holding onto your ankles for fear you will find more success than them or quicker than they do. Run, don’t walk, to separate yourself from these dream stealers who are more than likely within your own family or close circle of friends.

your workouts, your date nights and even your time with friends, family and loved ones. If you’re not sure where to start, the DSH (Daily Success Habits) form will help you get your 61 points of rhythm. If you can diligently work on these five things, life and business as you know it will change dramatically. 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; he 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. He is currently a coach with Workman Success Systems. Contact him at Rick@RickGeha.com.

5. Track everything. Track your day and how well you stuck to your calendar. In addition to tracking your leads and where you are in the follow-up process, be sure to track your meals, your nutrition,

2. Start a journal. Make three lists comprised of two items each night before going to bed. The lists should include two things you did effectively that day, two things you’re extremely grateful for, and two things you will be more effective at tomorrow. None of the lists can repeat inside of any 30-day period. At the end of 30 days, you will have 60 items on each list that are unique and original to you. Every morning when you wake up, before you leave your room, place the journal on your pillow so that you remember to fill it out each night. 3. Create your perfect week. When will you sleep? When will you work out? When will you buy, prep and eat your food? When will you lead generate? When will you follow-up on those leads? When will you have date night? When will you have comRISMedia’s REAL ESTATE December 2017 63

{Power Teams}

Planning for the Unexpected by Bob Sokoler


etween the natural disasters we’ve recently experienced to the more mundane items like the potential increase in interest rates, there’s no telling what will happen to home sales in 2018. Are you prepared if the bottom drops out of the market and home sales slow to a crawl?

No one likes to think about a worst-case scenario, but now’s the time to make sure you have a backup plan in place. So where do you begin? With your smallest expenses. If you’re like me, you’ve undoubtedly accumulated small charges that are automatically deducted from your credit card on a monthly basis. I learned the trick I’m about to tell you the hard way just last month (at press time). My credit card number was fraudulently sold to unscrupulous people who used it in other parts of the country. My credit card company canceled the card (luckily, they didn’t hold me responsible for the charges), then issued me a new one. While I was angry at first, I began to realize that the process was helping me purge some of the vendors I no longer needed. For example, two of the website companies I use hadn’t produced any leads in months. Since I wasn’t under contract with them, but rather a month-to-month agreement, they were terminated. The process also helped me think about what to do if the market changes for the worse. What I’m

64 December 2017 RISMedia’s REAL ESTATE

about to suggest will help you sort through what’s important to your business so that you can get rid of the things that aren’t. At the end of the year, cancel the credit card you’re using. It’s the easiest way to identify all your charges. Remember, you’re doing this at a time when business is typically slower. You’re going to need to re-authorize each company with your new credit card number (this will not apply if you’re under a yearly contract to a company). As a company tries to charge your credit card and finds that it’s declined, they will reach out to you to get the new credit card information. It’s then up to you to determine if you need that charge on a monthly basis. If the bottom drops out on the market, here’s a guide:


If you’re paying fees for your agents, have a meeting with them and explain that you need to tighten the belt to continue operating and require they pay their own fees for one year. This will give you enough time to determine if you need to restructure your business.


Review staff and eliminate anyone not pulling their weight. Combine jobs and look at the job description for each employee. Determine what can be eliminated or combined with another employee.


Reduce your salary accordingly.

Let’s hope backup plans like this are never needed, but if 2018 becomes a repeat of 2008, you will be ready. RE


If the charge doesn’t make you money every month, you don’t need it.

2 3

If it’s a lead source, reduce the cost by 50 percent.

If you’re experimenting with lead programs, eliminate them.

Bob Sokoler is the owner of The Sokoler Medley Team at RE/MAX Properties East in Louisville, Ky., which has ranked No. 1 in the city for sales volume six years in a row. His team sold more than 404 properties in 2016, and more than 340 properties in 2015. Contact him at Bob@WeSellLouisville.com.

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{Power Teams}

Team Soli Joins Engel & Völkers to Spearhead Success in Lake Tahoe

by Liz Dominguez Bruce and Sandy Soli Owners Team Soli Engel & Völkers Lake Tahoe www.solirealestate.com

Years in real estate: 14 Region served: North Lake Tahoe and Incline Village and Crystal Bay, Calif., and Nev. Number of offices: 1 Number of agents: 3 Favorite part of your job: Motivation and energy. We have a passion for the industry and want to share that and cultivate an atmosphere that projects this. When did you form your team, and what made you decide that was the right path? We formed our team from the start of our real estate careers and added an assistant in 2012 when our business exploded. We’re now looking to expand on that further with a buyer’s agent and a listing specialist. Because we all have strengths in different areas, the team approach has al68 December 2017 RISMedia’s REAL ESTATE

lowed us to play on those strengths for buyers and sellers. We cross over in many of our capacities and excel in certain areas that take our business over the top of what others can promise their clients.

What made you choose Engel & Völkers? Engel & Völkers saw the potential in us to spearhead a new culture in Incline Village that matches their brand. They have witnessed our success in the business through our relationship-building, energy and enthusiasm. The support we’ve received from the various offices, our owners and the corporate executives has been overwhelming and feels very much like a family. How does your company make its agents’ jobs easier? Team Soli has created systems for all areas of our business, which we’re always tweaking for efficiency. The tools and support offered at Engel & Völkers is an incredible arsenal

of platforms, templates and videos that make our jobs easier against competitors and in sharing with clients the true success of this brand.

Bruce, why did you decide to pursue a more managerial position? Sandy has had this burning desire deep down in her for the past year to coach and mentor, and recently threw this energy out to the universe to discover. While we were discussing Engel & Völkers with Dougan Jones [license partner at Engel & Völkers], Sandy expressed a desire to share her motivation, energy and enthusiasm for real estate. We talked about the future, what the position might look like, where her passion lies and what it could develop into. It was very clear that this is Sandy’s next path and it naturally developed with Engel & Völkers. You’ve been awarded Top Producing Agent Unit Sales by the Incline Village Board of REALTORS® consistently since 2009. To what do you attribute that success? We took the business seriously from day one. Failure was not an option, as we jumped into the real estate business with two small children and no other income to rely on. We have embraced the real estate market, and when it changes, we adapt and run with it. We also attend several conferences throughout the year with our associations to keep our business fresh and on the forefront of technology and systems. What kind of systems do you have in place to keep your team running smoothly? Our philosophy has always been about systems. If we do the same job more than once, we create a checklist system so that all team members know what’s due and who is responsible. RE For more information, please visit www.evusa.com.

{Broker Spotlight}

Making Real Estate Personal Again LaVerne Pike, Windermere Real Estate by Maria Patterson

70 December 2017 RISMedia’s REAL ESTATE

In a business where technology can easily take center stage, LaVerne Pike, an awardwinning veteran agent with Seattle’s Windermere Real Estate, stands apart by focusing on the person-to-person connection and a level of service that puts him—not the internet—at the center of the relationship. In this interview, Pike explains how his detailed knowledge of the market, along with his genuine desire to help people, combine to guide clients through the highly competitive Seattle real estate scene. Maria Patterson: Please briefly describe your career path in real estate and how you got to where you are today. LaVerne Pike: I was a chef in the restaurant business in Seattle for quite some time. A real estate managing broker, who I had gone to school with, kept coming into the restaurant and would say, “Gosh, for as hard as you work, you should be in real estate. You’re great with people and service-oriented—in real estate, you’d realize more impact and a better lifestyle for others, as well as yourself.” I really liked the service end of the restaurant business and the energy. After four years, he finally convinced me into it, and now I’ve been in real estate with Windermere for more than 20 years.

MP: What regions do you currently serve? LP: I serve all of King County. Being a Seattle native, I understand the nooks and crannies of the Puget Sound area, and I’ve been able to create relationships, connections and family all the way from Graham to Island County. If someone needs service, I will take care of them, to ensure they’re making a solid and successful decision.

RISMedia’s REAL ESTATE December 2017 71

MP: How would you describe current market conditions? LP: Inventory is the lowest it’s ever been—and there are 15 percent more buyers than the previous year. Part of the issue is that we’ve had a lot of buyers coming into the area for jobs with the tech industry—Google, Amazon, Expedia and Microsoft, to name a few. In addition, cash buyers are changing the way we do business. I’ve seen 89 offers on a particular home and I’ve seen prices go from $10,000 above asking price to $350,000 above asking price. Cash offers that need no appraisal and waive many contingencies are common, and properties are closing in two weeks. This has been going on for 14 months now, and I don’t see any end in sight. The median price for a single-family residence in Seattle/Bellevue is above $800,000.

MP: What’s the current status of new construction? LP: It’s not keeping up with demand. The municipalities are granting permits at a slower or downsized pace, cautiously to prevent overbuilding. Currently there are a few zoning authorities in the process of creating a moratorium on permits for new construction community start-ups for 90 days or more, with well permits also being held back. That keeps our market inventory low, with pricing pushed to the top of the scale, leaving the market unbalanced.

MP: What are you doing to work with first-time homebuyers then? Are there any options for that group? LP: I’ve connected with a couple of lenders offering a few programs where buyers can put 0 - 1 percent down on a first-time home purchase. There are some requirements and certifications needed. You have to go a little bit out of the area to find this price range, but I can find them. I’m in three transactions right now (at press time) under $300,000. It’s considerably more work than working 72 December 2017 RISMedia’s REAL ESTATE

“I dive deep on the personal and emotional level and focus on being of service. I build business by being authentic and sincere and being there for people.” LAVERNE PIKE Broker, Windermere Real Estate

on a high-end home sale, but it motivates me when someone is renting a 600-square-foot, $1,500-per-month apartment in downtown Seattle… and that’s considered a bargain. Ask yourself, “Why not buy a house and get the tax benefits and invest in yourself?” When you’re renting, there’s no benefit—plus, the landlord can raise the rent. When you buy a home, you regain control. It’s important to me to educate folks to take control of their lives and invest in themselves.

MP: Tell us about some of the highlights of your more than two decades in the business. LP: In 1997, I was voted one of Windermere’s best agents, which was voted on by my peers who represent the top drawer of the area’s REALTORS®. Their work ethic, standards and practices are very high. In multiple-offer situations, people typically go with the offer that is strong, comprehensive and credible over most others. Windermere will get it done. When people list houses with us, they know having the Windermere sign in their yard represents the quality of the real estate professional they’re working with. The proven stability, reputation and marketshare performance of Windermere has been, and

still is, the highlight of my real estate business. That’s why I’ve been here for more than 20 years. I’ve also been recognized as a Five-Star professional by Seattle magazine for the past 10 years.

MP: How do you differentiate yourself in today’s competitive market? LP: It can be tough because the internet takes all the personality out of everything. You lose 55 percent of a person when you’re reading the written word because you’re losing eye contact and body language. That’s why I always suggest to people who come in as internet leads, if you’re serious, contact me; text, call or email...I’ll respond with a call. I believe in having a quality experience over having a quantity of experiences. As a Seattle native, I know the area, and that keeps me abreast of what’s going on in different communities. I know that you can drive three blocks in one direction and be in a completely different type of atmosphere. And people need to know the distinctions among neighborhoods. If you’re putting your money in a house and the values have gone down, or you don’t feel safe going out at night, then you’ve made a bad investment. I want to safeguard my clients, so my approach is to adopt all my clients. I have a really good time with them and I don’t pressure them. I don’t mind being silent in the car when we’re driving around because they have a lot to think through. I’m open if there are questions, concerns or input. There’s truly no need for constant chatter. I’m here for my clients, and, as a team, we will realize their goals.

MP: What have been the keys to growing your business and becoming a successful real estate professional? LP: Being personal and authentic. I don’t like to be insincere. It’s all about the client. This is their biggest investment. They don’t need to hear

about me. If I can help fulfill any part of their dream, I’m more than happy to do that—in fact, I get joy out of that. My daughter used to tell me I was too giving of myself, but I told her that’s okay—it will all come back around.

MP: What are some of the biggest challenges you are facing, and how are you tackling them? LP: Currently, I would have to say the lack of inventory. When we went into the downturn, people didn’t want to buy or sell because their house wasn’t as valuable. People were having to short sell, and I felt terrible. One short sale cost me $2,500 and took me two-and-a-half years to sell. But the upswing can be almost as severe, with multiple and cash offers, which makes us work two to three times as hard trying to put accurate numbers together. Forty-three percent of the houses here sold over full price and 20 percent were under full price and had to do multiple price changes. If the house is priced correctly, it will sell quickly. If not, it can languish for some time.

MP: How do you stay educated and equipped to best serve clients and prospects? LP: I do my research every day. I stay on top of what’s new and exciting. In the past 20 years, real estate professionals have gone from being the only access to knowledge to now having the internet. Now everyone knows everything about everything. The Information Age has created as many challenges as benefits, so I focus on continued education, classes and constant upgrading of my knowledge and understanding. I ask myself daily, “How can I best be a benefit?”

MP: How do you generate new business and cultivate relationships with today’s consumers? LP: I dive deep on the personal and emotional level and focus on being

of service. I build business by being authentic and sincere and being there for people. Most people perceive a real estate agent as sitting there with his feet up on the desk, waiting for the phone to ring. Everything I do is an education, and it’s not all rote or standard. Whether it’s a good handshake or a good hug, a good conversation or silence in the car, it’s all about whatever deepens that connection with people. You’re garnering leads off the internet, so you have to create credibility with people and build trust. They’ve eaten pancakes and ramen for a year to save up enough money to buy a home—so that’s a lot of responsibility on my part. Listing a home is extremely emotional given the emotional ties and changes.

MP: How do you stay involved in your community? LP: Through Windermere, we’re involved with several activities. For example, every Christmas, Windermere teams up with Target for what we call, “Windermere for Kids.” On a Saturday morning prior to Christmas, we have an underprivileged boy or girl shop for their family members. We wrap all the gifts and they get to take them home in a big bag. Little do they know we’ve already bought gifts for the little shopper, as well. We also work with a variety of non-profit programs. Being a Windermere agent, with every transaction, there’s a contribution made to our non-profit (Windermere Foundation) to give back to our community. Since 1989, we have contributed more than $34 million, all of which goes right back into the community. There’s a particular day where we go out into the community and do whatever is needed for a particular organization—landscaping, maintenance, painting. Every Windermere office has a charity or place they go that day—an army of agents out there doing community service, donating the time, doing the labor,

giving back to the community. Our title, escrow companies and lenders participate, too, as assorted vendors contribute and/or donate materials.

MP: What are the biggest concerns for today’s real estate consumers, and how do you help guide them through these concerns? LP: I understand why some people appear to be a little gun-shy thinking that there will be another bubble. With the influx of 1.2 million people coming into King County alone in the next six years, it doesn’t appear that there will be a downturn. If anything, it will flatten out. You have to pay to live somewhere no matter what, so why not invest in yourself and safegaurd yourself with today’s market? Even if the market levels off, you’ll still have equity and a level of stability. What do you have with an apartment, with your depreciating car or your clothes that are wearing out? The longer you wait, the less your money will be worth. The appreciation in Seattle/Bellevue is 1.3 percent a month. Will you get that kind of raise at your job?

MP: What do you see as the biggest opportunities in the year ahead? LP: Making more people’s dreams come true. That’s where my heart is. Finding success for more people, gaining trust from more people. Getting out there and making things happen. As for myself, taking all those challenges and getting smarter and wiser. Part of my vision statement says, “I wake up to the future every day.” Be the change you want to see in the world. That’s where the rewards come in. Strangers are just friends we haven’t met yet. Let’s get serious and get results...it’s your move! RE

For more information, please visit www.seattlehomerealtor.com or bellevuearearealestate.com. RISMedia’s REAL ESTATE December 2017 73

{Broker Spotlight}

A Top Producer’s Dream JP and Associates REALTORS® Paves the Way for Agent Success by Maria Patterson For JP Piccinini, devising a concept for the ideal real estate company was easy. A former top-producing agent himself, he just thought about everything he would want from a brokerage firm…then built it himself. Clearly, Piccinini’s vision was on the money, as six short JP Piccinini immigrated to the U.S. from Italy at age 13. Today, he’s set his sights on creating the No. 1 brokerage in Dallas/ Fort Worth by 2025.

years later, Dallas-based JP and Associates REALTORS® (JPAR) has become home to 1,100 agents in 16 offices throughout Texas, an RISMedia Top 500 Power Broker, an INC5000 company with billions in sales, and expansion beyond state lines in the company’s not-sodistant future. The secret to the firm’s rapid growth? Productivity and service, says Piccinini. Find out more about the culture and mindset that drive the company’s success in this exclusive interview.

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Howard Ashkinos, JP Piccinini and Debbie Viverito, director of Recruiting, reviewing marketing material.

Maria Patterson: JP, please begin by telling us how you first got into the real estate business. JP Piccinini: I started in real estate in

MP: With that degree of success, why did you switch to the brokerage side? JP: I wanted a new challenge. You

fellow agents with their business by seeing them succeed like I did, so I pursued my broker’s license. I also wanted to move my family back to Dallas—I’m from North Texas and went to school there. In October 2011, instead of buying into a franchise model, I decided to do my own thing and opened JP and Associates REALTORS®. I designed the concept of the company on a barf bag while on an airplane. I put my REALTOR® cap on and thought, if I was to leave, what kind of brokerage would I wish for? What would I look for? I created the company from the viewpoint of a top producer— I drew up a formula that included 100-percent commission, the support of leadership, and all the technology and training that I wanted as an agent. This is how JP and Associates REALTORS® was born. I figured if I could get 20 or so agents, that’s all I would need to make it work. We started with three, which became 25, which became 75 then 150. Now, we’re 1,100 agents in 16 offices with a few billion dollars in sales behind us. I would be lying if I told you I thought we would be here today.

can say I learned at an early age that I was an entrepreneur at heart. I wanted to grow a company and help

MP: That’s impressive growth! So what regions does your firm serve?

Columbia, S.C., at Russell and Jeffcoat REALTORS®, which was recently bought and rebranded as Coldwell Banker. I had been a project engineer and entered real estate cold turkey at 28 years old. I figured, what the heck—if it fails, I can go back to what I had been doing. But I wound up never looking back. I fell in love with the business. Real estate allowed me to help people, it allowed me to put deals together and it allowed me to run my own business by finally being the master of my own destiny—all the things I had been passionate about as an engineer could play into a real estate career. I wasn’t from Columbia, but I became Rookie of the Year, then the No. 1 agent in the office in year two. Shortly after, I became the No. 1 agent in the market for several years in a row before moving back to Texas.

Howard Ashkinos, director of National Expansion

JP: We are all over Texas, but predominantly in DFW, Austin, Houston and San Antonio. We had a little setback in Houston due to Hurricane Harvey (at press time), but it’s a very aggressive, very vibrant real estate market that will bounce back quickly. Both San Antonio and Houston are brand-new markets for us, and we’re looking to grow them as quickly as we did DFW and Austin.

MP: How would you describe your firm’s positioning in the marketplace? What sets you apart from the competition? JP: We’re focused on productivity and service. From a cultural standpoint, we’re different from most other brokerages out there because we don’t typically retain agents who haven’t sold six homes in 12 months, nor do we sponsor agents who have sold less than six homes in the last 12 months. We don’t hire part-time agents. We want to focus RISMedia’s REAL ESTATE December 2017 75

on agents who understand that real estate is a full-time career—agents who focus on productivity in their business and their responsibility to service the community. As leaders, we service agents and get involved in all levels within the brokerage. We believe in what Zig Ziglar said in the famous quote, “You can have everything you want in life as long as you help other people get what they want first.” That’s how JP and Associates REALTORS® started—we decided to give agents everything they wanted in a brokerage, and the rest just followed. Honestly, it’s gotten even better since the beginning. My job is to keep making this brokerage even better than it was yesterday.

MP: How would you describe current market conditions in your area? JP: It differs from market to market, but the Texas market has been extremely hot since 2011. Dallas, North Dallas, Fort Worth, San Antonio and Austin are all in the top 20 markets across the nation. Our numbers are up 60 percent from last year and 700 percent from 2013. Even with the natural disasters, the economy is still pointing to Texas to be a leader in job creation and real estate for years to come.

MP: What has been your approach to evolving and growing JPAR? JP: The company was designed for a

“I created the company from the viewpoint of a top producer—I drew up a formula that included 100-percent commission, the support of leadership, and all the technology and training that I wanted as an agent.” JP PICCININI JP and Associates REALTORS® top-producer mindset and attracting the right agents who have a passion for selling real estate. We’re about attracting agents who get our values and focus, without the ancillary distractions. They’re focused on one thing, and that’s selling real estate. “Exceeding expectations” is our tagline. There’s a secret in real estate: clients do business with agents because they like and trust them. Very few people choose an agent because of the brand they work for. While we built a brand people recognize, it’s all about the agents here. Agents first. Our management team strives to exceed our agents’ expectations, and agents, in turn, strive to exceed their clients’ expectations.

Agent growth chart for JP and Associates REALTORS® since the beginning of Oct. 2011 when the company started out of Piccinini’s home.

MP: What are the biggest challenges currently facing your firm and its agents? JP: When you’re opening offices as fast as you can and growing exponentially, talent acquisition is a challenge, not just in terms of agent count, but from a management standpoint. Attracting top talent to the management team is not easy, but we must attract management and staff to support our growth—put people in a key position to lead. Another one of our biggest challenges is to expand to other states, which will be the focus in years to come with our licensing expansion efforts. Of course, those talented people we seek will be the key to our success.

MP: Where does the greatest opportunity for increased business lie? JP: Our biggest opportunity continues to be in Texas, of course. We want to capitalize on the other remaining areas of Texas and the 27 million residents who live here. We would also like to expand to New York, California, Florida and South Carolina; however, there are still billions of dollars in real estate marketshare to be had here in Texas, so we will continue to strive to be No. 1 in the Lone Star State for years to come. Shorter term, our goal is to be No. 1 in DFW by 2025. There—I went on record to say it…now it’s official! That’s a fun challenge, as we compete with some incredibly wellestablished brokerages.

MP: How will JPAR’s plan for expanding outside of Texas unfold? JP: We’ve hired a national expansion director, whose primary role is to drive expansion in other states. We get inquiries weekly from brokers who are interested in our model, and have begun the screening process. With the licensing model,

76 December 2017 RISMedia’s REAL ESTATE

JP and Associates REALTORS® and guests at the House of Blues in Dallas, celebrating their annual awards gala. Southwest Airlines. They grew from 40 to 40,000 and managed to keep their culture intact.

MP: What’s in store for the future of JP and Associates REALTORS®? JP: We’re going to continue to ex-

JP and Associates REALTORS® being recognized at the SEPPE’s JPAR annual awards gala.

brokers can own the brokerage and fly our flag without having to carry the overhead and deal with operational headaches all on their own like a franchisee would have to. We become partners—sweat and cash equity partners essentially. It’s a win-win for all parties. If anyone is interested, they can email USA@jpar.net for more details. We’re actively looking for broker/ owners that want to join our journey.

MP: How are you attracting and retaining top agents? JP: JP and Associates REALTORS® has one of the highest retention rates in the industry—over 90 percent stay and thrive here. In an industry known for its turnover, we’re very pleased with those numbers—it proves we’re onto something with our model. Our productivity, our management team, our culture, the support, our offices, the tools and technology, the mentorship and training makes it hard for agents to go anywhere else. We have a career development direc-

tor whose sole responsibility is to manage and update the training curriculum. At any given time, there are multiple training sessions available to our agents. All those are just part of the support and services agents can expect from our brokerage. We’ve officially coined and proven the term “a full-service brokerage at a transaction-fee cost.” While there are several 100-percent commission brokerages out there, not many can say they’re a full-service brokerage with brick and mortar offices, training and everything else we offer.

MP: In your opinion, what is most critical to your firm’s success path forward? JP: We want to continue to attract great agents and continue to attract talent in management and staff. It’s also critical that we protect our culture of productivity and service. As we grow, we don’t want that to get diluted. I’m a scholar of other companies, and there are two companies I strive to emulate: Chick-fil-A and

pand in Texas and start claiming beachheads in other markets as we move into other states. We want to selectively acquire other brokerages that are of like kind for rapid expansion. That will help us continue to grow exponentially. We recently acquired Private Label Realty’s Texas assets and operations. It was our first acquisition. We’re looking to invest aggressively in other markets in the years to come by doing the same thing over and over as resources allow us to.

MP: What advice would you give to anyone wanting to start their own brokerage? JP: If your passion is to serve, lead and leave a legacy, go for it. But don’t do it for the money. Do it for the passion and thrill of being an entrepreneur. If you love selling homes, being a broker/owner is not for you. If you love building a business and helping others build their business— go for it.

MP: Finally, can you tell the audience a little trivia about yourself? JP: Oh wow, there’s lots of material out there! I always like to remind people, as we say in Texas, “I wasn’t born here, but I got here as fast as I could.” I immigrated to the U.S. from Italy at the age of 13. I was a freshman in high school and didn’t even speak English. I finally became an American citizen in 2016 after six different visas. If I can do it…you can, too. RE For more information, please contact USA@jpar.net, or visit the corporate site at www.jpar.net.

RISMedia’s REAL ESTATE December 2017 77

{Broker Spotlight}

A Compelling Formula for Success Assist2Sell Brings a Unique Advantage to the Real Estate Landscape by Barbara Pronin 78 December 2017 RISMedia’s REAL ESTATE

The Assist2Sell leadership team (from left to right): Barry Wardell, Sr. VP, Franchise Relations; Lauren Hultberg, Digital Marketing Manager; Monica Gordey, CIO; Ryan Elliott, Sr. VP, Franchise Sales

When it comes to companies offering a discount model, there is plenty of competition. Brokers and agents have long understood that sellers want to pay lower commission rates. But they also want full service, notes Ryan Elliott, vice president of Assist2Sell, and that’s his company’s premier distinction. Founded in Reno, Nev., in 1987 by a pair of independent REALTORS® who saw a shift in the industry, Assist2Sell was created to marry the two concepts—low commission and full service—in an advantageous way... as a full-service discount business model that exceeds consumer expectations while offering unlimited opportunity to a growing cadre of agents and franchise owners. “To be successful in today’s real estate world, it helps to have a unique advantage,” says Elliott. “There has never been a better time for a business model like Assist2Sell.” In this exclusive interview, Elliott shares the company’s unique vision, and the strategies that help their franchisees become front-line competitors. Barbara Pronin: Tell us a little more about the founding strategy of the company, and how the concept took off. Ryan Elliott: Actually, the original motivation the founders Mary LaMeres-Pomin and Lyle Martin had was based on their frustration in spending 80 percent of their time looking for their next deal. They were successful agents with a strong base of repeat and referral customers, but struggled with adding new business. Theirs was a small, traditional office—just the two of them and a support person. When they did get a chance to pitch a new seller for a listing, they would sometimes lose the listing based on their small office size. Sellers perceived that an office with a lot of agents meant those agents would all be trying to sell their homes. We all know that’s not true, and that the MLS levels the playing field, but convincing sellers was a challenge. When they decided to try to attract more business by lowering their fees, and took the bold step to advertise this, all of a sudden, the sellers didn’t care about the number of agents in RISMedia’s REAL ESTATE December 2017 79

their office. The concept was pretty simple, and it hasn’t changed: If you charge home sellers a very competitive fee, provide the same services your competition offers, and deliver results, you can increase volume more than enough to make up for the lower fees. That’s what Mary and Lyle started with and it’s what has helped us grow into a familiar brand with hundreds of offices all over North America.

BP: What’s your own career path been like, Ryan? What brought you to the company’s leadership team? RE: My dad was a general contractor in Reno, mainly building homes on speculation, and he thought I could help on the sales side. So, I got my real estate license and went to work for a traditional brokerage in Reno. I was aware of Assist2Sell but, like other agents, I didn’t see them as a threat. But after losing a couple of listings to them, the final straw was when a relative listed with them. Then I decided to pay attention. I pretended I wanted to interview for an agent position with the intent of figuring out why they were getting so many listings. While I waited to meet with Lyle and Mary, what stood out to me was that all the agents were busy and the phones were ringing— a noticeable difference from my office. In the interview, I learned the secret was no mystery. Do everything I was already doing, but charge less. I looked at their systems and procedures and the unique Assist2Sell strategy; they would provide the leads and I would provide the service—a distinct difference from my traditional office, where the job of finding business was on my shoulders. I was so blown away by the concept, and the whole environment of success, that I joined them on the spot. My sales volume skyrocketed, and within a couple of years I became office manager. When Lyle and Mary decided to start franchis80 December 2017 RISMedia’s REAL ESTATE

“As one of the first Assist2Sell franchisees—we began operations more than 15 years ago—I am still so excited about our concept. No competitor in our area offers a low, flat fee. It’s an incredible program for buyers and sellers. Everybody benefits.” LISA KOWALCZYK, OWNER Assist2Sell, Utica, N.Y. ing, I was promoted into franchise sales and I sold my first franchise in Springfield, Mo., in 1996, and we continue to grow the franchise to this day.

BP: What sets the company apart? RE: Our distinctive business model. The most obvious difference is in the commission structure. That’s a huge distinction that can save homeowners thousands of dollars. But the value doesn’t stop there. Every one of our full-service offices is staffed by experienced, licensed real estate professionals who take care of everything home sellers need from a real estate company.

BP: How do you provide full service at a lower commission rate? RE: We operate as a team at every level of the company, and especially at the franchise level. An office doesn’t need a lot of agents, because, as every small business owner knows, a well-run business can do more with less—in this case, a limited number of professional agents who are trained to work as a team and who have all the tools they need to do their best work, all provided by the franchise.

BP: What do you mean by ‘all the tools?’ RE: A lot of franchisees don’t want to mess with technology, so we do it for them. When you buy a franchise, you buy turnkey technology—a complete, seamless back-end ecosystem providing all the business management and marketing systems you need, from website to social media management.

BP: What kinds of brokers are attracted to the Assist2Sell business model? RE: Many who join us are top-producing agents who have built successful teams under the flag of a well-known brand. Their next step is wanting to own their own business. They understand that in their present spot, most of the recognition goes to the company they work for—and they realize that they will now be competing with their old company, as well as with other wellestablished brokerages in their market. But they also understand that working as a team brings the ability to handle significant volume. They just need a way to attract that volume—and once they examine the Assist2Sell model, they quickly figure out the answer.

BP: Aren’t agents reluctant to lower their fees? RE: Whether it’s at the kitchen table or through the fees paid for leads generated by their own company or one of the many lead-generation companies, most agents are currently discounting their commissions—it’s just that consumers don’t enjoy the benefit of the discount and agents don’t realize any long-term benefit. We don’t keep our low fees a secret. We’ve built our brand by attracting home sellers with our powerful leadgeneration system (our advertised low fees), and by delivering a level of service that exceeds the industry standard.

photo caption

BP: Can agents really make a decent living selling homes for a lower fee? RE: We didn’t start this business to make less money. With the increase of volume and efficient processes and systems, our agents typically earn much more than traditional agents.

BP: What is your approach to coaching and training? RE: We want our franchisees to know, “you are in business for yourself, but not by yourself.” All franchisees begin with five days of intensive training at our Assist2Sell Academy in Reno—then get as much continuing coaching as they need. One of the best things is that all our franchise owners help each other by sharing their experiences. If someone comes up with a new idea, we’ll work with them to fine-tune and test it. If it works, every office shares the opportunity. We’re not a bunch of suits here at our headquarters in Reno. Pretty much all our leadership team came from the residential real estate arena. Our VP of Franchise Support, Barry Wardell, was a topproducing RE/MAX agent.

BP: How do you see your business model competing in the industry going forward? RE: We believe we’ve always been ahead of the competition in this space. We’ve watched a lot of the dotcom players come and go over the years. Many try to copy our model, but can’t seem to make it work. They think the secret is just to lower the fees. But that’s only part of the recipe. Consumers today are more knowledgeable than ever about buying and selling real estate. They do the research, they know what their homes are worth, and they don’t want to pay any more in commissions than they need to. So, a business model like ours, which offers a low fee and proven marketing expertise is more attractive to them than

ever. With the recovery of the real estate markets nationally, competition for listings is intense. As consumers become more aware of the high demand for homes, it’s only natural for them to question why they have to pay high fees when the market is so hot. I don’t think anyone really thinks commissions will be going up in the future. Agents that want to remain relevant in the new environment of lower fees need to figure out how they can turn this trend into a profitable advantage. We have the answers.

BP: Why buy your franchise? Can’t I just lower my fees and copy what you do? RE: That thought occurs to everyone who thinks about trying this concept. The answer is of course you can try—but why? We make it so much more appealing to join our team. As the saying goes, “Why reinvent the wheel?” We’ve had new franchisees join us and later confess that they did try it on their own, and they spent a ton of money trying to figure everything out. Fortunately, before they ran out of all their money, they recognized that there’s more to the recipe than just lowering the fee. We also try to point out to prospective franchise owners that even if they do succeed on their own, do they really

want to be competing with us when we do sell a franchise in their area?

BP: What do you see as your greatest challenge? RE: Getting our message out to a broader audience. We are among the most unique and compelling real estate franchises in the space today. We have the flexibility to adapt quickly to market changes, and we are well-equipped to provide entrepreneurs and consumers with top-ofthe-line service and support at a very affordable cost. We’ve launched a new, national website that’s attracting a lot of attention, and we’re exploring new and different marketing venues in the effort to reach more people and help them understand and appreciate our unique value proposition.

BP: What is your greatest strength? RE: We’ve had 30 years of experience building a franchise program that works without the need for high overhead or a large sales staff. It’s surprisingly affordable, and we teach our franchisees all they need to know to start and build a strong business. RE

For more information, please visit www.assist2sell.com. RISMedia’s REAL ESTATE December 2017 81

{Broker Spotlight}

In It to Win It

A Culture of Teamwork Keeps CENTURY 21 North Shore at the Top of Its Game by Barbara Pronin

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photo caption

CENTURY 21 NS at the C21 Regional Conference at the Mohegan Sun Resort & Casino in Conn.

“Happy agents are productive agents.” That’s the reasoning of Jim D’Amico, dynamic broker/owner and chief motivator of CENTURY 21 NS Group/North Shore of New England, a Massachusetts-based firm whose more than $1 billion in real estate sales last year is validation of his belief. D’Amico, who has overseen more than 25 years of company growth, understands that his agents are a driving force in the firm’s success. “I’ll stop whatever I’m doing to take a call from one of my agents,” says D’Amico. “I appreciate their value and I want them to know it—to know I’m there for them 24/7 and I value their success as much as they do.” But confident and comfortable agents are only a part of D’Amico’s business philosophy. In this JIM D’AMICO BROKER/OWNER CENTURY 21 NS GROUP/NORTH SHORE OF NEW ENGLAND

exclusive interview, he shares the vision and strategies that help to motivate continued growth.

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Barbara Pronin: Jim, let’s start with a recap of your career path in real estate, and how you came to lead your company. Jim D’Amico: I actually started right after college. My dad, a long-time successful property owner in Chelsea, Mass., suggested I get my training as an agent at CENTURY 21. He was a firm believer in the brand before I really knew anything about it. In my first full year, I sold only two homes and I figured I may have chosen the wrong career path. I interviewed in the corporate sector and decided to join a small, successful firm in Chelsea called Florence Lipp Real Estate. Florence was not only a leader in the market; she controlled the market. There, I was trained and mentored by Diane Cambria, who helped me list and sell over 50 homes in my second full year. Then, in 1995, my dad heard the CENTURY 21 agency in Chelsea was up for sale. I rushed over to talk to the seller and made my way through a long and shaky process, but finally, at the ripe old age of 25, I was able to close on the sale with franchisor approval—and the rest, as they say, is history.

BP: How many offices and agents does the firm currently have? JD: We have 725 of the industry’s best agents in 41 locations throughout New England, and more to come.

BP: How would you describe your firm’s positioning in your marketplace? What sets it apart from the competition? JD: We are a top company both regionally and nationally, and I’m thankful for that, but what sets us apart from others is our agent-centric value system and our teamwork culture. Teams have been an overused term in our industry recently, but what I consider a team culture is people who help one another 84 December 2017 RISMedia’s REAL ESTATE

and root for one another even when they don’t get a financial benefit. That is teamwork. When it comes to our value proposition, we keep it simple. We don’t charge our associates for every little this and that. Charging for errors and omissions coverage, technology, copies, sign installations and more just gets in the way of an agent’s success. It’s very simple for us. Our agents get a great split and we provide great tools. We allow our agents to build their teams as they see fit. We don’t

“CENTURY 21 North Shore continues to experience amazing growth, with gross closed income up 29 percent year-over-year last year alone, and agent count up 17 percent, largely because of the culture and agent-first mentality Jim inspires in his agents.” GREG SEXTON, COO Century 21 Real Estate, LLC micro-manage. We are here to support them. We thrive on what I call “uber-communication.” That’s the reason I answer my cellphone every time an agent calls me, and if I get an email with a concern from an agent, I pick up the phone and call them. We have a two-email rule: If you have to send a third email on the same topic, don’t. Pick up the phone. I don’t want to ignite some kind of email chain of thoughts that can somehow get misunderstood. It’s all about directness for me, and getting to the root of the agent’s concern and working through it to

everyone’s satisfaction. It’s the same kind of thoughtfulness and problem-solving we bring to our customers. They know we’ll do our level best to make their real estate goals a reality.

BP: How have you grown the company over the years in terms of offices and agents? JD: We have been very successful both in recruiting top talent and in being a resource for company leaders in the area who are looking for an exit strategy. Since 2016, we have added 24 locations and more than 390 agents to our company.

BP: What attracts agents to your firm, and why do they stay? JD: Two things, actually. First, our culture is very strong, as I’ve already indicated, but also our value proposition beats the competition hands down. We offer finite training from the best in the business, unbeatable support, including our own call center, and 100-percent reimbursement for training and retreat participation. The second big focus is technology. We lead the charge on CENTURY 21’s ZAP and Business Builder leadgeneration programs, and provide the best in lead flow technology to our agents from the new realtor.com® stack of FiveStreet, Top Producer, etc. In short, we deliver over 2,000 leads a month to our team, and while many owners are out selling homes, I’m out there assisting our team members in the field or overseeing operations to ensure our people are being properly supported and getting paid promptly. Our business model is no secret, so the best agents want to be with us.

BP: Can you expand a bit on how your business culture works—and on your leadership philosophy? JD: For one thing, we have a 100-percent happy rule. In my view,

Marketing top agents throughout New England

great tech people who are focused on putting the needs of our agents on the table and researching the best ways to make them happen. We are presently working on converting to a paperless environment. We use Lone Wolf Technology’s operating system and dotloop, for example, to help us streamline procedures and move us into a paperless world.

BP: We understand you’ve joined forces with Led2Serve as a way of giving back. Can you tell us a little about that? JD: Led2Serve facilitates local and you can’t be successful if you’re not happy, so the rule is, if you aren’t 100-percent happy, you need to pick up the phone and call me so I can see what we can do to change that. For another thing, we lead by example. We don’t ask any of our staff to do what we wouldn’t do ourselves. I was raised with the rule that if you see a scrap of paper on the ground, you pick it up—and that’s the kind of “we’re in this together” culture that we’ve built with our agents and support staff. We’re here for each other every day. Our agents have a say in all we do, from office functionality to décor to systems to policies and guidelines. A lot of company leaders say they listen to staff, but here, we actually do. We don’t manage in a vacuum. We run a transparent and fun operation.

BP: What’s your strategy for effectively marketing the firm and best serving the needs of prospects and clients? JD: While other companies market the brand or the company, we market our agents. It’s a fact that all the best agents work at CENTURY 21 NS. That’s what we want prospects to know, and our customers back

that up. It’s why our referral and repeat business rates are as high as they are, and why we are consistently on a growth curve.

“Jim was an early adopter of transaction management and a strong supporter of the dotloop platform, which is all about ‘peoplework,’ not paperwork. Jim provides his agents with a full front-end solution that streamlines the sales process and arms the administrative staff with the insight to protect for compliance.” BYRD BERGERON, Development Manager dotloop

BP: How do you stay ahead of the curve on technology, online marketing and social media? JD: We have great managers and

global service projects with a focus on the environment, education and housing—projects like painting a school, building a ramp for the disabled or manning an environmental clean-up effort. We donate a portion of every transaction to help support efforts like those, and our agents, friends and families are able to get personally involved in projects that directly help to better our communities and the world around us.

BP: So, what’s on deck for CENTURY 21 NS? JD: In three words: grow, grow and grow. Life is short. We have one shot at this thing, and we are committed to offering the best service to the most people by growing our strength in our current markets, and being the new kid in town in as yet untapped markets. In short, we will continue to acquire and expand our locations through judicious acquisition, and also to attract and support the industry’s best agents—career professionals who are happy in their work and who are totally focused on understanding and helping to fulfill the real estate needs of their clients. RE

For more information, please visit www.century21northshore.com.

RISMedia’s REAL ESTATE December 2017 85

{Broker Best Practices} Building a Brand from Scratch through Strategic Partnerships by Zoe Eisenberg

What can you offer a broker who is hesitant to leave behind the systems, tools and partners they currently have? We offer brokerage companies a platform with a unique sales proposition that allows them to rapidly grow their agent and transaction count, while at the same time reducing their technology and training expense by becoming their technology resource and training partner. If they want to grow a large real estate office in their market, we offer them the blueprint.

Peter Giese President and Co-Founder United Real Estate Dallas, Texas www.unitedrealestate.com Years in real estate: 27 Number of offices: 74 Six years ago, United Real Estate was a new brand. What are some of the challenges associated with entering the market as an unkown? Many believe the biggest challenge in opening a new real estate company is gaining consumer recognition; however, the real challenge is in convincing productive real estate agents to trust that your new brand will help them be more successful. Experienced agents have established a brand and have a customer base that will continue to do business with them regardless of what brokerage they work for. It’s our job at United Real Estate to provide a brokerage product and targeted messaging that gives the agent the certainty they need to make the change to United Real Estate.

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Can you give some examples of this kind of technology partnership? We brought realtor.com® into our plan and, specifically, the FiveStreet platform, as it solves a couple of challenges agents and brokers have. Realtor.com® helps our offices provide leads for their agents. While lead generation is a marketing function, lead conversion is a sales function. The sales function requires that the consumer is contacted immediately. FiveStreet allows our offices to deliver leads to the most qualified agent, allowing that agent to contact the consumer immediately. Our offices can track the leads, and realtor.com® provides training to ensure our agents have the sales skills to convert the leads. How do you get your offices and agents fully immersed and optimized for a technology shift? All of our offices operate on the same technology platform from office websites, agent websites, CRM, and a paperless environment. This allows us to not just educate, but also share meaningful stories of success. The internet changed everything, and that change wasn’t

about its marketing opportunities. The real power is in using the technology associated with the internet to build one-on-one relationships. Is there a training component to it? We train every week with live webinars, as well as in our offices, and we have an extensive library of recorded technology training sessions available to our agents 24/7. How does technology integrate with your recruiting and retention plans? There’s always been a technology disconnect between agents and consumers. We’re a very successful recruiting company because we provide agents with easy-to-use technology that allows them to effectively market and communicate to customers. Realtor.com® provides additional training opportunities and products that aid us in developing agents. How can a new agent leverage this to get enough momentum? As soon as an agent joins us, we set them up with an MLS-integrated website branded to their unique URL, and a CRM system that positions them as a trusted advisor. When this is combined with our United JumpStart training program, coaching and accountability programs, we’re able to help them create business right away. With our 100-percent commission plan, they’re equipped to invest in building their business after each closing. In certain markets, we’re able to help them generate immediate business through realtor.com®.

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

Reputation and Patience Key to Success in Luxury Market by Maria Patterson

Allie Beth Allman Founder and President/CEO Allie Beth Allman & Associates, a member of Leading Real Estate Companies of the World® Dallas, Texas www.alliebeth.com Region served: Dallas and North Texas Company founded: 2003 Number of offices: 2 Number of agents: 350 Best advice for agents starting out in the luxury market: Don’t expect anything instantly. If you’re not willing to give it your all, you will not make it. Key to real estate success: Being ethical. I don’t care if you lose money—but don’t lose your reputation. You only have it one time—if you ruin it, you can’t get it back. How would you describe current market conditions? The million-dollar-and-under market is very active, and up to three million it’s active. Over that, people are resistant. What are the biggest challenges in serving the luxury market? The biggest challenge is finding the buyer. You must have patience, and you have to hang in there a long time, sometimes a couple of years. The stakes are high, and you really have to make the seller understand what’s happening in the marketplace.

What are some of the most unique things you’ve done in terms of marketing? We have a good rapport with the person at the Dallas Morning News who does all the real estate stories. They call and ask for all sorts of information since they know we cover all the high-end properties. Since January, our firm has been responsible for selling the majority of high-end properties in the area. How does being part of Leading Real Estate Companies of the World® benefit your firm? One really wonderful benefit of being part of the network is that they’re international. Even though we don’t get many international buyers, everyone wants to know that their house has been advertised internationally. Another thing I really enjoy about LeadingRE is the cooperation with other brokers. Everybody is very generous in sharing their ideas, and I feel honored to be a part of it. How would you describe your firm’s culture? We’re really family-oriented. People will leave the company and then come back to us because they didn’t experience the same caring attitude elsewhere. We really support the community and are very involved. We always emphasize that you have to give back. We had one agent whose house burned down, and the team immediately started a campaign online, raising $24,000 overnight. How do you maintain balance in your busy life? Real estate is my hobby! I’m not a golfer or tennis player, but I do love what I do. And what I love most is the amazing and wonderful people I’ve met over the years who have become friends. That’s the biggest reward you can have in any business. For more information, please visit www.leadingre.com.

Using Training and Communication to Stay Relevant by Liz Dominguez

Lynsey Engels President Mel Foster Co., a member of Leading Real Estate Companies of the World® Davenport, Iowa www.melfosterco.com Region served: Eastern Iowa and Western Illinois

Years in real estate: 16 Number of offices: 9 residential, 1 commercial, 1 insurance Number of agents: 215 Most important thing you learned in 2017: Make sure you’re staying current and relevant. Top tip for staying organized: Use a CRM to manage your database, calendar and tasks. Have a routine that you’re comfortable with, and stay consistent with it.

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Tell us what you like most about the region in which you work. Housing is very affordable in the Quad Cities and surrounding areas. And the housing market is very steady, which makes it a great place to invest in real estate. What advice can you provide new agents? Utilize the technology that’s offered to you. Attend all the training that’s available and don’t quit treating this like a business. Show up every day engaged and ready to work. Keep your personalized agent website up-to-date and communicate regularly through your business and social

media accounts. What is the most significant trend positively affecting your business right now? New construction is active in our market. Mel Foster Co. currently has six new subdivisions open (at press time), giving buyers more options to build a custom home. What strategies do you have in place to successfully reach out to firsttime buyers? We get the message across multiple digital platforms, such as advertising on Facebook and Instagram. We also update our blog regularly with information for firsttime homebuyers.

Using Tech, ‘Coolture’ and Education to Achieve Success by Liz Dominguez

Mike Cole Owner Realty ONE Group Dockside Myrtle Beach, S.C. www.docksiderealtycompany.com Region served: Myrtle Beach, Horry and Georgetown Counties Years in real estate: 23 Number of offices: 3 Number of agents: 230 Best advice for new agents: Answer your phone and reply to emails. Favorite part of your job: The interaction with so many different personalities and cultures. What is one challenge that constantly arises in real estate transactions, and how do you educate your clients? Almost half of our clients come from out of town—long distance investors and second-home buyers. Many times, they’re used to doing things a certain way according to their home state. For example, when purchasing in Myrtle Beach, the courthouse has to

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How do you deal with a picky buyer? If their budget allows, we may tell buyers to consider building a new home. This way, they can get all the amenities they’re seeking. If building isn’t an option, it might come down to prioritizing what’s important to them in a home. When it comes to communicating with clients, what are your best strategies? Always find out what communication method a buyer or seller prefers. We find that younger buyers prefer texting over email or phone calls. Other clients may prefer phone or in-person conversations instead.

It’s important to put the communication needs of the client first so you can build trust and a relationship where information flows quickly and easily. In what ways does your brokerage’s office culture play a role in your real estate career? We promote teamwork among the agents. Whether it’s lending a hand to another agent in the office, offering objective feedback about a listing or sharing information about what things may be working well, we encourage a collaborative environment. For more information, please visit www.leadingre.com.

record the transaction before keys can be disbursed, which can cause confusion if a buyer is expecting to move in on closing day. We tell our agents to always educate clients on what to expect. Are there any generational differences you can point to in the way your clients approach real estate? We have a large population of baby boomers purchasing retirement beach properties or second homes because of our gorgeous weather and golf courses. They tend to be “folksier” and connect better with agents. On the other hand, Gen X and Gen Y buyers (and to some extent millennials) tend to want information quickly and with less “fluff,” and are more interested in quantitative facts on a computer screen. Realty ONE Group has their finger on the pulse of younger buyers who are the future of our business. At the same time, they also know what type of marketing reaches the older generation. Please describe some of the current trends in your market. Properties stay on the market for substantially less time than in previous years and prices have slowly begun to appreciate. More agents are using marketing professionals, such as photographers, drone operators (we currently have an FAA licensed operator on staff) and stagers. Agents used to do a number of these things themselves, although not very well in many instances. Another trend is the explosion of social media in marketing. This is a huge reason

behind our decision to join Realty ONE Group, as they have the tools and technology to guide us at all times. What type of innovative tech do you use in your business? Realty ONE Group provides some fantastic platforms to all team members, such as Spacio, DocuSign, Moxi Works CRM, Moxi Engage, Skyslope and Circlepix. How do you approach tough negotiations in both the offer and inspection processes? I firmly believe that for a negotiation to be successful, there needs to be two winners. It goes back to managing our clients’ expectations from the start so they aren’t blindsided when

Balancing Time to Best Serve Clients by Paige Tepping

Deborah Thompson REALTOR® Coldwell Banker Hartung and Noblin, Inc. Tallahassee, Fla. www.deborahthompson.com Region served: Tallahassee Years in real estate: 24 Number of offices: 1 Number of agents: 70 Most effective method for communicating with clients: While it ultimately depends on their age range, I always ask clients how they prefer to communicate. I then stay in touch through the channel they prefer. Please describe some of the current trends you’re seeing in your market today. We’re seeing a lot of single-story homes with open floor plans and high ceilings in our area. It’s also important to note that wood floors are a hot commodity among today’s buyers, a trend that most don’t typically associate with the area. Another trend is the movement toward downtown, which seems to be very popular among

issues come up. In what ways does your brokerage’s office culture play a role in your real estate career? Having been at other firms, I’ve grown to appreciate the coolture of Realty ONE Group—a combination of cool and culture. It’s a place where everyONE has a voice and is treated as an equal. Our offices tend to be very laid back, as evidenced by the ONE Cafe, where agents and clients can relax in a diner atmosphere, yet still remain professional. If we can exceed our agents’ expectations, we will always be successful. For more information, please visit www.realtyonegroup.com.

younger buyers. Those in their 20s and 30s enjoy being in metro areas where they can either walk where they want to go or take advantage of public transportation. For buyers in their late 40s and 50s, neighborhoods in outlying areas typically top the list. And for those with schoolaged children, school zones are an important factor when it comes to choosing the best location. What demographic segments are driving your business today? It’s truly a mix. We have two universities and a popular community college in the area, which encourages a lot of young people to stay and continue their education. We also have a lot of people who want to come back to the area when they’re ready to retire.

with your sphere? I have a Facebook business page that I use for communication, in addition to posting and promoting open houses and current listings. I also use this space to share housing-related information. Staying on top of social media can be time-consuming, so I generally stick with Facebook because it’s a good social media platform all-around due to the fact that most everybody has a profile. I try to balance my time so that I can keep my finger on social media, and Facebook serves me best when it comes to the clientele I deal with.

In what ways do you see your market evolving throughout the next year? I believe we’ll experience more of what we’ve seen over the last few years. New construction is going up in all price ranges and there’s a lot of talk about mixed-use neighborhoods popping up throughout the area.

You utilize Homes & Land as part of an integrated marketing strategy that includes print publications. How does this benefit you? I’ve used Homes & Land for just about all of my career, mainly through the company’s advertising page, but over the last three or four years, I’ve done everything from half- to full-page ads on my own. Not only do I utilize them for their print advertising, but also for their web presence—which I have found to be very successful. The production team is easy to work with, and if we’re ever in a bind, I can always count on them to help with the ad creation process.

How are you using social media to stay top of mind and connected

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

RISMedia’s REAL ESTATE December 2017 89

{Scene & Heard}

Recognition, Celebration and Inspiration Mark 22nd Annual RISMedia Power Broker Event

RISMedia EVP Darryl MacPherson welcomes the crowd of more than 600 gathered in the Grand Ballroom of the historic Palmer House Hilton.

by Maria Patterson


ore than 600 real estate brokers and industry leaders gathered for a night of fun, networking and recognition at RISMedia’s sold-out Annual Power Broker Reception & Dinner, held at the Palmer House Hilton in Chicago. The event, now in its 22nd year, was sponsored by Platinum Sponsors Buffini & Company, Homes.com, RE/MAX and Quicken Loans®. It was held in conjunction with the REALTORS® Conference & Expo. The Power Broker Reception & Dinner honored the brokers who ranked in RISMedia’s 2017 Power Broker Report, as well as recognized four leaders who have gone above and beyond for the betterment of the industry.

90 December 2017 RISMedia’s REAL ESTATE

Guest speaker Frank Abagnale mesmerized the audience with his powerful story of crime, punishment and redemption.

The 2017 Award winners were: DAVE LINIGER, CEO, RE/MAX, LLC – RISMedia’s ‘On the Shoulders of Giants’ Award The ‘On the Shoulders of Giants’ Award, sponsored by RE/MAX, was created to recognize those individuals whose efforts, works, deeds and character exemplify superior achievements in and for the real estate industry, yet whose efforts often go unnoticed. The award was presented by John Featherston, president and CEO of RISMedia. Featherston and Liniger

MIKE RYAN, EXECUTIVE VICE PRESIDENT, RE/MAX – RISMedia’s Real Estate Leadership Award The Real Estate Leadership Award, sponsored by Buffini & Company, is designed to honor an industry visionary who embraces innovation and exercises resilience to blaze new paths to success for real estate professionals and consumers alike. The award was presented by Buffini & Company CEO Dermot Buffini.


The Tech Titan Award, sponsored by Homes.com, is presented to brokerage leaders who have demonstrated an exceptional ability to adapt and integrate new and innovative tools and services within their organization to improve and enhance the overall consumer experience. Berkshire Hathaway HomeServices KoenigRubloff Realty Group CMO Patrick Bergner accepted the award on Nagy’s behalf. The award was presented by David Mele, president of Homes.com. DAVID CAVENESS, PRESIDENT & CEO, CARPENTER REALTORS® – RISMedia’s National Homeownership Award

Featherston, Bergner and Mele

Featherston, Caveness and Dempsey

The National Homeownership Award, sponsored by Quicken Loans®, is bestowed upon a member of the real estate community who continuously demonstrates extraordinary contributions toward increasing homeownership and building better communities. The award was presented by Tom Dempsey, divisional vice president of National Sales for Quicken Loans®. Following the awards ceremony, guests enjoyed a special guest appearance and keynote address by Frank Abagnale, the author and film subject of “Catch Me If You Can.” Abagnale, one of the world’s top fraudprevention experts, shared his story about his early years as a check forger and serving time to paying all the money back and eventually using his knowledge to help the FBI catch fraudsters, and help business and government organizations stay a step ahead of cyber criminals. Following are a few photo highlights from the event. RISMedia’s REAL ESTATE December November 2017 91

From left to right: Bill Fleming, HomeSmart Connect; Sara Bonert and Marissa Brooks, Zillow; Bryan Brooks, Wendy Forsythe and Matt Widdows, HomeSmart

From left to right: Mike Kluge, Quicken Loans®; Anne Lusk, Lusk & Associates Sotheby’s Intl. Realty; Munt Alhussain, Quicken Loans®

The Carpenter Realtors® team was on hand in full force to cheer on National Homeownership Award winner, Carpenter President & CEO David Caveness.

Dave Kupernik, 24K Real Estate; Quinn Thurin, Cressy & Everett Real Estate

Power Brokers and industry leaders mingle during the cocktail reception at the Palmer House.

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Realty ONE Group’s Lou Gonzalez and ERA Franchise System’s Simon Chen

Felicia Hengle, Coldwell Banker Schmidt Family of Companies, with Darin Dawson, BombBomb

Juanita Bradford, JCBradford Realty, with Nikki Crowder, Solutions First Realty

Homes.com’s David Mele, Erin Ruane and Susan Blake

Steve McFarlane, The Platinum Group, REALTORS®; Cheryl Muhammed, Assured Realty; and Dean Weissman, The Platinum Group, REALTORS®

Frank Abagnale draws a captive audience during the Power Broker Dinner.

RISMedia’s REAL ESTATE December 2017 93

Ray and Deborah Gronowski, Realtors Property Resource®, with Keith Smith, HSF Affiliates

Rei Mesa, Berkshire Hathaway HomeServices Florida Realty; Christina Pappas, The Keyes Company; Dave Liniger, RE/MAX, LLC

Ashley Slusser, Quicken Loans®, with Jeff Berger, NAGLREP

Ron Croushore, Berkshire Hathaway HomeServices The Preferred Realty, with Abagnale

Howard Hanna Real Estate’s Helen Hanna Casey, Melissa Willis, Bebe English and Annie Engel with Abagnale

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Mike Ryan, RE/MAX, LLC; Brian Buffini, Buffini & Company; Abagnale; Dermot Buffini, Buffini & Company

HSF Affiliates’ Gino Blefari with Abagnale

RISMedia offers its sincere gratitude to the sponsors of its 22nd Annual Power Broker Reception & Dinner. Platinum Sponsors Buffini & Company Homes.com RE/MAX Quicken Loans® Master Sponsors American Home Shield Berkshire Hathaway HomeServices Better Homes and Gardens Real Estate ERA Real Estate HSA Home Warranty National Association of REALTORS® Host Sponsors Corelogic Create for the Human HouseCanary Leading Real Estate Companies of the World® Pillar To Post Home Inspectors realtor.com® Realtors Property Resource® Wells Fargo Home Mortgage Zillow Group Event Sponsors BackAgent BombBomb Cole Realty Resource David Knox Productions, Inc. HMS Home Warranty Moxi Works New Penn Financial The National Association of Hispanic Real Estate Professionals (NAHREP) ReferralExchange Ten-X zipLogix

Team RISMedia with their honored guest, Frank Abagnale

Bailey Properties’ Robert Bailey, Pappas and Featherston Rey Hollingsworth Falu, Hollingsworth Real Estate Group, with J. Scott Schafer, BackAgent

Mark Re and Janice and Merle Whitehead, Howard Hanna Real Estate Services

RISMedia’s REAL ESTATE December 2017 95

Like Having

Personal Marketing & Management

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members 5 have it all.


If you’re a top agent, you didn’t become one by doing what everyone else does. And now that you’ve done it, you don’t have time for anything that doesn’t help you stay on top. That’s where the Top 5 in Real Estate Network comes in. As some of America’s most successful agents, our members enjoy exclusive access to an array of personal branding, professional networking and technological resources few others can match. • Top Tools • Top Training • Top Technology From weekly marketing videos to monthly coaching sessions, every element is designed to help you differentiate yourself and dominate your market. 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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and they see financial gain in selling portions of their portfolios.

Out With the Old, in With the New: A 2018 Real Estate Outlook ERA Real Estate CEO Sue Yannaccone on What to Expect in the Year Ahead


f you’re German, you might join your family at midnight to drop molten lead into cold water and make predictions about the year ahead based on the shape it takes. If you’re Russian, you will gather at one minute to midnight, write a wish on a small piece of paper, burn it over a full champagne glass and drink the ashes before the clock strikes 12. And if you’re me, an American with a young family and a thriving national real estate business to answer to, you might be thinking less about the party and more about the steady direction of the real estate industry in the year ahead.

It’s not all conjecture: 2018 is shaping up to be a close reflection of 2017, which ushered in growing home prices across the country and solidified the recovery of the real estate industry. In other words, 2018 is starting to look pretty good. That said, the biggest bane of the industry this year—low inventory— will continue in 2018. Unfortunately, new-home starts and property listings aren’t keeping pace with consumer demand. Additionally, agents across the industry will continue to focus on winning listings over finding buyers. This will place additional pressure on prices, which can be expected to remain high.

Another trend that will likely grow next year is the influx of foreign capital into the real estate industry, particularly from Chinese cash buyers. If this year is any indication, these investors—some of whom buy sight unseen—will continue to drive up prices in high-end coastal markets like Los Angeles, Miami, New York, Seattle and San Francisco. This will have the same effect it’s already had—making housing more difficult for priced-out first-time homebuyers. Keep an eye on whether these investors—who will own a sizable part of the market in select cities—try to offload some of their properties as the industry continues to recover

“2018 is shaping up to be a close reflection of 2017, which ushered in growing home prices across the country and solidified the recovery of the real estate industry.” – Sue Yannaccone CEO, ERA Real Estate At ERA, we’re gearing up to spend time, energy and money on ways to help agents improve their efficiency and productivity in 2018. We’re investing in enhancements to our Leverage and Zap platforms to help agents take advantage of the very best practices from across our network and use predictive analytics to get more listings. We’re also investing in new leadgeneration capabilities and agent marketing, helping agents show off the competitive edge they’ve earned through mastery of their local markets. Finally, our big New Year’s resolution is to help ERA® brokers recruit thousands of new domestic agents. And we’re sweetening the deal by providing a financial incentive to brokers who can attract and recruit great agents, making sure we’re doing everything possible to make their 2018 unforgettable. So, on New Year’s Eve, I won’t be playing with lead or fire, but I won’t be turning down a little celebration, either. With so much to be excited about, I’ll probably be eagerly waiting to celebrate the first moments of another year full of opportunity (and just a little bit more inventory, please!). RE For more information, please visit www.era.com. RISMedia’s REAL ESTATE December 2017 97

{RISMedia’s Great Spaces}

Grab a piece of history with this former historic church in Savannah.

by Zoe Eisenberg

Former Historic Church Offers Sweet Living Space in Savannah After functioning as a church for 120 years, this gorgeous historic property in Savannah, Ga., has been transformed into a sprawling two-condo living space, offering four bedrooms, four bathrooms and all the stained glass detailing you could possibly hope for. Sleek and expansive, this lovingly restored home—originally built in 1889 and known as Sanctuary Place—has ample character, with exposed brick, high ceilings, open living spaces, intricately carved entry doors and charming nooks throughout. Snuggle up in the wide lofted bedroom or sink into a deep tub in the bell-tower bath. Winner of the Historic Preservation Award, the two 98 December 2017 RISMedia’s REAL ESTATE

Pre-War Clinton Hill Co-op

Stained glass detailing abounds in this gorgeous historic property.

side-by-side condos could be merged into one large family home, or used as rental properties.

If you’re hoping to make moves in New York’s gorgeous Clinton Hill district, this newly listed three-bedroom apartment offers plenty of light and views of Clinton Hill and Prospect Heights. The pre-war apartment, located at 51 Clinton Ave., Apt. 5B, is full of sun and open space. Eleven massive windows soak the open rooms in light, from the soaring ceilings to the hardwood floors. Two bathrooms offer easy flow for a family, and the galley kitchen is stocked with full-size chef’s appliances. The open floor plan in the dining and living space offers endless layout possibilities, and a washer and dryer are tucked away inside the unit. The co-op also comes with a communal garden, bike storage and elevator.

Listed by: Jessica L. Kelly, Engel & Völkers

Listed by: Nadine Adamson and Kelsey Hall, Brown Harris Stevens

Listed for: $1,100,000

Listed for: $1,375,000

Photos by: Engel & Völkers

Photos by: Brown Harris Stevens

This pre-war Clinton Hill co-op is not to be missed.

RISMedia’s REAL ESTATE December 2017 99

This three-bedroom apartment in New York’s Clinton Hill features plenty of sun and open space.

Treasured Country Estate in Wayland, Mass. Are you looking for a quiet retreat in the country? The Noyes-Parris home, built in 1669 and listed in the National Register of Historic Places, sits on four acres of rolling meadows, backs right into 130 acres of conservation land and trails along the Sudbury River. Stretching over 5,500 square feet of living space with five bedrooms and five bathrooms, this dream of a country estate has been lovingly renovated while still preserving its historic authenticity. A three-level, wood-beamed barn acts as a second living unit, with a spiral staircase and a wood-burning stove. In the main home, country chic (think painted wood floors and built-in bookcases) meets serene elegance with a luxe living and dining room and a chef’s kitchen with stainless appliances, custom cabinetry and farmer’s sink. A screened-in porch is perfect for warm summer evenings, and the lush lawn sprawling on all sides makes for an idyllic escape. Listed by: Dean Poritzky, Engel & Völkers Wellesley Built in 1669, the Noyes-Parris home is perfect for those craving a quiet retreat out in the country.

100 December 2017 RISMedia’s REAL ESTATE

Listed for: $1,595,000 Photos by: Engel & Völkers

Miami Beach Penthouse

This breathtaking Miami Beach penthouse could be yours for $22 million.

While many areas of Miami are still tender following September’s storms, this breathtaking luxury penthouse is alive and well—for a mere $22 million. Sitting pretty in Miami Beach’s famed Faena District, the tub and walk-in shower in the master bath alone are enough to make you want to move in. If you need more, the private tri-level penthouse rests atop a boutique building on the shorelines of Miami Beach, with views of the ocean and city skyline. Stretching over 10,000 square feet, the luxury unit has five bedrooms and six full bathrooms. “Irma’s impact in South Florida was mainly landscape debris, with most of the cleanup completed by now,” says listing agent Isabel (Chavela) Gonzalez. “Contracts are being executed, and closings are taking place every day. Newer construction buildings, built under postHurricane Andrew building codes, fared extremely well during Irma and showed that South Florida has set the standard for tough codes to withstand tough storms.” RE Listed by: Claudio Prattico and Isabel “Chavela” Gonzalez, Berkshire Hathaway HomeServices, Florida Realty Listed for: $22 million Photos by: Cappella Photography Studio

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{Blog Spot}

4 Reasons Your Smaller House Can Sell for More Than Ever Before smaller home, as buyers are finally realizing how much they can do with the square footage you’re selling. As long as this movement persists, owners of small homes will be at a major advantage.

by Brooke Chaplan


t can seem like having a small home is a liability. After all, there’s a certain feeling that homebuyers are always looking for something bigger and better. If you have paid attention to the way home sales have been going over the last few years, though, you will notice that smaller homes are beginning to sell faster than many of their larger competitors. Below are four reasons why your smaller house can sell for more than ever before. Market Shifts The housing market is always shifting. While the damage that was done during the crash of 2008 has largely been alleviated, the way that people buy homes has changed. While at one time buyers were looking to get as much square footage for their money as possible, they’re now looking for smart investments. This, in turn, allows owners of smaller homes to be more competitive than their larger neighbors, especially when selling to investors.

102 December 2017 RISMedia’s REAL ESTATE

Design Is Changing There has also been a huge scene change when it comes to small space interior design. More and more designers are looking to design for small spaces, making the most of what they have instead of filling up larger rooms. This is a spin-off of the tiny home movement, one that has altered the overall design landscape. Most buyers have begun to realize that they can do much more with much less. This is fantastic for you as an owner of a

Area Over Square Footage Buyers have also become incredibly conscious about the areas in which they live. With some buyers now targeting hip new areas, they’re willing to put aside some of their size concerns in order to get into the hottest neighborhoods. These trends are especially true among younger buyers who don’t plan on having large families; they now know they can get a good space near everything they love without having to travel. This demographic is perfect for those who are looking to sell smaller homes. Minimalism Quite a bit of what’s been discussed goes back to a single, overriding trend among younger buyers: minimalism. There are many who now see having a smaller, nicer home as a lifestyle statement. These are the same kinds of buyers who would have paid top dollar for a larger space years ago, but are now following current trends to keep up with their neighbors. If you have a small house, it’s the perfect time to start branding it toward trend-conscious buyers. While the square footage might be minimal, there are many who see that as something of an asset. RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

Tips to Help Market Yourself


f you’re like many real estate professionals, you can market properties with surprising ease, but may have difficulty when it comes to marketing yourself. Even if it’s not something you particularly enjoy, marketing yourself and your services is a necessary part of helping your business grow. Whether you’re a new real estate professional or a veteran agent, here are some “Marketing Yourself 101” tips and reminders that you may find helpful:

8 Brag a little in your marketing materials. Potential clients want to know what you’ve accomplished and what your professional strengths are. Were your sales figures last year commendable? List them in your marketing materials. Have you won professional awards over the years? Don’t be shy about sharing them. Were you recognized in the community for volunteer efforts or generosity? Be sure to include that information, too. 8 If you have trouble writing about yourself, ask colleagues and clients who know you well to describe you. Then, consider using those words in your marketing pieces. Sometimes the people who’ve seen you in action recognize things that you don’t necessarily see in yourself. 8 Find your niche. Do you enjoy

working with first-time homebuyers? Is there a particular part of town that you know extremely well? Do you have a lot of experience with corporate relocations? If so, make sure your materials reflect your experience with these business segments. 8 Update your marketing materials regularly. If you’ve been using the same resources for more than a year or two, it’s probably time to refresh them. Include any new sales data, accomplishments, or professional descriptions. Make sure your contact information is accurate. Have new professional photographs made, and include those. 8 Don’t be afraid to share some personal information. While your marketing pieces should be professional and focus mostly on your business acumen, remember that

your goal is to form relationships with your clients. Divulging a little bit about your family life, hobbies, or interests can give potential clients a glimpse into who you are as a person, as well as add a little warmth to your communications. 8 Consider using testimonials. Ask permission from long-term or favorite clients to share some statements about working with you. Remember, there are many other ways to promote yourself besides marketing collateral and social media. Be involved in your community. Volunteer your time at community and charity events. Sponsor a Little League team or buy an ad in a local sports team or arts program. Socialize often and actively look for ways to meet new people. Join your area alumnae association, be active in your children’s schools, and participate in neighborhood associations. The more people you meet and the more you get your name out, the more connections you will make that may lead to new business opportunities. RE Source: HSA Home Warranty RISMedia’s REAL ESTATE December 2017 103

RISMedia’s Automated Content Engagement

We Create It, We Post It, You Take All the Credit!

Daily automated real estate content posted to your social media sites! Brokerage and agent level plans available

Go to ace.rismedia.com.

do speaks so loudly I can’t hear what you say. The proven formula for personal communication is 55 percent body language, 38 percent tone and 7 percent words. Sending protocol out in a memo is not nearly as effective as walking around and informally sharing your thoughts and expressing yourself on the need for procedure.

4 Ways to Combat Lukewarm Leadership By Brian Braudis


hen change is at hand and the future seems unstable, a leader’s performance can either diminish chaos or enflame it. In the backdrop of uncertainty, a mere spark of ambiguity or apathy can ignite the pervading fuel of resistance among the masses. Lukewarm leadership is not just a phenomenon of the C-suite. From the top to the front lines, followers everywhere watch intently. The leader creates the climate. If an apathetic message is conveyed, the employee will respond in kind. Here are four ways to combat lukewarm leadership:


Set the Tone What you do as a leader has tremendous influence throughout your team, your employees and even your stakeholders. People respond to what you initiate. Begin with the energy and gusto you want to see in others. Demonstrate how much you are willing to give and show that you are duty-bound early and often. Make your messages steadfast. When people see and feel your energy, enthusiasm and promise, they will not only buy-in, they will help spread your “all-in” message.


Communicate Communication is the standard by which leaders guide, direct, motivate and inspire action. Leadership quite simply depends on communication. • Get specific: Simple and concise is more effective than complicated and confusing. Hit the high points in your speeches and save the granular details for in-person communications. • Get face-to-face: Nothing can substitute face-to-face dialogue. Employees and team members know the demands on leaders and managers. They know the value of authentic live contact and informal dialogue where they can see and feel that their message is being received. • Demonstrate beyond words: What you do supersedes what you say. Remember Ralph Waldo Emerson and his famous dictum: What you


Be the Island of Commitment in a Sea of Uncertainty The new economy is well known to leaders. Increased global influence, more demanding customers and disruptive new players are challenges to be surmounted. But to your team members, the new economy means uncertainty. Uncertainty leads to anxiety that makes people susceptible to stress, less productive and more vulnerable to conflict. During times of upheaval we need leaders who are anchored in commitment. When leaders show resolute certainty in their commitment, anxiety drops and morale climbs. Team members take note and follow suit.


Show Consistent Enthusiasm Nothing great was ever accomplished without enthusiasm. Leaders who show enthusiasm as a way of operating remove any hint of lukewarm. Show consistent enthusiasm and your team will reciprocate with buy-in and enthusiasm of their own. Leaders have a significant role in creating a calm and productive culture. When savvy followers see and feel your energy, commitment and enthusiasm shining through the daily challenges and frustrations, there’s nothing lukewarm about that. RE Brian Braudis is a highly sought-after human potential expert, certified coach, speaker and author of “High Impact Leadership: 10 Action Strategies for Your Ascent.” For more information, please visit www.TheBraudisGroup.com

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4 Reasons Why a National MLS Database Makes Sense Commentary by Bob Bemis


he debate over whether a national MLS would benefit the real estate community seems to be part of an ongoing conversation. But how would it help agents and brokers? Would it provide better governance, make data sharing easier, or open markets to new and innovative technology? Let’s consider a different premise: that the debate itself is really misdirected. The concept of a national MLS organization is not only impractical, but seeks to solve a problem that doesn’t exist. Instead of considering the consolidation of the governance and management structures of the MLS, thereby providing coast-to-coast cooperation among brokers, we should instead focus on MLS data and technology infrastructure, and support the movement toward a national da106 December 2017 RISMedia’s REAL ESTATE

tabase system. This would create a vast information network available to application developers who, until now, couldn’t offer tools to agents and brokers without expensive and time-consuming customization for every individual MLS. Has this ever happened to you? While walking the tradeshow floor at a real estate conference you find two or three new, interesting, and very functional tools that would work well in your business. Then, the vendor says that negotiations are underway with your MLS, but the timeline is uncertain due to several factors: 8Governance oversight groups other than staff must review the product, adding unneeded layers of approval and delaying implementations.

8The data license the MLS requires for the product to work must be reviewed by MLS lawyers and is often not the highest priority. 8The RETS server that delivers the data the product needs is nonstandard, requiring the vendor to re-map the data specifically for that MLS. 8 If product integration involves direct linking through the MLS system, the current vendor may not have the time or inclination to expedite the delivery. You walk away frustrated and thinking, “There must be a better way.” There is a better way. A national network of property-related databases, accessible through a common set of application program interfaces (APIs), would accomplish three significant goals for the industry: 1. Standardize how applications examine data and receive results 2. Lower barriers to entry for new and innovative applications to come to market 3. Improve an agent’s productivity by making more programs available at lower prices The issue obstructing developers is that applications designed for agents and brokers that work on one

of these platforms don’t necessarily connect to any of the others. Yet by opening the database to standardized access methods, developers can offer their programs in any MLS market that supports open standards. If other national platforms also adopt the same standards, those applications should work on any compatible MLS database, anywhere in the country. A network of national databases all built to the same industry standards would solve many of the problems brokers and agents have when working across the artificial boundaries of multiple MLS systems: 1. Brokers could receive one consolidated data feed from multiple sources to feed their back office and transaction-management systems, rather than combine disparate and incompatible data structures. 2. Agent tools that work on one MLS database would work the same across all databases built to the same standard. 3. Application pricing would come down because developers wouldn’t need to customize software for each MLS market. 4. Time to market would shrink for the same reason—build it once and launch it in every standardized market.

A national database standard makes so much sense from every business vantage point that it’s difficult to think of any reason not to do it. The biggest resistance comes from the legacy-system vendors who have significant influence over the marketplace today due to their entrenched installations and pricing power. They realize that this new approach to platform architecture will require them to evolve and embrace the new technology or face extinction, much like travel agents and taxi drivers. If MLSs are to continue meeting the growing demands of their user bases––brokers and agents who rely on the MLS system for the flow of information vital to their business success––the MLSs must evolve and cooperate. The MLS community should support adoption of a national network of standardized databases using common open-access technology. In doing so, they will expand exponentially the tools and services offered, while lowering time to market for developers and reducing costs to subscribers. RE

Bob Bemis is vice president of Business Development for Realtors Property Resource® (RPR®). For more information, please visit www.narrpr.com.


Using Data to Understand Real Estate Trends by Liz Dominguez


ising home prices, affordability problems and a lack of education will affect many segments of the real estate industry, but

none more than homebuyer and seller activity. The topic was discussed at this year’s REALTORS® Conference & Expo, alongside a breakdown of the National Association of REALTORS® (NAR) 2017 Profile of Home Buyers and Sellers.

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The session was moderated by Dr. Lawrence Yun, chief economist and senior vice president of Research at NAR, and featured speakers Jessica Lautz, managing director of Survey Research and Communications at NAR, and Dr. William Doerner, senior economist of the Federal Housing Finance Agency (FHFA). Lautz outlined national real estate trends in home-buying and -selling based on the recently released NAR report, while Doerner focused on local real estate data. Lautz began by dispelling a few common myths regarding homeownership obstacles and challenges, one being that millennials never want to own anything. The other centered around delayed marriages causing a drop in homeownership—NAR reports that single women were the second most common household buyer type (18 percent) behind married couples (65 percent). The data provided by Lautz shows the disparity between homeowners and renters when asked if it’s a good time to buy. Out of 1,000 consumers surveyed over the phone, 80 percent of homeowners responded “yes,” compared to only 60 percent of renters who responded the same way. Seventy-eight percent of all surveyed participants said it’s a good time to sell and 60 - 66 percent stated that it’s difficult to qualify for a mortgage and save for a down payment. When it comes to down payments, Lautz identified a very large knowledge gap. Eighty-seven percent of non-homeowners believe they need 10 percent or more in down payment funds. She found that consumers are generally unaware of the various first-time buyer programs that allow 5 percent down or even less. Lautz implored agents to educate clients on the options available to them, especially with the current low interest rates.

“Mortgage rates have been dropping over the past 10 - 15 years quite substantially,” said Doerner. “In terms of sparking sales, it’s an awesome interest rate environment.” Homeownership challenges also stem from student loan debt—buyers are struggling to save for their down payment because of high monthly loan costs. Lautz reported that the median student loan debt for surveyed millennials is $41,200, more than their median income of $38,800. Of those surveyed, 80 percent were non-owner millennials who are delayed in homeownership by about seven years. “One way we can see first-time homebuyers getting into homeownership may be by living at home with their parents longer,” said Lautz. While many are still struggling with affordability problems, buyers reported that finding the right property was the biggest struggle in the home-buying process. According to Lautz, the biggest deterrent for homeownership is rising home prices because of limited inventory. Low inventory—a 4.2-months supply—is driving 67 months of price increases year-over-year, Yun reported. “The supply hasn’t really broken past that six-month supply that we would really like to see in the market to have that churn,” said Doerner. There is also a suppressed number of first-time buyers in today’s market, impacting the ability of move-up buyers. Repeat buyer age has risen from 36 to 54. The baby boomer generation that’s looking toward retirement is purchasing multi-generational homes, which will increase the amount of time buyers stay in a home. Lautz also outlined where clients are coming from. Of those surveyed, 54 percent of buyers and 64 percent of sellers were repeat clients or came from agent referrals. When it comes to new business, data

shows that 70 percent of buyers and 74 percent of sellers only contact one agent before signing with them. “They’re not interviewing many people and we’ve seen this increase rapidly in the last few years,” said Lautz. Millennials are beginning their agent search online and already have a firm idea of what they want, according to Lautz. Buyers and sellers look for different things in an agent. While most buyers want an agent that has integrity and is honest, sellers prioritize an agent’s reputation and their ability to market a home. Not only do statistics show where the business is coming from, but recent FHFA data also shows where it’s going on a local level. Doerner concluded that downtown areas are where buyers are currently flocking to. “Accelerations of price increases have been happening nationwide. The closer to downtown you can get, the better the appreciation,” said Doerner. “Downtown areas have the highest appreciation rates over a 25-year period.” Yun agreed, stating that “there is a downtown resurgence and revival occurring.” After a good dose of real estate information, Doerner emphasized that getting data down to a local level is essential in determining trends. “We all know it’s about location. Certain areas can really drive what’s happening within the cities. Data also needs to be at a local level,” said Doerner. RE For more information, please visit www.nar.realtor and www.fhfa.giv/hpi. Stay tuned to RISMedia for more from this year’s REALTORS® Conference & Expo. Liz Dominguez is RISMedia’s associate content editor.

RISMedia’s REAL ESTATE December 2017 109

Webinar Recap:

Collaboration Key to Bringing Convenience, Transparency and Flexibility to Real Estate Transactions by Paige Tepping


ccording to Georg Gerstenfeld, vice president and general manager of DocuSign’s Global Real Estate Solutions Group, everybody has their own DocuSign story. A leader in eSignature and workflow management, DocuSign’s Onboarding Success Manager Alex Faulkner and Justin Engelland—senior director of Industry & Segment Marketing, Real Estate—joined Gerstenfeld and moderator Cleve Gaddis, of Gaddis Partners, RE/MAX Center, during a recent installment of RISMedia’s ACE Webinar Series, “DocuSign’s Transaction Rooms: Product Showcase.”

Sponsored by DocuSign, the webinar provided attendees a closer look at the company’s Lead to Close strategy, designed to make real estate transactions completely digital from the moment a lead is generated to the moment the deed is recorded. “As much as we think we’ve transformed the transaction with DocuSign, the fundamental transaction is still unchanged,” explained Gerstenfeld, who noted that it’s not about replacing the agent, but rather, providing automated systems/processes to work for them. With 3 million real estate transactions performed annually through the 110 December 2017 RISMedia’s REAL ESTATE

DocuSign platform and more than 200 million users taking advantage of the product globally—signing in 188 different countries around the world—it’s clear to see that the digital transformation is alive and well. In fact, a recent study conducted by DocuSign shows just how beneficial the transformation has been across a variety of key metrics when looking at companies that have undergone a digital transformation. In addition to slashing the average amount of time it takes to complete a transaction (from eight days to less than half a day), the cost per transaction is also shown to drop dramatically. And as the real estate industry

continues to transform, DocuSign is focused on maintaining a position of relevancy both within the company and among the real estate professionals it serves. “We all hate change, but we hate being irrelevant even more,” said Gerstenfeld, “so it’s important for us to think about how we adopt what we do to stay relevant.” To that end, DocuSign’s Transaction Rooms—a digital transaction management platform—allows brokers and agents to retain ownership, control and compliance of their data while streamlining the transaction process for their clients. “What we want to do is bring everyone together in a collaborative environment where they can pass documents and data back and forth in a fashion that’s faster and easier for everyone,” said Gerstenfeld. “We’re looking at simplifying the end-to-end real estate transaction workflow,” added Faulkner, who walked webinar attendees through the ins and outs of the lead-toclose transaction management system. “The ultimate goal is to be able to host everything around the transaction in one central location, where information can be brought in from outside and pushed to other systems.” “There’s a lot of complexity and a lot of paperwork involved in the different steps of a real estate transaction,” said Engelland, who wrapped up the webinar by underscoring the importance of tailoring DocuSign’s Transaction Rooms to your own specific needs. “The key is making it easy for agents to use and adopt by configuring the platform to work the way your brokerage already manages transactions.” RE To view the webinar in full, visit: bit.ly/2zUPoZD. Paige Tepping is RISMedia’s managing editor.

It Doesn’t End on Closing Day. “Once you close a sale, stay in touch and be a part of their lives so they end up being a client for the rest of their lives,” said Woods. “Don’t forget about anyone; you never know where your next lead is coming from,” Munchel echoed.

Webinar Recap:

Talking With Today’s Top Producers: The Power of Prospecting, Staying Competitive and More by Zoe Eisenberg


n a recent RISMedia webinar, we got a taste of how some of today’s top real estate pros meet the needs of their clients, drive more action to their business, hustle their teammates, and lock in leads. The webinar, titled “Don’t Lose Business to Your Competition: Fulfilling Needs of Today’s Buyers,” was sponsored by American Home Shield and Homes.com and featured Julie Munchel, buyer agent with Keller Williams American Premier Realty; Michele Woods, buyer agent on the Christy Buck Team with Infinity Real Estate Group; Tim Haynes, president of American Home Shield; and Joe Sesso from Homes.com. The panel was moderated by Verl Workman, CEO and founder of Workman Success Systems. Below are some of Munchel and Woods’ top insights for working with clients, and their team. WITH YOUR CLIENTS Act Fast. Woods’ agents try and respond to a lead within five minutes. If they aren’t able to jump on it in under 10, the lead gets passed on. Find Out Where They Are. “My No. 1 goal [with leads] is to set an appointment to find out where they are, where their goals are and their

timeline, to build a relationship with them and then nurture them on their timeline,” said Woods. “My goal is always to have the next appointment set up to continue the relationship.” Prospecting Is Alive. Regardless of how busy she is, Woods gets on the phone to prospect for an hour a day. “I usually prospect for my hour in the evening three days a week, and then two days a week during lunchtime,” said Woods.

Extras Are Important. Going the extra mile helps you stand out. Woods’ team hands out pies from a famous bakery just before Thanksgiving. Not only are you nurturing your relationship with your client, but when they slice up that pie on Thanksgiving, you’re also likely to land a referral. WITH YOUR TEAM Mindset Matters. Woods and her team get into a huddle every morning. “We go over our core values, review what we did the day before and say what our goals are for the day.” Role Play. Whether you’re a new agent or a seasoned one, it’s important to continue practicing your script. “Three days a week, we role play to practice our scripts,” said Munchel, who believes this keeps her team on the top of their game. Add a Little Competition. Competition can be a great in-house motivator, and Munchel’s team has contests to get their agents hustling. They’ll challenge each other to see who can set the most appointments, with a $50 reward dangling at the end. They also write their daily activity and progress on a scoreboard so they can see how they stack up. “I’m a very competitive person,” said Munchel. “I look at that board and try to make sure I’m on top.” RE To view the webinar in full, visit: bit.ly/2ieQTKQ. Zoe Eisenberg is RISMedia’s senior content editor. RISMedia’s REAL ESTATE December 2017 111

{Ask the Experts} performed soon, but also one that can be performed in half the time of the traditional 3 - 4 hour inspection. That’s a large part of what makes HomeTeam successful. Our team approach allows for a faster inspection and more appointment slots each day.

Adam Long President HomeTeam Inspection Service www.hometeam.com


What can be done to guide clients through the home inspection process?


After being in business for 25 years and performing over a million inspections, HomeTeam Inspection Service has identified the top ways to ensure a smoother home inspection, contributing to happier clients and a better outcome. Make It Convenient The home inspection process—from scheduling to report delivery— should be convenient for everyone involved. Online scheduling, text messaging and electronic delivery of reports make convenience possible when it comes to the home inspection. If a home inspection company isn’t providing this, clients are missing out on the best possible experience.

Give Them Options Clients only want to pay for services they need. While most home inspection companies offer a wide range of services, client needs vary, and the leading home inspection companies allow clients to schedule individual services like pest, mold and radon. Ensure It’s Educational A home inspector will not give a pass/fail grade on a home, but will give an objective assessment on the condition of the home during the inspection. Educating the client on their new home and how to maintain it is a sign of a professional inspector. Communicating information in a non-alarming manner is critical to helping clients absorb information and make prudent decisions. An inspector that’s accessible to answer questions onsite and after the inspection instills peace of mind in clients and makes them more confident in their purchase decision.

Q& A

Don’t Keep Them Waiting Ten years ago, it was commonplace to wait five days or more for a home inspection, but today, consumers want it now. Plus, consumers are busier than ever today. They not only want a home inspection that can be 112 December 2017 RISMedia’s REAL ESTATE

Deliver Accurate Reporting In addition to a verbal report that the client receives onsite, the most professional inspection companies will furnish a narrative, electronic report that’s emailed to the client and agent. A narrative-style report is more detailed than a checklist-style report, putting forth a clearer picture of the home with less room for interpretation. Including photos and a summary helps the client easily identify any safety concerns or areas that warrant attention.

Patty McNease Director of Marketing Homes.com www.homes.com


How can staging pave the way for a better



Staging allows your clients to show off the unique features of their home that buyers can come to love. During the holiday season, staging can make a home stand out even more. The following staging tips will help buyers fall in love with their future home just in time for the holidays. Is staging really necessary? Many homeowners are concerned about the overall cost to sell their homes. One place they may look to cut expenses is staging. While some think it’s unnecessary, proper staging is crucial to selling a home since it allows buyers to imagine what living there could look like. In fact, according to a recent National Association of REALTORS® (NAR) survey, 77 percent of buyers’ agents said staging a home made it easier for a buyer to visualize the property as their future home, which decreased the amount of time it was on the market. Which rooms are the most important to stage? According to the same NAR survey,

the living room, master bedroom and kitchen are most critical. This is likely because these are the spaces where future owners will be spending most of their time. When planning these rooms, space and functionality are important. Rooms that are cluttered or difficult to navigate will not appeal to potential buyers. How should I stage a home around the holidays? Keep in mind that buying a home is an emotional experience for both the buyer and the seller. Often, the buyer’s emotional connection to the home is what really solidifies the sale. The holidays are a sentimental time for many, as they bring back warm memories and allow younger buyers to imagine future celebrations. Enhance these emotional connections to draw buyers to make an emotional investment in the home. That being said, it’s important not to go overboard. Since different types of potential buyers will be coming to visit, avoid including overly religious décor. Instead, opt for simple and classic. Also, consider burning a pine- or cranberry-scented candle for those buyers who come over for a tour. My client is hesitant. How can I convince them to stage their home? If your client is against staging, remind them that 86 percent of buyers believe viewing a property online is the most useful part of their home search. With so many different options, it’s important to capture their attention in this initial stage of viewing so that they want to see the home in person. If you’re still struggling, show your client a before and after photo from another property you’ve staged, and ask them which home they would rather see.

on your offer; and the remaining 20 percent is all about your design. That’s why it’s so important to get the design right the first time. At the very least, you need: - Your company logo - Your contact information - An attention-grabbing headline - Crisp, clear graphics - The right typography - Enough white space - The right colors - Information that’s beneficial to the recipient - A great call-to-action

Steve Bunker President & CEO RealEstateCalendars.com www.realestatecalendars.com


What are your best tips for designing real estate postcards?


Headlines The most common headlines you will see on real estate postcards include Just Listed and Just Sold. But you don’t have to limit yourself to these. Get creative and incorporate headlines that match the season or any upcoming holiday. Recipe postcards are another great idea.

Part of that involves postcards.

Typography You want a font that’s clear and easy to read while conveying your professionalism (yes, we’re looking at you, Comic Sans). That being said, studies have shown that harder-to-read fonts make things more difficult to learn, but easier to remember. Bodoni MT was one of the subjects of a Princeton University study, and information written in this font was more easily recalled than information written in a font such as Arial.

As any successful real estate professional can tell you, the fact that 95 percent of home shoppers start their journeys online is old news. These same real estate professionals can also tell you just how important it is to complement your online marketing efforts with successful offline marketing tactics.

Are You Doing Postcards Right? If you don’t have an eye for design, it pays to use a real estate postcard template that’s already proven successful. However, if you choose to design your own, make sure you’re including all the right elements.

Q& A

What Does Every Real Estate Postcard Need? Master marketer Ed Mayer says the 40/40/20 rule applies when you’re sending out real estate postcards. That is, 40 percent of the postcard’s success depends on getting the right audience; 40 percent depends

Information You still have to offer readers a reason for writing, and that’s where the information comes in. Convey what you need to say in a few short sentences (or less) so that you don’t bore your readers, but instead entice them to pick up the phone and call you or visit your website to learn more. RE

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Top Training & Coaching | Top Tools & Technology | Top Resources & Services

Index of Preferred Providers The leading companies providing services to the real estate and relocation industries

RREIN Service Providers

ABR®..................................................................................... 116

Ascent Real Estate, Inc........................................................... 120

American Home Shield........................................................... 116

Berkshire Hathaway HomeServices Ambassador Real Estate... 120

Berkshire Hathaway HomeServices......................................... 116

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....120

Buffini & Company................................................................. 116

Berkshire Hathaway HomeServices Florida Realty................... 120

Century 21 Real Estate LLC.................................................... 116

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....120

Certified New Home Specialist ............................................. 116

Berkshire Hathaway HomeServices Georgia Properties............ 120

CINC (Commissions Inc.)........................................................ 116

Berkshire Hathaway HomeServices Nevada Properties............ 120

Cole Realty Resource............................................................. 116

Berkshire Hathaway HomeServices Select Properties.................120

Create for the Human............................................................. 116

Calcagni Real Estate.............................................................. 120

CRS Data............................................................................... 116

CENTURY 21 Award................................................................ 121

DocuSign............................................................................... 116

CENTURY 21 New Millennium................................................. 121

Engel & Völkers...................................................................... 117

Coach REALTORS®................................................................. 121

The Entrust Group.................................................................. 117

Coldwell Banker D’Ann Harper, REALTORS®............................. 121

ERA Franchise Systems, LLC................................................... 117

Coldwell Banker Kappel Gateway Realty.................................. 121

Homes & Land....................................................................... 117

Diane Turton, REALTORS®....................................................... 121

Homes.com........................................................................... 117

Fillmore Real Estate............................................................... 121

HomeSmart International....................................................... 117

First Team® Real Estate.......................................................... 121

HomeTeam Inspection Service................................................ 117

GARDNER, REALTORS®........................................................... 121

HSA Home Warranty............................................................... 117

Gloria Nilson & Co. Real Estate.............................................. 121

Leading Real Estate Companies of the World®........................ 117

J. Rockcliff REALTORS®........................................................... 121

Motto Franchising, LLC®......................................................... 117

Jordan Baris, Inc., REALTORS®................................................ 122

Moxi Works............................................................................. 118

Kinlin Grover Real Estate........................................................ 122

National Association of REALTORS®........................................ 118

Long & Foster Real Estate, Inc................................................ 122

The Personal Marketing Company........................................... 118

Lusk & Associates Sotheby’s International Realty.................... 122

Pillar To Post Home Inspectors................................................ 118

McCOLLY Real Estate.............................................................. 122

Quicken Loans....................................................................... 118

Page Taft................................................................................ 122

Real Living Real Estate........................................................... 118

Patterson-Schwartz Real Estate.............................................. 122

Realogy Holdings Corp........................................................... 118

Randall, REALTORS®.....................................................................122

realtor.com®.......................................................................... 118

RE/MAX 440 and RE/MAX Central......................................... 122

Realtors Property Resource®.................................................. 118

RE/MAX Gateway................................................................... 122


Realty Executives International............................................... 119 Realty ONE Group.................................................................. 119 RE/MAX, LLC.......................................................................... 119 RIS Consulting Services......................................................... 119 RISMedia’s Top 5 in Real Estate Network®.............................. 119 Sellstate Realty Systems Network, Inc..................................... 119 Top Producer® CRM................................................................ 119 Workman Success Systems.................................................... 119 Xpressdocs............................................................................ 119 Zillow Group........................................................................... 119 zipLogix.................................................................................. 119

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(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.

(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.

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.




(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.

(888) 231-0732 • www.colerealtyresource.com • Omaha, Neb. Cole Realty Resource helps thousands of agents and brokers find success. Agents can connect with neighborhoods to stay top of mind and promote open houses or Just Listed/Sold properties, while brokers use this tool to recruit, retain and cheerlead new agents, allowing for confident prospecting. All of this is achieved through a combination of innovative technology, industry knowledge of end-user practices and comprehensive data providers. Let us help you become a top agent today!



(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.

(914) 909-6701 • www.createforthehuman.com • John Lim Create for the Human is a groundbreaking philosophy from John Lim, CEO of Life In Mobile and an innovator in real estate technology, that helps real estate and real estate-related companies humanize their digital marketing. Through education about the implementation of four main principles, Create for the Human offers companies the opportunity to exponentially increase their marketing success and bottom line by reaching behind their consumers’ devices and screens to capture and truly engage buyers, sellers, brokers and agents.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Nick Bailey, President & CEO Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with approximately 7,400 independently-owned and -operated franchised brokerages and more than 111,000 independent real estate professionals in 78 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 Englishand 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 Holdings Corp.

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(855) 246-2717 • www.commissionsinc.com • Marietta, Ga. • Matt Hart, Director of Sales CINC is the premier lead acquisition and conversion marketing platform designed for top-producing teams, agents and brokers. Their solution includes a consumer website that integrates with local MLS data, a complete customer relationship platform for nurturing leads, and a trio of three mobile apps supporting all aspects of the home sale process. Each month, CINC generates over 290,000 new homebuyer and seller leads for its clients.

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®’ Sec-

ond 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​5​0 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 (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 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.

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 2,350 independently-owned and -operated offices with over 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 125 offices in 16 states and nearly 14,000 agents. HomeSmart International offers franchisees, brokers and agents efficiency and innovation, coupled with the systems and technologies necessary to succeed in today’s evolving real estate industry.

HOMETEAM INSPECTION SERVICE 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.

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.

MOTTO FRANCHISING, LLC® (866) 668-8649 • www.mottomortgage.com • Denver, Colo. Created in 2016 as the second member of the RE/MAX Holdings, Inc. family of brands, Motto Franchising, LLC powers the growing network of independently-owned Motto Mortgage brokerages

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with a franchised business model structured primarily for real estate brokers interested in expanding into mortgage origination via an affiliated business. Motto Mortgage offices have access to loan products from top wholesalers and strong regulatory compliance support. The result is a different kind of business, created to innovate and disrupt the industry.

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.

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Bob Goldberg, CEO • Matt Lombardi, SVP, Marketing, Events & Alliances • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research •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.

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,

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client follow-up systems and marketing planning services.

PILLAR TO POST HOME INSPECTORS (800) 294-5591 • www.pillartopost.com • Tampa, Fla. · Alice Soon, Marketing Founded in 1994, Pillar To Post is the No. 1 home inspection brand in North America with over 550 franchisees located in 49 states and nine Canadian provinces. The Pillar To Post difference includes a printed on-site report allowing for faster closings, each inspector carrying $1 million in E+O insurance to cover both the agent & the broker, and convenient scheduling options to meet every client’s needs.

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 eight 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 14,200 offices with more than 274,500 independent sales associates doing business in 113 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.


system that brings technology and creativity to a higher level. Labeled in RISMedia’s Real Estate Magazine as “The World’s First Complete Real Estate System,” Sellstate brings a model that truly benefits both the broker and agent to the industry. Already located in eight states, Sellstate is quickly growing into one of the premier real estate franchise systems. Unparalleled technology, design, commission structure and a passive income system, which pays a monthly payout average of over $1,100 per month, all go into making Sellstate the company of the future.

(800) 252-3366 • www.RealtyExecutives.com • Scottsdale, Ariz. Established in 1965, Realty Executives International is one of the largest and most established real estate franchise systems in the world, with over 8,000 agents and 500 offices globally. The company offers disruptive, flexible pricing models for unrivaled mobile technology, business tools, training and service, while providing protected territories to qualified franchisees. The privately-held company has been ranked as a leader in the real estate industry by publications like Entrepreneur, Success and Inc. magazines.

(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.



(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.

(385) 282-7112 • www.workmansuccesssytems.com • Salt Lake City, Utah Workman Success Systems delivers comprehensive team solutions to agents, brokers, and companies, private and group coaching solutions for every level of business, and proven seven-figure income earning systems and creating operational excellence. Workman Success Systems Founder, Master Coach and Speaker Verl Workman delivers the necessary performance skills, the latest and most effective tools, and proven dialogues and systems that work in order to achieve top performance and industry excellence. To hire Verl to speak at your next event, visit www.workmansuccess. com/speaking. Sign up for a free coaching consult by going to www.workmansuccess.com/consult.

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 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.

SELLSTATE REALTY SYSTEMS NETWORK, INC. (866) 661-3847 • www.JoinSellstate.com • Fort Myers, Fla. Sellstate is a revolutionary, forward-thinking real estate franchise


XPRESSDOCS (866) 977-3627 • www.xpressdocs.com • Fort Worth, Texas As a trusted direct marketing provider for real estate professionals, Xpressdocs produces high-quality marketing materials efficiently and economically—from print and digital to mailing services and a custom technology platform, Xpressdocs has you covered. Our unique marketing platform helps clients maintain control over branding, the quality of the materials used and messaging, all while providing a self-serve online website to customize and order marketing materials and execute campaigns at the local level.

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 an exclusive San Diego affiliate of Leading Real Estate Companies of the World®, 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 areas, 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 Prudential 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, 120 December 2017 RISMedia’s REAL ESTATE

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 Tri-State 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.

CALCAGNI REAL ESTATE (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) 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.

(877) 388-7866 • www.dianeturton.com Founded in 1985, the Diane Turton, REALTORS® name has earned renowned recognition as the premier real estate company in the markets that they serve. With 18 strategic locations on the New Jersey shoreline, the Diane Turton brand is the recognized leader in providing complete residential and commercial real estate ownership services and support. Diane Turton, REALTORS® caters to all real estate requirements, including title, insurance, relocation and referral services. The company is staffed with nearly 375 sales associates along with a full-time management/support team.

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 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.

COACH REALTORS® (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, and 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 D’ANN HARPER, REALTORS® (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 returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals.

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 marketshare 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.

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 techRISMedia’s REAL ESTATE December 2017 121

nology, 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 (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 nation’s No. 1 independent brand by sales volume, is part of The Long & Foster Companies, a subsidiary of HomeServices of America, a Berkshire Hathaway affiliate. HomeServices is the nation’s second-largest real estate brokerage and one of the largest providers of integrated real estate services. Long & Foster Real Estate is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic and Northeast, and it is a founding affiliate of Leading Real Estate Companies of the World, a prestigious global network of real estate professionals that includes the Luxury Portfolio International division. Long & Foster Real Estate has over 230 offices, stretching from Raleigh, North Carolina, to Fair Haven, New Jersey, and from Martinsburg, West Virginia, to the Atlantic Ocean, and it represents more than 11,000 agents in seven Mid-Atlantic and Northeast states, plus the District of Columbia. The company, which has a productive commercial business in addition to its residential side, sold more than $31.2 billion worth of homes and helped people buy and sell homes nearly 88,000 times in 2016. Visit www.LongandFoster.com for more information.

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 122 December 2017 RISMedia’s REAL ESTATE

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 (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® (401) 364-3388 • www.randallrealtors.com Randall, REALTORS® 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.

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: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180 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 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

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

Page Taft 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® 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: 230+ • Associates: 11,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@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: 9 • 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 RISMedia’s REAL ESTATE December 2017 123

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+

RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

MASSACHUSETTS Kinlin Grover Real Estate 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

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: 230+ • Associates: 11,000+

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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

NEW JERSEY 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 Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: (877) 388-7866 Email: info@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County, Ocean County and Middlesex County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 18 · Associates: 375 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: 230+ • Associates: 11,000+

NEW YORK 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: 230+ • Associates: 11,000+

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: 230+ • Associates: 11,000+

RISMedia’s REAL ESTATE December 2017 125

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

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: 230+ • Associates: 11,000+

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

RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

RHODE ISLAND Randall, REALTORS® 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 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+

126 December 2017 RISMedia’s REAL ESTATE

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: 230+ • Associates: 11,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

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: 230+ • Associates: 11,000+

INDEX OF SERVICE PROVIDERS ABR®...................................................................................10

National Association of REALTORS®............................8, 29

American Home Shield................................................. IFC Asian Real Estate Association of America (AREAA)....48

National Association of Women in Real Estate Businesses (NAWRB).................................30


NewFed Mortgage.........................................................BC

Century 21 Real Estate LLC.............................................17

The Personal Marketing Company..........................39, 60


Pillar To Post Home Inspectors...........................................2

Create for the Human.................................11, 33, 42, 107

Realtors Property Resource®...........................................21

Engel & Völkers.................................................................27

Realty ONE Group............................................................14


RE/MAX, LLC.......................................................................7

HomeSmart International................................................... IBC

RISMedia’s Automated Content Engagement (ACE)...................................................................9, 66-67, 104

HouseCanary............................................................................ 5

RISMedia’s Content Solutions.......................................127

HSA Home Warranty..............................................................13

RISMedia’s Top 5 in Real Estate Network®.............96, 114

Leading Real Estate Companies of the World®...........22-23


NAR’s Military Relocation Professional (MRP) Certification......................................................................24

Workman Success Systems........................................65, 69

National Association of Hispanic Real Estate Professionals (NAHREP)®.............................................40-41


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{re: Real Estate} Capitol Hill Update: NAR’s 2017 Political Advocacy Efforts


ver the past year, the National Association of REALTORS® (NAR) engaged with federal lawmakers on a wide range of legislative

and regulatory issues, with the overarching goal of encouraging sound and robust real estate markets that protect and strengthen the interests of both consumers






highlights on 10 key topics. Flood Insurance With strong member support, NAR successfully advocated to avoid a lapse in the National Flood Insurance Program (NFIP) authority and secured two amendments to the 21st Century Flood Reform Act (H.R. 2874), which would reauthorize and reform the NFIP for five years. The amendments also removed provisions ending the grandfathering of flood insurance rates and reduced rate increases for some properties to 6.5 percent (versus 8 percent). Tax Reform NAR is engaged on multiple fronts, including testimony at a Senate Finance hearing on individual tax reform, ongoing Hill meetings, new advocacy ads, a new coalition to preserve state and local tax deductions (Americans Against Double Taxation), and working with OpenDoor and REach® accelerator companies to create a group “startup” letter supporting NAR’s position on tax reform. Commercial Tax Reform NAR staff continues to participate in and coordinate with the activities of the Section 1031 Like-Kind Exchange Coalition, Real Estate Roundtable and the exchange accommodators. TRID Disclosure After an extended NAR advocacy effort, the Consumer Financial Protection Bureau (CFPB) finalized updates to the “Know Before You Owe” mortgage disclosure that allows for sharing closing disclosures with third parties, including real estate agents. Here’s what the CFPB said in its release: “The Bureau understands that it is usual, accepted, and appropriate for creditors and settlement agents to provide a Closing Disclosure to consumers, sellers, and their real estate brokers or other agents. The Bureau is finalizing additional commentary to clarify how a creditor may provide separate disclosure forms to the consumer and the seller.” 128 December 2017 RISMedia’s REAL ESTATE

Fannie Mae Lending to Student Loan Borrowers As specifically addressed in NAR’s student loan debt policy, Fannie Mae has changed its underwriting guidelines, allowing lenders to calculate the borrower’s actual lower student debt payment and allowing more borrowers to qualify. Other changes include lower fees for loans that pay off student debt, and removing debt paid by others from underwriting calculations. Data Security A comprehensive communications strategy around data security was developed for members. To further combat real estate wire fraud, NAR continues collaborating with joint trades (lenders, title companies, etc.). Net Neutrality NAR’s strong support of net neutrality rules has included filing a comment letter with the Federal Communications Commission (FCC), ongoing participation with INCOMPAS (the business coalition supporting the maintenance of strong net neutrality rules), and recruiting CMLS into the coalition. Americans with Disabilities Act (ADA) Reform In order to encourage opportunities for corrective measures, NAR advocated for allowing “notice and cure” for ADA building violations before a lawsuit is filed. Additionally, NAR successfully supported passage of H.R. 620, the ADA Education and Reform Act of 2017 by the House Judiciary Committee. Housing Finance Reform NAR continues to meet with staff on the Senate Banking Committee with the goal of forming an industry coalition to discuss and reach a consensus on reform principles. To support these efforts, NAR submitted a written statement to the Senate Banking Committee hearing entitled “Principles of Housing Finance Reform.” Federal Housing Programs In addition to various presentations on housing affordability, FHA premiums, and other housing issues, NAR successfully advocated for the confirmation of Pam Patenaude as Deputy Secretary for HUD and Anna Maria Farias for HUD Deputy Assistant Secretary for Fair Housing and Equal Opportunity. RE For more information on NAR’s advocacy initiatives, visit www.NAR.realtor/Political-advocacy.

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Real Estate Magazine - CENTURY 21 North Shore - Dec. 2017  

Custom version of Real Estate magazine for CENTURY 21 North Shore

Real Estate Magazine - CENTURY 21 North Shore - Dec. 2017  

Custom version of Real Estate magazine for CENTURY 21 North Shore

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