Real Estate Magazine - JP & Associates REALTORS®, Dec. 2018 by RISMedia

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JP Piccinini Founder & CEO JP & Associates REALTORS®

– Page 124

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{Contents} December 2018/Vol. 34, No. 12 • www.rismedia.com

ON THE COVER 124 JP & Associates REALTORS® Exceeding Expectations Nationwide All the Pieces of the Puzzle in Place for Expansion For the founder and executive team of JP & Associates REALTORS® (JPAR), the formula for astounding growth is as simple as the concept at its core: exceeding expectations in terms of productivity and service, for both the franchisees who embrace the model and the agents who thrive under its nurturing and generous umbrella. “I built this brokerage with the objective of providing everything a top producer would want or need,” says JP Piccinini, a former top producer himself and an entrepreneur with a penchant for excellence. The formula is clearly working, as the full-service company he launched in the Dallas-Fort Worth market just seven years ago with less than five agents has become the largest independently-owned company in North Texas, with more than 1,500 agents in 20 offices and over $2.5 billion in current sales. With over a dozen franchises already sold in the first three months, Piccinini and his top aides—COO Mark Johnson of JPAR Brokerage, CEO Frank Gay and VP of National Development Howard Ashkinos of JPAR Franchising— share their strategies and the plans for expansion at the top of their busy agenda.

HIGHLIGHTS 24 M aking Online Referrals Work for You

Here, learn how ReferralExchange can help you manage and grow your online referral business.

31 R ISMedia’s 2019 Real Estate Newsmakers

Meet the 200-plus headline-making industry professionals who are among RISMedia’s Class of 2019 Real Estate Newsmakers.

100

100 H ome Is Where the Heart and Technology Are

131

In this exclusive feature, get a behind-the-scenes look at what sets Pillar To Post Home Inspectors® apart from the competition.

131 A warding Difference Makers, Honoring Power Brokers

Photo Credit: AJ Canaria of PlanOmatic

Take a look inside our annual Power Broker event in this special photo recap.

RISMedia’s REAL ESTATE December 2018 3

105

HEADLINERS

INTERVIEWS

15 Policy Matters: Opportunity

128 U lises Vargas,

Zones Present Potential for Distressed Communities

16 N AR Power Broker Roundtable: Looking Back and Looking Ahead

18 R EBAC Report: 6 Ways the ABR® Designation Supports Your Brokerage

20 Executive Appointments 28 F irst-Time Homebuyers Meeting Overlapping Pressures 118 W ebinar Recap: Built to Last: 3 Real Estate Team-Tested Tips to Thrive 119 B log Spot: First-Time Homebuyers: Unique, Sort Of)

Stambaugh Realty

128 R avath “RP” Pok, Realty ONE Group Signature

129 G reg Garrett, Greg Garrett Realty

26 G lobal Spotlight: Talking Luxury in Thailand

94 Empowering Agents in 2019 96 T aking Up the Charge for REALTORS® 106 Strategies: Cole Information; Home Partners of America; HSA Home Warranty; NAR-GRI; NAR .realestate; Quicken Loans; Zillow

120 An Unstoppable Synergy 124 E xceeding Expectations Nationwide 136 R eading the Market Trends… and Responding

4 December 2018 RISMedia’s REAL ESTATE

99 M ark Mathis – Prepare Your Business for a Successful 2019

102 T om Davidson – 5 Action Items for Your 2019 Business Plan

105 S herri Johnson – Hiring an ISA to Drive More Business to Your Team

130 J oel Carter, CENTURY 21 J. Carter & Company

113 C leve Gaddis – Avoid the $1,342 Per Month Retirement Plan

EXPERTS

114 R ick Geha – How to Be Your Own Best Customer

23 B rian Buffini – The Fundamentals of a World-Class Business

79 T erri Murphy – Excuses Are Fuel for Failure

81 Adam Contos – When the Market

FEATURES

Are Buying Their Marketing Departments for Christmas

Slows, the Best Agents Shine

83 R ealty ONE Group – How to Write and Run a Real Estate Blog

85 L auren Maloney – Why 3D Is a Buzzkill

87 C hristina Pappas – Playing Fair and Fair Display: Your Listing, Your Lead

EVERY ISSUE 6

RISMedia Online

Publisher’s Desk

12 Did You Know? 139 Service Profiles 147 Referrals 152 RE: Real Estate—Capitol Hill Update: NAR’s 2018 Political Advocacy Efforts

89 B ryan Brooks – To Franchise or Not to Franchise? That Is the Question

91 D arryl Davis – Seeding and Nurturing Your Neighborhood Real Estate Farm

93 J oe Martinez – What Brokers

50 136

REAL ESTATE NEWSMAKERS

Awards Reception & Dinner

2018 Real Estate Newsmakers Award

Teresa Palacios Smith HSF Affiliates, LLC

Join us at the

National Press Club Washington, D.C. Featuring the 2 Annual Hall of Fame Inductees nd

Thursday, May 16, 2019 By Invitation Only Please contact Cindi Gallucci, cgallucci@rismedia.com for more information.

{Online} Trending on View these and more at blog.rismedia.com! new U.S. News & World Report 2019 Best Places to Retire.

Here’s What Renters Say Is Really Most Important to Them Are You a Good Neighbor? Here’s How to Know

With a growing number of Americans renting, Apartment Guide conducted research to help uncover what renters think is important, and what they learned while going through the process of finding a home to rent.

December is for #Newsmakers! For more on the 2019 Class, including expanded profiles, go to RISMedia.com.

While the old saying “Good fences make good neighbors” may ring true for some, a new study indicates they may not be needed as much these days. According to realtor.com®, there’s a 75 percent chance that the folks you live next to consider you a good neighbor.

5 Surprising Things You Can Negotiate Into Your Home Price When Selling Ready to list your home on the market? Here are five things you can leverage to potentially increase its value.

2019 Best Places to Retire

Retirement is a big step and there’s a lot to consider. The biggest factors? A location’s desirability, affordability, impact on happiness, job market, healthcare quality and taxes—all of which were taken into account in the

Close to 600 of you joined us at our 23rd Annual #PowerBroker Dinner last month. Like Facebook.com/ RISMedia for photos to share.

Which Neighborhood Is the Noisiest in NYC?

Moving to a new city can be extremely stressful. With so many moving parts, one thing you don’t want to forget is researching how noisy your new neighborhood will be. http://________.realestate

Connect With RISMedia @RISMediaUpdates

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REALTORS® are buzzing about .realestate! Go to Facebook.com/ HousecallBlog to see their domain name selections.

Give your clients (and yourself) one less thing to worry about. Always include American Home Shield® home warranty coverage. Moving into (or out of) a home can be expensive, and it’s reassuring to know that American Home Shield will help manage the costs to repair covered components of home systems and appliances — like a furnace — protecting both buyers and sellers from the unexpected.

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{Publisher’s Desk} The Many Faces of News

ISMedia has a long history of covering the real estate industry and the many professionals who work so hard within it to serve the cause of homeownership. For more than 38 years, we’ve spotlighted the leaders and practitioners in the business, sharing their top-level perspectives and invaluable best practices. But the reality is, there are people out there in this industry generating headlinemaking news everyday that’s worthy of coverage. That’s why, as a media company, we decided to begin formally recognizing such individuals and their stories by launching RISMedia’s Real Estate Newsmaker Awards earlier this year. We kicked off the idea with our First Annual Real Estate Newsmaker Awards Reception & Dinner in Washington, D.C., this past May. During the event held at the illustrious National Press Club, we inducted the inaugural Newsmakers Hall of Fame (page 74), a select group who went above and beyond to make headlines in the real estate industry.

Generate More Business from Social Media!

Honoring our inaugural Newsmakers last May. Photo Credit: AJ Canaria of PlanOmatic

In this issue, it is my great honor to introduce you to our 2019 Class of RISMedia’s Real Estate Newsmakers, more than 230 individuals who were nominated by you, our readers, and the editorial team at RISMedia. While there are a lot of worthy lists out there based on production numbers or industry status, Newsmakers is different. Newsmakers recognizes individuals for doing something truly newsworthy, whether it’s Nick Bailey leading the complete modernization of CENTURY 21 or Realty Kings Properties’ Kiesha Curtis helping Houston residents register with FEMA after Hurricane Harvey. Because news isn’t just about the big name being talked about on every network, it’s also about the little guy on your local channel making a big impact in your community. Recognition is warranted in both cases and everywhere in between—and that’s what we’ve set out to do with RISMedia’s Real Estate Newsmakers.

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You can meet our 2019 Newsmakers beginning on page 31 in our special spotlight section, and you’ll find the complete list and extended profiles online at rismedia.com/2019-newsmakers. We couldn’t think of a better way to close out the year than by honoring these worthy individuals. To our Newsmakers, we extend our sincere congratulations and admiration, and to all of you, our best wishes for a peace-filled and joyous holiday.

John E. Featherston CEO & Publisher

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MY WHY? i I believe symbols are powerful. Take the RE/MAX balloon. It represents ambition that moves like a freight train. And when people see it, they see me. Telling them I go nonstop. Because I do.

Why RE/MAX? The brand is my why. ÂŠ2018 RE/MAX, LLC. Each office is independently owned and operated. 18_257667

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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

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PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey RISMedia’s Automated Content Engagement (ACE) www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear Copyright® 2018 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

According to the latest National Association of REALTORS® (NAR) quarterly report, in Q3 2018, 93% of the major markets measured (166 of 178 76% of Americans would rather use a set amount of money to upgrade their home to meet their needs instead of as a down payment on a new home.

metros) had prices rise year-over-year, with 10% in double-digit territory.

Source: Zillow® Housing Aspirations Report

Realtor.com®’s Good Neighbor report found that you don’t necessarily have to be friendly to be considered an easy person to live next to; rather, merely being quiet and respectful of others’ property is enough.

The homeownership rate has risen to 64.4%. Last quarter, homeownership was at 64.3%, and last year, it reached 63.9%. Source: U.S. Census Bureau

12 December 2018 RISMedia’s REAL ESTATE

Do you think outside of ‘outside the box’? Call us to earn your spot.

JOIN THE RELENTLESS ©2018 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.

Century21.com

{Policy Matters}

Opportunity Zones Present Potential for Distressed Communities This column is brought to you by the NAR Real Estate Services group.

by Erin Stackley

he Qualified Opportunity Zones (QOZ) Program was created by the Tax Cuts and Jobs Act to encourage economic growth in distressed communities through tax benefits. The program holds enormous potential for commercial real estate investment and development in the designated zones.

Under the program, U.S. states and territories, including Washington, D.C., nominated areas (by census tract) to be “Opportunity Zones,” which the IRS chose from when making the final designations, released in early 2018. The Zones are in underserved communities and vary in size. Investors must create “Opportunity Funds” (O Funds) to invest in the Zones. Anyone can create an O Fund, but it must be structured as a partnership or corporation organized for the purpose of investing in QOZ property. Capital gains invested into an O Fund within 180 days of a sale to a non-related party are eligible for: • Deferral of federal tax while held in the O Fund • A 10-percent reduction in tax after five years, and an additional 5-percent reduction after seven (for a total of 15 percent) through an adjustment in basis

• Gains accrued while in the O Fund are tax-free if the initial investment is held for 10 years Non-gains funds can also be invested into an O Fund, but are treated as a separate investment for federal tax purposes. Only gains accrued on capital gains invested into an O Fund on which tax is deferred are excluded from tax at the end of the 10-year period. At least 90 percent of O Fund assets must be in QOZ property, which can be stock, partnership interests, or other tangible property used in a trade or business (e.g., real estate). The Treasury Department’s proposed rules state that O Funds will be able to self-certify and report compliance with the 90 percent asset requirement on federal income filings. Business property acquired by an O Fund in a Zone must be new or “substantially improved,” meaning the fund must invest at least as much on improvements as was paid for the used asset. The proposed rules state that the “substantial improvement test” does not need to include the value of the land a building sits on, thus reducing the required investment amounts. Additionally, QOZ business property must be “substantially all” in a QOZ, meaning that 70 percent or more of the property must be in the Zone.

QOZs are a federal program, but the states may still play a role. States that want to make their Zones more attractive to investors might conform their tax laws to the federal laws by relieving investors from paying state capital gains rates on income earned from QOZ investments. The states will likely be reviewing their tax codes in response to the program, though not all will choose to make such changes. Further rules are expected to clarify other aspects of the program, including how to handle reinvestments by O Funds and how to define “original use” of QOZ business properties. In January 2019, the IRS will hold a hearing on the topic, and final rules are expected in the spring. Until then, some of the proposed regulations are in effect, including those relating to eligible gains and dispositions of investments in the O Funds. NAR is closely monitoring this issue and will provide feedback on the proposed regulations to ensure that the program is successful. For more information, please see the “Opportunity Zones” page on nar.realtor—www.nar.realtor/taxes/qualified-opportunity-zones— which includes links to the IRS FAQ page and a map of all the designated QOZs. RE

Erin Stackley is a senior policy representative for the National Association of REALTORS®. RISMedia’s REAL ESTATE December 2018 15

{The NAR Power Broker Roundtable} Looking Back and Looking Ahead MODERATOR:

Christina Pappas District Sales Manager, The Keyes Company, Miami, Fla.; Liaison for Large Firms & Industry Relations, The National Association of REALTORS® (NAR) PARTICIPANT:

Jim Imhoff Chairman, First Weber Madison, Wis. 2019 Liaison for Large Firms & Industry Relations, NAR The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Christina Pappas, NAR’s Liaison for Large Firms & Industry Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Christina Pappas: Welcome back, Jim! It’s my privilege to pass the baton to someone so dedicated to the values of NAR and the industry.

Jim Imhoff: Yes, these panel discussions are important—not just for the broker community, but for a lot of agents and managers looking for top-level insights. CP: One of the things I love about this

business is that the REALTOR® community really is a community. We’re committed both to the power of relationships and to the real impact of working together in order to get things done. The 2019 Leadership Team, led by President John Smaby, is continuing the great mission of the “Own It!” theme. It’s such a great call to action.

JI: Be accountable. Take responsibility. Chart the course you want and stay with it. If that’s not a recipe for

16 December 2018 RISMedia’s REAL ESTATE

success, I don’t know what is.

CP: Agreed; it’s been a real pleasure to address so many relevant issues in my year as NAR Liaison. JI: You’ve tackled some universal concerns, including succession planning, disaster protocol and bringing millennials front and center into real estate. These are topics that matter, and will continue to matter, in a changing real estate environment.

“I firmly believe, as does NAR, that our mission is to stand with the customer.” - Jim Imhoff 2019 Liaison for Large Firms & Industry Relations, NAR

CP: Value proposition is a critical topic,

CP: These are important topics in our

and we need to get a firm handle on it, as new business models continue to emerge and provide competition.

JI: Which goes back to your comment about the dedication of this community and striving to be the best we can be.

JI: Our answers impact every aspect of a brokerage, from the integration of new technologies, to how we make best use of space, to the way we pay our agents. New approaches are inevitable, of course, but brokers need to know what brings customers to their door, and how they plan to keep them coming.

industry, and I thank our monthly panelists for taking the time to discuss them with me. It’s their time, and their willingness to share, that make the Roundtable valuable.

CP: We can all learn from each other, and I can’t think of a better person to lead the conversation in 2019. In 40 years of growing your company, you’ve witnessed, and successfully navigated, a generation of change. You have a firm grip on the value proposition REALTORS® offer. JI: I firmly believe, as does NAR, that our mission is to stand with the customer…that every transaction should have two winners: a happy buyer and a happy seller. If the customer’s happy, the agent will prosper. That’s a truth that never changes, no matter the market climate.

CP: I look forward to that discussion. What else is on your agenda?

JI: I’d like to revisit some of the topics I know we’ve addressed in the past—updates on wire fraud, best practices for agent teams, tapping into millennial talent—and something that’s near and dear to my heart: defining the agent as our customer. And I hope I can count on you—and the real estate community—for topic ideas and input. CP: It will be my pleasure.

CP: What are some of the topics you’re

JI: Thanks, Christina, for a year’s worth of your valuable time and great discussions.

JI: I think you hit the nail on the head

CP: My pleasure. I look forward to your upcoming discussions and continuing our dialogue with the broker community. RE

considering for the coming year’s Roundtable agenda? when you mentioned value proposition. I want to start by asking brokers to take an in-depth look at what defines their company.

8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

A Tech Champ

Dale got it done for us! His tech skills and great tools gave us everything we needed to find our dream home. – Chris L.

Dale Corpus, REALTOR

Dale got it done with RPR mobile

{REBAC Report}

6 Ways the ABR® Designation Supports Your Brokerage by Marc D. Gould

very real estate transaction includes a buyer. It’s an obvious fact. However, how often are your buyers working with an accredited specialist in buyer representation? Are you missing a significant opportunity to earn more business and raise your brokerage’s profile in your market? Understandably, brokers face competing priorities and may place more emphasis on the listing side of the business. That said, there are many compelling reasons to invest in the buy side of the equation via the Accredited Buyer’s Representative (ABR®) designation. 1. Client Service. How can agents consistently win with buyers if they don’t thoroughly understand what buyer representation entails? The ABR® designation helps your agents elevate their skills, knowledge and professionalism, delivering a higher level of service that invites future business. Time and again, agents express their delight with the value of the training. Further, ABR® designees have ongoing access to specialized information and updates to stay on top of current issues and trends, making your agents increasingly proficient. 2. Risk Management. Training is a two-sided coin, offering substantial upside potential while also shrinking downside risks. After all, agents who don’t understand and meet their fiduciary responsibilities to buyer clients are at higher risk of generating 18 December 2018 RISMedia’s REAL ESTATE

noisy consumer complaints, negative online reviews, or even legal actions against your brokerage.

3. Consumer Awareness. Today’s buyers are increasingly aware of and interested in obtaining real estate services from certified professionals, including agents who’ve earned the ABR® designation. REBAC’s extensive outreach efforts, including online advertising campaigns and a continuously updated consumer website (www.homebuying.realtor), which includes a directory of current ABR®designees, have contributed to growing public awareness. 4. Educating Buyers. In addition to the skills gained via the training, REBAC members have exclusive access to additional consumer resources that simplify the process of explaining need-to-knows for selecting an agent, signing a buyer representation agreement, negotiating a purchase agreement, reaching the closing table, and more.

5. Marketing Support. ABR® designees can also leverage a wide variety of marketing resources designed to attract business from buyers, including social media tools and printed postcards, brochures, flyers, and more.

These materials are designed to support and complement your brokerage’s branding efforts, including options to add logos and other customization details.

6. Referral Network. Almost 8,000 ABR® designees have joined the ABR® Referrals & Networking Community on Facebook, a closed group that actively exchanges out-of-state referrals on a daily basis. It’s also a great sounding board for helpful insights and suggestions from other buyer’s agents. These are just a few of the most important ways your brokerage benefits when agents earn the ABR® designation. Of course, agents who pursue additional training also typically enjoy more successful careers than agents who haven’t benefited from the guidance offered by real estate designations and certifications. Get Started Are your agents ready to earn the ABR® designation? The first step is simple: Enroll in an Accredited Buyer’s Representative Designation course. Agents can visit training4RE.com for current classroom offerings and online options. Upon completing this course, agents automatically become members of REBAC, free for the first year. New members also gain access to many exclusive benefits while completing the remaining designation requirements. To learn more, visit REBAC.net/ abr. RE Marc D. Gould is senior vice president of Member Development for NAR, overseeing a wide range of professional development programs for REALTORS®, including the Real Estate Buyer’s Agent Council (REBAC). 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 have completed the specialized education and documented experience in working with consumers purchasing a home. To learn more, visit REBAC.net.

{Executive Appointments} The National Association of REALTORS® (NAR) has installed its 2019

with John a second-generation REALTOR® from Edina, Minn., installed as 2019 president. Smaby, broker of Edina Realty, succeeds 2018 President Elizabeth Mendenhall. Vince Malta, a thirdgeneration REALTOR® from San Francisco, Calif., was installed as 2019 president-elect, while Charlie Oppler—CEO of Prominent Properties Sotheby’s International Realty—was installed as 2019 first president. John Flor, managing broker of Six Lakes Realty in Chetek, Wis., was installed as treasurer. Brian Copeland, founder of Doorbell Real Estate in Nashville, Tenn., was installed as vice president, Association Affairs, while Tracy Kasper— a broker with Berkshire Hathaway HomeServices Silverhawk Realty in Caldwell, Idaho, was installed as vice president, Advocacy. leadership,

Smaby,

The Ebby Halliday Companies has announced that

Mary Frances

Burleson,

CEO for close to 30 years, is pivoting roles, focusing now on the Ebby Halliday Foundation. Chris Kelly, formerly senior counsel at HomeServices of America, has been appointed CEO. As CEO, Kelly will focus on the future growth of the legacy North Texas powerhouse. In 2007, Kelly joined ReeceNichols Real Estate, another affiliate of HomeServices, and was promoted to chief administrative officer of Berkshire Hathaway HomeServices Kansas City Realty, Kansas City Title and ReeceNichols in 2013. In 2017, he joined HomeServices as senior counsel. Burleson joined Ebby Halliday in 1958, and was appointed CEO and president in 1989.

RE/MAX Executive Vice President

Mike Ryan is retiring, effective Jan.

2, according to an announcement by the company. He will assist with the transition through year-end, after which he will act in an advisory capacity for the company. Ryan began at the company in 1994 as director of Operations, and became the driving force behind the RE/MAX Satellite Network (RSN), which he evolved into what is now RE/MAX University®.

Realogy Holdings Corp has announced that Anthony E. Hull, executive vice president, chief financial officer and treasurer, has retired, effective Nov. 5. Hull will serve as a senior advisor to Chief Executive Officer and President Ryan M. Schneider until March 31, 2019. As part of this transition, Realogy’s Board of Directors has appointed longtime company finance leader

Timothy B. Gustavson as interim chief

financial officer and treasurer.

Zillow Group’s

Amy Bohutinsky,

chief operating officer and longtime member of the organization, has been elected to the Board of Directors of the company, and will depart her existing role in January 2019. In addition, Zillow has hired Aimee Johnson as chief marketing officer and named Jennifer Rock, currently interim chief financial officer, as chief accounting officer. RE For more executive happenings, please visit www.rismedia.com.

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The Fundamentals of a World-Class Business by Brian Buffini

e all want to build a business that lasts. After all, you likely didn’t start your business with the intention of running it for a year or two. However, everything changes so quickly these days that nothing feels permanent. Think of all the technological advances that have been introduced into the industry in the last two decades alone. Who would’ve thought we’d have so much information at our fingertips? ness for a reason—they work. And, they’ll continue to work regardless of the latest trends.

BUILD YOUR BUSINESS ON THESE FUNDAMENTALS 1. Invest in relationships. Best-

As a result, we’re bombarded with conflicting advice about how to create a lasting business. So-called experts, who’ve often never sold a home in their lives, try to convince us that we need what they’re selling in order to survive in business. I’m here to tell you, principles don’t change. It doesn’t matter what the new, fancy, shiny objects promise; the basics of business will not change. What does change? Tactics. Think of technology as a tactic. Technology is an asset to any business, and there are so many tools available on the market that make running a business easier. By all means, lean into this technology, but remember, the purpose of technology is to support the fundamentals, not replace them. The fundamentals are the basic building blocks of busi-

selling author and marketing expert Scott Stratten said, “If you believe business is built on relationships, then make building them your business.” When you work by referral, your business is built on relationships; your clients and their referrals drive your business. That’s why it’s so important to spend your time, energy and money on your relationships. Create lasting relationships with your clients by investing in them, especially those who send referrals your way. Connect with them often and consistently, listen for a need and fill it, and let your clients know how much you appreciate their business and referrals.

2. Stand out with service. My mentor, Og Mandino, said, “Always render more and better service than is expected of you, no matter what your task may be.” Everyone is attracted to excellence, and the one way to deliver excellence is to always

do more than your clients expect. For example, when your clients complete their home transaction, refer them to a moving company in your network or swing by on moving day with some boxes and packing tape. Your clients will be surprised and appreciative of the gesture.

3. Master your skills. Learning doesn’t end once you’ve earned your real estate license. You have to continue to sharpen your skills as long as you’re in business. After all, it’s your skills that pay the bills. Most agents, though, only consider improving after a failure or mistake. Continue to develop and renew your commitment to the fundamentals by enrolling in real estate-related training and registering for seminars online or near you. Then, put what you’ve learned into practice by flexing your skills every day. The more you practice, the sharper you’ll stay. The only proven way to create a business that lasts is to practice the fundamentals consistently every day. Of course, rely on technology like a CRM or online learning to help you work more effectively and efficiently, but don’t expect it to put in the work for you. Building a lasting business takes time, but the reward for your patience is a business that’ll continue to thrive regardless of changes in technology or the real estate market. RE Brian Buffini immigrated to San Diego from Ireland in 1986 and became a top-performing REALTOR®. He then founded Buffini & Company to share his powerful lead-generation system. Buffini & Company has trained over 3 million people in 37 countries and coaches more than 25,000 business pros. Today, Brian’s a New York Times best-selling author and reaches over 1 million listeners a year through “The Brian Buffini Show” podcast. For more, visit buffiniandcompany.com. RISMedia’s REAL ESTATE December 2018 23

Making Online Referrals Work for You Managing and growing your online referral business can turn a good year into a great year by Lisa Fettner

Properties in Escondido, Calif., serves the busy North San Diego area along with her husband, Javier. “When a referral comes in, we make the call, get an appointment, and do what it takes to work the lead,” says Zavala. “It sometimes takes a lot of negotiation, but it’s gratifying to know we’ve helped more than one family out of a very tight spot—and we get paid to do it.” “Acting quickly and professionally is critical,” notes veteran Broker/Owner Donald Patterson, whose company, Commonwealth Real Estate Associates, has closed seven inbound ReferralExchange transactions in Georgia and Florida within the last 24 months. “You have to be good—and fast—to beat out the competition.”

eferrals are the undisputed lifeblood of an agents’ business, but managing inbound online referrals can sometimes be challenging. Plus, most agents admit that they don’t send as many outbound referrals as they could be doing.

Here’s how these leaders follow up with inbound referrals:

For inbound online referrals, clients may have requested information from multiple sources, and some referral companies—like ReferralExchange—send referrals to several agents so the client can choose the best fit for them. For outbound referrals—e.g., when you have a client moving to a different location, a buyer moving into your area who needs to sell a property in their old location, or a friend/family member who needs to purchase a property that’s out of your price point or market—the challenge can often be finding qualified agents in other markets and keeping track of how they’re handling the referral. Here, we highlight some tips and tools from agents who use ReferralExchange, a nationwide referral and lead management service, to help you convert and close the online referrals you receive, as well as how to find ways to send out more referral business. For both types of business, the key is to have a thorough and consistent marketing and communication strategy in place in order to capture the business when the prospect is ready to transact.

3. Include a photo of yourself, as well as any personal or customized information based on the prospect’s request.

Converting Inbound Referrals Melissa Zavala, administrative broker at Broadpoint 24 December 2018 RISMedia’s REAL ESTATE

1. Call quickly. Patterson calls within 30 seconds, and Zavala calls on the same day. 2. Make follow-up calls and send emails and texts several times during a two-day period.

4. Add them to your CRM/drip campaigns, since these types of referrals might be at the very beginning of their home search.

Converting Outbound Referrals When managing outbound referrals, agents need to have a partner with a large number of vetted agents, the systems in place to manage and track the submitted referral, and a customer service team to help everyone through the process. Zavala says that ReferralExchange provides the national network and support they need to help their clients. They simply upload the name and information into the ReferralExchange system. “They find an appropriate agent and manage the entire transaction, and we get paid when it closes. “When we work with clients locally, we know the area well, and we can offer the kind of insights a buyer needs to know in order to make a good buying decision,” says Zavala. “When we refer through ReferralExchange, we know our clients will get the same level of expertise from

the agent they ultimately work with. “We know that the system works, and that makes it possible for us to focus on the business at home,” adds Zavala. “In fact, we just had a referral close that we submitted in 2015.” The process works well no matter the size of the real estate firm, says Cornelius Jackson, president and CEO of CLJ Realty, Inc., a small team of REO specialists serving all of Southern California. “Working with ReferralExchange allows me to compete with big brokerages all across the nation easily and efficiently,” says Jackson. “I had one client in Alabama, a former coworker and a first-time buyer, who was being transferred to Chicago and wanted to buy a home there,” says Jackson. “Here I was, halfway across the country, but a ReferralExchange agent in Chicago managed the transaction and kept me updated at every point along the way—and I got my commission when they closed.” “It’s the best system I know for increasing your business outside of your geographical area,” says Patterson. “It’s a win-win for everyone, and we’re well paid for our effort.” Like Jackson, Patterson values the fact that his ReferralExchange association puts his company on the national stage. “I can truthfully tell my clients that I can help them with their real estate needs anywhere in the country. And

I can be very certain that they’ll be happy with the performance of the ReferralExchange agent on the other end,” says Patterson, who appreciates the ease of using the platform. “It’s a real work-saver,” adds Patterson. “I input the information and, with one click, I know they’ll take it from there.” Here are their tips for doing more outbound referrals: 1. Look for opportunities to refer. Zavala says that their most recent closing was the friend of the daughter of someone who worked in their office. 2. Always ask your relocating buyers or sellers if they need an agent wherever they’re moving to/from. 3. Focus on the local business that makes sense for you to work and refer out the rest. 4. Let everyone know that you have access to a nationwide network of top agents who can help them. RE ReferralExchange, which began connecting real estate professionals and clients in 2005, currently has more than 24,000 agents on board nationwide, and helped connect over 250,000 agents and clients in 2018. For more information, please visit www.referralexchange.com.

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Talking

Luxury

in Thailand

by Paige Tepping

premium real estate agency founded in 2013, Sense Property Group is committed to offering top-notch service to global customers. With a single agency in the inner center of Bangkok, Thailand, where the demand from foreign investors and expats is strongest, the boutique real estate agency focuses on the highend of the residential market. Working as a fiveperson sales team, the firm also serves Koh Samui, Phuket, Hua Hin, Chiang Mai and Pattaya through a network of experienced and reputable foreign brokers. Here, Co-Founder Bastien Forzy discusses the current state of the market in Thailand. Tell us about the types of properties in your market and which are most popular. Bastien Forzy: Over 95 percent of our sales involve condominium units, which are the only type of property that foreigners can purchase “freehold,” i.e., without restriction of rights or time. Freehold condos can even be transmitted to the owners’ heirs. Foreigners (either individuals or companies) began purchasing freehold condos in Thailand in 1992 when the Condominium Act was passed, allowing them to purchase condominium units in the limit of 49 percent of all built-up units per condominium-registered residence.

26 December 2018 RISMedia’s REAL ESTATE

Please describe your current housing market. BF: As of Q2 2018, there were approximately 240,000 condominium units in Central Bangkok, of which 20 percent belonged to foreigners. To fully understand the local condominium market, one must make the distinction between the new sale and resale market. In looking at the new sale market, the average transaction price of new homes (condominium units) in Central Bangkok was 280,000 Thai Baht (THB) per square meter in Q1 2018, with notable discrepancies between the very top of the market (super-luxury condos go up to 600,000 THB/sq. m) and the Grade-A market entry (around 250,000 THB/ sq. m). Even more significant is the gap between the newest and oldest properties on the resale market, where the oldest- and lowest-end condos in Central Bangkok can trade as low as 60,000 THB/sq. m, 10 times lower than the most expensive properties. This 1-to-10 price scale is one of the main features of Central Bangkok’s condo market, a source of immense opportunity for

smart buyers who are being advised by knowledgeable brokers. It’s also important to note that new sale prices in Central Bangkok have increased by 150 percent between 2006 and Q1 2018, representing a 12 percent increase per year. Resale prices have increased at a slower pace, with an estimated yearly increase of 4 - 5 percent over the same time period.

What types of buyers do you work with? BF: Our focus has always been—and will continue to be—on foreign investors, where we have a strong added value in the very competitive market of property brokers, which isn’t yet regulated (no license needed). While more than 80 percent of our sales have been to foreigners or Thai citizens of foreign origin, sales among Thai clients were almost exclusively Grade-A to super-luxury condos, in addition to some houses and land, which can only be purchased by Thai nationals. That being said, our population of foreign buyers is a good mix of residents and non-residents. Although Westerners have historically been our main clientele, we’ve seen a strong increase

in demand from China, Hong Kong, Taiwan and Singapore, all countries where cash is plentiful and where the Bangkok market looks particularly attractive in comparison to their local markets. As we continue to develop our visibility and business with Westerners, we’re also investing considerably to extend our focus to the Asian market.

What are some of the most important trends in your market? BF: One significant trend is increasing land prices and demand for high-end properties, which is leading to an increase in condo prices, a shift to luxury developments and shrinking property sizes. In fact, more than 60 percent of all new units since 2012 are studios or one-bedroom units. We’re also seeing a renewed interest for older units that offer a larger living space, more bedrooms, real balconies or terraces and larger facilities in the heart of Bangkok, which is opening up considerable

opportunities for buyers willing to redesign their units. In addition, there’s been a strong increase in the number of Chinese buyers, who now account for 60 to 70 percent of all new buyers in Central Bangkok. Sukhumvit has become the main center of attraction for foreign investors, especially around the Phrom Phong and Thonglor areas, famous for their unique malls and endless dining and shopping options. More than half of all new high-end projects in Central Bangkok are located in the Sukhumvit area. Lastly, we’ve seen an extension of Central Bangkok to the riverside area, with various high-end condo projects being built. This will also be the future home of the largest luxury shopping mall in town.

What are your biggest challenges/opportunities for growth? BF: In addition to the shortage of quality properties matching foreign standards (for example, properties with two bedrooms or more), there’s a lot of uncertainty within the market as we anticipate the next financial crisis occurring sooner than we thought, which may cut foreign investments and work permits for expats. In addition, the lack of transparency and professionalism in the local brokerage market is undermining the confidence of numerous potential buyers who favor more mature markets, such as those in the United Kingdom, the United States and Australia. Another challenge that we’re currently facing is the fact that with Chinese investors, trust is everything; in fact, they’ll only work with a Chinese agency or at least one that has Chinese-speaking staff and proven experience with Chinese buyers. Finding the right staff is a challenge in our market, especially with the everincreasing salary expectations and limited loyalty. That being said, penetrating the massive Chinese market is a difficult and costly process, but one with potentially huge returns.

How does being part of Leading Real Estate Companies of the World® help advance your business? BF: LeadingRE is a fantastic label of professionalism and quality of service. Only a limited few are elected to be members, and this is key to the recognition of this label and the development of the network. Although we only became a member in March 2018, we’ve already had the chance to meet with a number of other founders and directors of member companies. Being a member of LeadingRE allows us to work with the best partners, and this is absolutely key for our clients’ satisfaction. Lastly, LeadingRE is open to ideas and suggestions from its members to improve the network to meet the unique needs of its members and penetrate new markets. This opens unique opportunities for an agency like ours. RE For more information, please visit https://senseproperty.com. RISMedia’s REAL ESTATE December 2018 27

First-Time Homebuyers Meeting Overlapping Pressures by Suzanne De Vita

ith the affordability crunch difficult to overcome, first-time homebuyers are increasingly struggling, according to the 2018 Profile of Home Buyers and Sellers by the National Association of REALTORS® (NAR). Thirty-three percent of buyers this year were buyers fresh to the market, the report shows—a decline from 34 percent the prior year, and now down for the third straight year. Their challenges are cost-related, and overlap: college debt, the down payment and increasing mortgage rates. Forty percent of first-timers have $30,000 in student loans, according to the report, while 13 percent of all buyers are challenged by the down payment—half of which because of college debt obligations. The average first-timer paid 7 percent toward a purchase, but the average buyer in general put down 13 percent—a figure not

28 December 2018 RISMedia’s REAL ESTATE

seen since 2005. “Low inventory, rising interest rates and student loan debt are all factors contributing to the suppression of first-time homebuyers,” says Lawrence Yun, chief economist at NAR. “With the lower end of the housing market—smaller, moderately-priced homes—seeing the worst of the inventory shortage, first-time homebuyers who want to enter the market are having difficulty finding a home they can afford. “Even with a thriving economy and an abundance of job opportunities in many markets, monthly student loan payments coupled with skyhigh rents and rising home prices

make it exceedingly difficult for potential buyers to put aside savings for a down payment,” Yun says. Another critical homebuyer group is single women, who accounted for 18 percent of all buyers this year, behind the buyer majority (63 percent) who are married, the report shows. In third were the 9 percent of buyers who are single men, who bought more expensive homes, at a median $215,000, compared to the $189,000 median for single women. For buyers as a whole, an agent is their go-to for support in the transaction. Despite 95 percent of buyers house-hunting online, 86 percent enlisted a REALTOR® in their search, and 87 percent had an agent help them in their purchase. Ninety percent of buyers would “definitely” or “probably” use their agent again, or recommend him or her to others. An agent is equally important on the seller side, the report shows. For-sale-by-owner sales were just 7 percent of all transactions this year—the lowest ever recorded in the report, highlighting the importance of a REALTOR® when selling. “With inventory so low, buyers are relying on their agent’s knowledge of markets and neighborhoods to find listings, rather than relying only on online searches,” says 2018 NAR President Elizabeth Mendenhall. “A REALTOR® has years of experience, generating insight and expertise that can help buyers navigate a tight market, where buyers are forced to move fast and make competitive bids in order to get their dream home.” RE For more information, please visit www.nar.realtor.

Suzanne De Vita is RISMedia’s online news editor. Email her your real estate news ideas at sdevita@rismedia.com.

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(From left to right): Jazmyn Rushing, REALTOR®; Nicole D. Woods, REALTOR®; Albert Allen, REALTOR®; Brian M. Paris, REALTOR®; Ashley Rathburn, Texas Association of REALTORS®; Andrei Lubomudrov, Austin Board of REALTORS®; in front of the LBJ Presidential Library, Austin, TX

We can’t change history. The future is

our story to write. Be a catalyst for change.

2018 marks the 50th anniversary of the Fair Housing Act. While progress

has been made, there’s more work to be done. What can you do? Redouble your efforts to understand fair housing laws and how your actions, words and understanding of the issues impact housing choice. And when you see discrimination, challenge it. Report it. Engage in community dialogue about the issues tied to housing choices, like schools, healthy communities, residential displacement and economic opportunity. Be informed, and take action to expand protections to groups who continue to experience discrimination, such as the LGBTQ community. By protecting the rights to housing — free from discrimination for ALL people, the Fair Housing Act preserves and advances opportunities for everyone. As the REALTOR® community, let’s take ownership of fair housing rights and uphold the promise of the Fair Housing Act. Visit www.FairHousing.realtor to read more about what you can do and to join the commemoration.

Meet RISMedia’s

2019 Real Estate

NEWSMAKERS I

n recognition of those real estate professionals making headlines for their newsworthy contributions to the housing industry and the communities and consumers they serve, RISMedia launched the Real Estate Newsmaker Awards earlier this year. We kicked off these new industrywide honors with the induction of our inaugural Newsmakers Hall of Fame at RISMedia’s First Annual Real Estate Newsmaker Awards Reception & Dinner in Washington, D.C., this past May.

This summer, we put out the call to our readers to nominate (see pg. 69) a Real Estate Newsmaker from their corner of the world—someone who was making news in their own way, big or small. In this special spotlight section, we bring you RISMedia’s 2019 class of Real Estate Newsmakers, a collection of more than 230 of the industry’s influencers, inspirations, innovators and icons, nominated by you

and by the editors at RISMedia. In the pages ahead, you’ll read a little bit about their story and find out just why their news is worth sharing. As RISMedia President and CEO John Featherston says, “RISMedia’s Real Estate Newsmaker Awards honor the industry’s real newsmakers—the people who are positively affecting our industry and the millions of consumers we serve.” You’ll find the complete list of RISMedia’s 2019 Real Estate Newsmakers, along with their extended profiles, online at rismedia.com/2019-newsmakers. And on page 74, you can read more about our upcoming 2nd Annual Real Estate Newsmaker Awards Reception & Dinner taking place this May, and see highlights from last year’s event, including our inaugural Hall of Fame inductees. We’ll be announcing the members of our 2019 Newsmakers Hall of Fame early next year. To all our 2019 Real Estate Newsmakers, congratulations, but more importantly, thank you for your efforts toward advancing the real estate industry and all those it impacts. —Maria Patterson

REAL ESTATE NEWSMAKERS

RISMedia’s REAL ESTATE December 2018 31

INFLUENCERS | The thought leaders

PAUL BOOMSMA

President/CEO, Leading Real Estate Companies of the World®

aul Boomsma was named president/CEO of Leading Real Estate Companies of the World® (LeadingRE) in 2018 after previously serving in the roles of COO and president of the network’s Luxury Portfolio International Division. Upon the retirement of former LeadingRE President Pam O’Connor, Boomsma stepped in to oversee Leading RE’s strategic direction and network of 565 top independent brokerages, which spans six continents. “This has been a very exciting and rewarding year for me, as I assumed my new role within our organization,” Boomsma reports. “It has given me the opportunity to work even more closely with our board of directors and members around the world, as well as with leaders from across the industry.” Boomsma ensures that LeadingRE delivers value to members and clients through events, education, relocation, referrals, technology and marketing. He is particularly proud of the global success LeadingRE has achieved in over 70 countries, and attributes that growth to building strong relationships, understanding cultural differences, and striving to deliver the best real estate experience possible for the clients they serve. LeadingRE does this by engaging with clients at events around the world, such as the recent Global Symposium in Barcelona and ASEAN Immersion Conference in Kuala Lumpur, and also through online courses, dedicated sessions on cross-cultural awareness, and considering cultural differences in business practices and communication.

atie Johnson joined the National Association of REALTORS® (NAR) in 2007 and has emerged as an industry change agent. She was appointed general counsel in 2014, charged with ensuring that NAR’s programs, policies and activities were in compliance with the law. She also defends NAR against legal challenges and initiates litigation to protect and preserve its assets and policies when necessary. In 2017, Johnson and her team were recognized by World Trademark Review as the Not-For-Profit Legal Team of the Year for their protection of the REALTOR® trademark. Under her leadership, the team was also recognized for their work in battling patent trolls and working with Move Inc. to obtain a $130 million settlement from Zillow in a 2014 lawsuit alleging trade-secret violations by Zillow. This year, Johnson took center stage representing REALTORS® at a joint Federal Trade Commission-Department of Justice workshop on competition in real estate, where she forcefully asserted NAR’s position that the real estate industry is robustly competitive and that government intervention would stifle competition and innovation. In the past year, Johnson took on the additional role of chief member experience officer. “From delivering trusted transaction guidance to supporting favorable laws and being community leaders, REALTORS® are the best advocates for all property owners,” says Johnson.

32 December 2018 RISMedia’s REAL ESTATE

KATIE JOHNSON

General Counsel and Chief Member Experience Officer, National Association of REALTORS®

2019 NEWSMAKERS

As CIO for HomeServices of America, ALON CHAVER is responsible for technology, information management, strategic planning, business development and consumer experience. He ensures that technology plays an integral role for the firm, but in a responsible way. “We’re continuing to develop our platform so that it integrates best-in-class technology into a coherent service experience,” he says. “We’re also leveraging a lot of deep learning, advanced AI and analytics to provide the right data to our consumers, agents and tech vendors so they can interoperate and cooperate better.”

In his role as chief industry development officer at Zillow Group, ERROL SAMUELSON oversees the company’s industry relations strategy, business-to-business tools and product development. Samuelson has been a key player in the development and introduction of the Zillow Offers program, and is largely responsible for increasing exposure for Canadian real estate professionals’ listings, by encouraging agents to advertise properties on Zillow. He is also involved with Bridge Interactive and Dotloop. Under his leadership, both companies have grown significantly.

JON COILE is CEO of Champion Realty, with seven offices and 200 agents working in four counties in Maryland. Coile also serves as chairman of the board of BrightMLS, where a recent merger brought together 43 local REALTOR®association shareholders, which required the combination of unique databases from nine MLS organizations. “The national portals and new models coming into real estate don’t have the artificial borders that we’ve created for ourselves,” says Coile. “We need to tear down these barriers and compete on an even playing field.”

Philosopher, speaker, writer and photographer MATTHEW FERRARA is inspiring the leadership, innovation, creativity and success of the real estate community. Originally setting out to be a chemist, Ferrara ended up falling in love with real estate. In the three decades since, Ferrara’s goal has been to inspire the brokerage community with best practices, creative ideas and mentorship, at events and retreats. “Always remember that you do noble work; that what you do matters; that you make a difference. Your success starts by believing you’re worth it, because you are,” says Ferrara.

As 2019 president of the National Association of REALTORS®, JOHN SMABY will lead the 1.3 million-member organization into the year ahead. He has outlined five strategic priorities for 2019: advancing member and consumer communications; redoubling efforts in advocacy and regulatory monitoring; heightening NAR’s role as a steward of data; enhancing the member experience; and tackling affordability and supply issues. “Every member of the REALTOR® community has their own stories of the work they’ve done to help build and strengthen communities nationwide.”

JOHN PEYTON, president and CEO of the Realogy Franchise Group, is responsible for managing RFG’s portfolio of leading real estate franchise brands, including Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, ERA and Sotheby’s International Realty®—over 15,000 franchised offices and approximately 289,000 brokers and independent sales associates combined doing business in 117 countries and territories worldwide. In January 2018, Peyton’s responsibilities were expanded to include oversight of two NRT businesses.

CRAIG MCCLELLAND, vice president and chief operating officer of Better Homes and Gardens Real Estate Metro Brokers, joined in 2008 as director of strategic growth. Now working as COO in tandem with Metro Brokers’ CEO, Kevin Levent, McClelland oversees all aspects of the brokerage’s day-to-day operations, leading the strategic direction of the company. McClelland has reshaped the company’s communications across the organization, refining how agents engage with their clients and streamlining internal processes. McClelland’s accomplishments include being a top REALTOR® in Atlanta and growing a small, independent brokerage to over 20 offices with 1,100 agents. He is deeply entrenched in the REALTOR®community as a regular news contributor; a board member for Homesnap JV, the Broker Public Portal and BryteCore; and an investor and advisor to several technology companies, including Zillow Instant Offers—cementing his role as a valuable and influential thought leader in the industry. “This is a revolutionary time in the real estate industry. What an outstanding opportunity to have a seat at the table of how our markets will react to new technology, service standards and new business models,” says McClelland. “The future is bright.”

RISMedia’s REAL ESTATE December 2018 33

INFLUENCERS | The thought leaders CEO/President, The Realty Alliance

CRAIG CHEATHAM

Craig Cheatham is the CEO and president of The Realty Alliance, an elite network of more than 65 brokerages and firms across North America. As an advocate for improvements to the Multiple Listing Service, Cheatham has been an influential player, contributing to countless discussions and roundtables. He was active in the formative stages of UpstreamRE, as interim leader on the project, and is currently on the Executive Committee of the initiative, serving as vice chairman. Additionally, he is on the 20182019 Board of Managers of the Broker Public Portal, the broker-owned entity behind Homesnap, and on the board of the Real Estate Standards Organization (RESO).

As CEO of Workman Success Systems, VERL WORKMAN delivers seminars, webinars and live training that help the industry understand and adopt best practices in and around teams. In 2018, he launched Licensed Team training and the Real Teams program to RE/MAX International.

MARC DEMETRIOU is branch manager at Residential Home Funding Corp., where he ranks among the Top 1 percent of U.S. mortgage originators. He is an often-cited expert in real estate, finance, accounting and law, and is an instructor for accountants, REALTORS® and financial planners.

JARED JAMES founded Jared James Enterprises, a coaching and training company designed to teach real estate professionals how to stay relevant and compete in an ever-changing market. In the past year, he launched Jarja Media, providing its own CRM, websites and marketing services.

For 30-plus years, KEN JENNY has operated in every facet of real estate, from franchise sales and executive management to online media. Today, as founder and owner of tranCen, Jenny serves a variety of industry giants with marketing, strategic planning and business development services.

VICTOR LUND and MARILYN WILSON founded strategic planning firm WAV Group, serving brokers, franchises, MLSs, REALTOR® associations, capital markets and technology firms for 20plus years. They are participants in the Council of MLS, The Realty Alliance, Leading Real Estate Companies of the World®, Upstream, etc.

GINNY SHIPE is CEO of the Real Estate Business Institute (REBI), an affiliate of the National Association of REALTORS®. REBI’s membership has grown by almost 27 percent in the past year, to 21,444 members. New courses and an enhanced member experience have strengthened its global presence.

DAN SMITH is a real estate coach who trains and strategizes with executives, corporations and salespeople. He has spoken at thousands of events around the world, has written three books, and, this year, presented the keynote address at the World Real Estate Congress in Dubai.

JERRI UDELSON is a master certified coach who works with top-producing agents through her company, Entrepreneurial Coaching and Consulting. Udelson is also the founder of International Coaching Week and recently co-authored a book for agents, and is writing a guide for managers and team leaders.

34 December 2018 RISMedia’s REAL ESTATE

2019 NEWSMAKERS Founder & Chairman, Buffini & Company

BRIAN BUFFINI

DR. LAWRENCE YUN serves as chief economist and SVP of research at the NATIONAL ASSOCIATION OF REALTORS® (NAR). He monitors developments in the real estate market and studies how they might impact consumers, real estate professionals, and the broader economy. Yun oversees research for the association and provides explanations to help industry professionals and the public put the findings into context. He also provides commentary on market trends for NAR’s 1.3 million members, and appears on financial news outlets, contributes columns and articles online, and speaks at conferences across the U.S. Yun is honored to be an RISMedia Newsmaker, and is “delighted to be considered and chosen for this elite group. Real estate drives so much of what it is to be America and Americans, and I am most grateful to be participating in this fantastic industry.”

Representative of the classic American rags to riches story, Brian Buffini strives to share that same possibility with others. Buffini & Company has trained more than 3 million business professionals in 37 countries, and serves 21,000-plus members and trains more than 60,000 a year through live events and programs. Buffini’s podcast has reached 4 million-plus downloads in more than 160 countries. In 2017, Buffini also became a best-seller with his book, “The Emigrant Edge.” “With the real estate industry more confused and distracted than ever before, our goal is to keep our clients focused on building relationships, standing out with excellent service and mastering their fundamental skills,” says Buffini.

“

DENNIS and TERESA are recognized WALSH throughout the industry as experts in all aspects of residential construction, renovation, new home sales, real estate marketing and business development. Having trained more than 150,000 real estate professionals, the Walshes are authors of several designation courses, as well as the book “Real Estate’s Best Kept Secret.” For 30 years, Dennis Walsh has been a featured speaker at major industry events, and highly regarded as an educator and consultant to a “who’s who” of real estate’s largest and most successful organizations. Teresa Walsh earned her real estate license at age 21, and worked in banking, building material sales, residential contracting and interior design. “Today, in the new-homes arena, there are almost unlimited opportunities to create new inventory and grow your real estate success exponentially,” says Dennis.

“Always remember that you do noble work; that what you do matters; that you make a difference. Your success starts by believing you’re worth it, because you are.”

– MATTHEW FERRARA Philospher/Speaker/Author, The Learning Network

To see the complete class of 2019 Newsmakers, visit rismedia.com/2019-newsmakers. Check back for ongoing updates to this list.

RISMedia’s REAL ESTATE December 2018 35

TRAILBLAZERS | The agents of change

YORK BAUR CEO, MoxiWorks

s the leader of Seattle-based MoxiWorks, York Baur has always lived and breathed tech, especially when it comes to helping salespeople perform. With the heart of an entrepreneur and the self-described “brains of a total nerd,” he has taken Moxi from the little engine that could, to more than 60 brokerage clients representing 110,000-plus agents who make up 10 percent of all transactions in the U.S. Baur became CEO of MoxiWorks in 2012 with the goal of helping brokerages become more profitable by driving agent productivity, and this year, the firm’s success in that endeavor drew investment from Howard Hanna Real Estate Services, joining Windermere and Long & Foster in that role. This has given the firm capital to fuel further innovation, such as the launch of MoxiTalent, designed to improve a broker’s ability to recruit and retain agents. While Baur considers technology a tool that can help real estate agents improve their relationships with customers, he cautions that it should not take the place of human interaction. “Everyone’s talking about disruptors, but I see them as distractors. Don’t focus on technology—focus on the relationships you and your agents already have with consumers, and use technology to help you make those relationships even better,” he advises. “If you keep your eye on the ball, the scoreboard will take care of itself.”

ith a strategic vision and a deep knowledge of online media and digital operations, David Mele is focused on expanding the Homes.com brand for real estate professionals through improvements in data and lead quality, as well as consumers with an innovative, smarter home-search experience. The greatest accomplishment for Mele and the entire Homes.com group is the May 2018 launch of the new Homes.com. Having spent many months reimagining home search from the ground up to make it smarter, faster and easier for home shoppers to find their dream home, while also making sure agents and brokers have the opportunity to connect with consumers more frequently, the new site introduces many first-to-market features and is a game changer for consumers searching for their next home. With the first national visual search tool for homebuyers, Homes.com Snap & Search, combined with a personalized “match” score for search results—Homes.com Match—the site delivers a differentiated and more engaging search experience. “It’s an honor to be considered among this esteemed group of real estate professionals who are making newsworthy contributions to the real estate industry, but the true recognition goes to the hard-working individuals that are on the Homes.com team,” says Mele. “These folks work hard to positively affect the consumers and clients we serve dayin and day-out.”

36 December 2018 RISMedia’s REAL ESTATE

DAVID MELE President, Homes.com

2019 NEWSMAKERS

MARKI LEMONS-RYHAL, founder of Marki Lemons Unlimited, is a consultant, instructor, speaker and strategist, educating REALTORS® on social media strategy. She is also director of education at Exit Realty Strategy, and a longtime National Association of REALTORS® presenter. “2018 marks my 25th year teaching,” she says. “My teaching philosophy is grounded in the fact that change is inevitable. Students must understand theory, and the importance of having a solid foundation grounded in facts, while knowing they must evolve and become lifelong learners.”

JOE HORNING is president and a third-generation leader of Shorewest Family of Companies. Horning, who is also a Metro MLS chairman, led a strategic joint venture with a commitment to a collaboration of MLS services—the first major MLS joint venture between two noncontiguous markets: Arizona and Wisconsin. The comprehensive network is set to better serve over 45,000 broker and agent subscribers. Horning emphasizes that technology is only one essential part of real estate. “Real estate is a people business no matter how much tech you throw at it,” he says.

STEVE BARNES oversees the strategies and operations, acquisition and business development initiatives of Homesnap. The Homesnap app provides real-time MLS data to consumers and free exclusive leads to agents. The company was named No. 43 on the 2018 Inc. 5000 list of the fastestgrowing companies in the country, ranking No. 4 in the real estate category. Homesnap is the publicfacing brand of the Broker Public Portal, a collaborative venture between real estate brokerages and MLSs that connects home searchers with listing agents.

A Silicon Valley veteran, GEORG GERSTENFELD, VP and general manager with DocuSign’s Global Real Estate Solutions, has run sales and marketing for Fortune 500 companies, overseeing the growth of agent and broker services and launching innovative new ad models for web and mobile. At DocuSign, Gerstenfeld and his team aim to make the entire real estate transaction digital. Recently, Gerstenfeld and his team achieved great success with DocuSign Rooms for Real Estate; the group is now expanding into the mortgage space.

After obtaining his degree, CEO MORGAN CAREY became interested in search engine optimization, recognized the need for great websites in real estate and founded Real Estate Webmasters in 2004. The company grew from Carey’s basement to an award-winning company with 150 employees and five offices. In the past year, the firm reinvented its MLS technology and integrated it into their newest framework, Discover. “Our IDX technologies are not only competitive with portals, they are next level with hyperlocalization and hyper-specialization,” says Carey.

As COO of HSF Affiliates, LLC, CHRIS STUART oversees the company’s networkfacing, operational and IT groups to help attract new franchisees and help existing franchisees expand and optimize their operations. Stuart is tasked with evolving and extending the quality of tools, services, operational guidance and leadership the firm provides. “It’s my job to lead and inspire all of the team members within our company, as well as the ecosystem of partners we’ve assembled,” he says. This year, Stuart’s biggest highlight was transforming the company’s technology platform.

As VP of Marketing and Operations at ONE Sotheby’s International Realty, KARINA LOPEZ oversees the company’s branding and services its more than 800 agents. She also handles company operations, and works toward achieving the firm’s strategic goals. Lopez spearheaded two changes this year to help agents improve their performance. “One was a proprietary marketing automation system for our agents, which allows them to seamlessly create marketing materials for their listings; and the other, a strategic alliance with Contactually.”

DAN ELSEA, president of Brokerage Services for the Real Estate One Family of Companies, oversees the brokerage side of the business, including all 45 company-owned offices and 2,100 sales associates. One of his major accomplishments is shifting the firm’s agents to adjust to a new market pace and, longer term, a new communication environment based on social media. Elsea also serves as the current chairman of Upstream, which helps brokerages collect, manage and distribute information quickly.

RISMedia’s REAL ESTATE December 2018 37

TRAILBLAZERS | The agents of change President, The Valerie Fitzgerald Group, Coldwell Banker

VALERIE FITZGERALD

Valerie Fitzgerald, president of The Valerie Fitzgerald Group, Coldwell Banker, is ranked among Coldwell Banker’s Top 10 agents nationwide. Fitzgerald earned the attention of the Los Angeles Business Journal for highest sales volume in Los Angeles County for residential real estate, and her team is consistently ranked the No. 1 team in the No. 1 Coldwell Banker office in the U.S. The author of “Heart and Sold: How to Survive and Thrive in Real Estate,” Fitzgerald serves as a keynote speaker at events across the U.S. She currently serves on the Board of the Women’s Guild of Cedars Sinai Hospital, and the Forbes Real Estate Council. u

CHUNG MENG CHEONG is the chief product officer at realtor.com®. Cheong’s philosophy revolves around the user, and is motivated by their needs and wants. Under his leadership, realtor.com® debuted enhanced home search this summer, aligning with its brand campaign “The Home of Home Search.”

BRIAN BAIR co-founded Offerpad to provide customers with more than traditional real estate companies offer, such as business operations, construction, real estate, finance and technology. “It’s my objective to make real estate simple, straightforward and fun for my customers,” he explains.

As Chief Product and Technology officer at eXp Realty, SCOTT PETRONIS oversees the technology that supports the company’s needs, while maintaining the systems and technologies that run the business. Petronis is instrumental in eXp World, a cloud campus for 13,000-plus agents and 250-plus staff.

BEN RUBENSTEIN cofounded Opcity, a technology platform that uses large proprietary datasets and applied analytics to match top agents with qualified homebuyers and sellers in real -time with no upfront cost. In under three years, Opcity grew to 400 employees and 40,000-plus agents.

DEMETRIOS SALPOGLOU is CEO of Boston Pads and provides training to more than 165 brokers and agents in five offices. He develops, deploys and adopts real estate technology and manages over 80 websites that deliver the highest real estate web traffic in the Boston area.

GREG SCHWARTZ is president of media and marketplaces at Zillow Group. He recently oversaw the launch of Best of Zillow, a data-driven system that gives agents insight into home shoppers’ journeys, and a new Premier Agent program that focuses on live introductions between agents and home shoppers in real-time.

MANDY STREISEL is the subject matter expert of CENTURY 21 Canada’s systems and tools, and helped create the CENTURY 21 Concierge Program, a full-service training model designed to support agents by teaching them how to use the many tools and technologies the company offers.

CHRIS SUAREZ is founder and CEO of Xperience Real Estate, a fast-growing Keller Williams expansion business, operating in 15 states and two countries. He is a leader in the model, which enables agents to work within a traditional brokerage yet expand their businesses into multiple states.

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2019 NEWSMAKERS

TURAN TEKIN—Bridge Interactive co-founder and director of MLS & Industry Development for Zillow—has led the growth of the firm, a real estate software company, until its acquisition by Zillow Group in August 2016. Tekin has been the key driver behind the fast-paced growth of the company in 2018, delivering Bridge technology tools to more than 535,000 agents in the U.S. and Canada. Bridge Interactive crossed several significant milestones this year, including the creation of more than 16,000 listings using Bridge Listing input.

MICHAEL MAHON relocated to California two years ago to assume the role of president of First Team Real Estate, the No. 1 closed volume, independent real estate brokerage in Southern California. Mahon created the First Team Real Estate Legacy Network, dedicated to sales associates who have been licensed in California for more than 15 years. The Legacy Network allows agents to capitalize on the investments they have made over the years in the community and clients. “There is no better investment than investing in the relationships of your people,” says Mahon.

Based on his own frustrations when moving, DAVID GREENBERG created Updater, a relocation technology company that has helped 3 million-plus people so far this year. Updater recently enabled new and expanded software integrations to improve its ability to work with brokerages. “To drive your business forward, you have to continually test and experiment—we continue to build new features and new experiences for our users to discover the optimal next-generation moving experience,” says Greenberg. “I thank the real estate industry for embracing our mission.”

JACK MARKHAM joined Z57 and Zurple in April 2017 as vice president and site director. Under Markham’s leadership, Z57 and Zurple —both owned by Constellation Software—have improved customer engagement, increased brand rating and changed customer perceptions, which has helped both companies increase their value offering to agents and retain agents as clients for longer periods. “Customer success and morale and employee success and morale should be the foundation of every business and something every owner should focus on daily,” says Markham.

MYRON LO serves as chief strategy officer for ReferralExchange, overseeing all aspects of business development and strategy for the company. In the past year, ReferralExchange has expanded its footprint into marketing analytics by providing market intelligence to title offices across the U.S. Under Lo’s guidance, this revenue stream has become a primary driver for the company. “With 100,000 real estate agents already in our network, we are building on this momentum to continue to provide the best possible real estate experiences for our agents,” says Lo.

As CEO of California Region- CHARLES WILLIAMS is the al Multiple Listing Service, founder and CEO of BuyInc. (CRMLS), ART CARTER side, a data analytics and leads local, state and na- marketing firm that helps tional initiatives and repre- brokers tap into data. Buysents CRMLS in industry side looks at a multitude groups COVE and the MLS of sources and aggregates RoundTable, and as chair of data when prospective buythe Real Estate Standards ers view homes and engage Organization. Carter’s team in other online actions reintegrated the North San lated to real estate. More Diego County and Pacific than 50 of the top brokerSouthwest Associations of age firms representing over REALTORS®into the CRMLS 100,000 agents across the in September. “MLS lead- U.S. currently use Buyside. ers must continuously work ”Our entire team stepped to keep pace with change up to deliver the strongest and to innovate,” he says. year Buyside ever had,” reports Williams.

ALAN FENN is the founder and CEO of MLS Offers,

launched last year as a standalone offer-submission and negotiation platform. This year, the company developed the MLS Offers API to help brokers and agents access and utilize analytics. The company has also received two patents on its offer technology. “The offer negotiation stage of the transaction is arguably the most integral, but it has seen the least amount of innovation,” says Fenn.

RISMedia’s REAL ESTATE December 2018 39

TRAILBLAZERS | The agents of change CEO, Rocket Homes

DOUG SEABOLT

Doug Seabolt is CEO of Rocket Homes, as well as ForSaleByOwner.com and IHR Canada ULC, its two subsidiaries. Rocket Homes’ core offering is referrals, with over 25,000 agents in-network. The brokerage is owned by Rock Holdings, Inc. In September 2018, under Seabolt’s leadership, In-House Realty was rebranded to Rocket Homes, aligning the brokerage with Quicken Loans— and, by extension, Rocket Mortgage—and RocketLoans, also owned by Rock Holdings. “In an effort to eliminate the complexities and stress that can sometimes accompany buying or selling a home, Rocket Homes is focused on combining online home search, obtaining a mortgage and connecting with an agent into a more seamless experience for consumers,” he says.u

MAT ISHBIA is president and CEO of United Wholesale Mortgage, and has spearheaded technological advances and partnerships to strengthen the mortgage broker channel. The company offers instant funding on loans to speed up the homebuying process, as well as no-cost appraisals.

CLELIA PETERS is president of Warburg Realty, and co-founder of MetaProp, a New York City venture capital fund that invests exclusively in real estate. MetaProp has invested in brokerage disruptor Reside, co-working alternative Spacious, Airbnb alternative WhyHotel, title company Spruce and home equity startup Irene.

As co-president of Brown Harris Stevens, BESS FREEDMAN played an integral role in the company’s first global rebranding and is heavily involved in the evolution of digital tools for agents. She serves as a spokesperson for the brokerage community, and frequently speaks on industry panels.

JOHN MURRAY is broker/ owner of Key Realty and also the president and co-owner of Realty Pilot, a technology automation company focused on enterprise solutions for the real estate industry. Murray brings a future-focused approach to his business, utilizing big data and predictive analytics.

In 2018, TRACEY ANDERSON launched the CENTURY 21 Canada Concierge program to increase engagement, productivity and retention in the industry. The program is designed to help CENTURY 21 franchisees in Canada learn to use the many tools and technologies the company offers.

DEBBIE YOST, chair of the board of directors of Arizona Regional MLS and co-founder of Yost Realty Group, RE/MAX Casa Grande, has been recognized in the Top 250 U.S. Teams nine times. In 2018, Yost championed the first major MLS joint venture in noncontiguous markets-— Arizona and Wisconsin.

JED CARLSON is CEO of digital advertising provider, Adwerx, named to both the Inc. 5000 list of America’s Fastest Growing Private Companies and the Entrepreneur 360. Carlson and his team created the Automated Listing Program, which generates instant listing ads when a property is made public.

VINCENT HODDER and Gabriel Damant-Sirois cofounded Local Logic, a platform that aggregates approximately 500 data sources to study approximately 20 indicators relevant to people interested in living in urban areas. By understanding consumers’ needs, Local Logic believes it can help them make better decisions.

MERLE WHITEHEAD & JOHN MOSEY 40 December 2018 RISMedia’s REAL ESTATE

MERLE WHITEHEAD (far left) was the founding chairman of the Broker Public Portal (BPP) and JOHN MOSEY is the current chairman. They led a collaboration with the nation’s largest franchises, brokerages and MLSs to create a public-facing search platform that agents and brokers use to increase consumer engagement and generate leads. The BPP has vowed that the only people who will receive leads will be the listing agent or the client’s own agent. In 2016, Whitehead sold both RealtyUSA and 1st Priority Mortgage, Inc. to Howard Hanna Real Estate Services. He is currently chairman of New York State for Howard Hanna and is chairman and CEO of 1st Priority Mortgage, Inc. Mosey brings 40 years of experience to his role as president and CEO of Regional MLS of Minnesota, Inc.

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FUTURISTS | The forward thinkers

NICK BAILEY

President & CEO, Century 21 Real Estate LLC

nown as a trailblazing, revenue-generating operator who increases margins while mitigating the impact of economic change, Nick Bailey was appointed president and CEO of Century 21 Real Estate LLC in August 2017. With a mission to change the real estate conversation as we know it, Bailey set his sights on positioning the brand as relevant, fresh and innovative. While everything he does is focused on growth, his role is to ensure that the iconic CENTURY 21® brand remains relevant with homebuyers, sellers and real estate entrepreneurs. Further, Bailey is committed to helping the organization’s approximately 9,400 independently-owned and -operated offices recruit and retain agents and grow marketshare, while providing innovative tech solutions and a mobile-first platform to nearly 127,000 C21 independent sales professionals to help them deliver extraordinary experiences and close more deals. As far as his greatest accomplishment this past year, Bailey points to the system-wide implementation of the brand’s new mission—“Defy Mediocrity and Deliver Extraordinary Experiences”—and the launching of their new visual brand identity, which includes television, digital, social and print components, as well as an integrated cross-channel media partnership with ESPN/ABC. “A written goal is a goal half achieved,” says Bailey, who earlier this year explained that CENTURY 21’s overhaul started with a “hard look in the mirror.”

eal estate entrepreneurs and siblings Lawrence P. “LP” Finn and Whitney Finn-LaCosta have decades of experience and a keen eye for next-gen culture that drives and motivates a workforce striving to adapt to the next wave of innovation in real estate. That’s why the pair held a week-long outing in 2018 for their agents titled the “Best Week Ever,” which included inspirational keynote speakers and team-building activities that gave agents a renewed energy and sense of solidarity. Finn and LaCosta’s commitment to company culture and professional development have truly helped agents to expand their knowledge base and prepare for the future of real estate. The family duo understands that adaptability is key in order to survive a changing real estate world and their strength lies in ensuring sustainable growth for their brokerage through stability and staying true to their proven principles. A testament to their success—the brokerage posted over $1.4 billion in sales in 2017—Coach REALTORS® ranked within the top 200 brokerages in the U.S. in RISMedia’s 2018 Power Broker Report. “The biggest accomplishment is growing a company in which you have been able to maintain a culture of business partnership with your agents—the culture in which we share a common goal of success, profit, community involvement and support for one another,” says LaCosta. “It is a great environment for all, but happens not by accident—but by intent.”

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LAWRENCE P. FINN, III & WHITNEY FINN-LACOSTA COO/Owner & General Manager, Coach REALTORS®

2019 NEWSMAKERS

As president of Luxury Portfolio, a division of Leading Real Estate Companies of the World®, STEPHANIE ANTON handles day-to-day operations and leads research initiatives to produce in-depth studies of the luxury real estate market. She also travels the world to speak to high-net worth customers and to help independent brokers and agents learn how to successfully market real estate to affluent consumers. Anton was recognized by Luxury Daily as a Woman to Watch in Luxury, and received “The Marketer” award from the National Association of Women in Real Estate Business.

BILLY NASH, broker and founder of Nash Luxury of The Keyes Company, has over 23 years of experience in advising ultra-high-net worth clients. His efforts in creating innovative marketing initiatives and content have been recognized nationally, leading to his role as host for seasons three and four of “Selling Mega Mansions” on the AWE Network. “Representing buyers and sellers of luxury real estate is my passion, but seeing the memories I can create for clients and their families for years to come is priceless,” says Nash.

LACEY CONWAY is the president and principal broker for Latter and Blum, Inc., a full-service real estate brokerage with more than 3,000 agents serving the Gulf South since 1916. The firm had a total sales volume of $4.5 billion in 2017, making it the 34th largest brokerage in the U.S. Conway was first licensed as a salesperson in 2005 and as a broker in 2015. This year, she was was recognized in Biz New Orleans’ annual real estate issue as a top influencer in the market.

KATIE CLANCY is the team lead for the Cape House Team at William Raveis Real Estate and a nationally-recognized speaker and trainer with a focus on relationship marketing—the future of real estate. Clancy encourages real estate agents to harness their inter-personal marketing skills and focus on what matters most—the client relationship. “In our lifetime…clients will hold their agents in the same space as their wedding officiant or midwife. Agents to each other will be brothers and sisters…it’s already true in my own business,” says Clancy.

ANDREW DUNCAN is the founder, CEO and co-owner of Tampa’s The Duncan Duo—a team he co-founded with his wife Angela—coowner of RE/MAX Dynamic, and host of The Duncan Duo Real Estate Show on 970AM WFLA. The team has grown to No. 1 with RE/MAX in the state of Florida and No. 4 in the U.S., and has ranked as high as No. 1 nationally. “Our greatest accomplishment this year is being ranked in the INC. 5000 as one of America’s Fastest Growing Privately Owned companies for the 5th straight year.”

Joining the San Francisco Bay Area’s Red Oak Realty in 2007, CEO & Owner VANESSA BERGMARK led the firm to the top three in marketshare with a formula that focuses on providing agents with the right support to serve in a consultative capacity to the region’s discerning consumers. In 2018, Bergmark led the more than 40-year-old firm through a top-to-bottom rebranding. “We wanted to get both higher marketshare and consumer mindshare.” Bergmark brings her futureminded strategies to the speaking circuit across industry events and has received many industry honors.

ZVI BAND founded Contactually, a relationship-centered CRM in 2011. Contactually has generated millions of dollars in revenue and has earned venture backing, awards and thousands of customers. Contactually now works with top Sotheby’s brokerages, large RE/MAX brokerages, CLIMB, Pacific Union, Zephyr, Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, and others. “It’s a very exciting time to be in real estate,” says Band. “We are thankful to be working with some of the most innovative brokerages in the country who are investing in technology and strategy.”

In her role as EVP of operations for Leading Real Estate Companies of the World®, JESSICA EDGERTON oversees technology, marketing, learning and development, preferred vendor relationships and events. She also serves as corporate counsel to ensure compliance. Edgerton also focuses on cyber security, launching a “Risky Business” video series to educate members on best practices to protect themselves and clients from cyber crime. “I am continually inspired by the talent in our industry— people who are passionate about real estate and all it entails,” she says.

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FUTURISTS | The forward thinkers District Manager, The Keyes Company

CHRISTINA PAPPAS

A third-generation REALTOR®, industry advocate and leader, Christina Pappas started the Keyes Next Gen, a group of Keyes REALTORS®under 40 with the aim of promoting each other’s business through events, training and community outreach. She is a founding member and past Chair for the Young Professionals Network, former president for the Miami Association of REALTORS®, a moderator for RISMedia’s NAR Power Broker Roundtable, and in 2017, was named “REALTOR of the Year” out of 48,000 REALTORS®. Currently, she sits as the 2018 Florida REALTORS®Secretary and is the 2018 NAR Liaison for Large Firms & Industry Relations.

FELICIA HENGLE is president, Ohio Operations at Coldwell Banker Schmidt Family of Companies, where her focus is on motivation and training. “Leadership is a lifestyle that is always evolving,” she says. “You never truly master it, but you aspire to it in all that you are.”

PETER HUNT is chairman and CEO of the Hunt Real Estate Corporation. In October 2017, Hunt launched REVINRE, a direct-to-consumer model now operating in Phoenix. “We can re-engage with the customer in new ways, once again delivering value as real estate organizations,” he says.

TRICIA KING is a REALTOR® with Gardner REALTORS®, specializing in luxury and historic homes and investment real estate. In order to sell homes quickly, she enlists the help of professionals for staging and photography, offers sellers advice on renovations, and employs cutting-edge technology.

As CFO and head of analytics for Opcity, MICHAEL LAM provides financial, strategic and operational leadership. Opcity currently partners with more than 5,000 brokerages and 40,000 real estate agents. Earlier this year, the firm was acquired by Move, Inc.

DAVE GARLAND, managing director of Second Century Ventures and VP of Strategic Investments for NAR, sources and evaluates investment opportunities that promise to improve the global residential and commercial real estate industries. In his role, he also oversees the award-winning NAR REach Accelerator program.

Stepping into the role of CEO of the nearly 100-yearold Daniel Gale Sotheby’s Intl. Realty this year, DEIRDRE O’CONNELL succeeded long-time leader Patricia Petersen. O’Connell has been instrumental in the expansion of the Long Island, N.Y. organization into Queens, Rockville Centre and Westhampton Beach.

IRVING PADRON is license partner, president and managing broker with Engel & Völkers Miami. The company has set several records, including selling the highestpriced condo per square foot on Miami Beach in 2017 and growing by over 50 percent in 2018.

NICO HOHMAN, is the broker/owner of Hohman Homes Real Estate Brokerage & New Home Consultants in Tampa, Fla. He has built, transacted and managed more than 250 projects worth more than $64 million, and is chairperson of the Hillsborough County Historic Resources Review Board.

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2019 NEWSMAKERS

As president and CEO, CHARLIE YOUNG leads Coldwell Banker Real Estate, Coldwell Banker Global Luxury and Coldwell Banker Commercial brands worldwide. The Coldwell Banker Gen Blue Network of 92,000 agents sells $148 million per day in transactions. Young is leading the brand through significant changes. This year, it launched CBx Seller Leads, which uses predictive analytics and machine learning to help agents create data-driven marketing plans. “We like what the future looks like and are excited to continue to serve our growing network,” says Young.

REBECCA JENSEN is the president and CEO of MRED, a leading MLS that serves over 45,000 REALTORS® in the Midwest. In the past year, MRED has made advancements in its goals of consolidating, improving standards and refining technology. MRED was the first market to adopt the MLS Grid platform, based on RESO data standards, which streamlines the process for accessing MLS data. This year, MRED also successfully integrated the Broker Public Portal product, Homesnap, into the consumer portal of MRED’s MLS system.

SEAN MOUDRY co-founded Steps Real Estate in Boulder, Colo., in 2014, and has led the company through 160 percent year-over-year growth. Moudry obtained his license at 21, and was named to the RE/MAX Hall of Fame at 24. He was also among REALTOR® Magazine’s 30 Under 30. Moudry coaches real estate agents in his company and across the country through his podcast, “Recruit, Train, Retain.” “Success cannot be pursued; it must be ensued,” he says. “Focus on something greater than yourself and success will show up. Success follows intention.”

GLENN “CHIP” GARDNER is vice president of operations for Gardner REALTORS®. A fourth-generation member of the family-owned business, Gardner handles day-to-day operations for the firm, celebrating its 75th year. To mark the milestone, the company underwent a brand refresh, the restoration of its historic Uptown office, and technological upgrades, such as a website revamp and a new mobile app. According to Gardner, the 75th anniversary was a time to focus on the future. “We continue to innovate to provide our REALTORS® with best-inclass support.”

As president and CEO of CENTURY 21 Affiliated, DAN KRUSE oversees operations for the firm’s more than 115 locations and 2,400 agents across Wisconsin, Illinois, Indiana, Michigan and Florida. In 2018, the firm successfully on-boarded 17 new offices, which helped secure its ranking as the largest CENTURY 21® firm in the world in overall sales volume. “2018 represents CENTURY 21 Affiliated’s 40-year anniversary,” says Kruse. “I couldn’t be prouder of the organization, providing quality service to our clients and customers and evolving our company over the last 40 years.”

DAVID TEDESCO is CEO of Realty Executives International, responsible for the company’s strategic direction. The company has an aggressive growth strategy focused on acquiring competitive brands, independent brokerages and Realty Executive brokers who plan to retire. Partners who want to retire are provided with a succession plan through repurchase programs, which enables the company to infuse these areas with growth capital and new talent, increase its market presence through recruiting, and help current agents grow their book of business.

ALEX WANG of the Alex Wang Group has grown his team to one of the Top 250 in the nation, according to the Wall Street Journal, with a sales volume of $134 million in 2017. At Sereno Group, Wang contributes to innovation, culture and thought leadership by coaching agents. He also founded ProntoWorks, a company that leverages technology and tools to provide on-demand real estate agent support. “This year, I’ve been documenting my journey as a mentor and coach on YouTube and social media,” he shares.

As CEO of RE/MAX Holdings, Inc., ADAM CONTOS oversees the overall strategic direction and growth of RE/MAX, booj and Motto Franchising. Contos and his team continue to roadmap the future of the company, including the development of new technology, international expansion and thought leadership. Accomplishments include overseeing the acquisition of booj, an award-winning real estate technology company; helping RE/MAX reach all-time highs in agent count, office count and global presence; and traveling the U.S. to meet with franchise owners and agents.

RISMedia’s REAL ESTATE December 2018 45

FUTURISTS | The forward thinkers

s CEO of NextHome, James Dwiggins leads the company in its goal to “revolutionize the real estate industry.” In 2018, NextHome announced its 300th office location, and currently has more than 320 offices in 43 states with more than 3,000 agents. At present, Dwiggins’ focus is on ensuring each NextHome franchise integrates with today’s real estate landscape and exceeds the needs and demands of today’s consumer. Dwiggins also has a real estate technology background. In 2006, he co-founded VREO, Inc., the developer of groundbreaking internet applications for agents and brokers that pioneered biometric signature software for paperless transactions. He also co-founded USA Virtual Tours, growing the company nationally until its acquisition in 2001. On his success, Dwiggins says: “Be the leader you want the rest of your team to be. Instead of just telling people what to do, jump in on a project and do it with them. When your team sees that nothing is beneath you, you’ll earn the respect of everyone in your company and you’ll inspire them to do amazing things. Your people will end up driving the success of your company.”

JAMES DWIGGINS CEO, NextHome

Founder & CEO, Realty ONE Group The son of Polish immigrants, Kuba Jewgieniew rose to become a top-producing agent. But the frustration with the lack of support he received in his real estate office inspired him to create Realty ONE Group, an agent-focused brokerage that provides real estate professionals with the coaching, tools, training and support they need to succeed. The company closed more than 58,000 transactions and $21 billion in sales volume in 2017, and expanded nationally and internationally, adding 65-plus franchisees in 2018, more than twice the number added in 2017. “EveryONE consistently puts their best efforts forward to ensure that we all achieve our goals so that everyONE wins,” says Jewgieniew.

KUBA JEWGIENIEW 46 December 2018 RISMedia’s REAL ESTATE

2019 NEWSMAKERS CEO, Berkshire Hathaway HomeServices Ambassador Real Estate

VINCE LEISEY

With 23 years of experience and a background in technology public relations, DEREK OVERBEY, vice president of Marketing & Technology at Intero Real Estate previously held the title of director of Digital Innovation. Currently, he oversees all marketing functions including advertising, social media, public relations, and more.

As broker/owner of Realty Executives First Choice in Winnipeg, JOHN SCAPPATICCI takes a hands-on approach with his agents. He is a big proponent of social media to engage with clients and consumers.

Vince Leisey is the founder and a broker advisor of a Berkshire Hathaway HomeServices millennial think tank, The REThink Council. In 2017, his Omaha office closed over $2 billion in sales. In 2007, he was the youngest person to ever win the Prudential Real Estate Broker of the Year award. In 2018, Berkshire Hathaway HomeServices Ambassador Real Estate was recognized as No.2 in the U.S. in Entrepreneur’s 2018 Top Company Cultures. “My goal in life is to enrich the lives of others,” says Leisey. “This upcoming year, I will continue to focus on maintaining and continuing to build an incredible company culture.”

GLENN SANFORD founded the cloud-based brokerage, eXp Realty, in 2009. The company had 6,511 agents at the end of 2017 and more than 13,000 in September 2018. eXp Realty’s parent company, eXp World Holdings, began trading on the NASDAQ in May 2018. CEO of the Chernov Team at Keller Williams, DENNIS CHERNOV grew his team of four to 15 in just over a year and became the 6th highestproducing agent after only a few years in the business. He has amassed 100,000 Instagram followers. As CEO of ATTOM Data Solutions, ROB BARBER directs the curation of one of the nation’s top real estate databases and leads product innovation. ATTOM produces highly sought-after housing market trend reports that are referenced in major print publications and on national television programs.

SIMON CHEN President & CEO, ERA Franchise Systems LLC Stepping into his current role in March 2018, Simon Chen challenged his staff and the entire ERA network to get back to the entrepreneurial roots that made them great as Electronic Realty Associates (ERA’s original name). The brand has made fantastic progress over the past year in order to emerge as the leader in today’s real estate market by focusing on helping brokers remargin their businesses, increasing perperson productivity and recruiting the right agents. “At ERA Real Estate, we don’t adapt to change; we create it,” says Chen. “We believe that our core business values of collaboration, innovation, diversity and growth are needed now more than ever.”

RISMedia’s REAL ESTATE December 2018 47

ACHIEVERS | The success stories

CHERYL EIDINGER-TAYLOR President & COO ERA Key Realty Services

ith over 25 years in the industry, Cheryl EidingerTaylor currently oversees the operations of 15 branches and 340 agents. In addition to guiding each of her branch managers and office staffers, she strives to communicate and uphold her agency’s vision. Eidinger-Taylor is the 2018 recipient of a Banker & Tradesman’s Women of FIRE Award, and one of six women to receive a 2017 Outstanding Women in Business Award from Worcester Business Journal. Under Eidinger-Taylor’s leadership, ERA Key has become one of the top 10 franchises out of more than 2,400 worldwide in the ERA Franchise System. ERA Key won the Momentum Award as the fastest-growing ERA franchise in 2012 and the Gene Francis Memorial Award as the Top All-Around Company in ERA in 2014. ERA Key was named a Top Places to Work Company in the Large Company Division by The Boston Globe for three consecutive years and was awarded second place in 2016. In 2018, Eidinger-Taylor went through a successful merger with HUNT Real Estate ERA in Buffalo, N.Y., and continues to list and sell homes in order to stay current in the marketplace.

reig Northrop is a working REALTOR® with over 25 years of experience in real estate. He has achieved a reputation as a devoted thought leader, providing expert insights that he shares with his pool of agents through ongoing professional mentoring. This past year alone, Northrop Realty of Long & Foster evolved from the No. 1 ranked real estate team in the U.S., previously known as the Creig Northrop Team, to a full-service real estate brokerage, which continues to grow and evolve with new technology and robust marketing methods together with a proven real estate sales process and educational training for its agents. Expansive growth strategies are already in place—by end of year, Northrop plans to add on an additional three office locations and expand into Delaware. Northrop has claimed numerous awards and rankings, achieving a status as a consummate professional in the real estate industry. His accolades include No. 1 Real Estate Team in the nation, No. 1 Real Estate Team in all of Long & Foster Company for 10 consecutive years, No. 1 Overall Top Producer for Long & Foster and 2018 Entrepreneur of the Year by the Howard County Chamber of Commerce. “Never settle for the status quo. I want to be better than I was yesterday; therefore, I make a concerted effort never to get too comfortable,” says Northrop.

48 December 2018 RISMedia’s REAL ESTATE

CREIG NORTHROP President/CEO, Northrop Realty, A Long & Foster Company

2019 NEWSMAKERS

As President of Jordan Baris REALTORS®, KEN BARIS has dedicated himself to leading and improving the company founded and named after his father in 1952. Under his direction, the company has revamped infrastructure, expanded its team, improved systems, updated offices, and developed a multi-year strategy for success. “I am energized by frequently sharing ideas with other industry leaders,” says Baris. “Technology has profoundly changed our business, and it is exciting to keep finding ways to use it to continually improve the experience of clients and associates.”

MARK WOODROOF is managing partner of Better Homes and Gardens Real Estate Gary Greene in Houston, Texas, ranked No. 73 in RISMedia’s 2018 Power Broker Report for sales volume. As a business leader, Woodroof is focused on growth and relevancy. “Hope is a wonderful thing, but not much of a business plan,” he says. “You have to get better every day. I believe our biggest accomplishment is continuing to grow our companies by enhancing agent and client experiences— maintaining relevancy and alignment with our agents and clients is critical.”

As President of the Randall Family of Companies, MIKE SCHLOTT is responsible for the growth and strategic vision of the firm’s three residential and three commercial brands, which include Kinlin Grover Real Estate, Randall REALTORS®, Page Taft Real Estate and Pequot Commercial. With 650 agents and $1.4 billion in annual sales, the firm is one of New England’s largest, servicing Massachusetts, Rhode Island and Connecticut. This year, the firm embarked on rebranding its companies as independent brokerages, and also acquired a four-office, 50-agent residential firm on Cape Cod.

When it comes to growth, MIKE HUFF—broker/owner of Berkshire Hathaway HomeServices Anderson Properties—focuses on consolidation and diversity. With a background in acquisition and development, Huff has grown his firm to one of the largest in his area, moving from five agents in Houston to 1,000 agents in 40 locations throughout Texas, Oklahoma and Arkansas. His firm is often buying companies and consolidating branches. When it comes to diversity, the firm has more than 35 countries represented, with 30 different languages spoken.

LISA FETTNER is VP of marketing at ReferralExchange, where she manages marketing, branding, public relations, and industry relations for both ReferralExchange and TopAgentsRanked.com, the company’s consumer direct website. She also hosts a series of webinars that teach real estate agents and brokers how to improve their marketing and networking techniques. In the past year, she successfully negotiated a partnership with a leading national brokerage. “Forging successful partnerships and relationships can yield benefits beyond an initial sale or deal,” says Fettner.

As the President & CEO of Engel & Völkers Americas, ANTHONY HITT leads brand vision, strategy and expansion. In 2018, the network saw a 32 percent increase in sales volume and a 44 percent increase in new GCI for the Americas year-over-year, opening several new shops. “At a time when our industry is more afraid of what others are doing, Engel & Völkers continues to embrace and enhance what makes us the service-focused luxury brand for today and the future,” he says. “Be a center of influence to authentically grow and connect with your sphere.”

MIKE TEZAK is a manager, broker/owner and team leader with Realty Executives Premier. He launched Team Tezak in 2004, and since 2005, they have produced an average of $20 million in annual sales. In 2008, Tezak opened a Realty Executives franchise in Valparaiso, Ind., with six agents. The office has grown to employ 62 agents today, and is ranked No. 1 in the local market. Tezak also studied trades and building processes, and created a development company, Stonebridge, that is in the process of developing a residential community in Valparaiso.

MICHAEL LANE is president of ShowingTime, a technology provider for 950,000 agents in over 250 MLSs. In the past year, Lane led the introduction of new, marketwide ShowingTime products to more than 50 markets in North America, and the company nearly doubled its sales and marketing team. ShowingTime expects to manage almost 50 million showings this year. Lane attended the U.S. Naval Academy and served for five years as a naval officer aboard the USS Chicago. He earned an MBA and Master’s of Engineering Management from Northwestern University.

RISMedia’s REAL ESTATE December 2018 49

ACHIEVERS | The success stories Broker, RE/MAX Twin City

FAISAL SUSIWALA

Launching his real estate career at the age of 18, Susiwala has excelled ever since by providing extraordinary service and delivering outstanding results for more than 30 years. One of Canada’s Top 4 real estate brokers, Susiwala is ranked within the Top 1 percent in the world for RE/MAX. Having sold the most homes as an individual broker in Canada in RE/MAX, in addition to being ranked No. 6 in the world for commercial/residential sales, Susiwala has closed over $2 billion in career sales. “You’ll always attract what you think of the most, so set high goals and think positive,” says Susiwala.

BROOKE BOYLE-SCHNEIDER is an agent with Adashun Jones Real Estate in Fond du Lac, Wisc., who has won The Fond du Lac Reporter’s Readers’ Choice Award two years in a row, and was featured this year in Top Agent magazine for outstanding service and production.

MARY FRANCES COLEMAN serves as COO at eXp Realty, responsible for overseeing business operations and promoting growth, productivity, efficiency and compliance. By eliminating roadblocks among departments, she has helped eXp achieve 200 percent growth,and positioned the company for sustainable growth.

DORIS LABEAU is broker/ owner of RE/MAX Masters in Flat Rock, Mich., specializing in marketing, trusts, estates, relocations and executive housing, with experience in both residential and commercial sales. She has 40 years of experience and has received numerous awards throughout her career.

NATHAN ABBOTT and his wife, Erin, formed the topproducing Nathan Abbott Team in 2011, a nine-person, award-winning team specializing in selling condominiums on the Florida Gulf Coast and Alabama Gulf Coast, as well as residential sales in other areas.

For the third year in a row, father-son team BOB AND SEAN KELLY were named the No. 1 team at Kentwood Real Estate. Bob Kelly points to a quote from Teddy Roosevelt that guides his success: “Nobody cares how much you know, until they know how much you care.”

PAULA STANTON served two terms on the Colorado Real Estate Commission, and was twice elected chairperson. This year, she received the REALTOR® Emeritus Award from NAR for her many accomplishments, including 40 years of dedication to ethics, professionalism and exemplary customer service.

CRAIG MIRAMBELL, broker/owner of Mirambell Realty, experienced year-overyear growth since opening in 2007. In 2017, he received the REALTOR® of the Year Award from the New Orleans Metropolitan Assn. of REALTORS®. “Sometimes, taking your foot off the gas allows you to see a wealth of new opportunities to explore.”

JEFF MURTAUGH is the CEO and designated broker at Realty Executives Tucson Elite, attracting more than 400 executives (agents) in just seven years in business. The company has become one of the most productive brokerages in Arizona, earning a place on many industry rankings.

50 December 2018 RISMedia’s REAL ESTATE

2019 NEWSMAKERS

ean deTonnancourt has been active in the real estate industry since 1989. He has consistently earned top rankings for both individual and team production, and has received numerous awards recognizing his dedication and contributions to the business. In 2014, deTonnancourt founded HomeSmart Professionals Real Estate of Rhode Island—the first franchise on the east coast. Since then, it has grown to include nearly 190 associates working at two locations. This year, deTonnancourt upped the ante by launching a second New England HomeSmart franchise, expanding his footprint from Rhode Island to Maine. He has also been installed as the president of the Rhode Island Association of REALTORS® for 2019. Due to his long record of success, deTonnancourt is often sought out to serve as an instructor to help his fellow REALTORS® learn new ways to serve their customers and increase sales. He is also actively involved in state and local associations and MLSs. deTonnancourt believes that values are essential ingredients of success. While some people may be born with more natural talent than others, all should aspire to live with integrity. He lives by his favorite quote from John Maxwell: “Talent is a gift, but character is a choice.”

MANNY GUTIERREZ broker/owner of Prime Real Estate, is a former marine who served as a Promotional Board Liaison at the Naval Annex and the Pentagon. This plays an influential role in how he creates and nurtures significant client relationships, leading to his reputation as an achiever. Gutierrez has a goal of closing $1 million in transactions per week. “Our mission is to provide exceptional customer service while exceeding expectations, and more importantly, it’s about building lifelong relationships with the people we serve,” says Gutierrez.

JIM D’AMICO CEO and president of CENTURY 21 North East, is an expert team builder—so much so that the brokerage entered the Top 10 CENTURY 21® companies for the first time this year, with over $1.4 billion in real estate sales. D’Amico bought his first one-office franchise as a start-up in 1994; now, it has 800 agents in 40 locations across New Hampshire, as well as Connecticut, Maine, Massachusetts and Rhode Island. Driving the growth is D’Amico’s go-to mantra: “In it to win it.”

DEAN DETONNANCOURT President/CEO, Broker/Owner HomeSmart Professionals Real Estate

As President and COO of Weichert Real Estate Affiliates, LLC., BILL SCAVONE is responsible for growing the Weichert franchise footprint by attracting and signing new franchises, as well as helping existing franchise offices succeed and grow by providing the business strategies, technology, tools and programs they need. Scavone’s major accomplishments include the implementation of the new Weichert branding, as well as the Success Tracker app—developed to make it easier for associates and offices to set goals and track their progress.

DAN STEWARD—president of Pillar To Post Home Inspectors—is committed to leading a team in service to the residential real estate community. Under his leadership, the company launched the Pillar To Post OnePoint technology platform for tablets, built to advance the onsite home inspection experience for agents and their clients. The platform enables the inspector to focus on their clients, as well as the inspection through Heads UpTM inspecting, bringing a new form of education, collaboration and communication to the inspection experience.

RISMedia’s REAL ESTATE December 2018 51

ACHIEVERS | The success stories

LARINA MCCLAIN, managing partner, McClain Group of Madison & Co. Properties, began her real estate career on the commercial side, but eventually transitioned to residential. There, she helped build her team to top producer status through hard work and a love for helping people in their journey to find a home.

A second-generation real estate pro, DAVID MCINTYRE, COO and broker/owner of Arizona Best Real Estate, manages six branch offices, is a real estate educator and has been listed in the top 25 residential real estate brokerages for 15 years by The Business Journal.

ASHLEY RICHARDSON, a REALTOR® with Long & Foster Real Estate, shares expertise on television and in publications. She is a lifetime member of Long & Foster’s Gold Team Master’s Club, and was awarded 2018 ServiceMaster Global Hold- REALTOR® of the Year by the ings, Inc. announced the Greater Baltimore Board of promotion of BRIAN TUR- REALTORS®. COTTE to CFO of American Home Shield (AHS) in July. Turcotte was instrumen- The 45-member JIM ALLEN tal in AHS parent company GROUP of Coldwell Banker Frontdoor’s spin-off from Howard Perry and Walston ServiceMaster, which was serves North Carolina’s Tricompleted in October when angle region. The Wall Street it appeared as an indepen- Journal ranked the team No. 20 in volume in 2018, and dent on the NASDAQ. in 2017, they were the No. 1 Coldwell Banker team in TAMI HALTON PARDEE is North America. founder/CEO of California’s Halton Pardee + Partners, ranked the 2018 No. 1 sales team in L.A., No. 1 in California, and No. 3 in the U.S. in transactions by The Wall Street Journal, and one of the “Top 100 Women-Owned Businesses.” To see the complete class of 2019 Newsmakers, visit rismedia.com/2019newsmakers. Check back for ongoing updates to this list.

52 December 2018 RISMedia’s REAL ESTATE

SCOTT MACDONALD, broker/owner and president of RE/MAX Gateway, specializing in residential real estate and headquartered in Chantilly, Va., joined the RE/MAX network in 2001 and has grown the firm to five offices in the Northern Virginia and D.C. Metro real estate market.

“

As the CEO of ReferralExchange, SCOTT OLSEN has led the firm’s expansion and growth. He has also overseen and nurtured key strategic partnerships. Under his leadership, ReferralExchange has experienced exponential growth, achieving over 215,000 agent-toconsumer matches in 2017.

“Never settle for the status quo. I want to be better than I was yesterday; therefore, I make a concerted effort never to get too comfortable.” – CREIG NORTHROP President/CEO, Northrop Realty, A Long & Foster Company

FINALLY say yes to success. Spend more time closing leads than chasing them.

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Close more leads. Open the door to a more rewarding career. Give your local Weichert office a call today or visit jobs.Weichert.com

Each Weichert ® franchised office is independently owned and operated. ©2018 Weichert Real Estate Affiliates, Inc. Weichert is a federally registered trademark owned by Weichert Co. All other trademarks are the property of their respective owners. *Google Analytics, January 2017

CRUSADERS | The champions of a better way

CARL CARTER, JR. REALTOR®, RE/MAX Elite Founder and Executive Director Beverly Carter Foundation

hen Carl Carter, Jr.’s mother, Beverly Carter, was kidnapped and murdered by a pair of clients in 2014 while working as a REALTOR®, it inspired him to found the Beverly Carter Foundation, a 501(c)(3) non-profit dedicated to providing real estate agents with information and tools to enable them to return home safe at the end of each day. A passionate safety advocate, Carter travels all over the United States speaking to escrow agents, lenders, agents and brokers about how to avoid becoming victims of crime, and how to protect their clients, as well. He also speaks to others whose professions require them to travel and work alone, such as salespeople and traveling nurses. “My mom was an angel among us; I strive to honor her life and her legacy with everything I do, and I want all real estate professionals to join me,” says Carter. “Let’s fight on!” The Beverly Carter Foundation provides research-driven information through articles, studies, training videos, consulting and other types of support at little or no cost. Its members hope to create multiple programs on a national scale to address the issue of safety in the real estate industry. Carter hopes that the tragic loss of his mother will serve to unite members of the real estate industry to focus on safety.

aisy Lopez-Cid is broker/owner of RE/MAX Premier Properties in Orlando, Fla., and is the National Association of Hispanic Real Estate Professionals’ (NAHREP) 2018 president. She has served on the National Board of Directors for NAHREP since 2013 and is a past president of NAHREP Central Florida. Lopez-Cid was a driving force behind the creation and development of the NAHREP coaches program and served as chairman to the coaches in 2016. She has recently focused her efforts on launching new chapters in strategic markets, including Puerto Rico, Boston and Philadelphia. Earlier this year, the Osceola County Association of REALTORS® named Lopez-Cid Humanitarian of the Year for her efforts to help those devastated by Hurricane Maria. She spent two weeks in Puerto Rico going door to door distributing food, water, medication, clothing and other essentials to residents in need. In honor of Women’s History Month in March, U.S. House Rep. Darren Soto named Lopez-Cid one of Central Florida’s most important female community leaders. Lopez-Cid recently received RISMedia’s “On the Shoulders of Giants” Award, sponsored by RE/MAX, at RISMedia’s 23rd Annual Power Broker Reception & Dinner. “I do what I do because I want to do it,” said Lopez-Cid upon receiving the award. “I didn’t have this growing up, and I just want to pay it forward.”

54 December 2018 RISMedia’s REAL ESTATE

DAISY LOPEZ-CID

Broker/Owner, RE/MAX Premier Properties, NAHREP National 2018 President

2019 NEWSMAKERS

As RE/MAX’s SVP of Global Alliances, MIKE REAGAN has been an advocate for the industry since 1990. Reagan is leading a movement to communicate the opportunities presented by the buying power of the United States’ growing ethnic minority population, and RE/MAX is a sponsor of groups such as NAHREP, AREAA and NAGLREP. Reagan has been the driving force behind the company’s 26-year partnership with Children’s Miracle Network Hospitals, and has also led disaster relief efforts. “The more you give, the more you get,” he says.

KAREN COOPER is owner of The Platinum Group Real Estate with Pearson Smith Realty, and founder of Empowering Women in Real Estate, which has more than 8,000 members nationwide. Through Empowering Women in Real Estate, she and others are able to collaborate with, inspire and motivate one another. In September 2018, Cooper had a mastectomy for what turned out to be a noncancerous tumor. “Let your faith be bigger than your fear,” she says. “My greatest accomplishment this year has been staying positive throughout this journey.”

DOUG HUTCHINS is a broker associate, and leader of The Doug Hutchins Team, with Kentwood Real Estate in Denver, Colo. Hutchins is the chairman of the board of directors of Hope’s Promise Orphan Ministries, an adoption agency with care programs in Kenya, Nepal, Vietnam and Zimbabwe. In 2018, he embarked on a 12-day mission to Nepal, when he visited with nine children in two Hope’s Promise homes. “It was a thrill to see how the children interacted with each other and how they truly were part of a family,” he says.

KASSIE ERB is the president of Fox & Roach Charities, the charitable arm of Berkshire Hathaway HomeServices Fox & Roach, REALTORS® and The Trident Group. Since inception, Fox & Roach Charities has contributed over $5.2 million and 200,000 volunteer hours to 250 community organizations in the Greater Philadelphia/TriState areas. Erb’s annual backpack drive has had record-breaking success providing school supplies to students; In 2017, they gathered 5,345 backpacks and raised $79,187 for Cradles to Crayons.

ENNIS ANTOINE is a REALTOR®with Better Homes and Gardens Real Estate Metro Brokers who teaches a 75hour sales pre-license course to educate new agents and set them on a path to success. “Life is a gift, and it offers us the privilege, opportunity and responsibility to give something back by becoming more,” he says. Antoine has served as a deacon in his church for more than 20 years, has worked with Habitat for Humanity, and is active in politics, serving as a federal political coordinator for U.S. Congressman David Scott.

As the CEO of the non-profit Real Estate Standards Organization (RESO), JEREMY CRAWFORD is responsible for the creation, promotion and adoption of standards that are fueling innovation and streamlining the real estate transaction. RESO surpassed 825 member organizations in 2018, representing nearly 1 million brokers and agents worldwide. “RESO Standards have gone global in 2018, not only making a positive impact in the U.S. and Canada, but expanding into Brazil, Spain, Germany and Australia for the good of the entire industry,” says Crawford.

CHRIS TRAPANI founded Sereno Group in 2006 with a goal to break from the traditional model in favor of offering expert and personalized service. Today, the firm has eight locations in Northern California, doing $3.5 billion in annual sales. Trapani also spearheaded the “1 Percent for Good” program, committing 1 percent of the firm’s gross revenues to environmental causes and charitable or community-minded groups. Last year, Sereno Group gave $516,000 to 28 separate causes, making it one of the top 35 corporate givers, according to the Silicon Valley Business Journal.

LOU GONZALEZ has served to advance the real estate industry and the lives of those who work in it over the course of his 33-year career. As executive vice president of Realty ONE Group, he has helped lead the growth and expansion of the company through the sale of unit and regional franchises in the U.S. and Canada. He has been a champion for diversity and inclusion in the workplace for many years, serving six years on the Corporate Board of Governors of NAHREP, and six years on the Board of AREAA.

RISMedia’s REAL ESTATE December 2018 55

CRUSADERS | The champions of a better way CEO & Founder, National Association of Gay & Lesbian Real Estate Professionals (NAGLREP)

JEFF BERGER

Jeff Berger is the CEO and founder of the National Association of Gay and Lesbian Real Estate Professionals (NAGLREP), a 501(c)(3) nonprofit that advocates on behalf of the LGBT community within housing, as well as an LGBT and allied network of practitioners in real estate. With Berger at the helm, NAGLREP is advocating for the expansion of fair housing to include LGBT members; under the Fair Housing Act as it stands, sexual orientation and gender identity are not protected. To bring the cause to the forefront, NAGLREP hosted its second annual LGBT Housing Policy Summit this spring, where Berger and other constituents met with policymakers and representatives in Washington, D.C.

CHERYL D’ANNA is a sales professional with Elevating Real Estate, a Russ Lyon Sotheby’s International Realty brokerage. She donates a portion of her commissions to Golf Fore Africa, an organization that brings clean water to children and families living in extreme poverty in Africa.

JOZETTE HERRERA is an agent with Keller Williams Houston Preferred in Pearland, Texas. Herrera is on the board of directors of the Opioid Awareness Foundation, a 501(c)(3) centered on combating the opioid crisis, from education to prevention to treatment. She manages the operations of the organization.

GEORGE C. JALIL is managing broker and president of Real Living First Service Realty in Miami, Fla., and chairman of the board of the MIAMI Association of REALTORS®. In 2017, MIAMI adopted the Changing Communities Initiative, which has hosted dinners for homeless residents, including one in June 2018 that fed 500.

JIM PARK, national chairman emeritus, AREAA, has over 25 years of experience supporting diverse communities, global business development and affordable housing. The founder and partner of the Mortgage Collaborative, Park formerly served as the chair of the Asian Pacific American Institute for Congressional Studies.

Located in Honolulu, ABE LEE, with CENTURY 21 iProperties, focuses on real estate education and affordable housing. With a master’s degree in education, Lee has developed over 150 affordable housing projects and taught thousands in real estate pre-license, zoning, contracts, foreclosures, tax laws, etc.

AMITY COURTOIS is a broker at Give Realty, which has a charity-based business model in which 25 percent of each commission is donated to the 501(c)(3) nonprofit or faith-based organization of the client’s choice. Thus far, Give Realty has donated over $826,000 on behalf of their clients.

DAN SPRANSY, broker/ owner at Realty Executives Cooper Spransy, is the founder of Before 16, a 501(c)(3) nonprofit foundation that matches host families with international orphans who are almost 16 years old—the age at which most are forced out of the adoption system.

JOSH STEPHENS, vice president of Berkshire Hathaway HomeServices Warren Residential, is an established innovator, community developer and advocate. In 2018, Stephens helped to champion the #ForHerToo movement, raising funds to help the Creative Action Institute (CAI) in its mission to advance gender equality.

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2019 NEWSMAKERS

In 2015, after taking a trip to Haiti and meeting families who lived in slums, BRETT HAGLER and his three colleagues launched New Story, a non-profit “working to create a world where no human being lives in survival mode.” Since its inception, the organization has funded the building of more than 1,300 homes for over 5,000 people in Haiti, El Salvador and Bolivia. The New Story concept has struck a chord with many, as donations go to one very tangible result: a home for a family who has no shelter. The charity’s “100% promise” means that 100 percent of donations go directly to hire local workers and buy local materials. The cause and model has resonated with many in the real estate industry who have joined forces with New Story, from the likes of large brands like Better Homes and Gardens Real Estate and Sotheby’s International Realty to technology firms like DocuSign to many individual agents trying to do their part. And Hagler continues to gain recognition for his efforts. This year, he was named one of the Top 100 Most Intriguing Entrepreneurs by Goldman Sachs.

ISATOU CEESAY immigrated to the United States from Gambia, an impoverished country in West Africa, in 2002. She began caring for adults with developmental disabilities and helped people in her community find homes even before obtaining her real estate license. As a broker, Ceesay works hard to guide clients through the real estate process. While her first transaction was over a million dollars, she is also a staunch advocate for firsttime homebuyers. She explains options, such as HUD and other government assistance programs, to help them realize their goals.

As a REALTOR® with RESearch Concept in Southern California, CAROLINE HARABEDIAN will travel the state to make a client’s experience as smooth as possible. She is committed to helping struggling homeowners, offering free services to help them understand the options for remaining in their homes.

A leading Las Vegas luxury agent, CRAIG TANN, broker/owner of Huntington & Ellis has received honors from the New York Times, CNN, and more. Currently, Tann serves on the board of directors for the Nevada Partnership for Homeless Youth, dedicated to ending youth homelessness.

HASANI STEELE president of RE/MAX Premier Properties, transforms dilapidated properties in the Greater Chicago area into quality housing through Steele Consulting Group. His efforts have earned him more than 50 Good Neighbor Awards in the Bronzeville, Wood Lawn and Hyde Park areas.

CEDRIC BOBO is the cofounder of Project Destined, a 501(c)(3) non-profit that administers a real estate-based applied youth education program designed to promote financial literacy, leadership development and access to mentorship opportunities yielding an increased competitiveness among urban youth.

Founder & CEO, Menkiti Group

BO MENKITI

Bo Menkiti is the founder and CEO of the Menkiti Group, a real estate services enterprise dedicated to enhancing the fabric of life in America’s urban neighborhoods through the strategic development, management and sale of residential and commercial property. He also co-founded and became CEO of Keller Williams Capital Properties, a network of brokerages in the Mid-Atlantic with 1,000 agents in eight offices. “We are a double bottom-line enterprise, working as socially-minded, for-profit companies in a successful and sustainable way so that we may invest in neighborhoods to transform them into vibrant communities.” In 2015, he created the Capital Properties Menkiti Group Foundation to devote resources to housing, youth, education and entrepreneurship.

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INSPIRATIONS | The big-hearted and brave

DELISA “DEE” ROSE

Broker/Owner, RE/MAX Ambassadors

eLisa “Dee” Rose is broker/owner of RE/MAX Ambassadors in Richardson, Texas. She has 15-plus years of experience in real estate, and is a certified instructor by the Texas Real Estate Commission. In an answer to a call-out by Oprah Winfrey, Rose donated $20,000 to Minnie’s Food Pantry this year, a 100-percent community-funded local pantry. Through a corporate donor, Rose was also able to pledge another $30,000, bringing the contribution to $50,000 total. In addition to donating funds, Rose, along with a developer, committed to restoring Cheryl “Action” Jackson’s family home, which is expected to become another pantry. Minnie’s Food Pantry was founded by Jackson. “I got involved with Minnie’s because I know the difference passionate organizations like Minnie’s make in the lives of others,” says Rose. “Minnie’s is exceptional and sincere, and no charitable organization should ever struggle while simply trying to ensure all people have food, housing and safety.” Minnie’s Food Pantry is not the only organization Rose supports. She has been actively involved with Habitat for Humanity, Meals On Wheels, Volunteers of North Texas, and others. She and husband Tony are the founders of a children’s adoption agency, and she is also a 501(c) (3) affordable housing developer, approved by the City of Dallas in 2016.

om DeWine joined Colonial Real Estate—a brokerage founded in 1987 by his father, Dennis DeWine—in 2005. DeWine has inspirational goals to grow his company to between 250 and 300 agents while also empowering the role of the agent to become more efficient. DeWine has long been a staunch community supporter and active participant in local charities—an inspiration to REALTORS® across the nation. In the aftermath of Hurricane Harvey, DeWine and ERA Colonial Real Estate launched a fundraiser for the Houston Food Bank, with the goal of raising $7,700—the company matched up to 50 percent of donations. “The Houston Food Bank is such a local and longstanding group, and I wanted to make sure we focused on something that was very local,” DeWine stated during the fundraising initiative. “We set a relatively modest goal—I picked a zip code that I had lived in when I was in Houston in the late ’90s, and when I knew that a lot of flooding was occurring [there], I set the first four numbers of that zip code, 7700, as the goal.” DeWine’s company also hosts an annual Fish Fry and 5K Fun Run Walk in honor of ERA Colonial agent Pat Patton. The 5K Fun Run supports the Muscular Dystrophy Association (MDA), the corporate charity of ERA Real Estate.

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TOM DEWINE

President/COO, ERA Colonial Real Estate

2019 NEWSMAKERS

An Orange County native, REALTOR® ERIN WILLIAMSON is the co-founder of The Williamson Team, and has successfully closed over 1,000 transactions throughout her real estate career. In 2018, Williamson raised $100,000 for muscular dystrophy, a rare terminal illness that causes progressive weakness and loss of heart and skeletal muscles, along with fellow agent Christina Loomis. The duo hosted a music and wine festival to raise awareness and funds for Peyton’s Project, a non-profit organization for children and young adults affected by Duchenne Muscular Dystrophy (DMD).

CINDY ZEBRYK is a REALTOR® and multi-million-dollar producer with Coldwell Banker Reehl Properties, with a charity-first mindset. Zebryk recently hosted a Thanksgiving donation drive for Soles4Souls, a non-profit committed to fighting poverty through the collection and distribution of shoes and clothing. “It’s such a blessing to be able to go to work each day as a REALTOR® and use my expertise to deliver results to my clients,” says Zebryk. “I take great pride in doing my job with the highest integrity and treating people the way I expect to be treated.”

HANNAH ANGERT, REALTOR® with Space & Company Real Estate Collection, made headlines in 2018 for a selfless act of kindness, helping Shannon Rowell, a single, working mother of four, who experienced a difficult homeownership journey that left her temporarily homeless and in need of furniture. After learning of Rowell’s challenges, Angert hosted a virtual housewarming party in an effort to gather donations and essential home items. Rowell received a flurry of help in the form of monetary assistance, kids’ beds, couches, and more.

REGINALD POTTS, REALTOR® and associate broker of Berkshire Hathaway HomeServices PenFed Realty, is an industry expert with over a decade of experience in residential buyer and seller transactions, with a focus on luxury properties in the Henrico and Chesterfield counties of Virginia. Potts is a huge proponent of giving back to the community, continuously supporting the National Military Family Association, which helps military spouses receive up to $2,500 toward the cost of becoming a real estate professional through PenFed Realty’s Real Hero Program.

MISCHA ANGEL and Team Angel, with CENTURY 21 Elite in Shreveport-Bossier City, La., serves the community through Volunteers of America, Habitat for Humanity, Shreveport Little Theater and the LSU Real Estate Chair Scholarship Fund. Team Angel has chaired the Women’s Council of REALTORS® Charity Fundraisers, and Angel has chaired the building of four Habitat for Humanity homes. In 2005, Team Angel began working with film companies to find housing and site locations for actors and producers. Angel also produced stage shows to raise money for charity.

From clothing drives to Habitat for Humanity work, BRYAN DAVIS, manager of ERA Key Realty Services Auburn in Massachusetts, has had an impact on his market. This year, Davis spearheaded ERA Key’s first annual charity motorcycle ride, to benefit the Muscular Dystrophy Association (MDA). Davis and seven other agents rode from ERA Key’s Chelmsford office to a local restaurant, collecting donations through a raffle and registration. “For those of us who own bikes, a 75mile ride on a beautiful day was an ideal way to help others,” he says.

“

“No charitable organization should ever struggle while simply trying to ensure all people have food, housing and safety.” – DELISA “DEE” ROSE Broker/Owner, RE/MAX Ambassadors

BRET WEINSTEIN is a managing broker at Madison and Company. Weinstein’s team, The BSW Group, has raised more than $40,000 for several charitable organizations throughout the Denver Metro Area, and agents have volunteered their time to support a variety of causes. Weinstein is especially proud to have been featured by Extreme Community Makeover as a community partner. “Real estate is a ‘How can I help you?’ concierge service, not a ‘How can I help me?’ sales job,” says Weinstein. He believes that mindset leads to success.

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INSPIRATIONS | The big-hearted and brave REALTOR®, Realty Kings Properties

KIESHA CURTIS

ELLEN STERN, a real estate broker with Berkshire Hathaway HomeServices KoenigRubloff Realty Group, helped organize and distribute over 230 pairs of shoes through the KoenigRubloff Cares Foundation for the Share Your Soles Shoe Drive and distributed blankets for Project Linus during the firm’s Week of Kindness.

Kiesha Curtis is a multi-million-dollar producer who consistently gives back. During Taylor Morrison’s 2018 Leaders in Real Estate Summit, Curtis was recognized with the Community Leader Award for her commitment to Houston residents in the aftermath of the devastation caused by Hurricane Harvey. Curtis played an integral role in helping those impacted to register with FEMA. She also volunteered with WorkFaith Connection, teaching homebuying classes with Avenue Community Development Corporation. Curtis’ bachelor’s degree in Social Work and master’s degree in Counseling, as well as her certifications—Military Residential Specialist, Negotiation Expert and Texas Affordable Housing Specialist—give her the unique ability to serve her community and provide a sincere customer experience.

LYLE CADDELL, who coowns Realty Executives All Area with his wife Grace in San Diego County, is dedicated to helping his community. He supports the Eric Paredes Save a Life Foundation, which provides free heart screenings to youth to help identify cardiac abnormalities.

KELLY SHAW is a REALTOR® at Berkshire Hathaway HomeServices Select Properties, who donates money to St. Jude for every home she sells. Shaw participates in St. Jude marathons and pays to sponsor people who want to take part but can’t afford the registration fees.

LINDSAY SZWED, associate at RE/MAX Suburban, helped organize 200-plus golfers for the 2nd annual RE/MAX Suburban Golf Outing as a “Miracle Agent.” Last year, the event brought in $11,000 for the Children’s Miracle Network, Ann & Robert H. Lurie Children’s Hospital of Chicago.

President & CEO, Intero Real Estate Services Tom Tognoli—president and CEO of Intero Real Estate Services—is passionate about having a positive impact on all those he comes in contact with. Tognoli is an advocate of personal and professional growth and inspires the masses through his popular Monday Morning Mojo blog. Followed by tens of thousands of readers around the world, Tognoli uses the blog to share principles of happiness, discipline and more. The company also gives back to the community through the Intero Foundation, a non-profit that’s devoted to helping children and elderly in need, which donated more than $500,000 to local non-profits in 2017 alone. Since its inception in 2002, the Foundation has raised more than $4.5 million.

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TOM TOGNOLI

2019 NEWSMAKERS

ast year, Keller Williams agents helped over one million people attain their homeownership dream. Timothy Murfree of Keller Williams Realty Atlanta Partners in Tucker, Ga., is one of those agents...and so much more to one family. Military service members Landers and Shaquania Chappell had been married just a few months when Landers stepped on an improvised explosive device (IED) and suffered serious injuries in Afghanistan. He underwent an intense recovery process that included being fit with a prosthetic leg and learning how to walk again. When the couple decided to relocate to Atlanta, they were referred to Murfree who introduced to them the Military Warriors Support Foundation, which works with banks to provide mortgage-free homes to combat-wounded veterans and unmarried Gold Star spouses. Months later, Murfree was able to let the Chappells know that the Military Warriors Support Foundation and Wells Fargo had located a home for them and that they had been selected to receive the home mortgage-free. Murfree, who forwent his commission, says he has always wanted his business to play a role in giving back to the community through working with veterans. “There is no greater purpose than to be of service to others,” he explains.

JEFF LANGUM, broker/ owner of ERA Courtyard Real Estate, delivered hundreds of fans to families in Oklahoma City who were living without any air conditioning or those that just simply couldn’t afford to turn theirs on. He helped to obtain fans for 200-plus families. For each home that LINDA AND KELLY BOEHMER of The Boehmer Team lists, a donation is made to The Sunshine Kids. The Berkshire Hathaway HomeServices Select team also supports Hunt For Justice and worked with Payne Family Homes to help the family of a first responder. In 2007, at age 26, RANDY WALLER founded W Real Estate, one of the top firms in Sonoma County, Calif.

He sponsors local schools, arts and athletic programs, and is working with developers to rebuild housing after a 2017 fire decimated nearly 6,000 homes.

KAREN JO DOBYNS, a top agent with First Weber REALTORS®, leads a fundraising effort called “Bags for Bags,” in which gently used purses and scarves are sold to raise money for Necessities Bags Wisconsin, a group that provides recovering breast cancer patients with a bag containing necessary items. DIANE ESCOBAR is an agent with Coach REALTORS® who is committed to serving her community and helping animals. She donates a portion of the proceeds from each sale to her

TIMOTHY MURFREE REALTOR® Keller Williams Realty Atlanta Partners customer’s animal rescue organization of choice, contributing to over 10 animal shelters across Long Island.

KALLI GONZALEZ, a business development manager for Fidelity National Title, competed in the Leukemia & Lymphoma Society’s firstever Man & Woman of the Year fundraising competition. Over a 10-week period, she raised $115,546. Proceeds will fund research and provide treatment for patients with blood cancer. MARK HALL serves as president of Atlanta Communities Real Estate Brokerage and managing broker for the East Cobb/ Marietta office. A veteran of the Gulf War, he works with Toys for Tots each year and recently performed in

a “Dancing With the Stars” charity fundraiser.

MELISSA CASE, a sales professional with CENTURY 21 Doug Anderson in Lancaster, Calif., is described by her peers as sincere, active and motivating. She is dedicated to giving back to her community and volunteers at Antelope Valley Hospital in the neonatal department. JOSH MCGRATH is broker/ owner of ERA Priority Real Estate in Gillette, Wyo., serving Northeast Wyoming. In June 2018, ERA Priority Real Estate raised more than $9,000 for the Muscular Dystrophy Association (MDA), to benefit children with muscular dystrophy.

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INSPIRATIONS | The big-hearted and brave JENNIFER HUPKE is a broker associate and founder of the Hupke Team with Coldwell Banker Residential Brokerage in Brookfield, Wis. In September 2018, Hupke hosted a donation drive for Soles4Souls. The drive’s goal was 1,000 pairs of shoes; the community exceeded that at 1,040. CHRISTIAN ROSS is a managing broker at Village Realty, a tech-based real estate brokerage at Atlanta Tech Village. Ross serves her community through her work with Habitat for Humanity and “The Senior Guard,” which she founded to help Atlanta seniors fight displacement.

MATT BEALL CEO & Principal Broker, Hawai’i Life Real Estate Brokers Matt Beall is the CEO and principal broker of Hawai’i Life Real Estate Brokers in Hanalei, Hawaii. His company houses 200 brokers, agents and employees throughout 10 offices in the state of Hawaii. Beall has directed

GRAEME MOORE is coowner of The Moore Co. in Columbia, S.C. In 2018, The Moore Co. announced “Flip & Give,” a charitable flip of a home with 100 percent of proceeds donated to local organizations. The crowdsourced initiative involved the community choosing all renovations for the home and charities to receive donations. CINDY HOUSE-MISHKO, a REALTOR® with Keller Williams Tri-Cities, alerted a homeowner, who was unaware and showering at the time, to a fire sparked by a propane tank in her backyard. House-Mishko’s actions helped to evacuate the woman and her pets, leading to rapid firefighter response.

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much time and financial support to his community. He started the Hawai’i Life Charitable Fund (HCLF) at the Hawaii Community Foundation, a program that supports local charities aligned with Hawaii Life’s mission of preserving Hawaii’s beauty and culture by supporting its people. Through HCLF, agents and brokers on Beall’s team can donate a portion of their earnings to local charities of their choice. In April 2018, following a devastating flash flood on Kauai, Beall and his team raised relief funds for those impacted by the natural disaster, ultimately matching more than $25,000 in donations given to their charitable fund. In addition to company and community efforts, Beall is the host of HGTV’s “Hawai‘i Life” television show, is a member of five separate REALTOR®associations across Hawaii, served as president of the Kauai Board of REALTORS®in 2012, sat on the executive committee of the Hawaii Association of REALTORS®in 2013, and currently serves as the board chair of the Hawaiian Islands Land Trust.

RE/MAX Advantage Plus

LISA HANDLEY

LISA HANDLEY, with RE/MAX Advantage Plus, has won numerous awards for her success as an agent and for her community service. She is a major supporter of Hope Fieldhouse, a non-profit organization that plans to build a facility for people with disabilities to participate in adaptive sports and where their families can receive support. “I have an amazing broker, Eric Malmberg, who inspired me early in my career,” says Handley. “He knew that helping people was my passion. He said to me, ‘The more people you help, the more money you can make, which means the more money you will have to give away.’ I carry that philosophy in my heart every day.”

THE VOICE OF THE AAPI COMMUNITY AREAA is dedicated to promoting sustainable homeownership opportunities in the AAPI communities by creating a powerful national voice for housing and real estate professionals that ser ve this dynamic market. To find out more about AREAA visit areaa.org

/areaa

/areaanational

LUMINARIES | The iconic leaders

ROSEY KOBERLEIN

CEO, Long Companies; President, Central Region, HomeServices of America

s CEO of Long Companies in Tuscon, Ariz., Rosey Koberlein oversees the leadership and strategic planning for brokerage, mortgage, title and insurance, and supports more than 1,400 sales associates. In late 2017, Koberlein stepped into the national role of president of the Central Region for HomeServices of America, now overseeing nine HomeServices companies: Realty South; Roberts Brothers; Ebby Halliday Companies; Allie Beth Allman; CBS Home; Berkshire Hathaway Ambassador; HomeServices of Nebraska; Kentwood; and Long Companies. “This widening of my responsibilities has given me a new perspective of different company models, their hurdles and their successes,” says Koberlein. “I consider it a major accomplishment to coach these fellow CEOs.” Koberlein brings 30 years of real estate experience to the role, and before real estate, was the director of Employment and Training for the city of Cleveland. She received a Masters of Public Administration from Kent State University and is a Certified Residential Broker (CRB). Actively involved on community boards, and the winner of numerous awards, Koberlein’s heart resides in real estate. “The real estate world is perfect for me,” she says. “No two days are alike. This is not the profession for a maintenance attitude. As CEO, I challenge myself and everyone around me to be their best and grow continuously—a personal and professional growth.”

s Executive Vice President of Global Strategic Alliances for RE/MAX, Mike Ryan has been a leading voice at RE/MAX and a tireless advocate for the real estate industry and the consumers it serves. In 2018, Ryan helped RE/MAX reach all-time highs in agent count, office count and global presence. Ryan’s many accomplishments over the course of his 25-year career with the firm include: directing the launch of the RE/MAX Satellite Network in 1994, the industry’s first-ever business television network; working with U.S. government officials on housing policies to address challenges facing distressed homeowners from 2008 – 2009; and overseeing brand marketing, PR and communication efforts in the IPO of RE/MAX Holdings, Inc. In 2017, Ryan received the RISMedia National Leadership Award. “Great things happen when talented people come together and work toward a common goal,” says Ryan. “Always think big—really big—and when you see a ‘home run’ opportunity, don’t hesitate to pull the trigger. Timing, teamwork and execution separate the true newsmakers from the pack.” Ryan recently announced his retirement from RE/MAX as of Jan. 2, 2019, after which he will act in an advisory capacity for the company. “I’ve been fortunate to be part of the premier brand in the world,” he said in a statement. “I’ve learned something new every step of the way.”

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MIKE RYAN

Executive Vice President, RE/MAX LLC

2019 NEWSMAKERS

GINO BLEFARI is the CEO of HSF Affiliates LLC, which operates the real estate brokerage networks of Berkshire Hathaway HomeServices and Real Living Real Estate. Blefari has been in real estate for decades and was an award-winning agent, manager and broker/owner. He came to his position at HSF Affiliates from Silicon Valley, Calif.-based Intero Real Estate Services, Inc., which he founded in 2002 and through mid-2014 served as its president and CEO. Under his direction, Intero became one of the fastest organically growing companies in the history of real estate.

TODD HETHERINGTON is the founder, CEO and co-owner of NM Management, the parent company of CENTURY 21® New Millennium®. Responsible for operating and overseeing the firm, Hetherington monitors production, profitability and loan activity. Attracting and retaining the high-caliber folks he gets to work with is the professional accomplishment he’s always held in the highest regard, however, personal accomplishments are far more important. To that end, Hetherington is most proud of his family, specifically, his children.

MARY LEE BLAYLOCK started as a REALTOR® in Minneapolis in 1993, was promoted to VP of the relocation division in 1999, and in 2004, started HomeServices Relocation. In 2014, she became SVP and general manager of Berkshire Hathaway HomeServices California Properties, and was soon promoted to president and CEO. In 2017, Blaylock also became West Coast Regional president for HomeServices of America. “Every day is filled with interactions with some of the most dedicated and sophisticated real estate professionals in the business,” she says.

As President & CEO of The Long & Foster Companies, JEFF DETWILER is responsible for strategic direction. With a focus on continual innovation, Detwiler takes a progressive position on future growth. In 2017, heplayed a key role in Long & Foster’s acquisition by HomeServices of America, a Berkshire Hathaway affiliate. “Having the best-trained and best-equipped real estate agents has been the core of Long & Foster’s business since our founding, and that means providing our associates with everything they need for success,” says Detwiler.

DAN FORSMAN is the president and CEO of Berkshire Hathaway HomeServices Georgia Properties with over 1,700 associates and 26 locations across the Greater Metro Atlanta and North Georgia area. The firm offers full services, including residential, luxury, new homes, commercial, corporate relocation, and more. This year, Forsman introduced programs to help associates generate more appointments...and more success. “Helping people create sustainable businesses that take their life to the next level is my greatest joy,” he says.

As President and CEO of Better Homes and Gardens Real Estate, celebrating its 10th anniversary, SHERRY CHRIS will now also be involved in launching the Climb Real Estate brand, the San Francisco-based company acquired by Realogy in 2016. Chris spent 16 years on the leadership team at Royal LePage and joined Realogy in 2006 as COO of Coldwell Banker before she was tapped to launch Better Homes and Gardens Real Estate in 2008. “My passion for the real estate industry after more than 30 years is stronger than ever,” she says.

HAROLD CRYE co-founded Crye-Leike REALTORS® in 1977, where, as CEO, he focuses on identifying new office locations, hiring managers and growing the firm’s many divisions, including title, mortgage, insurance, property management and relocation. This year, Crye is focused on reducing overhead by remodeling all offices. “The industry is changing and we are making the necessary changes to remain competitive,” he explains. Crye is a founding and current member of the board of directors of Leading Real Estate Companies of the World®.

As President of Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, JOAN DOCKTOR is instrumental in the growth and profitability of the company, which services Pennsylvania, New Jersey and Delaware. The company has more than 65 offices, 5,000-plus sales associates and 700 employees. In 2018, the company donated record dollars and record time to 250 nonprofits in its markets. “I am inspired every day by our sales associates who give tirelessly to their clients and customers to assure they achieve the dream of homeownership,” she says.

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LUMINARIES | The iconic leaders

alstead Real Estate Chairman and CEO Diane Ramirez leads the firm’s nearly three dozen offices and 1,300-plus agents throughout New York City, the Hamptons, the Hudson Valley, N.Y., New Jersey and Fairfield County, Conn. In 2018, Halstead underwent a comprehensive rebrand, which Ramirez describes as an “enormous undertaking and an incredible group effort.” In the weeks following the launch—which involved a live company-wide meeting with more than 1,000 agents— no detail was left undone, from updating signage and branding for every office to re-designing all marketing and advertising materials. The rebrand speaks to Ramirez’s eye toward the future, having founded the firm in 1984 with Clark Halstead; the pair worked diligently to expand the firm organically until it was purchased by Terra Holdings in 2001. With a long list of awards and service to real estate boards and the community, Ramirez will become chair of Leading Real Estate Companies of the World® in 2019. “At Halstead, we are committed to delivering a forwardthinking and supportive culture to our agents, and the highest level of service to our clients and customers. We are so proud to be consistently recognized for our hard work and accomplishments on these fronts.”

DIANE RAMIREZ

Chairman & CEO, Halstead Real Estate

REI MESA

President/CEO, Berkshire Hathaway HomeServices Florida Realty, Florida Real Estate Services

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ei Mesa has more than 30 years of experience in the industry and currently serves as a National Association of REALTORS® (NAR) director, as well as on the Executive Committee, Corporate Investors Council, Large Firm Involvement Advisory Board, Large Residential Firms Real Estate Advisory Group, RPR Advisory Board, realtor.com®Advisory Board and NAR’s Project Upstream. Unafraid to challenge the status quo, Mesa has promoted new types of technology to train and support real estate professionals, improve their ability to serve their customers and increase productivity. This year, under Mesa’s leadership, the firm completed five acquisitions, including expanding into two new service areas. He promotes diversity and inclusion among his staff and oversees a team that speaks dozens of languages. Under Mesa’s leadership, the firm has raised over $3.37 million for the Sunshine Kids, a notfor-profit organization dedicated to providing positive group activities and emotional support for young cancer patients. He has also been involved politically in issues that impact REALTORS®. Mesa appreciates the recognition of his decades of work and dedication to the field of real estate. “It is an honor to be included in this very prestigious industry recognition and be among the industry’s iconic leaders,” he says.

2019 NEWSMAKERS

CANDACE ADAMS, president and CEO of Berkshire Hathaway HomeServices New England, has guided employees through numerous changes, including the acquisition of several brokerages and the opening of new offices. Adams attributes much of her professional success to working with people who share common values and to focusing on corporate culture. “There is no stopping a team committed to doing the right thing! The gust of positive energy propels us to success,” she says.

The third-generation Chairman & CEO of John L. Scott Real Estate, LENNOX SCOTT serves as the leader of the firm’s executive team, which collaborates and focuses on opportunities and positive outcomes of real estate trends. The executive team is also instrumental in developing and implementing action plans leading to innovation and ongoing success. Scott’s greatest accomplishment centers around leading the team through the trends that are currently top of mind in the industry, including discount brokerages, Wall Street real estate and shifts in the market.

For MARK STARK, CEO and broker/owner of Berkshire Hathaway HomeServices Arizona/California/Nevada Properties, it’s business as usual. With a focus on growth, vision, culture and the overall direction of the company, Stark’s greatest accomplishment is the company’s 3-Step Success System—and accompanying plan to execute it. While the system is nothing new, the difference is that it’s been dialed in even further this year. Pleased with the direction in which the company is heading, Stark and his team are aggressively working their plan day-in and day-out.

As President and COO of Lyon Real Estate, PAT SHEA has helped the firm maintain the No. 1 independent residential real estate brokerage ranking in the fourcounty area serving Sacramento, Calif. He serves on the Board of Directors of Leading Real Estate Companies of the World®, and the Broker Public Portal, LLC. “The industry remains in a persistent state of high productivity and energy, with new business models and innovative technologies,” says Shea. “We stay laserfocused on our vision to be the finest real estate company in the region.”

ottie Herman is CEO of Douglas Elliman Real Estate, the No. 3 Power Broker, as ranked by RISMedia for sales volume. The company encompasses 7,000 agents and 675 employees in over 113 offices, with a leading marketshare in New York City, where it is headquartered. In October 2018, Herman was honored at the Angel Ball, the annual fundraiser for Gabrielle’s Angel Foundation for Cancer Research, for her humanitarianism and philanthropy. Gabrielle’s Angel Foundation funds research on therapies and treatments—an endeavor Herman passionately promotes. “This cause is very close to my heart, and it was an amazing opportunity to raise awareness for this incredible organization and their quest to cure cancer now,” says Herman. Earlier in 2018, Herman was awarded the Ellis Island Medal of Honor from the Ellis Island Honors Society—an achievement she shares with seven U.S. presidents. Additionally, she was awarded a “Roaring Thirty” by Women in Housing and the Real Estate Ecosystem (NAWRB), as “The Influencer.” “I have one of my favorite quotes hanging in my office: ‘Success is failure turned inside out,’” Herman says. “It’s a daily reminder not to fear failure but, rather, to embrace it. We learn so much more from the experiences we have that challenge us.”

DOTTIE HERMAN CEO, Douglas Elliman Real Estate

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LUMINARIES | The iconic leaders

MICHAEL SAUNDERS

Founder & CEO, Michael Saunders & Company

ith $5,000 borrowed from an acquaintance, single mother Michael Saunders founded Michael Saunders & Company in 1976, to fill the need for a local real estate company serving Sarasota, Fla. It grew into a full-service firm with 26 offices in three Florida counties, offering mortgage, title, relocation and insurance services, as well as commercial, rental and new homes divisions. According to Saunders, the company’s success was formed around solid core values, driven by knowledge and hard work, and based on the mutual trust that develops from cultivating lasting customer relationships. In 2003, Saunders was joined in the business by her son Drayton, who shares her insistence on remaining an independent company. The firm gives back to the communities it serves through the MSC Foundation, founded as a way to engage agents, management and staff with those members of the community most in need of shelter, sustenance and a path to self-sufficiency. With a global reputation for representing some of the finest properties on the Gulf Coast, Saunders is closely connected to the worldwide real estate community, including Leading Real Estate Companies of the World®, Luxury Portfolio International, Christie’s International Real Estate, Mayfair International Realty and The Realty Alliance.

President, MRIS Investors, Inc.

MIKE PAPPAS is president of the Keyes Family of Companies, the largest independently-owned brokerage network in Florida. This year, he led Keyes through the launch of a new technology platform with a real-time property activity tracking task manager and a smart CRM, making transactions easier and more transparent for consumers. “It’s a privilege to be part of a fast changing, transforming industry,” he says. “We need to leverage and maximize our leadership talent to embrace these changes. With the squeeze on margins, size matters.” 68 December 2018 RISMedia’s REAL ESTATE

DAVID CHARRON

David Charron represents the 25 associations of REALTORS® shareholders in overseeing the physical and liquid assets that didn’t convey in the recent formation of Bright MLS, Inc., which was created from a desire to be the change that real estate professionals demand. Bright is owned by 44 Associations of REALTORS®, is broker-governed, and serves over 90,000 agents in six states and the District of Columbia. Charron most recently served as the chief strategy officer for Bright MLS, which facilitated $91 billion in residential real estate transactions in 2017. “Standing still is not an option,” says Charron, who has over 35 years of experience in the industry.

2019 NEWSMAKERS Chairman Emeritus, Ebby Halliday Companies Mary Frances Burleson is chairman emeritus of the Ebby Halliday Companies, the iconic North Texas powerhouse ranked No. 11 in RISMedia’s 2018 Power Broker Report for sales volume. Burleson, who joined Ebby Halliday in 1958 and became CEO and president in 1989, is focused now on The Ebby Halliday Foundation, the firm’s nonprofit organization, carrying on Founder Ebby Halliday’s legacy of philanthropy and service. In May 2018, Ebby Halliday was acquired by HomeServices of America. According to Burleson, the deal ensured the firm’s longstanding marketshare, and name, remain unrivaled: “We [joined] an organization known for its strength and stability, and for its impeccable reputation and commitment to protecting brands.”

As the president, founder and broker of Danville, Calif.based J. Rockcliff REALTORS, JEFF SPOSITO oversees 400 agents and 35 employees, responsible for $2.7 billion in sales volume in 2017. Sposito was recently named honorary Director for Life by the California Association of REALTORS®.

TIPPER WILLIAMS serves the Northern Virginia market as operating principal of six offices 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.

MARY FRANCES BURLESON

As COO of Prominent Properties Sotheby’s International Realty, with 12 offices and 630 agents, CHARLIE OPPLER’s commitment to agents has helped the firm gain iconic status in Northern New Jersey. Oppler was elected by the NAR Board of Directors as First Vice President for 2019.

LARRY KENDALL co-founded The Group, Inc. Real Estate in Fort Collins, Colo. His book, “Ninja Selling,” received the Axiom Business Books Gold Medal Award in 2018, and is taught in the real estate program at the Colorado State University College of Business.

About RISMedia’s Real Estate Newsmaker Awards RISMedia’s Real Estate Newsmaker Award recipients were chosen based on nominations received through an online nomination process on RISMedia.com, and by nominations from RISMedia’s inhouse editorial team and other industry sources. Nominations for RISMedia’s Real Estate Newsmakers are collected on an ongoing basis throughout the year. There is no fee to nominate a Newsmaker or be recognized/featured as a Newsmaker. Due to deadline and production criteria, Newsmakers featured in the December 2018 issue of RISMedia’s Real Estate magazine do not represent the complete class of 2019 Newsmakers. To see

the complete class of 2019 Newsmakers, please visit rismedia.com/2019-newsmakers. Check back for ongoing updates to this list. All 2019 Real Estate Newsmakers will be invited to attend RISMedia’s Real Estate Newsmakers Reception & Dinner at the National Press Club in Washington, D.C., in May 2019, during which time RISMedia will induct its 2nd Annual Real Estate Newsmaker Hall of Fame members. These inductees will be announced by RISMedia in early 2019. Hall of Fame inductees may or may not be currently featured in the December 2018 issue of RISMedia’s Real Estate magazine or online at RISMedia.com.

RISMedia’s REAL ESTATE December 2018 69

TRENDSETTERS | The creative thinkers

LOUISE PHILLIPS FORBES Broker, Halstead Real Estate

ouise Phillips Forbes is one of Manhattan’s elite power brokers, an industry veteran with nearly 30 years of field experience and a multi-time winner of Halstead’s esteemed Broker of the Year Award. She’s constantly introducing emerging trends to the industry, helping her brokerage lead the pack as the firm’s No. 1 sales team. Phillips Forbes touts a wide range of accomplishments, including her partnership with BYL Network, Inc. in 2015, through which she hosted a four-part television series on the “Home and Travel” channel where she shared expert advice about the real estate market in four segments: Luxury Living in Manhattan, Real Estate Tricks of the Trade, Design Like a Developer and Buying Today for Tomorrow. She’s also been featured in Avenue Magazine’s annual “Influential Women of New York” and was on the cover of House New York and Mann Report Residential magazines. Her trendsetting-insights are often featured in multiple publications, including the New York Times, Real Estate Weekly and RISMedia, among others. Also an accomplished speaker, Phillips Forbes is often a guest lecturer for the Real Estate Board of New York (REBNY) and a panelist for the Asian American Real Estate Association’s East Meets West Luxury Real Estate conference and the Real Estate Top 100 Mastermind Summit.

s team leader for The PR Group with Intero Real Estate Services in Houston, Texas, Nicole Lopez leads and mentors women to pursue and realize their goals. “I believe the greatest gift in success is the ability to give back to those around you,” she says. “Serving my team, the local real estate association, and my community has fulfilled my life and fueled my passion for the industry in ways I couldn’t have imagined.” In business, though, Lopez is extremely competitive. She says she’s always looking for an edge when it comes to listing and selling around the Houston metro area. Naturally, this has led her to creative marketing ideas. As a self-described “taco lady,” Lopez has taken her love of cuisine to the housing market by adding small signs that hang under each of her For Sale signs outside of clients’ homes that read, “$250 in free tacos with the purchase of this home.” The craziest part? It actually works! The ads have gotten her a spot on a local news broadcast and her most recent home to feature the signs was listed at $170,000 and is currently under contract. It’s no wonder that the tacos—which are provided in an exclusive partnership with Torchy’s Tacos—aren’t going to leave Lopez’s real estate marketing arsenal any time soon.

70 December 2018 RISMedia’s REAL ESTATE

NICOLE LOPEZ Team Leader, The PR Group, Intero Real Estate Services

2019 NEWSMAKERS

ANGEL PIONTEK is vice president of Marketing at Coldwell Banker Elite in Fredericksburg, Va. In January 2018, she was an agent in Coldwell Banker’s Blue Crew at the Consumer Electronics Show (CES); she has also been involved in the development of smart home technology training. “I’ve loved helping to bring awareness and education to the real estate industry on the benefits of smart home technology,” she says. “My goal has been to help people understand the benefits gained by marketing and selling a property that has smart home technology.”

CRAIG SEWING, CEO of Ignite Now Media, is a San Diego-based television and radio personality with a background in real estate and finance. In his television show, “The American Dream,” Sewing sets trends, offering his opinions on current events, politics, and financial and real estate markets, and empowering agents to win in any marketplace. He hopes to “educate, empower and engage with his viewers on topics related to the American Dream,” including homeownership. Sewing often has real estate experts and practitioners as guests on his show.

CASEY LEWIS, REALTOR® with CearnalCo, REALTORS®, has worked in real estate since 2010. Using his experience of having to survive the Great Recession as motivation, he set out to create unique marketing trends. In 2018, Lewis dressed up in an inflatable T-Rex costume and posed in listing photos to capture buyers’ attention. “We came up with the idea a few years ago and have been waiting for the right client and right house to try it,” Lewis told realtor.com®. “It was a great way to get extra exposure to an already great property.”

JEFF GOODMAN is a salesperson at Halstead Real Estate. A fourth-generation New Yorker who grew up in Manhattan Beach, Goodman has a deep understanding of his city’s ever-evolving neighborhoods and fluctuating real estate markets. He collaborated with famed tour guide Joyce Gold, creating a trending series of walking tours entitled, “Rediscovering New York.” “Most of my business is referral-based, and most of my business now comes from people in my network who have come on the tours,” says Goodman.

Throughout his 10-plus years as an associate with RE/MAX Properties, Inc., JAY CARDEN has actively participated in the Military First Closing Bonus Program in Colorado Springs, Colo. Through this program, Carden regularly shares his expertise, shining a light on and helping a largely underserved segment of the market: active or former military service members. Carden assists them through the homebuying process and educates them on resources, such as VA loans. He also coaches members through the more basic—yet fundamental— parts of homeownership.

ANDREW FINNEY is a REALTOR® with the Andrew Finney Team at King Realty Group. After serving honorably in the U.S. Marine Corps, Finney obtained a real estate license and quickly became one of the most successful agents in the area, ranking in the top 2.5 percent of all REALTORS®. Since 2018, Finney has produced six weekly videos explaining the ins and outs of the industry, answering viewers’ questions and clearing up any misconceptions that people may have. His YouTube channel has been steadily gaining subscribers over the past year.

DANA GREEN is the CEO and owner of the Dana Green Team, a group of REALTORS®, marketing and operations professionals, and administrative support members. A longtime resident of Lafayette, Calif., Green has distinguished herself as the city’s No. 1 REALTOR® for the past 10 years and was named Lafayette’s 2018 Business Person of the Year. In addition, Green owns and operates a staging company called the Tailored House Inc. She sponsors several local schools and nonprofits by donating both time and resources.

GEOFFREY GREEN followed in the footsteps of his parents, a teacher and a nurse who went on to become successful real estate brokers. He obtained his real estate license in 2005 and opened his own firm—Green Team Realty, in Warwick, N,Y., which now ranks among the top 10 brokerages in Orange County. Green focuses on marketing and technology, allows his employees to work from home and in the field, plans events for staff, and hands out awards to recognize their accomplishments. The Green Team also raises money for charity.

RISMedia’s REAL ESTATE December 2018 71

TRENDSETTERS | The creative thinkers President, Nourmand & Associates

MICHAEL NOURMAND

Nourmand, president of Nourmand & Associates, is a second-generation broker with nearly 20 years of experience. Nourmand’s brokerage ranked No. 312 in sales volume in RISMedia’s 2018 Power Broker Report. Several accomplishments and a penchant for spotting future trends make Nourmand a highly valuable asset to the real estate community. Nourmand is a past director of the Beverly Hills Greater Los Angeles Association of REALTORS® and the California Association of REALTORS®. In addition, he was a finalist for the Beverly Hill Courier’s Readers Choice Award for Best Real Estate Agent in Beverly Hills in 2009, and in 2010 was selected as one of REALTOR® Magazine’s “30 under 30” industry professionals.

ALEX CHIENG is co-founder and leader of the A & L Real Estate Team with Coldwell Banker Prestige Realty in Vancouver. Chieng, a Certified Sales Executive (CSE), is a marketing master, and one of the earliest and youngest members of the Forbes Real Estate Council.

ANNA HATRIDGE is an agent with Goodson Realty and is part of an elite group of REALTORS® who support THE LANDING, a professional network for Missouri REALTORS®. She won the Most Social Award and was honored as a 2017 Missouri REALTORS® Online Ambassador.

JASON HARTMAN is the founder and CEO of Platinum Properties Investor Network, The Hartman Media Company and The Jason Hartman Foundation. An early podcaster with 13 years experience and over 4,000 episodes, Hartman provides research, resources and technology to help people make the right investments.

DELANEY PHILBRICK graduated high school five months early to obtain her real estate license so she could begin working with her father—broker/owner of Philbrick’s By the Sea—as a buyer’s agent. Philbrick had signs made at age 16 and closed her first transaction in November.

BOB EIDSON started two real estate funds for urban infill redevelopment in tier-two and tier-three markets in the Lexington, Ky., area, Emerge Property and Emerge Development. He taps into trends like walkable communities, converting shipping containers into living space and the Airbnb rental model.

SUSAN VANECH is a real estate strategist with William Pitt Sotheby’s International Realty. She received national media recognition for being the first REALTOR® in Connecticut to list a home for cryptocurrency, giving buyers additional options for investing in real estate.

SANA SALEH is a REALTOR® with Rodeo Realty in Northridge, Calif. Before real estate, Saleh worked in the financial services industry for 30 years. Her transition came naturally because it allowed her to combine her love of building relationships with her skills in the realm of finance.

JACY RIEDMANN is vice president of Amoura Productions, a production company specializing in real estate, architecture, and more. This fall, she launched Viking Cat Social, a complete social media management and consulting firm. As a social guru, Riedmann speaks across the country on behalf of the brand.

72 December 2018 RISMedia’s REAL ESTATE

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2019 NEWSMAKERS DAVID DORMAN is broker/owner of CENTURY 21 Professional Group, Inc. in Ocoee, Fla. In 2018, the brokerage partnered with the Orlando Magic, bringing the brand to the market’s masses in Orlando’s Amway Center during the NBA team’s ANTHONY COLANTUONO home games, as well as on is a REALTOR® at Coldwell OrlandoMagic.com. Banker Hunter Realty who has built a reputation for pushing the boundaries of technology and digital mar- SCOTT GILMOUR, presiketing. Colantuono was an dent of Realty Executives early adopter of social me- Regional, Inc., and broker/ dia and has used new tools manager Carol-Anne Schneito engage with other real der, created an agent sucestate professionals and cess center that focuses on clients. He hosted a virtual health and work-life balance, happy hour in the Cleve- open to any agent at any land area where real estate brand. agents could tour one of his listed properties while sipping drinks and wearing virtual reality headsets.

CARRIE ZEIER is the owner and CEO of RE/MAX Elite, with offices in Nashville, Brentwood, Hendersonville, Murfreesboro and Columbia, Tenn. The firm has grown from a $325 million company in 2011 to a $975 million company in 2017, making it the No. 1 RE/MAX in the Southeastern Region and the exclusive real estate company of the Nashville Predators. Zeier hosts a weekly talk radio show, “The Voice of Nashville Real Estate,” and had the topproducing Motto Mortgage as of September 2018. Zeier’s advice? “Make your life your masterpiece.”

JENNIFER CROSBY is a REALTOR® with Keller Williams Partners – Springs Home Finders in Colorado Springs, Colo. In an appreciation (and celebratory) event, Crosby and Springs Home Finders treated 225 clients to a Triple-A baseball game this year—fireworks and prizes included.

JASON WALKER, associate real estate broker for Douglas Elliman Real Estate, has been ranked in the top 1 percent of agents in the industry since 2005. In his first year, Walker won ‘Rookie of the Year.’ He rehomes shelter dogs and has even given select clients a dog as a closing gift.

MOR ZUCKER & JAMIE SLOUGH Co-Founders, Team Denver Homes with Kentwood Real Estate

“I believe the greatest gift in success is the ability to give back to those around you.” – NICOLE LOPEZ Team Leader, The PR Group, Intero Real Estate Services

Mor Zucker and Jamie Slough co-founded Team Denver Homes with Kentwood Real Estate in 2017. Even though the fourperson team is new, it has closed $32.6 million in sales and projects a year-end production of $50 million. Zucker and Slough handle operations, marketing, accounting, technology, and sales, and provide all-around support to the agents on the team. They frequently speak at real estate conferences around the world and offer hands-on training for agents and brokerages. Before co-founding Team Denver Homes, Slough served as marketing director for Kentwood Real Estate, and Zucker worked in the technology field. After observing the real estate industry from the technology and marketing sides, Zucker and Slough thought things could be done better, and decided to try a new approach. They use the most advanced marketing and technology practices available worldwide. Team Denver Homes is the most-viewed agent website in the city, with an average of more than 10,000 unique users per month. Zucker and Slough are proud to be recognized for their success: “Being nominated is both exciting and validating.”

RISMedia’s REAL ESTATE December 2018 73

Newsmakers Take Center Stage in Washington, D.C.

RISMedia to Honor Recipients, Induct Hall of Fame, at 2019 Real Estate Newsmakers Reception & Dinner This May Photos by PlanOmatic

74 December 2018 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

o honor this year’s class of 2019 Real Estate Newsmakers, RISMedia will host its second annual Real Estate Newsmaker

Awards Reception & Dinner on Thursday, May 16, in Washington, D.C., during the National

now formally honor such individuals with the Real Estate Newsmaker Awards.” The 2019 Real Estate Newsmaker Awards Reception & Dinner will also honor RISMedia’s second annual Newsmakers Hall of Fame inductees, a select group of individuals who have gone above and beyond for the real estate industry and the greater cause of homeownership. RISMedia’s 2019 Newsmaker Hall of Fame inductees will be announced in early 2019. RISMedia’s first annual Real Estate Newsmaker Awards Reception & Dinner was held this past May at the National Press Club. The event honored the inaugural Newsmaker Hall of Fame inductees: National Association of REALTORS® Chief Executive Officer Bob Goldberg; HomeServices of America Chairman and CEO Ron Peltier; Howard Hanna Real Estate Services Chief Executive Officer Helen Hanna Casey; HSF Affiliates Vice President of Diversity & Inclusion Teresa Palacios Smith; RE/MAX Boone Realty CEO and National Association of REALTORS® 2018 President Elizabeth Mendenhall; Better Homes and Gardens Real Estate Rand Realty General Manager and Chief Creative Officer Joseph Rand; and HomeSmart International Founder and Chief Executive Officer Matt Widdows. “While transactions and dollar volume are extremely important, the ones succeeding and transforming the industry are also the fabric of their communities,” said Featherston during the event. “We wanted to start recognizing those real newsmakers who are making a difference in their communities. This year, we’re starting with a small, hall of fame, inaugural class of Newsmak-

Association of REALTORS® Legislative Meetings & Trade Expo taking place that week. RISMedia’s 2019 Real Estate Newsmaker Awards Reception & Dinner will take place at the illustrious National Press Club—“The Place Where News Happens”—and will celebrate the company’s 2019 Newsmakers, those individuals making headlines as a result of their newsworthy contributions to the real estate industry, and the communities and consumers they serve. All those who have been named a 2019 RISMedia Real Estate Newsmaker will be invited to attend. According to RISMedia President and CEO John Featherston, “RISMedia’s Real Estate Newsmaker Awards honor the industry’s real newsmakers: the people who are positively affecting our industry and the millions of consumers we serve. Our industry promotes and provides consumers with a pathway to responsible homeownership. Over the past three-plus decades, RISMedia has covered, chronicled and celebrated the professionals making news in real estate, and we are proud to RISMedia’s REAL ESTATE December 2018 75

Teresa Palacios Smith, HSF Affiliates (above); Matt Widdows, HomeSmart International (top right); and Helen Hanna Casey, Howard Hanna Real Estate Services (below) were honored as inaugural Newsmaker Hall of Fame inductees.

ers, but next year, hundreds of Newsmakers will be recognized.” Designed specifically for a select group of broker/owners, brand executives and real estate service leaders, the 2018 Real Estate Newsmaker Awards Reception & Dinner was an invitation-only affair. The event was presented by master sponsor the National Association of REALTORS® and host sponsors Elm Street Technology, HMS Home Warranty, PlanOmatic, Realtors Property Resource®(RPR®), Sherri Johnson Coaching & Consulting, ShowingTime and zipLogix™. For information on sponsoring this year’s event, please contact Cindi Gallucci, cgallucci@rismedia.com. RE

Save the Date

RISMedia’s 2019 Real Estate Newsmaker Awards Reception & Dinner Thursday, May 16 6:30 p.m. The National Press Club Washington, D.C. All 2019 RISMedia Real Estate Newsmakers will recieve an official invitation shortly.

76 December 2018 RISMedia’s REAL ESTATE

Rounding out the inaugural Newsmaker Hall of Fame: HomeServices of America’s Ron Peltier (top right); NAR’s Bob Goldberg (center left) with Featherston and RISMedia EVP Darryl MacPherson; RE/MAX Boone Realty and 2018 NAR President Elizabeth Mendenhall (above); and Better Homes and Gardens Real Estate Rand Realty’s Joseph Rand (left).

RISMedia’s REAL ESTATE December 2018 77

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touches without a huge investment of time and money. Host a short housewarming event, if appropriate, to help new neighbors get acquainted.

Get Face-to-Face

Excuses Are Fuel for Failure by Terri Murphy

“

It’s not my fault.” “Nobody is buying during the holidays.” “The market is so slow right now.” Chances are, you truly believe what you’re thinking—but what if you’re wrong? Dead wrong?

Regardless of what’s happening in your market, people are making life-changing decisions, and housing transitions are an everyday occurrence. The question is: If these people have to move, are they calling you? We look for options to validate what we see, but the market is what the market is. Your job is to position yourself to be that one solution people seek whenever their life changes require them to sell or buy a home. Not a believer? Check out your local MLS and review the newest listings that came on the market this month, or even in the last two weeks. There was no town meeting urging everyone in your area to avoid local agents. Unless you’re living in a highly rural area, there’ll be properties that are new on the market, recently under contract or finally closed. Rather than buying into “loser vision,” work under the assumption that a larger percentage of your competition is supporting this very attitude. Winners work while everyone else isn’t, so here are a few simple ways to drum up quick business when everyone else is waiting for the market to return to normal:

Get Visible Check out newly listed properties and deploy circle prospecting around those listings. In the case of a single-family property, identify the 10 properties on either side of that listing and the 20 across the street, and ask them to help you find their new neighbor. Statistics prove that the owners of these 40 targeted properties are highly likely to either know someone who really wants to buy in their area, or who are thinking of selling. If you do the math and perform one of these circle prospecting activities a day, by focusing on one property a day five days a week for a month, you’ll rack up over 800 touches a month.

Get Neighborly Follow up with a “thanks for your help” note that introduces their new neighbor, and you’re close to 1,600

While the bulk of agents slow down at the end of the year, top producers harness the power of face-to-face connections. Even if your market hits a short lull, take advantage of this time. Set up meet-and-greets, provide market updates and send out invitations to client appreciation events or holiday gatherings, and connect with your sphere of influence, past clients and prospects.

Ready, Set, Go Use this time to jumpstart your 2019 production with a 90-day strategy that includes following up to confirm contact information, providing a chance for reconnection. Now is also a great time to schedule your clients’ annual home-pricing review, discuss new mortgage updates at small gatherings or plan one-on-one meetings. Consider a joint venture with your lender to explore trade-up/ trade-down or investment options with clients that can help them plan for their forever home. Don’t let the weather, the season, the temperature or any other excuse deter you from these prospecting activities that guarantee high visibility and reconnection. Slow markets mean fast-tracking for agents who ignore the excuses and create new opportunities for high profitability. For a copy of the Help Us Find a New Neighbor script, visit http://bit. ly/2EIz3i4. 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.

RISMedia’s REAL ESTATE December 2018 79

Hey Closer. Yeah, You. Time to get yourself the CRM that lights you up, not burns you out. And that drives your realty business, not the other way around. Fired up? We call that the Firepoint effect.

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When the Market Slows, the Best Agents Shine by Adam Contos

ver the past few months, I’ve been on the road meeting and talking with RE/MAX brokers and managers during a series of fall retreats across the country.

I always enjoy connecting personally with our business leaders, exchanging ideas and discussing the opportunities and challenges of their individual markets. Of course, the big topic on everyone’s mind today is the slowing housing market. An industry that’s been heavily favoring sellers for the past several years is now shifting gears. At its essence, this slowdown represents a rebalancing of the market—and is the result of normal market forces. It’s a return to equilibrium following a years-long run of constantly rising prices. For many in the industry, a tapering market might cause concern. However, in discussing the situation with RE/MAX brokers and agents, the consensus is clear: The best agents love this type of market. When markets tighten, the best agents shine. They see opportunity where others see obstacles. They know that when things get complicated, buyers and sellers need an expert to cut through the noise and advocate on their behalf. KEEP CALM AND SELL ON Macro-industry trends are one thing; the reality of your local area is quite another. Even in slower times, buyers are looking to buy, and sellers are looking to sell in markets across the country.

However, for these same buyers and sellers, the current situation does leave less room for error. Now is not the time to wing it. It’s time to call in the pros. The skill, know-how and expertise of a professional agent is critical in this environment. Even in the most straightforward transactions, an agent must coordinate countless variables for a successful outcome. In today’s market, the variables are even more variable. Added to this is the one factor that influences nearly every home sale and purchase (and that no technology can address): the human factor. Like no other transaction, homebuying and selling is charged with different emotions, personalities and motivation levels. Beyond contracts, showings, negotiations and meetings, a qualified real estate agent has seen it all when it comes to the people factor. Being skilled in relationships and working with people is particularly valuable in a slower market, when the stakes and intensity are raised for everyone. The best agents not only guide buyers and sellers through the mechanics of a transaction, but also through the emotions. They can advise on when to step back, when to step in or when to step out altogether. Yes, today’s market is rebalancing and, as part of this process, you can

expect ebbs and flows and ups and downs. It’s a situation that calls for expertise, knowledge and a steady hand that the best real estate agents provide. RE

Key Takeaways - The current slowdown in real estate represents a rebalancing of the market—and is the result of normal market forces. - When markets tighten, the best agents shine. Where others see obstacles, they see opportunity. - A tight market can lead to higher emotions among buyers and sellers—and a higher likelihood of issues arising. - The best agents not only guide buyers and sellers through the mechanics, but also the emotions of a complicated transaction.

Adam Contos is CEO of RE/MAX, LLC. For more information, visit www.remax.com. RISMedia’s REAL ESTATE December 2018 81

How to Write and Run a Real Estate Blog Commentary by the Experts at Realty ONE Group

Categorize Many of us have a lot of ideas when it comes to blogging, and while it’s encouraged to blog about a variety of topics, it’s a good idea to categorize your posts so that your readers can find a topic of interest quickly and easily. Consider sorting your posts into the following categories: Buyers, Sellers, Investors, Flip and Sale, Our Community, and so on.

Subscribe and Share

ne of the best ways to generate leads while ensuring potential buyers and sellers stay informed about the real estate market in your local area is by blogging about it. You don’t necessarily need an English degree to run a real estate blog, but as a real estate professional, you most likely possess some knowledge about your local market and the real estate industry that’s worth sharing. That being said, some agents aren’t sure as to what they should blog about, while others are afraid of running out of ideas. They may even feel like their posts aren’t visually appealing to buyers. Here are a few ideas of topics you can explore, and what you can do to ensure the longevity of your blog.

Topics of Interest Start with what you know. This could be anything from the highlights of your community, new housing developments or annual events to your areas of expertise (e.g., flipping and rehabbing properties), the benefits of investing in income-producing properties, or explaining in layman’s terms how the home-buying process works. The possibilities are endless. If you’re concerned about running out of topics, it doesn’t hurt to revisit

previous topics you’ve written about and give them a refresher. This is especially beneficial if you previously wrote about mortgage rates, market trends and grand openings of any new businesses or storefronts. Keep in mind that your blog is an extension of your business and real estate brand, so try to avoid writing about topics that don’t pertain to real estate.

Style and Context Blogging allows you to let your creative side come out, which means that it’s okay if your language is a little less than formal. Of course, it’s always best to use common sense and avoid using foul language. The goal is to be informative and to position yourself as an expert in your field.

Creating a blog post is one thing, but it would be all for naught if your readers aren’t aware of it. Promote your blog and any new posts across your social media platforms, and encourage your readers to subscribe to your blog via an RSS feed. Put the power of sharing your posts in the hands of your readers by including social sharing icons in a visible area of your blog, either at the top or bottom of the post. Your blog posts don’t have to be 1,000-word essays either. While there’s no set length for a post, you’ll want to keep your readers’ interest by making sure your posts are always informative and interesting. And don’t forget to make your posts visually appealing by adding some nice photos or royalty-free images. It’s also a good idea to keep a running content calendar so that you know what to write about and post ahead of time. Scheduling posts isn’t a bad idea, especially if you know that you’ll be particularly busy and unable to dedicate as much time to write and post to your blog. A lot of bloggers tend to take advantage of this feature during the holidays. RE Blogging and utilizing social media are important marketing techniques every real estate professional should take advantage of, and ones that Realty ONE Group helps their professionals understand. To learn more about how Realty ONE Group can help you market yourself, visit www.RealtyONEGroup.com.

RISMedia’s REAL ESTATE December 2018 83

Why 3D Is a Buzzkill Commentary by Lauren Maloney

ll industries can fall victim to bad marketing trends, and, unfortunately, the real estate sector hasn’t been spared. We all remember QR code yard signs, warped 360-degree panoramas and the cheesy Ken Burns effect. Through it all, quality real estate photography has triumphed over the short-term lure of novelty technologies. From now archaic newspaper ads to modern social media spots, there’s been one constant in real estate marketing: professional photography. Regardless of the introduction of new technology, photography will continue to find success. Though real estate is a notoriously slow industry to adopt new technologies, there’s growing interest in interactive home tours. Whether you call it 3D, 2D, walk-throughs or virtual reality, the technology is occasionally neat, but rarely necessary. “The Avatar Effect” removed, the fad has been limping toward viability with limited success for decades. 3D box office ticket sales are plummeting, and most 3D TV manufacturers ceased production in 2016. The lack of adoption of the technology is attributed to its dizzying effect on its viewers; in fact, 66 percent of 3D users report negative physical symptoms caused by technology that’s jarring to our senses, according to Science Daily. Virtual reality goggles have been inundating real estate exhibit halls

over the last five years. If you stop for a demo, you’ll be jerked from the kitchen to a guest bath in seconds. These 3D companies can offer more digestible still photos from their scans, but the unconventional camera produces an irregularly shaped eyesore that’s even poorer quality than an iPhone camera. Those who have taken the financial plunge into 3D quickly realize the investment is both futile and expensive. According to industry research, the national average for brokerage advertising and marketing spend for real estate is less than 5 percent of gross margin. With this limited marketing budget, most brokerages don’t have $3K+ to spend on the camera required to produce 3D tours, and they don’t have extra resources laying around to spend on

gimmicks. The steep cost to brokers and agents aside, buyers are simply not interested in the technology. According to a study by Microsoft, the average human being now has an eightsecond attention span. After waiting for the page to load, buyers only have a couple seconds left to click through the home tour before they’ve lost interest. Consumers’ disinterest in 3D is supported by NAR’s 2018 Home Buyer and Seller Generational Report: Polled buyers named photography as the No. 1 tool they value on listing sites, while 3D tours were absent from the 12-item list entirely. If no one is buying 3D tours, why do we hear so much about them? The answer is venture capital. Since 2012, the leader in real estate 3D technology has raised more than $66M in seed money. With that type of cash, it hasn’t been difficult for them to flood marketing channels. Though it might not be as “shiny” at a trade show booth as virtual reality, an investment in professional photography is, by comparison, negligible—and pays in annuities. RISMedia reported that homes listed with professional real estate photography sell 32 percent faster and for more money. Unlike trendy interactive tours, great listing photos are a timehonored media that appeal to millennial and baby boomers alike. Promoting a classic shouldn’t be confused with refuting innovation. Technological progression is absolutely mandatory for real estate to stay relevant as an industry; however, tools claiming to be a disruptor that are founded on flawed technology will only distract us from true progress. RE Lauren Maloney is the marketing manager at PlanOmatic. For more information, visit www.planomatic.com. RISMedia’s REAL ESTATE December 2018 85

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Playing Fair and Fair Display:

Your Listing, Your Lead Commentary by Christina Pappas

“N

ow play fair.” Did your mom ever say those words to you? Most moms do because we want our kids to grow up and behave honestly and honorably. The concept of “playing fair” has been around since at least the 1400s. Today, these guidelines at FairDisplayGuidelines.org require that every MLS operating a public-facing website adhere to these concepts to become Fair Display Certified. Here are the guidelines and their importance: In the online real estate business, some companies haven’t been playing fair for a very long time. Let me explain. TECHNOLOGY VS. FAIRNESS Several years ago, many of us in the industry raised concerns about the business practices and formats of many websites, some owned by media companies and others by MLSs/associations and brokerages. Certain practices were seen as confusing; others were creating inefficiency in the dissemination of real estate information, and were disruptive to the consumer’s real estate experience. We needed to look at a solution that would factor fairness into the technology equation. FAIR DISPLAY GUIDELINES What emerged from the pain points the real estate brokerage industry was feeling from the online real estate space, in particular, was a series of eight industry-developed guidelines to align fairness with technology.

1. Brokers May Opt-Out of Displaying Their Listings on the MLS-Operated Public-Facing Website. We want brokers to have the ability to control their listings and be able to determine where their listings appear. 2. Unbiased Display of All Listings. Search results will return listings sorted/ranked based upon the consumer’s search parameters. The search results list will not give preference to any featured listing or paid placement. 3. Consistent Display of Listing Data. Each MLS will determine the amount of listing data and photos to display on a public-facing website, with no charges for displaying any data related to the listing or the agent, such as fees for photographs or contact information. 4. No Ads for Other Brokerages or Agents Displayed on or With a Brokerage’s Listing. Only the actual listing broker and agent may be displayed on the property details page. No ads from companies that may

compete with a broker’s affiliated business will be displayed on an individual property listing page. 5. Leads Distributed at No Charge to the Listing Brokerage Firm. All leads will go directly to the listing brokerage firm or the agent, as directed by the firm. Every listing will have the brokerage name and logo prominently displayed, and contact information as provided by the broker, including a link directly back to the brokerage website. 6. Make Reports Available to the Broker, If Available. Brokerages will receive or be able to access complete reports on any traceable activities related to their listings. 7. Brokerages Maintain Control of All of Their Data. There’ll be no syndication of the broker’s listing data without the broker’s knowledge. 8. The MLS and Brokerage Firms Will Work Together Locally to Make Decisions About Allowing Ads on the MLS Public-Facing Website. If there are ads, the MLS and brokers will determine the types of ads allowed, and any potential revenue generated will be shared between the MLS and listing brokers. ONLY BPP WITH HOMESNAP Consumers shouldn’t have to guess what agent to call when they search for a listing. As an agent, if it’s your listing, it should be your lead. That’s why only Broker Public Portal (BPP) with Homesnap in the online real estate and app space plays 100 percent by the Fair Display Guidelines. They play fair. Shouldn’t everyone? RE Christina Pappas is a Broker Public Portal board member and district sales manager at The Keyes Company in Miami, Fla., with over 50 offices and more than 3,000 talented and dedicated REALTORS® in six counties. RISMedia’s REAL ESTATE December 2018 87

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To Franchise or Not to Franchise? That Is the Question Commentary by Bryan Brooks

hen you decide to open a real estate brokerage, you can take one of two paths: go indie and open your own unaffiliated brand; or leverage an established, national franchisor brand. Both options present their own set of challenges and benefits. Let’s discuss the pros and cons of each. BRAND RECOGNITION Starting an independent brokerage can provide the opportunity for autonomy and flexibility. As an independent broker, there are a lot of positives: It’s your name, it’s everything you’ve created, and you’re not tied to a long-term contract. You also have complete control over the branding, marketing assets and promotional style—but unless you’re a marketing guru or have someone in your back pocket who is, this could be intimidating and costly. Creating a brand from scratch means developing a name and the look and feel of the company, as well as collateral, a website and everything else that represents your presence in the industry. While you’re in control of your own brand, maintaining a strong marketing program can be a substantial financial undertaking compared to what you’d pay at a franchise like HomeSmart, where all marketing programs are at no additional cost to brokers or their agents. For many real estate professionals, what makes an established franchise brand so appealing is that it’s easily recognizable. Agents trust the brokers they align with, so it’s important for brokers to think about branding and how they can provide a solid branding experience for agents and consumers alike.

ADAPTABILITY Brokers and agents who operate under a franchise face challenges, as well. As the industry shifts, it’s crucial that an established franchisor is able to adapt to current trends and keep up with consumers’ needs. Many of the longest-standing brands in the country are evolving more today than ever before, and this evolution is necessary to stay relevant and provide the on-demand experience brokers and agents need so they can, in turn, meet rapidly changing consumer expectations. As an independent, you may be able to move fast because you’re operating as a standalone entity, but with the support of an open-minded and creative franchisor, you’ll have a wider net and resources to help you foreshadow industry and market trends and adapt efficiently and to scale. Leaning on a franchisor for guidance and support doesn’t have to mean brokers and agents lose individuality. Franchisors are realizing this, and modern models like HomeSmart International are now allowing the individual to identify themselves, while still branding in accordance with their brokerage’s standards. VALUE THROUGH SYSTEMS AND TECHNOLOGY Any broker, whether a franchise

owner or independent, is going to have overhead. Ask yourself what it’s going to cost you.

The differentiation is either: A. Starting an agency where you have to purchase absolutely every tool and system you and your agents will need to be successful. B. Joining a franchisor that offers you the tools and technology you need to run your business and has already figured out the recipe for success. When you buy a franchise like HomeSmart, you’re not only getting a name that’s identifiable, but also a proven business system and an endto-end integrated technology set. WHO DO YOU WANT TO BE? Big guys in the real estate space are gobbling up small and medium brokerages who are struggling because they can’t afford all the technology and systems they need. If you look at the top 10 companies in RISMedia’s 2018 Power Broker Report, most of them are franchises, and they’re all well-known brands. As you think about independent versus franchise, look at your MLS marketplace and see who has the top marketshare. You also need to understand your business plan and what you’re trying to accomplish. This is key when deciding whether you want to talk to a traditional brokerage or a transaction-based brokerage like HomeSmart. RE

Bryan Brooks is the senior vice president of Franchise Sales for HomeSmart International, responsible for spearheading the company’s domestic and international franchise growth initiatives, including mergers, acquisitions, roll-ins and conversion opportunities. For more information about HomeSmart International franchising opportunities, visit HomeSmart.com/ Franchising. RISMedia’s REAL ESTATE December 2018 89

POWER Here’s to You. You’ve built a successful business. But it can be challenging on your own.

Leads

Recruiting

Welcome to We. The better solution, like everything Weichert,® begins with We. Through sharing and plugging into a proven system, we can do more together.

Sales & Business Marketing Management

Together We can do more. Visit weichertfranchise.com. © 2018 Weichert Real Estate Affiliates, Inc. 225 Littleton Rd. Morris Plains, NJ 07950. Weichert® is a registered trademark of Weichert Co. All other trademarks are the property of their respective owners. REALTOR® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics. Each franchisee’s results may vary. We do not make any representation about a franchisee’s future financial performance or the past financial performance of company-owned or franchised outlets. This advertising is not an offering. An offering can only be made through a Franchise Disclosure Document and in states where authorized. If you are currently a member of another franchise organization, please disregard. In New York State, an offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. This offering is registered in Minnesota under registration No. F-5056.

THESE FRANCHISES HAVE BEEN REGISTERED UNDER THE FRANCHISE INVESTMENT LAW OF THE STATE OF CALIFORNIA. SUCH REGISTRATION DOES NOT CONSTITUTE APPROVAL, RECOMMENDATION, OR ENDORSEMENT BY THE COMMISSIONER OF CORPORATIONS NOR A FINDING BY THE COMMISSIONER THAT THE INFORMATION PROVIDED HEREIN IS TRUE, COMPLETE AND NOT MISLEADING. Each Weichert® franchised office is independently owned and operated.

2. Does it already have another agent with more than a 20 percent marketshare? That’s just swimming upstream. If another agent has already established marketshare, choose an area with less agent presence to get results faster.

Seeding and Nurturing Your Neighborhood Real Estate Farm Commentary by Darryl Davis, CSP

ant to get a jump on the competition before the new year? Start planning now for the goals you want to accomplish and exactly how you’re going to make that happen.

The two paths to hitting goals involve prospecting (now business) and farming (future business). Prospecting is a must-do not a shoulddo—especially for newer agents who don’t have marketing budgets. Picking up the phone and talking to FSBOs, expireds and your sphere of influence with the right training, dialogue and mindset (service, not selling) is a no-cost way to land listing appointments and referrals without busting the bank. Farming is also a powerful tool to drive listing leads, but it takes time. According to the Direct Marketing Association (DMA), it takes—on average—five or six “touches” for someone to associate your name with your business and begin to establish the comfort level needed to say, “Hey, I want to do business with that person.” That’s where consistency comes in. That one-and-done stuff isn’t going to cut it. If you’re taking the

DMA’s recommendation, that means it’ll take at least six months in order to create traction. Bottom line, farming is a numbers game—the bigger the farm, the more likely you are to get business. Many agents start out with 100 - 250 people in their farm, because that number is manageable for them financially. It’s also manageable in terms of follow-up. More experienced agents can have farms of 1,000 or more because they have the budget and the team to support it. Just getting started or restarted? Consider these three factors when choosing your farm area: 1. Is it a home price range that makes sense for your goals? The amount of work and time to build top-of-mind awareness is the same whether you’re working $50,000 homes or $250,000+ homes.

3. Is it a number you can comfortably afford to reach out to for at least six months? What that usually looks like for top agents is a combination of letters, flyers, postcards, pop-bys and follow-up calls. Next, try Facebook farming or actively participating on the Facebook page of your farm area. Become a resource for people by answering recommendations, offering helpful information or even asking what you can do for someone who has lost a pet. Be present in the group, with a focus on service rather than sales, and you’ll soon become a trusted connection people turn to. A good rule is for every 10 service-related posts, you can share a real estate offering, such as a Neighborhood Market Report or MLS stat. Be patient and plant those “seeds” for future clients consistently, and you’ll reap the rewards in time. If you’re interested, I’m happy to share my free Farming Field Guide for Today’s REALTORS®, along with my recent webinar on demand featuring the dos and don’ts of successful real estate farming, both of which can be found at https://thepowerprogram.com/farming/. RE Darryl Davis has trained and coached more than 100,000 real estate professionals globally, is a best-selling author for McGraw-Hill, and his book “How to Become a Power Agent in Real Estate” is Amazon’s most sold book to real estate agents. His training and marketing system, The Power Program®, helps agents double their production over their previous year. For more information, please visit www.darryldavisseminars.com.

RISMedia’s REAL ESTATE December 2018 91

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What Brokers Are Buying Their Marketing Departments for Christmas Commentary by Joe Martinez

ith Thanksgiving behind us, we focus our attention on the Christmas and New Year’s holiday celebrations. Along with budgeting, it’s always a best practice to review each department in the company to look for opportunities to innovate and improve. Marketing is certainly a key area for brokers to remain focused on. We’ve seen a lot of bold moves made across the industry in marketing. Certainly, News Corp’s acquisition of Opcity was noteworthy, at $210 million. Opcity gives News Corp a product that markets real estate services though digital advertising to drive relocation leads to real estate brokers. Clearly, they’re bullish on the ability for digital marketing to drive referrals. Many brokers are seeing similar results from Adwerx. In addition, we’ve seen significant digital engagement continue to climb for our Amarki customers, who are using our one-click property and personal marketing. In all of these cases, automation of marketing off of data feeds and integration into reporting and lead routing functionality are the secret sauce. Like everyone, I’ve been watching and studying Compass carefully. They’re investing heavily in marketing support for their agents, offering an in-house, agency-type service that’s attractive for top-producing agents. This was a key strength that Pacific Union bolstered for Compass. While Pacific Union has long consid-

ered their marketing to be a center of excellence, they’ve also created an amazing depth of community and market content that’s heavily used in their lifestyle marketing. Compass has focused on the process of developing marketing for an agent, which is an important recruiting and retention tool. Chase International in Lake Tahoe is very impressive in this regard, too, a trend that I feel President and CEO Shari Chase started a decade ago. Firms that focus on elegant co-branding between the company and the agent seem to pull ahead in the market, and I believe that those conversations between the individual agent and the marketing department are what make brokerages sticky. While many firms have shuttered their marketing departments, this is a place where investment can pay dividends for brokers. Digital marketing is continuing to push forward as the hottest topic among marketers. The lure is driven by reports of massive impressions;

yet, strangely, print is still dominating in overall marketing effectiveness. We survey agents regularly and invite them to rate the marketing tools they believe to be most effective. Not surprisingly, the yard sign is the top lead generator. Right behind the yard sign are flyers, with a strong showing from postcard mailers. It’s interesting to note that agents don’t see digital marketing living up to the hype. While they’re getting a lot of post impressions and clicks, the lead volume is nowhere close to print. It’s clear that brokers can rarely pay for marketing given the pressure on GCI with high splits. So, brokers like Cory Shepard at Coldwell Banker West are supporting their marketing team and designers with marketing software that makes print and digital marketing for agents easy. Business Intelligence (BI) tools in software recognize marketing events and trigger artificial intelligence (AI) engines to prompt agents to market. For example, when new photos come in from a professional photographer, the system knows that new marketing materials need to be produced, and the software will develop them and send them to the agent. That email trigger draws the agent into the marketing plan for the property using the new pictures. They can accept it asis and order a selection of marketing materials, or click on anything to make changes inline. Inline editing means that the agent doesn’t need to download the marketing piece or call the marketing department to make changes—they can do it with their mouse or tablet, giving them the ability to connect, manage, customize and produce. Happy holidays from all of us at CREELiT, makers of Amarki. RE

Joe Martinez is the chairman and CEO of CREELiT. For more information, please visit www.creelit.com.

RISMedia’s REAL ESTATE December 2018 93

Empowering Agents in 2019 by Zoe Eisenberg

Despite a considerable amount of buzz this year about disruptors in the industry involving new technologies and startups, data from the 2018 NAR Home Buyer and Seller Trends Report gives our industry’s agents very encouraging news: A full 87 percent of all buyers surveyed reported having purchased their homes through an agent.

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Of those, the millennial generation—who have emerged as the largest demographic of homebuyers today—rely on agents more than any other generation. For those selling their homes, nine out of 10 people across every generation relied on agents to cross the finish line. Nearly 50 years in the residential real estate industry have given ERA Real Estate the perspective to recognize important new developments, many of which they invented and popularized. But it also gives the company’s leadership the wisdom to recognize a fundamental truth of the real estate business: that agents will remain the primary gateway to homeownership. “Think about WebMD or LegalZoom,” says Simon Chen, president and CEO of ERA Real Estate. “Neither one replaced the need to go to a doctor or a lawyer. If anything, one could argue that they actually accentuated the need because all of a sudden, you’re an average con-

sumer who is not trained as a doctor or a lawyer, but you have access to an immense amount of data that can be really confusing and difficult to decipher without the proper expertise. We’re seeing the same phenomenon in real estate.” For ERA, looking ahead to 2019 means viewing technology as an agent enabler. This means equipping its vast network of 40,000 affiliated brokers and independent sales associates with the technology tools that enable them to achieve higher productivity and close more transactions. Being a subsidiary of Realogy—which spends over $200 million per year on technology—means ERA has the ability to give its agents cutting-edge tools, allowing them to focus on what’s truly important: the human component of the transaction.

GOAL-SETTING AND ACCOUNTABILITY LevERAge® is a proprietary ERA tool that Chen likens to Fitbit. Similar to how Fitbit can help users track their progress toward meeting health and weight-loss goals, LevERAge® offers agents instant insights into whether or not they’re on track to meet their sales goals. The platform breaks it down, telling agents exactly how many transactions are necessary to meet their goal, how many listing appointments it will take for them to hit that number of transactions, and how many phone calls it will take to secure enough listing appointments. But it’s more than a goal-setting platform. “LevERAge®also contains a library of resources,” says Chen. “That way, agents have access to the best thinking across our entire network, right at their fingertips.”

STAYING ORGANIZED AND CONNECTED THROUGHOUT THE TRANSACTION LIFECYCLE Another ERA®tool, ZAP®, is a platform that allows agents to not only prospect new clients, but also to stay in touch with clients between purchases, which tends to be a seven- to nine-year period. “Those years between purchases in the home-buying cycle are crucial,” notes Chen. “An agent’s ability to effectively follow up makes a huge impact on their future business, whether it’s working with the client again or gaining a referral. We’re one of the very few entities in the industry that provide this kind of tool to our agents as part of being affiliated with ERA. We’re seeing that it’s generating leads and helping brokers and agents run more profitable, scalable businesses, and a big plan for 2019 is to encourage more widespread use of the platform among our affiliates and agents.”

A recent relationship with BDX (Builder’s Digital Exchange) does just that. Through this relationship, agents get unique access to 100,000 units of new construction across the U.S. This access gives ERA agents a leg up in a marketplace that’s getting increasingly competitive. “BDX allows agents to sell brand-new home inventory, giving them significant options for their clients,” says Chen. “And since it’s a national partnership, an agent in Phoenix can sell a home to a client relocating to Seattle.”

VIEWING A HOME AS YOUR OWN Virtual browsing has made the search for a home more efficient. But sometimes, things as simple as paint color or cabinetry can get in the way of a buyer being able to envision themselves in a home. ERA’s recent relationship with Showoff tackles this challenge by giving clients the ability to see a home with their personal touches. “The practical reality is that the majority of human beings, myself included, lack the ability to envision something as anything other than how it appears in front of them,” explains Chen. “The advent of AR and VR allows clients to virtually walk into any home and say, ‘Hey, you know what? I don’t like that countertop, let me just change it right now so I can see what it would look like for me,’ or, ‘I don’t like those cabinets, let me change that.’” ERA affiliated agents are now bringing their iPads to showings and giving their clients the best of both worlds. If a client is turned off by the carpets, they can quickly see an alternative reality, instead of letting one detail knock a house off their wish list.

ENABLING SERVICE AND DISRUPTING STRESS LEAD TO SUCCESS ERA continues to be ranked among the highest in terms of number of transactions per agent. This is due in part to ERA’s recognition that what sets a brokerage apart and keeps clients coming back is the team of agents and the quality of the customer service they deliver. “Buying or selling a home is one of the most emotional, complicated and stressful transactions a person will make in their lifetime,” says Chen. “But with a dedicated agent providing guidance and emotional support, the process becomes a lot more manageable. In 2019, we’ll continue our pursuit of technologies, data and best practices that help ERA affiliated agents achieve even more. As our decades of experience attest, and all of the recent customer data affirms, agents continue to be the heart and soul of this business.” RE

CONFRONTING CONSTRAINED INVENTORY One of ERA’s top concerns is helping their buyer’s agents succeed in the current inventory-constrained market.

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

RISMedia’s REAL ESTATE December 2018 95

Taking Up the Charge for REALTORS ® By Maria Patterson

n a move that’s right in sync with its mission to move the association forward for members, the National Association of REALTORS® (NAR) recently announced the appointment of two new members of its senior leadership team: real estate industry veteran Victoria Gillespie has become NAR’s chief marketing and communications officer; and Washington, D.C., insider Shannon McGahn has become senior vice president of Government Affairs, a role being vacated by Jerry Giovaniello when he retires at the end of 2018 after 37 years at NAR.

Victoria Gillespie

Shannon McGahn

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“The addition of Victoria and Shannon’s strategic leadership to our already powerful team will help us once again make real estate a topline issue,” says NAR CEO Bob Goldberg. “Together, they will lead our strategic direction in Washington and around the country to better serve our members’ interests.” Gillespie’s role will be crucial in helping to drive member engagement and satisfaction. With more than 30 years of industry experience, including having previously served as a REALTOR® for more than 12 years, and as senior vice president of the REALTORS® Federal Credit Union and senior vice president of Enterprise Marketing and Communications for Northwest Federal Credit Union, Gillespie believes that her past experiences have prepared her for the opportunity at hand. “With my industry knowledge and professional discipline, I am prepared to lead the marketing and communications team at NAR. I am able to see things through the members’ lens, having walked in their shoes, and I will advocate to meet and exceed their needs,” says Gillespie. Meanwhile, McGahn will take up

Giovaniello’s charge of advocating for key legislative and regulatory issues for NAR. McGahn most recently served as staff director for the Committee on Financial Services in the U.S. House of Representatives, which often involved working on real estate issues, such as GSE reform, flood insurance and access to lending products. In 2017, McGahn served as counselor to the Treasury Secretary, and has previously held positions with House-elected leadership. She will support NAR’s position on significant property rights legislation. “In my 20 years in Washington, I’ve learned that when you’re discussing complex policy issues, it’s important to tell a story, and NAR has many stories to tell. It’s not about politics and it’s not just about policy; it’s about how that policy impacts people. It’s very exciting for me to have the opportunity to tell the story for the REALTOR® community and the real estate industry.” Gillespie feels equally honored to serve the REALTOR® community. “I have the great privilege to serve 1.3 million hard-working REALTORS® across the nation,” she says. “I want to help the industry I believe in and

move the issues of homeownership and the rights of consumers forward. I see content differently than many people. I understand the self-employed person juggling multiple responsibilities while striving to make client care their top priority. We need to spend time understanding their preferences and needs so that we tailor messages that bring value. We have to be respectful about what goes to them, because their time is so precious.” McGahn holds the additional honor of being the first woman to take on the role of senior vice president of Government Affairs in NAR’s

110-year history, a fact she doesn’t take lightly. Having risen through the ranks in Washington with several strong female role models, McGahn wants to pay that forward. “Throughout my career, I’ve looked at the impact of the individual. How do we tell that story of the woman entrepreneur, who’s also balancing the checkbook at home? Or the family trying to find their first home in the right school district? What is it they’re looking for from our nation’s leaders? You have to take a holistic approach. We’re representing real people who need a voice in Washington. The work REALTORS®do in their communities to provide the American Dream of homeownership and put families first is a part of all of our lives. I’m here to share the story of our dream makers with our nation’s policy makers.” That said, McGahn admits that she is coming into the position with “big shoes to fill.” “Jerry has a largerthan-life personality and is very well -known in D.C.,” she explains. “I’m learning from the best as he’s winding down and I’m winding up. A new Congress is coming in and that will bring many new faces, and many

new REALTOR®connections. No matter who controls what gavel, this is an opportunity to make new friends and put forward a positive, proactive policy agenda that supports homeownership and issues related to real estate.” Gillespie will initially focus on implementing workflow tools that will pave the way for automation, allowing the team to focus more on strategy—a strategy that will help REALTORS® and brokers differentiate themselves and emphasize their value proposition in an increasingly competitive and changing real estate environment. “We have to lean forward and embrace change. We must be able to clearly articulate our value stream and show consumers how we’re different from a technology disruptor. We have to continue prioritizing education and professionalism so that we continue to differentiate ourselves. The more we help REALTORS® and brokers define their value proposition, the stronger our industry will be.” RE

For more information, please visit www.nar.realtor.

Prepare Your Business for a Successful 2019 Commentary by Mark Mathis

you’re presenting your best image, so that online browsers will be more likely to reach out to you. If you don’t have any online reviews, ask your current clients to add some feedback to your Facebook page, Google or other online locations.

PLAN NEW WAYS TO COMMUNICATE WITH CURRENT CLIENTS

he end of 2018 is fast approaching. If you haven’t thought about it already, now’s the time to begin to plan and prepare for the upcoming year; however, with so much to do, it can be difficult to figure out where to start. Keep in mind that you’ll always have a long to-do list, but prioritizing your crucial tasks can help you get organized and start the year off strong.

Around this time, most of us are trying to wrap up our end-of-the-year plans or are thinking about the holidays. Even if you’re short on time, there are still small ways you can start planning for 2019. One of the most important and simple things you can do to prepare your business for the upcoming year is take the time to get organized. This can include your office, client files, marketing materials and listing profiles. Reviewing these will also help remind you of tasks you were putting off or planned to do but were never able to get to.

Much of the time, your potential clients find and evaluate you online before they ever reach out to you. Everything from your website to your Facebook reviews are under the scrutinizing gaze of buyers and sellers. If your online presence is lacking, you might be missing out on potential lead opportunities. Because of this, you should verify your business on all major search engines. Additionally, remember that the majority of consumers trust online reviews as much as personal recommendations. Take a look at your online reputation to make sure

START WITH SOMETHING SMALL

ATTRACT MORE LEADS IN THE COMING YEAR

Now’s also a great time to set up ways to keep in contact with your current clients so that you can avoid losing touch when your schedule is tight. First, consider ways that you can divide your clients so that you can create targeted marketing pieces for each group. Then, create an email campaign for each group with content tailored specifically for them, so that they know that you’re thinking about them all year long. Your campaigns can be as simple as “5 Ways to Boost Your Curb Appeal” or “Top Reasons to Stage Your Home.” Another way to keep up with clients is by scheduling out your social media posts. Create a simple content calendar and schedule some posts in advance so that your current followers will have more opportunities to interact with you throughout the year. Planning ahead can play a big part in achieving your goals for the upcoming year. Once you’ve worked through your small goals, it’ll be easier to create and implement a long-term strategy that’ll make 2019 your most successful year yet. RE

Mark Mathis is vice president of Sales for Homes.com. For more information, please visit marketing.homes.com.

RISMedia’s REAL ESTATE December 2018 99

Home Is Where the Heart and Technology Are

by Paige Tepping

For long-leading Pillar To Post Home Inspectors®, delivering the best customer experience has ensured the company’s position at the forefront of North America’s home inspection industry By Paige Tepping

Pillar To Post’s new EZBook App

ntil the early 1970s, the home inspection industry didn’t exist. Buying a home and trying to determine if it was structurally sound was basically hinged on who you knew. If a friend or family member was a plumber, electrician or adept handyman, they were certainly qualified— in your mind—to give your prospective new home a once-over on a Saturday morning. That is, if the seller would even allow it.

Juxtapose that notion with the fact that in 2019, Pillar To Post Home Inspectors will celebrate its 25th anniversary, as well as the recognition of being North America’s largest home inspection company, with close to 600 locations and more than 800 certified home inspectors covering 49 states and nine Canadian provinces. Pillar To Post, with corporate headquarters in both Tampa and Toronto, and under the leadership of President Dan Steward since 2004—CEO duties were added in 2009—has since risen to the top of its industry for one simple reason: a focus on delivering the best customer experience for both homebuyers and real estate professionals. And what was once known as a cottage industry has morphed into an ever-growing behemoth. According to market research firm IBISWorld, the building inspection industry represents a $4 billion market that experienced 100 December 2018 RISMedia’s REAL ESTATE

average annual growth of 4.3 percent over the last five years and employs more than 38,000 workers. Pillar To Post sits atop a fragmented industry because its formula for delivering a world-class customer experience has always been firmly rooted in its business model of selecting top-quality candidates as franchise owners and providing first-rate home inspection and business operations training supported by ongoing education. Pillar To Post was founded in 1993 by Mike Brewer, an entrepreneur with experience in the automotive glass replacement franchise industry. However, it wasn’t until the next year that Pillar To Post officially opened for business, offering a formal technical training program; a detailed standard of practice for conducting inspections; a comprehensive business start-up and operations program for its franchisees; and a formatted inspection report to make sure every report was delivered to a consistently high standard for the inspector to provide to the REALTOR® and homebuyer. While it might not seem like much looking back, Pillar To Post was already light-years ahead of an industry in its infancy. While inspections had advanced past the “friends and family” stage, the home inspection industry was still mired in what was referred to as the “Contractor’s Inspection” phase, when homebuyers turned to general building contractors to inspect homes they were considering buying. But the notion of a general standard for inspections was nonexistent.

Pillar To Post continued forging ahead, setting new standards along the way, while the rest of the industry tried to play catch-up. In 1999, it was the first to bring cutting-edge technology to home inspections with electronic inspection reports printed on-site. To no one’s surprise, that was followed in 2000 by Pillar To Post becoming the largest home inspection company in North America. Of course, Pillar To Post’s ascension to industry leader couldn’t have come without the strong leadership it has seen since its inception. In 2003, Founder Brewer departed after selling the business to FirstService Brands, which today is recognized as the leading North American brand in property services, delivered through an extensive franchise network that includes such names as California Closets, CertaPro Painters, Floor Coverings International, Paul Davis and more. Steward, who once said, “Service businesses have been in my blood my entire career,” joined Pillar To Post the following year as president after holding business development and leadership roles in both Fortune 500 and entrepreneurial companies. And in 2008, Charles Furlough sold his Pillar To Post franchise to join the management team, where today he serves as senior vice president of operations. According to Steward, “The Pillar To Post commitment is to ensure confident homeownership and enhance the lives of the people and communities we serve. The

heart of our success is in the passion and expertise of our franchise owners and their teams. Every day they wake up to serve the needs of the residential real estate agents, homebuyers and home sellers in their local markets. They serve their communities and build strong businesses through their Pillar To Post franchise.” Pillar To Post’s leadership team has led it to numerous accolades. Pillar To Post has been recognized by Entrepreneur magazine’s Franchise 500 for 18 consecutive years, and has been repeatedly named the No. 1-rated franchise by the magazine in the home inspection category. Pillar To Post is equally proud to be a member of VetFran, a program of the International Franchise Association that helps veterans purchase franchises. Pillar To Post holds five-star status in the program—the highest ranking possible—and one-third of new Pillar To Post franchisees in 2017 were military veterans. Not content to rest on its laurels, Pillar To Post continues to set the standard for the home inspection industry. It allows clients to choose from three specialized home inspection packages—Plus, Premium and Prestige—to fit whatever their specific needs might be, and since 2011, Pillar To Post has offered clients a unique advantage and peace of mind with its “Added Services” program, which extends beyond its core inspection to include such services as radon testing, mold sampling, septic inspections, asbestos and lead detection, and more. As it has throughout its history, Pillar To Post continues to embrace technology. In 2015, it introduced the EZBook App for REALTORS®, allowing agents to check availability and easily book home inspections with their local Pillar To Post franchise. In 2018, Pillar To Post introduced the Online Learning Academy for franchisees and inspectors to continuously learn and expand their industry knowledge and skills. Finally, the OnePoint technology platform was introduced for tablets, providing a fully functional tool for franchisees that further enhances state-of-the-art inspection, business operations and customer experience tools. What does all this mean? The sum of the parts is reflected in two key pieces of information. Pillar To Post clients have given the company an average 90 percent customer satisfaction rating as measured by the Net Promoter Score (NPS) system, an index ranging from -100 to 100 that measures the willingness of a company’s customers to recommend its services or products to others. And under its own roof, Pillar To Post says it has a 99 percent renewal rate on initial five-year agreements with its franchise owners. As Pillar To Post heads into its 25th anniversary year in 2019, it’s hard to argue with any of those numbers. RE

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

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5 Action Items for Your 2019 Business Plan transactions, just as consumers have experienced in other types of businesses and now expect from the real estate community.”

by Tom Davidson

s real estate professionals, we often try to predict what will happen next. What are the threats to our business? Where will I drum up new leads? What do I need to do next? With 2019 on our doorstep, I thought I’d share the crucial skills our seasoned instructors recommend you capitalize on, or at least bake into your 2019 business plan. by simply listing a property and creating effective marketing materials. Focusing on positive opportunities will make the difference between an average year and a great year.” - Tami Simms, REALTOR®, CLHMS, Institute for Luxury Home Marketing Trainer

Cultivate Relationships

Incorporate Thoughtful Networking “2019 promises to be a year full of potential, despite anecdotal feelings of a softening in some markets, especially for real estate professionals focusing on the luxury price point. With that said, perhaps the most critical skillset to focus on is thoughtful networking outside of traditional venues. Relationships with other providers of (luxury) goods and services, professionals who share a similar client base and other successful upper-tier agents can result in connections to buyers that wouldn’t happen

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“Relations still—and always will— matter. One thing real estate professionals need to learn, especially those just starting out in their career, is something that will carry them into every listing, sale and property management agreement: Real estate is all about relationships. There are many ebbs and flows in the business, and always something new to learn. You can learn the laws, take the exams and figure out the technology, but without the capability of building a relationship, your survival in the business is dubious.” - Jolita Brazzano, Broker/Owner, Real Estate Express Instructor

Improve Your Communications and Simplify Transactions “Industry expertise and local market prowess will no longer be sufficient. Those attributes must now be coupled with faster-paced communication—think text message and video chat—and using tools to streamline

- John Walker, Broker/Owner, Superior School of Real Estate Instructor

Consider Competitive Commission Structures “Sellers are driving the competition for the commissions they pay to sell their house. The seller only wants to pay for the services rendered, and only for the services they think are warranted and ‘needed’ in selling their house. Sellers also want to get away from a ‘fixed percentage’ for commissions. Learning how to navigate this structure, and how to better position the fees you charge, will provide valued transparency so your listings thrive.” - Linda Leavitt, Broker, Real Estate Express Instructor

Strike Balance With Technology and Personal Interaction “Remember that technology can’t make up for what our business is: A people and service business. No machine can replace you, as long as you provide excellent customer service and treat people as if you’re in it for the long haul. Do this and you’ll find success throughout your career.” - Melanie McLane, REALTOR®, Real Estate Express Instructor RE Tom Davidson is the general manager of Real Estate Express, the national leader in online learning for prelicensing, continuing education and professional development. Davidson has nearly 15 years of experience in the real estate industry. From sales training and product development to growing the business, his multi-faceted background encompasses crucial functions to a successful career in the field. To learn more, visit RealEstateExpress.com.

Hiring an ISA to Drive More Business to Your Team by Sherri Johnson

he key to doubling your business is to double the amount of appointments you and your team members go on each week, preferably with “A”-level buyers and sellers that are ready to buy or list. Having a full pipeline of ready, willing and able buyers and listing prospects is possible when you hire a team of Inside Sales Agents (ISAs) who stay in front of these leads and convert them into appointments for you and your team.

The best part is that you’re staying focused on meeting with “A”-level prospects and going on appointments constantly, maximizing your time. You’ll be filling your calendar with appointments and providing appointments for your team, which will create a funnel of leads to clients to sales in a truly systematic manner, allowing you to leverage your time and scale your business quickly.

1. Hire your first ISA. This is a great way to train team members to become listing or buyer specialists, too. They’ll be learning from you how to provide value-added service to these leads and convert them to a showing or listing appointment for you or a team member. Once you have the ability, hire additional ISAs to make a team in your office. The success and energy will feed off the others and create a healthy compe-

tition among them.

2. Set expectations. Give the ISA team a guide and script with goals related to the number of calls to make, who to call and what the strategy is for making the calls. They can call FSBOs, expireds, online lead follow-up, past clients, and more. Let them know how many appointments they should be converting daily, as well as the conversion rate of the phone call activity. Provide them with scripts to close and generate appointments for you, and track their activities daily and weekly, celebrating their successes.

3. Give incentives. Provide incentives for ISAs. They’re salespeople, and they like to have goals and recognition for achieving those goals. Have a daily huddle or meeting to go over goals for the day, and at the

end of the day, discuss the successes and results.

4. Remember, the goal is to leverage your time. You’re having these ISAs make the same calls you would have made, freeing you up to go out on appointments. They’ll convert the leads into a live appointment by adding value and responding to the lead in a much faster manner, ensuring your team gets a shot at the business. You’ll be able to capture more of the leads by instituting an Inside Sales Agent or ISA team to be following up and converting these leads into listing and showing appointments. This will create a funnel system that, when done correctly, can literally double your production and income. RE For more tips and a free copy of my “How to Hire an ISA to Your Team” guide, email yourock@sherrijohnson.com. Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Homes.com Secrets of Top Selling Agents tour. For more information, please contact coaching@sherrijohnson.com or 844-989-2600 (toll free) or visit www.sherrijohnson.com. RISMedia’s REAL ESTATE December 2018 105

{Strategies} Bridging the Gap to Homeownership HOME PARTNERS OF AMERICA PROVIDES A NEW PATH TO HOMEOWNERSHIP by Liz Dominguez

or many consumers, homeownership seems out of reach, often due to burdensome financial constraints.

Chad Dixon, associate broker and team leader of 651 Sell Now at RE/MAX Results, however, sees beyond these challenges to the potential, and works together with Home Partners of America—a lease purchase company that’s served over 10,000 households—to transform homeownership dreams into a reality for clients across Minnesota. “My niche was alternative financing for people who couldn’t get approved for a home loan,” says Dixon of his initial dive into real estate in 2003. “I did a lot of lease purchase marketing, fixing up our houses and selling them on lease purchase programs.” Since then, Dixon has committed himself to bridging the gap between renting and homeownership, especially for consumers who aren’t aware that it’s even an option. With prior lease purchase experience under his belt, Dixon collaborated with Home Partners of America after a lender he was working with brought them together. A common thread united the two centers around core values that align and a central goal of catering to a group of people who are largely being ignored or improperly served. “I think the biggest benefit is serving a really large segment of the market that’s underserved—those in between renting and owning a home,” says Dixon. “Most real estate agents don’t have the proper toolkit for assisting this segment of the population.” Dixon and Home Partners of America are working toward reworking the perceived notion that some renters cannot become homeowners. The difficulty lies in educating consumers who haven’t yet attempted to obtain a home loan, as most lease purchase customers are already emotionally invested in purchasing a home, having contacted a lender only to find out it’s not currently financially feasible at that time. “One category of people is typically better organized as they already come from mortgage lenders. The other categories—people who come from digital marketing and referrals—struggle a little more because they still think like renters,” says Dixon. Who benefits the most from the Home Partners of 106 December 2018 RISMedia’s REAL ESTATE

America Lease Purchase Program? According to Dixon, millennials and any other tech-savvy individuals. This is typically the segment of the population that’s also having more difficulty achieving their homeownership dream, citing debt and other roadblocks as threatening their financial security. “I feel like real estate brokers are focusing on 50 percent of the population and ignoring the other 50 percent, the latter of which are the consumers that Home Partners of America are servicing, giving us access to a segment of the population that isn’t yet ready for homeownership, but will be with the right tools.” As far as feedback, Dixon’s clients have shown their appreciation by sending referral business. “Our customers have a really good experience,” says Dixon, who states that his clients enjoy getting approved for lease purchase, as it’s a little bit like having a blank check and being able to spend that money with a new perspective on the market, as inventory is wide open, especially compared to the availability they’d have if they were simply renting. For more information, please visit www.homepartners.com. The Lease Purchase Program (“Program”) is offered and administered by Home Partners of America, Inc. Resident and property must meet eligibility requirements, which are subject to change. Resident must qualify for a mortgage from a third-party lender or pay the purchase price in cash to exercise the right to purchase a home. Home Partners does not provide financing for the resident to purchase a home. Home Partners’ approval for the resident to lease a home does not mean that the resident will later qualify for a mortgage. ©2018 Home Partners of America, Inc. All rights reserved. Home Partners, the Home Partners of America, Inc. logo and “A New Path to Homeownership” are pending or registered trademarks and service marks of Home Partners of America, Inc. or its affiliates.

Relying on Rocket ROCKET MORTGAGE FROM QUICKEN LOANS STREAMLINES THE PROCESS FOR REAL ESTATE PROFESSIONALS AND THEIR CLIENTS by Zoe Eisenberg

cott Myers, a broker with CENTURY 21 Scott Myers REALTORS® in San Antonio, Texas, is no stranger to the constant fluctuation of the real estate game. With 44 years in the business and his own brokerage going strong for 39, Myers knows a great real estate solution when he sees one. This is why he chooses to work with Rocket Mortgage, the end-to-end online mortgage experience by Quicken Loans that allows Myers to support the members of his team and their clients.

Because of his relationship with Quicken Loans, he receives leads that are already pre-approved, which helps him attract new agents and strengthen his team. And with the speedy online application process for Rocket Mortgage, Myers can offer his clients a low-hassle, paperless approval and customizable loan options. To make the home-buying process even easier, Rocket Mortgage by Quicken Loans offers buyers the option to lock in an interest rate for up to 90 days while they shop for a home. The platform also offers the option of a Verified Approval Letter, which certifies credit, income and asset information up-front, making the client’s offer more attractive to sellers. But client support is far from the only reason Myers relies on Rocket Mortgage and Rocket Homes; Myers leverages this partnership as part of his recruiting pitch. The leads Myers receives through Rocket Homes sister

company Quicken Loans come pre-approved, which is a major selling point with incoming agents. “One thing most agents ask when considering joining our team is, ‘Do you provide referrals or leads?’” Myers says. “I always bring Rocket Homes up and mention that we have a very high conversion-close ratio because our Rocket Homes leads come pre-approved.” Myers’ team closes a large amount of properties annually that come directly from Rocket Homes. In addition to recruiting, this high conversion ratio and lead-screening process also helps with retention. “Rocket Mortgage by Quicken Loans is great with staying in touch with the client and making sure everything runs smoothly,” says Myers. “If there’s an unforeseen problem with financing, if the consumer has some sort of unique issue that doesn’t fit with the typical loan avenues, or if their loan criteria isn’t quite the standard, we can get in touch with our Quicken Loans mortgage expert who goes through whatever avenue he needs to assist the client, which helps us get additional closes with Rocket Homes leads.” Myers also points to the ease of using the Rocket Homes website and operational systems. “They’re very easy to communicate with, and they’re on top of their leads. Whenever they assign a lead to our office, they want an agent assigned to it within 24 hours, and they follow up as needed. Their website makes it very simple for the agents to update their clients,” says Myers. “It’s very efficient, and it saves us time.” For more information, please visit rocketmortgage.com.

Investing in the Future of Your Real Estate Business NAR’S NEW .REALESTATE DOMAIN SETS THE STAGE FOR CONTINUED GROWTH by Paige Tepping

ranching out on her own just one short year ago, real estate professional Beth Ferrari is currently in the midst of growing her business by exploring and investing in a variety of areas. One of her most significant investments todate? Specialized top-level domains (TLDs). With multiple .realtor™ websites to her name—which the National Association of REALTORS®(NAR), in partnership with Second Generation, Ltd., has been offering to active REALTOR® members since 2014—Ferrari jumped at the chance to secure the new .realestate domain during a pre-sale this past September. As of Nov. 26, the TLD is now available to the public. RISMedia’s REAL ESTATE December 2018 107

“I never got in on the dot-com craze, but now that I’m planting the seeds to invest in the future of my business, it made sense to invest in these top-level domains,” says Ferrari, broker/owner of Ferrari + Co. “I seized the moment and took advantage of sites that I thought would be potentially lucrative in helping me grow my business,” says Ferrari, who can now be found at nantucket.realestate, bostoncondos.realestate and instantoffers.realestate, to name a few. For Ferrari, a key piece of the puzzle comes in evaluating the risk and potential reward associated with the myriad of opportunities real estate professionals have access to today. “There’s a price tag associated with every site you buy, but I thought it was a good idea that was worth the risk, and will hopefully be worth the reward.” As consumers continue to become more comfortable and familiar with newer ways to find real estate professionals to represent them throughout the home-buying and/or -selling process, it’s more important than ever to spread yourself out so that you can be found through a variety of channels. “Technology has grown infinitely in the past few years, and you need to keep up with it,” says Ferrari, “and having as many opportunities to lead people to your information is the name of the game.” To that end, “having multiple sites and different ways people can reach you so that you can keep your finger in multiple cookie jars isn’t a bad idea,” notes Ferrari. While .realtor™ is a natural extension that’s worked well for people over the years, Ferrari is excited about the potential .realestate will bring to the table. “Real estate professionals need to be open to change, and they must understand that they have to take risks and try different things,” concludes Ferrari. For more information, please visit www.get.realtor/RIS.

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Championing the Power of Home Warranties HSA HOME WARRANTY PROVIDES PROTECTION AND CONVENIENCE TO BUYERS AND SELLERS by Jameson Doris

rennan Buckley, president of Iowa Realty in West Des Moines, Iowa, has worked in the real estate industry since 2006. In those 12 years, he’s spent eight as the senior vice president of marketing for Iowa Realty, working tirelessly to grow his team to over 800 agents. Today, Iowa Realty has 14 offices serving Des Moines, Cedar Rapids and Iowa City. The company also has a franchise network that puts it in 40 additional communities across Iowa and employs another 200 agents. Like Buckley, any good real estate professional knows that marketing should be a key part of what they’re doing every day. And that’s true at Iowa Realty, where a majority of the company’s resources are spent connecting with potential homebuyers and sellers through television and print advertising, as well as a variety of digital platforms. With his strong background in marketing, Buckley understands the power of being able to provide an excellent home warranty to a prospective homebuyer. That’s why Iowa Realty has been working with HSA Home Warranty for over nine years. “Iowa Realty has had a relationship with HSA for many years, and their ability to provide an excellent product with the service to back it up is the reason we enthusiastically offer this to our buyers and sellers,” says Buckley. He explains that, for home sellers, an HSA warranty may make their home more marketable because it provides coverage while the home is on the market. “For buyers, an HSA warranty provides security and convenience,” says Buckley. “Security in having coverage to help cover issues that might arise in the first year of homeownership, and convenience in knowing that a covered issue will be taken care of quickly and as painlessly as possible.” Real estate transactions have become incredibly complex in today’s market, and, as such, it can be an uncertain process for buyers and sellers alike. Buckley explains that there are simply too many things that can go wrong from the time of listing to the closing date. “Having an HSA warranty removes some of that uncertainty, and the anxiety that goes with it, which will result in a more predictable outcome for both the seller and the buyer,” he says. And the same local account rep, Rosanne Paul—who Buckley knows on a first-name basis—has been handling

Iowa Realty’s account for many years. As the head of such a large brokerage, Buckley needs a company that’s not only able to handle high volumes of home warranty requests, but is also able to be responsive. HSA Home Warranty checked both of those boxes. “Overall, the relationship between Iowa Realty and HSA has been a positive one,” says Buckley. For more information, please visit www.onlinehsa.com.

Building Better Agents With the Right Technology ATLANTA BROKERAGE UNLEASHES THE POWER OF ZILLOW GROUP’S BRIDGE INTERACTIVE LISTING INPUT TOOL by Keith Loria

illage Realty, based in Atlanta, Ga., is a team of neighborhood experts that firm COO Jenna Rozenblat says is reshaping the way real estate works.

“We empower our agents to do better through superior support and digital marketing leadership for their clients and for themselves,” she says. “Real estate technology has changed, almost overnight, and it’s leaving a lot of great agents behind. We believe the right technology can build better agents through training, hands-on integration and above and beyond support.” That’s why Village Realty began utilizing Bridge Interactive’s Listing Input tool this past July. “Previously, agents either relied on the brokerage support team to input their listings or had to come into the office to use a hardware solution,” says Rozenblat. “We needed a solution that would allow agents to input listings remotely and that would seamlessly send listings to both MLS systems in our area.” The firm has found that Bridge Interactive’s Listing Input tool allows agents unprecedented control over their listing input, while leaving freedom in their schedules. “Agents are no longer tied to the physical office, dependent on support staff or forced to log in to multiple systems for their dual-entry listing input,” says Rozenblat. “The seamless process Bridge creates empowers agents to complete the process on their own, freeing up support team members to focus on other initiatives.” One of the most important features of the Listing Input tool is its ability to upload full-resolution photos of all sizes, which the Bridge tool automatically resizes before sending to the MLS or MLSs. A true game changer for Rozenblat and her team, this saves agents precious

time, as they no longer have to use photo editing software to create a listing. This feature is also relevant to today’s consumers who expect a lot of photos when shopping online. “In the past, input systems only allowed compressed photo files, but Bridge has allowed our agents to upload crisp, clear photos to show off their listing in the best possible light,” says Rozenblat. But that’s not the only way the Listing Input tool benefits agents. “The single sign-on point for dual entry and photo input, located right in their MLS navigation bar, saves our agents invaluable time,” says Rozenblat. “The collaboration features, which let you work with admins, team members and photographers in app, have been a huge asset to our teams and their admins. Pulling information about the property from previous MLS numbers, tax IDs, etc., saves agents so much time and allows them to provide accurate information as quickly as possible.” After the decision was first made to use Bridge Interactive’s Listing Input tool, onboarding and implementing the listing creation tool across the brokerage for more than 120 agents was seamless. Even more impressive is the top-notch support Rozenblat and her team have received along the way. “Questions are answered quickly and thoroughly, and the online help center is user-friendly and easy to navigate,” says Rozenblat. “Bridge is an ideal product for any agent looking to save time and any brokerage looking to provide valuable technology to their agents. As a tech-focused brokerage, any product we provide for agents must have a beautiful interface and be simple to use—both of which Bridge does in spades.”

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

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Good Communication Key to Establishing Community Dominance COLE INFORMATION A KEY COMPONENT IN SOUTH CAROLINA FIRM’S MULTI-CHANNEL MARKETING STRATEGY by Paige Tepping

or Greg Harrelson, owner of CENTURY 21 The Harrelson Group in Myrtle Beach, S.C., the only way to compete and remain relevant in today’s crowded market is to be in good communication with buyers and sellers alike.

With 25 years of experience under his belt, Harrelson got into real estate while finishing college, working as a parttime prospector for his father, who was an agent. Having learned the business based on making outbound calls, Harrelson understood early on the importance of partnering with a service that could provide the data to make those calls. Fast forward to today, and Harrelson has connected all the dots, setting himself up for further success by partnering with Cole Information—a proven leader in marketing solutions. “There’s so much noise in the industry today that to stand out and be heard, you have to be seen on a variety of channels,” says Harrelson, who points to Cole Information as a key component in the firm’s multi-channel marketing strategy. In fact, Harrelson has used Cole Information’s Realty Resource product to position himself as a community dominator, taking advantage of their actionable data (cells and emails) to create longstanding relationships with consumers in his local community. “I’ve created what I call a community domination plan,” explains Harrelson, who can’t stress enough just how im110 December 2018 RISMedia’s REAL ESTATE

portant it is to deliver good value to the community. To that end, he’s made it his mission to provide buyers and sellers with educational materials in the form of articles, videos and stats that pertain to the individual community at hand. “Cole Information supplies us with data so that we can truly take a multi-channel marketing approach to community dominance,” says Harrelson, who goes on to explain that one of the biggest benefits in working with the company centers around their ability to market themselves on a variety of mediums. “Not only do we use data from their email sources/list to deliver community-specific newsletters, their data also plays a significant role in our ability to make outbound calls to prospects in the community.” Drilling down even further, Harrelson and his team upload cellphone numbers and other bits of information into Facebook to create Facebook postings that are geared toward specific communities. That information, including subdivision, credit rating/income and year built, can be found within Cole Realty Resource, helping Harrelson become a stand-out agent in the neighborhood. “Cole Information takes the work off our hands and allows us to focus our attention on the marketing strategies we want to employ,” says Harrelson, which is critical when it comes to being heard. “In order for us to be relevant, we have to be heard. And to be heard, we have to speak louder than everyone else, because there are so many people speaking right now,” adds Harrelson. But the benefits associated with working with Cole Information don’t end there. In fact, Harrelson has nothing but good things to say about what goes on behind the scenes, as well. “The customer service provided by the team at Cole Information has been fantastic,” concludes Harrelson. “In addition to being easy to work with, I’ve been extremely pleased with the service they’ve provided.” For more information, please visit www.colrealtyresource.com or call 888-231-0732.

Embracing the Senior Demographic NAR’S SRES®DESIGNATION PREPARES REAL ESTATE PROFESSIONALS FOR THE FUTURE by Keith Loria

arlier this year, the National Association of REALTORS® (NAR) focused its attention on updating its in-classroom Seniors Real Estate Specialist® (SRES®) Designation

course and called on Jupiter, Fla.-based REALTOR® Jeff Berger, founder of the National Association of Gay & Lesbian Real Estate Professionals (NAGLREP), for assistance. In fact, it was Berger who reached out to NAR and advised the association that there was no LGBT content in the SRES® course, and offered his help to provide such content. “They immediately liked the idea and said their course was due for a refresh, and we began working together within a matter of months,” says Berger. “The U.S. population is aging, and it’s important to raise awareness to concerns of the LGBT community.” Berger pulled in personal contacts and resources from SAGE (Services & Advocacy for LGBT Elders) and AARP and was instrumental in helping NAR revive the course, especially as it related to information and guidance regarding LGBT seniors. “LGBT seniors grew up in an era that witnessed the LGBT rights movement, an era when LGBTs became more visible, many married, and more and more are out as their true selves at work,” says Berger. “LGBT seniors are less likely to have children than their younger peers, resulting in higher rates of isolation than non-LGBTs. There’s also concern for adequate family and social support.” According to NAGLREP’s 2018-19 LGBT Real Estate Report, 38 percent of REALTOR® member clients are ages 45 and over, with 13 percent 55 or older. “Our goal as real estate professionals is to serve our clients the best we can, and we continue to provide education to members and REALTORS® at large to teach the needs of the growing LGBT senior community,” says Berger. “In 2018, we partnered with AARP, and there’s much insight to be learned from their recent research, ‘Maintaining Dignity, Understanding and Responding to the Challenges Facing Older LGBT Americans.’” The revised SRES®course now has LGBT cultural competency as a key point, with the course material explaining the cultural nuances of the LGBT community. “For example, the terms ‘sexual preference’ or ‘alternative lifestyle’ are often used to describe the LGBT community. These terms should be avoided, as they both imply that sexual orientation or gender identity are a choice or can be changed,” says Berger. “Also of note is the fact that in a recent NAGLREP survey, 78 percent of respondents said that being LGBT-friendly is more important than a real estate professional’s years of experience.” NAR recently recognized two SRES®designees with its

2018 Outstanding Service Award (OSA), which honored those who showed exemplary performance and leadership in their local senior markets. One of those honored was Peter Crouch, a broker with McEnearney Associates in Alexandria, Va., who began specializing in working with seniors after helping his parents with a real estate transaction. “I realized that there were a lot of people who were in need of a little more than what a traditional real estate person offers in terms of helping them digest what’s going on and what options there are for housing, decluttering, donating, etc.,” he says. “What that led me to do was volunteer for a couple of our local senior villages.” Over the last five years, Crouch has helped oversee some construction work and make sure seniors weren’t being taken advantage of. He’s also helped people age in place. “If I can offer some value-added stuff, as well as a trusted person in a time when it’s stressful for many, it gives real estate a much higher purpose in my mind, which is why I do it,” says Crouch. “Having the SRES® Designation adds credence to me and all of NAR.” Lisa Stover, managing broker/owner of Presto Real Estate Services in Marietta, Ga., was the other 2018 OSA winner. “I’ve been in real estate for 14 years and in 2011, I moved my mom and realized that this is a big deal,” says Stover. “There are so many moving pieces when working with seniors, and it dawned on me that I couldn’t be the only one who needs help with this.” That’s why Stover launched into working with seniors, and the SRES® Designation was a big part of that. “The key to working with seniors is patience,” she says. “They don’t like change and they can’t make decisions quickly. Sometimes there are extenuating circumstances, like a health issue or some cognitive decline, that forces us to involve other people. You want to make sure there’s a total awareness of what’s going on.” While Stover notes that there’s still much to learn about the senior demographic, she recommends that others who obtain the SRES® Designation better embrace the population. “We need more agents to get involved and champion that senior client because it’s bigger than just the money we can make or the homes we can sell; this is a population of people who need so much help and understanding,” she says.

For more information, please visit http://seniorsrealestate.com.

RISMedia’s REAL ESTATE December 2018 111

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{Power Teams}

Avoid the $1,342 Per Month Retirement Plan by Cleve Gaddis

ccording to Money magazine, the average 2017 monthly Social Security payment in the U.S. was $1,342. This isn’t adequate to cover the expenses on a decent apartment in most metro areas, and certainly wouldn’t allow anyone to purchase nice clothes, fancy meals or go on any exciting vacations. If you plan to rely only on Social Security for income in retirement, you might also plan to live in low-income housing and receive assistance for other basic necessities. As depressing as this is to ponder, it could very easily happen to many of us. Let’s break the cycle of the average American and start saving for our retirement today.

There’s more to the retirement story. The Economic Policy Institute estimates that the average working family in the U.S., aged 32 to 61 years old, has $95,776 in retirement savings. If the advice from retirement experts is accurate, the typical American family will have an additional $4,788 to spend each year in retirement. This would bring the average monthly retirement income up to a whopping $1,741. Unfortunately, my discussions with many real estate agents reveal that they aren’t very good savers. It may be because our income is inconsistent, which makes it feel like it’s always either feast or famine. Real estate professionals, however, have a distinct advantage over

the general population. We have the ability to find great real estate investment properties without having to go out of our way. Remember the last time you were out showing houses and found one that wouldn’t work for an owner-occupant, but you just knew it would make a great investment property? Why didn’t you buy it? Many people are simply afraid of risk. Only 11 percent of U.S. adults own rental property, according to 2013 data from Landlord Station. Based on some informal surveying of mine, the percentage of my real estate pals who invest in rental property is even lower than 11 percent. We know how to tell a good house from a bad one, and we come across good deals all the time, so what’s the problem? It could be because we don’t have money saved for a down payment, or we’re afraid we might not qualify for a mortgage. I believe, however, that the real root cause is that many of us don’t fully understand the long-term benefits of owning rental property. I firmly believe that nearly everyone should own rental property as part of their retirement strategy. Below are five points you should keep in mind when considering investment properties: Invest for cash flow only. Make sure you only purchase a property that’s cash flow positive. Buy “average” properties. If the average home in your market is a

three-bedroom, two-bathroom home with a two-car garage, this is the type of home you should buy. Know your total expected return. In addition to cash flow, rental properties pay the landlord in three other ways: principal reduction as you make your monthly payment; appreciation as the market pushes the price up; and the tax savings from depreciation. Understand rehab and carrying costs. If upgrading the property is part of your strategy, you must fully understand the costs involved in rehabbing and carrying the property until it can be rented. Prepare financially. Start saving some cash for the down payment and meet with a lender to discuss qualifying for financing. My wife and I have been investing in rental properties since 1992, and we hope to fund a chunk of our lifestyle in retirement with income from these properties. We have two very important tools we use when analyzing properties: a cash flow analysis worksheet and a rehab worksheet. If you’d like a copy of these tools, email me at Cleve@GoGaddis.com. If you decide to jump into the world of real estate investing, I hope you reach the height of real estate multimillionaire. Wouldn’t that make your retirement years more fun? Cleve Gaddis is a master coach with Workman Success Systems and team leader with Gaddis Partners, RE/MAX Center in Atlanta. He learned sales the hard way, selling vacuum cleaners door-to-door, and now puts those skills to use in helping his team close $60 million annually. He loves to share his systems and strategies to help others succeed. He hosts the Call Cleve Atlanta Real Estate Show heard weekly on NewsTalk 1160 WCFO. Contact him at Cleve@GoGaddis.com.

RISMedia’s REAL ESTATE December 2018 113

{Power Teams}

How to Be Your Own Best Customer by Rick Geha

“O

MG! I think I missed the boat!”

Have you ever heard that phrase? I have, many times out of my own mouth and the mouths of hundreds of other people. While I’ve experienced many up markets and just as many down markets, in actuality, they were all just real estate markets of the moment, where prices were going up or prices were going down. Often, when we’ve come out of a market where prices have been dropping for a few years or more, I’ll hear the phrase on repeat. While I’ve had people ask me why I don’t own more real estate than I do, all I can say is that I’ve invested my money into owning real estate offices. So, what’s the point of all this? It’s a warning that it’s never, ever too late to start building your wealth in real estate, through leverage. I know a lot of real estate professionals who have a steady amount of monthly income from rentals. You can call it leveraged income, since it comes in without much effort on your part, other than the usual upkeep and management. How did they do it? In many ways. In fact, I have a friend who owns 65 homes in the Billings, Mont., area, almost every single one of which was purchased with seller financing. The others were purchased by taking subject to a loan and paying the difference between the loan and the price to the owner.

114 December 2018 RISMedia’s REAL ESTATE

But that’s not the only way. There are many non-owner-occupied loans available now, and some can be had with less than the typical 20 percent down. The fact is, we often don’t look into investing in real estate because we’re so busy taking care of our clients, or we’re too busy making money to pay our bills and we forget to pay ourselves first. As real estate professionals, some of the most solid financial advice is lost on us. The problem is that we don’t pay attention to our vices and then seek wisdom from those who know more and can do more for us. Having coached for 20-plus years—and selling homes for 38-plus years—I promise that I’m speaking from personal experience, as well as the experience of thousands of agents I’ve coached or mentored over the years. In wrapping up, remember that there are tons of books out there on investing in real estate and the

different methods used by those who have come before us. There are also financial advisors and verifiable loan programs that allow for up to 100 percent financing. Additionally, there are loan products geared to those of us who make our living through a 1099, which allow for a significant down payment of 25 percent or more. These types of loan products aren’t subject to some of the other restrictions of a W-2 style loan. Lastly, it’s never too late. Start now, no matter your age or experience level. Ask for help and step outside your comfort zone and see what’s out there. Here’s to an incredible 2019! Rick Geha of The Rick Geha Real Estate Team began his real estate career at age 22. Over the past 15 years, he’s led more than 1,000 classes and workshops throughout the U.S. and Canada and has presented keynote addresses to thousands of professionals from all industries and walks of life. Rick is currently a coach with Workman Success Systems. Contact him at Rick@RickGeha.com.

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Webinar Recap:

Built to Last: 3 Real Estate Team-Tested Tips to Thrive

by Suzanne De Vita

3. USE WHAT YOU HAVE

s an agent or leader of a real estate team, you control how you operate. How much you earn is in your power, as well—but, often, agents allow conditions outside of their control to determine their income, instead of focusing on what fosters lasting success.

Dynamics inevitably shift, but if built smart, your business can flourish even in leaner times, according to the latest RISMedia webinar, “Growing Your Business: Strategies to Scale Your Business for Sustainable Long-Term Growth,” moderated by Sherri Johnson, of Sherri Johnson Coaching & Consulting, and sponsored by Homes.com. The key is to maximize your time, so that your activities not only serve you today, but also in the future. Here’s how:

1. BUILD FACE TIME INTO YOUR LIFE Activities already built into your day-to-day are opportunities to reacquaint others with what you do. 118 December 2018 RISMedia’s REAL ESTATE

Do you currently have a listing? Work it! “If it’s my listing, for example, I might have two or three agents from our group hold the open house so that they have the ability to represent the buy side of the transaction,” said Dan Combe, leader of the Dan Combe Group with Ebby Halliday, REALTORS®, noting that in Texas, agency is “intermediary”— generally, different agents from the same brokerage can represent both parties in a transaction. “When you’re listing a house, or have a buyer client, make sure they’re following you on social media, and, if they’re okay with it, [tag them],” Troyer said, explaining that when your client is mentioned in one of your posts, you’re then exposed to their friends and followers.

“The easiest way to find balance is to do something that you really love, and then weave it into the business,” said Melinda Sarkis, leader of the Sarkis | Troyer Team with Coldwell Banker Global Luxury in Boston, Mass. “I’m very passionate about health and fitness, and [when] going to a class with a client, I get my workout in, we get to socialize together, and I’m putting myself in front of [the] client and however many other people are in the room.” While you’re at an event or obligation, “[don’t be] afraid to tell [others] that you’re in real estate and that you’d love to have them be a referral source for you,” said Suzanne Troyer, leader of the Sarkis | Troyer Team.

Your contacts’ lives aren’t static, so your database should be regularly updated, and built to keep you on their radar. “The best location of leads is past clients,” Combe said. “We maintain what we call a ‘wedding list’; that is, who would you invite to a wedding if it had been your own or your child’s? Keep those 50 - 150 people that are closest to you around, and refer back to them, because it’s free business.” How about your website? Are you making the most of your online presence? For example, if a client is interested in a listing, “I’ll pull up the property from our website and then send it to them that way, so it’s pushing them to the website, and then they start signing up for updates,” Sarkis said. RE To view the webinar in full, visit https://bit.ly/2JyfszX. Suzanne De Vita is RISMedia’s online news editor.

{Blog Spot} “With the lower end of the housing market seeing the worst of the inventory shortage, first-time homebuyers...are having difficulty finding a home they can afford.”

First-Time Homebuyers:

Unique, Sort Of by Suzanne De Vita

uyers on their first go at homeownership are a product of their surroundings today—budgets burdened by college debt and mounting prices (and, now, rates), with the inability to save. With the barely-there headway in inventory, many are simply spinning their wheels. “With the lower end of the housing market—smaller, moderately-priced homes—seeing the worst of the inventory shortage, first-time homebuyers who want to enter the market are having difficulty finding a home they can afford,” says Lawrence Yun, chief economist at the National Association of REALTORS®(NAR). “Homes were selling in a median of three weeks and multiple offers were a common occurrence, further pushing up home prices. These factors contributed to the low number of first-time buyers and the struggles of would-be buyers dreaming of joining the ranks of homeownership.”

Against the challenges, however, first-timers are not all that different from other generations of homebuyers, according to the Profile of Home Buyers and Sellers from NAR, newly released for 2018. When compared to all buyers as a group, and homebuyers in a repeat scenario, firsttime homebuyers are also: • Likely to accumulate a down payment through personal savings • Likely to enlist the help of a REALTOR® • Likely to house-hunt online • Likely to be married • Likely to purchase a single-family home

– LAWRENCE YUN Chief Economist, NAR

Another common trait? Buyers, including first-timers, are encumbered by their loans. Thirteen percent of buyers are challenged the most by the down payment, and for half of them, college debt is keeping them from saving for it, according to the research. (Twenty-four percent of buyers have college debt—a median $28,000—and 40 percent of first-timers are weighed down by it, at a median $30,000.) As for those who can amass enough for a down payment? Whether a first- or seven-time homebuyer, there’s a similarity: cash to spare. According to the research, first-timers put down 7 percent this year, up from 5 percent, while repeats put 16 percent toward their purchase this year, up from 14 percent. RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

Suzanne De Vita is RISMedia’s online news editor.

RISMedia’s REAL ESTATE December 2018 119

{Broker Spotlight}

An Unstoppable Synergy RE/MAX Gold and RE/MAX Olson Join Forces for Agents and Consumers in California by Maria Patterson

ounded in 1994 with just two offices and 40 agents, James O’Bryon, president of RE/MAX Gold, along with his partners and leadership group, grew the firm into the market leader in Northern California. Now, he’s aligned with longtime colleague Keith Myers, broker/ owner and president of RE/MAX Olson & Associates in Southern California, to bring their shared vision of success via service to a total of 21 counties throughout the state. In this exclusive interview, O’Bryon and Myers, along with RE/MAX Gold Executive Vice President of Sales Keith Ard, discuss how their strategies and synergies will further expand the firms’ presence and position in the many markets they serve. Maria Patterson: Please start us off with a little background about your respective firms, and bring us up to speed on your current alliance. James O’Bryon: I’ve been with the

RE/MAX brand for 25 years. Our objective has been to build incredible service for agents, along with incredible scale, since the inception

120 December 2018 RISMedia’s REAL ESTATE

RMXG Executive Leadership Team (left to right): Stephenie Flood, Vice President of Operations; Anthony James, Vice President of Professional Development; Keith Ard, Executive Vice President of Sales; James O’Bryon, President of RE/MAX Gold; Keith Myers, President of RE/MAX Olson and Associates; Patrick Mackin, Senior Consultant; Beverly Kendall, Broker of Record; Don McDonald, Market Vice President; and Vern Hansen, Vice President of Risk Management

RE/MAX Gold Leadership Team

together to grow the total footprint. We have an alliance but run the brokerages separately.

MP: What most attracted you to aligning with RE/MAX Gold? KM: Growth has always been in

of RE/MAX Gold, and that’s worked out well for us. We became the No. 1 RE/MAX in number of agents in California by a significant margin, and California’s No. 1 RE/MAX in sales by a huge margin. In 2017, we had 13,267 transactions and were the No. 1 company in the state of California in transactions, per RISMedia’s 2018 Power Broker Report. When I met Keith Myers 18 years ago, it occurred to me that it could benefit us if we worked together. One of the things that really impressed me about him was his leadership. He always had innovative ideas, so we looked for all the areas where we could provide synergies and better support and service to the agent population, and we took the step of partnering in July of this year.

Keith Myers: I own RE/MAX Olson in Southern California, with six offices and 208 agents. My previous partner Todd Olson started my company in 1987 and I became a partner in ’96. I converted to RE/MAX in 2000, which is when I met James at a regional event in San Francisco. My former partner retired in 2015 and I bought him out, so James and I have been talking over the past few years about forming a relationship. I wanted to replicate RE/MAX Gold’s expansion and work

James’ DNA. The Gold Nation up there probably got hit harder than anybody during the Great Recession, and it bounced off the bottom and blew past everyone to achieve the largest productive agent count, and better productivity by every measure of success. James has always wanted to grow this large machine and scale it—not just for the sake of being large, but to attract like-minded individuals and do what they do best. That’s what attracted me: a phenomenal system and a phenomenal management style. I decided it was much better to join forces than try to replicate that on my own.

MP: So, what is your total office and agent count with the combined firms? JOB: We have a total of 67 offices, of which 39 are branch offices and 28 are satellite offices, in 21 counties throughout California with a total agent count of more than 1,450, which represents more than 20 percent of the agent count for RE/MAX in the state of California.

MP: What has been your approach to growth over the years, and what are your current goals in terms of expansion? JOB: Our core values and company vision statement are written into everything we’ve done over the years. We find the best, most productive, most ethical agents and put them in an environment where they can suc-

RISMedia’s REAL ESTATE December 2018 121

(Left) RE/MAX Olson Leadership Team (left to right): Alex Aguilar, Vice President of Recruiting; Barbara Zieger, Controller; Stacy McKinley, Director of Operations; Patti Petralia, Senior Vice President; and Michael Kale, General Counsel (Right) Executive Vice Presidents Tim Yee and Keith Ard

ceed, and then we succeed through them. That’s why our agent productivity is consistently higher. We have virtually no non-productive agents. Our expectation in the near term, combining the Northern and Southern firms, is to reach $8 billion in volume. In 24 months, we expect the combined companies to reach $12 billion.

MP: What role has the RE/MAX brand played in your success? JOB: In the early ’90s, I owned a couple of boutique real estate brokerages, and it annoyed me that our agents kept getting beaten at listing presentations by agents who worked at branded companies. I was attracted to RE/MAX 25 years ago, and I continue to be. Their model allowed me to have a vision with scale. The vision I had as a young man was not scalable. I needed two things to achieve my vision: a brand that people recognized and trusted; and to be surrounded by extraordinary people. I thought the RE/MAX brand could help with both, and it has. And this chapter of the firm’s growth is the ultimate demonstration of that concept; I’m surrounded by extraordinary people internally and extraordinary people like Keith and his team in Southern California.

MP: How would you describe the current state of the market? What are the greatest challenges and opportunities?

122 December 2018 RISMedia’s REAL ESTATE

KM: I would say we’re in a period of pause and reflect. The number of sales has slowed down and prices touched down a few percentage points over the past 4-6 months (at press time), which is probably the best thing that could happen. As we navigate through here with a real robust economy, it’s healthy that the market is doing what it is. This isn’t like the run-up to 2004 2005; quality mortgages are being given to borrowers that qualify. The increasing growth of millennials and Generation Z is creating a demand for housing; even if it’s later than sooner, they will come. We have to keep agents focused, but energized, and give them new and better ways to compete. During these times, consumers really can’t take a chance on working with a random agent—they need an agent backed by a global, credible brand. Keith Ard: In Northern California, the market is slowing down a bit. This is creating an opportunity for us to meet with a number of folks. The window is closing on sellers being able to look forward to multiple offers, so many agents who chose a non-branded or small boutique environment can no longer compete with the exposure a brand and California’s No. 1 brokerage can offer. As the market adjusts, we’re finding that agents are calling us because they need more in their toolbelt.

JOB: Even though we’re seeing a slowing in the organic part of the market, we’re on the cusp of an incredible opportunity to take marketshare from companies that deliver less brand and less service to their agents. MP: How are you helping agents compete and succeed in an increasingly congested marketplace? KA: We looked at a marketplace that has a lot of competitors and new offerings. We thought it was important to streamline a system to help associates better understand how to navigate the noisy and complex market. We created an exclusive consumer marketing platform that includes the internal resources we’ve had access to for many years through RE/MAX. We also went out to the market and found strategic alliances, such as Fusion Growth Partners, for agents who want to take their business to the next level. Our offering includes traditional marketing resources, connectivity to consumers through remax.com, lead generation through LeadStreet, partnerships through Offrs and Adwerx who generate AI and predictive analytics, and a product called FrontPorch for agent social media connectivity.

KM: From a 40,000-foot level, I’m particularly excited about Fusion. We’ve always been an early innovator and are all about creating “real estate for grown-ups;” in oth-

with that culture is overreaching and disrespectful. The diversity we cover can’t be homogenized. What you can do is celebrate the culture of each branch, and then tie them into the community.

MP: What is your approach to coaching and training? KA: We employ the most producer words, providing a platform that gives agents the freedom to maximize their careers and also provide them with world-class support, including an attorney on payroll, a management team and a transaction and listing coordinator all wrapped up in a true, global brand with the highest productivity per agent.

MP: So, I guess it’s easy to see why agents join your firm...and why they stay! JOB: If you put a sign out in front of a store that says Mercedes or Cartier, people are naturally attracted to look inside. That sign for us is RE/MAX. But it’s super important that once they’re inside, they’re cared for in a way they felt wasn’t even possible. The fundamental thing you need is a willingness to care for others—then you can teach them the skills. We’ve also done an incredible job of making sure we deliver hospitality for agents, and that agents deliver that hospitality for clients once they come through the front door.

MP: Please describe your firm’s culture and leadership philosophy. JOB: The two most overused words in this business right now are disruption and culture. We have a trademarked saying for our firm: “Gold Nation—Not a Culture, a Community.” Covering as much of California as we do, to say we’re going to build a single culture and create compliance

tive agents in the marketplace who already have a great foundation through RE/MAX University, so we focus on helping bring agents to the next level by collaborating on best practices in small, medium and large group settings. We host MEC—Motivate, Educate, Collaborate—events that are led by leadership experts. Many companies rely on peers teaching peers, but we focus on utilizing subject matter experts.

KM: We have a different agent mix than many companies, and we take on some brand-new people. We have a training director who teaches classes every Monday morning in our training facility, and they run the gamut from new agent topics to material for more experienced agents. We also have two sales meetings per month per office, which I use as an opportunity to coach and speak on business development topics. I’m constantly learning from all the success stories around me and sharing that with others. I also encourage agents to look at outside trainers—there are a lot of good ones out there. MP: What are some of your most innovative marketing strategies? KA: We look at marketing as a partnership with agents. They look to us for help with systems, but they don’t look to us to keep the relationship with their customers. They want the autonomy to keep that relationship the way they want to. With our eightpoint exclusive marketing system, we offer an approach that helps at-

tract new consumers, and, at the same time, reiterates your strength in the marketplace to existing consumers. We believe that disruption is not an excuse to have to change everything, but the way the consumer wants to be communicated with is changing. The agent who adopts technology will have the best opportunity to communicate with all generations, from aging baby boomers to new college graduates.

KM: Yes, we have to reach the consumer in the way they want to be reached, so we use all modalities, including good, old-fashioned picking up the phone. We have to deliver a message to the consumer that shows that we’re trying to provide value and that gives them added reasons why they would benefit from working with us.

MP: What are your goals looking forward? JOB: The future of our organization is to be of greater service to the community both in the brokerage business and beyond. In 2017, we donated over $200,000 to the Children’s Miracle Network. In 2018, we’re looking at a quarter of a million dollars. This is compounded by our individual efforts, whether it’s with the American Red Cross or toward cancer research. Along with philanthropic service will be even more robust service to our agent population, so they can win business and take extraordinary care of their clients. The sum of all that results in RE/MAX Gold and RE/MAX Olson. We’re covering more of California based on our victories in service. That’s what’s moving us toward our goal of $12 billion in business done by 2,400 happy members of our agent community. My crystal ball has 20/20 clarity; that’s what I see. RE For more information, please visit www.remaxgold.com and www.olsonmax.com.

RISMedia’s REAL ESTATE December 2018 123

{Broker Spotlight}

JP & Associates REALTORS® Exceeding Expectations Nationwide All the Pieces of the Puzzle in Place for Expansion by Barbara Pronin

or the founder and executive team of JP & Associates REALTORS® (JPAR), the formula for astounding growth is as simple as the concept at its core: exceeding expectations in terms of productivity and service, for both the franchisees who embrace the model and the agents who thrive under its nurturing and generous umbrella. “I built this brokerage with the objective of providing everything a top producer would want or need,” says JP Piccinini, a former top producer himself and an entrepreneur with a penchant for excellence. The formula is clearly working, as the fullservice company he launched in the Dallas-Fort Worth market just seven years ago with less than five agents has become the largest independently-owned company in North Texas, with more than 1,500 agents in 20 offices and over $2.5 billion in current sales. With over a dozen franchises sold already in its first three months, Piccinini and his top aides—COO Mark 124 December 2018 RISMedia’s REAL ESTATE

JP Piccinini

Frank Gay

Johnson of JPAR Brokerage, CEO Frank Gay and VP of National Development Howard Ashkinos of JPAR Franchising—share their strategies and the plans for expansion at the top of their busy agenda. Barbara Pronin: Clearly, the company’s growth has been astounding, JP. What’s driving this impressive dynamic? JP Piccinini: The business model we have built, which offers a 100-percent commission plan to agents and a full complement of back-office support to franchisees, continues to attract the best and brightest in Texas and surrounding states. We have high productivity standards and a service-based culture that quite simply invites success, and that’s an opportunity we now intend to offer to real estate practitioners in all 50 states.

Frank Gay: You might say we’re open for business in a big way these days, poised to offer the same kind of explosive growth opportunity we’ve experienced here in Texas to prospective franchisees everywhere across the USA, beginning with a strategic focus on the Southeast, before setting our sights on the Northeast and California. BP: Can you expand a bit on what sets your firm and your business model apart in terms of agents, franchisees and consumers? Howard Ashkinos: It’s very simple. For agents, we offer a 100-percent commission plan with a small transaction fee, plus unparalleled training and a mentorship program for new agents. We also provide the latest in real estate technology, marketing and management systems to help them grow and retain their business. For franchisees, we do most of the heavy lifting, providing a full suite of back-office services ranging

Mark Johnson

from accounting and compliance to the technical platform, transaction coordination, and more, to simplify day-to-day operations, allowing owners to do what they do best: recruit great agents and support them.

Mark Johnson: As a result of all this, consumers are getting a committed and experienced class of agents who subscribe to a very high standard of ethics and who have proven to do more transactions. Again, the hallmark of this company is productivity and service—for everyone. BP: Can you describe your firm’s culture and leadership philosophy? FG: Our culture comes from our core values. In an industry known for its high turnover, JPAR has one of the highest retention rates in the industry. Over 90 percent of our agents stay and thrive here. That’s because we hire only dedicated, full-time agents who are accountable for closing at least six transactions a RISMedia’s REAL ESTATE December 2018 125

Executive Team at the REALTORS® Conference & Expo. From L to R: Mark Johnson (COO of JPAR Brokerage), Keisha York (Managing Broker/Texas), JP Piccinini (Chairman and Founder), Frank Gay (CEO of JPAR Franchising), Howard Ashkinos (VP of National Development)

year. We place a high value on training, education and coaching, and we have a strong culture of exceeding customer expectations. We also believe in the value of mentorship and conviviality. We tend to have a lot of fun along the way to excellence. In fact, the Dallas Morning News named us one of the region’s Top 100 Places to Work.

MJ: By the same token, our leadership ethic is very much one of servant leaders. We want franchisees who are experts in their markets. Our leaders and staff are here to serve the needs of our agents and to help them find new and better ways to create both a successful business and a more fulfilling life.

BP: What’s your approach to training and coaching? MJ: We offer a core base of training and productivity schools, including a unique four-session “real estate playbook,” as well as paid upgrades for team and one-on-one coaching. We produce over 100 classes a month, both virtual and on-site, and we have a cadre of 45 mentors whose sole purpose is to guide new agents through their first three transactions. We also have specially trained and experienced mentors in each of our specialty sales divisions, which include luxury homes, commercial properties and farms and ranches. 126 December 2018 RISMedia’s REAL ESTATE

“The business model we have built, which offers a 100-percent commission plan to agents and a full complement of back-office support to franchisees, continues to attract the best and brightest in Texas and surrounding states. We have high productivity standards and a servicebased culture that quite simply invites success, and that’s an opportunity we now intend to offer to real estate practitioners in all 50 states.” - JP PICCININI FOUNDER & CEO JP & ASSOCIATES REALTORS®

JP: We believe that great agents are made, not born, and so training and coaching are a vital and integral part of our brokerage model—and the systems we’ve devised for them are provided to our franchisees free of charge. BP: What are some of your most innovative marketing strategies, and

how are they helping you connect with consumers? FG: We provide a number of innovative marketing and lead generation strategies, including a new buy-side approach designed specifically to capture more listings. But essentially, we believe that great agents market themselves, and so we’re agent-forward rather than brand-forward. Since our agents keep a higher percentage of their commissions, we put a lot of resources into showing them how they can invest some of those extra dollars in creative ways that increase marketshare and position them as the go-to agents in their markets.

BP: What role does technology play in your agents’ success? How do you stay ahead of the curve? HA: Technology is ever-changing, and while we believe relationships are what matter most in our culture and in our industry, we leverage technology to make things easier, quicker and more efficient for agents and brokers. We’ve developed our trademarked B.O.S.S.S. platform— short for Broker One Stop Shop System—a platform that brings all our best-in-class tools and resources together in a single hub, so that our agents can truly be all things to all customers in a way that cultivates long-term loyalty. As a result, especially when technology is combined with the mentorship/training

we provide, experience shows that our agents can grow to be up to four times more productive than the average non-mentored agent.

JP: Our objective from the beginning was to provide everything an agent wants and needs, and we continue to adhere to that policy. If a new technology proves to be an indispensable business booster, it’ll become part of our repertory. BP: How would you describe the current state of the market? What do you see as your greatest challenges and opportunities? FG: We’re very bullish on 2019 and 2020. Even though interest rates are slowly rising and existing-home sales have slumped over the past

year, we believe more and more agents will begin to question their archaic broker’s model and the value versus reward that it provides. We’ve flourished over the last several years in this booming real estate economy, and we believe that real growth will continue to happen for JPAR no matter the state of the economy.

MJ: Finding ways to create affordable housing is both a challenge and an opportunity industry-wide, but we believe our innovative strategies for agents and consumers will not only work to the benefit of consumers, but will continue to fuel the growth of our agents’ businesses and, by extension, the growth of our company.

BP: What value do you place on community outreach? JP: Everything comes back to our core values: productivity and service. As our productivity grows, we celebrate our success by helping to strengthen others in our communities. We donated over a quarter million dollars last year to a host of charitable beneficiaries, most notably the Better Futures Foundation, which takes in underprivileged youths and helps them turn their lives around. The foundation believes, as we do, in giving not a handout, but a hand up.

BP: What’s on deck for the future of the firm? MJ: Sustained growth going forward, and increasing our influence in the industry throughout the country.

HA: To that end, we’re looking for successful brokers who are ready to grow and will be taking on more franchisees, in addition to taking our proprietary framework for success into markets that are ripe for opportunity in all 50 states.

JP: We trademarked the term “exceeding expectations” for those who seek higher standards. That includes new franchisees who want growth opportunity, professional agents seeking the best place to work, and consumers who want service beyond the norm. Our goal is to build a company so valuable for our REALTORS® that the value it brings to their business will be priceless. RE For more information, please visit www.jpar.net.

ODASI App Launch Party (proprietary technology founded by JP & Associates REALTORS®)

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{Broker Best Practices} Honesty and Sincerity Win the Day When Working With Clients by Lesley Grand

Staying Focused on Your Purpose by John Voket

I have access to. I even have the ability to do virtual tours. The reality is, if I want to be in the real estate business, I have to invest money in it, and Homes & Land is the only tool I need to invest in.

Ulises Vargas Agent Stambaugh Realty Winter Haven, Fla. www.ulisesvargas.homesandland.com Region served: Winter Haven, Fla. Years in real estate: 3.5 Number of offices: 1 Number of agents: 2 You utilize Homes & Land as part of an integrated marketing strategy that includes print publications. How does this benefit you? Homes & Land is an excellent tool that gives me the ability to be a small, independent company and still compete with the bigger companies in the industry—all without having to join the Multiple Listing Service (MLS). Joining the MLS would cost me a great deal of money, but Homes & Land does it all for me. They provide me with everything I need to be successful in real estate, including a website, an independent main marketing platform, tech assistance and great advertising. While Stambaugh Realty is a small company, thanks to my partnership with Homes & Land, I do closings every month and have a great business. With Homes & Land, I have the technology to track each step of the transaction along the way, and can even communicate with buyers and sellers through the dashboard

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How do you stay ahead of the competition? Discipline. And I do local promotions, as well. I take advantage of everything Homes & Land offers, especially advertising, so that I’m always getting new clients. As an independent contractor, I make sure that I’m making money, not just spending it. What is the one piece of technology you can’t live without? The two things I can’t live without are my iPad and iPhone. I’m in the field a vast majority of the time, and with my iPad and iPhone, I can do it all, from listing presentations to appointments. The only other piece of equipment I would like to have to make my mobility perfect would be a small printer so that I could do absolutely everything on-site. Is there a specific motto/work philosophy that you live by? The motto/work philosophy that I live by centers around being honest and sincere with my clients. Prospective clients aren’t looking at the car you drive or the way you dress; they’re looking for performance and honesty. I don’t promise anything I can’t do; however, I do promise that when working with sellers, I’ll work very hard and sell the home as quickly as possible. For more information, please visit www.homesandland.com/benefits.

Ravath “RP” Pok Principal Broker Realty ONE Group Signature Midvale, Utah www.SignatureUT.com Region served: Utah Years in real estate: 31 Number of offices: 2 Number of agents: 123 Best tip for getting the right listing price: Get sellers involved.

No. 1 tip for dealing with difficult clients: Check your emotions at the door and be the reasonable, calm voice in the room. Key to a successful marketing strategy: With today’s IT, you can have your cake and eat it, too. You don’t have to sacrifice marketing to take home the commissions you earned. Top tip for motivating agents: Help them stay focused on their purpose and tout them on social media by telling their story. How does featuring team members in your marketing help attract new agents to Realty ONE Group Signature? Agents may feel as if they don’t fit in where they are for many reasons, whether it be a lack of energy or support in the office, or even a brand that may not match their identity. At Realty ONE Group Signature, we’re all about the success of our agents—so why not showcase them, their stories and what makes them suc-

cessful in our marketing? We find that agents believe and connect better with people, so when others are exposed to our agents’ stories, they can picture themselves in an identical situation. When it comes to attracting new agents, they’ll trust these testimonials more than any ad agency recruitment pitch. Talk about the wellness support you provide to help your team members be healthier and happier. A healthy mind, body and spirit are essential elements that lead to happy, productive agents. Our industry is contentious, creating stress that’s difficult to leave at the office, so we host monthly health and wellness events that include meditation, yoga and a group coaching session to help bring awareness to the energy of our mind and body. After partici-

pating, our agents found that they think, strategize and communicate better with clients, and the transaction experience greatly improves. Explain how you analyze IT solutions, and how technology fits into your marketing plan. I focus on the problem/solution aspect of all things. Agents shouldn’t purchase technology when they see others having success with it without taking the time to recognize why they’re successful with it. We train agents to understand the various market segments, from sphere of influence to geographic farming, FSBOs and expireds. They pick the market or markets, and we help them develop their marketing with the right technology to fit their purpose. Is it true that you’re poised to open

Leads: The Silent Secret to Recruiting, Retention by Zoe Eisenberg

Greg Garrett CEO Greg Garrett Realty Newport News, Va. www.greggarrettrealty.com Region served: Eastern Virginia Years in real estate: 41 Number of offices: 2 Number of agents: 80 Overall, how has your lead program helped you grow your business? Our realtor.com® lead program has been the catalyst of a massive growth over the last four years that includes doubling our business and our sales in a market that’s only increased sales by 20 percent. We use online leads as jet fuel for our agents’ careers, as well as a catalyst to launch some of our newer agents that haven’t made it yet. It’s kind of a pump primer for anyone who gets into a lull or is still learning to build their sphere of influence and referral base. How big of a role does having a strong lead source play in recruiting? It’s huge. In fact, it’s the silent secret

a new office in a booming tech market? In just a little over two years, we’ve reached capacity at our main office, and we’re ready to dominate the market south of us, which is an amazing tech sector. Our plans are to open a 4,000-square-foot office with a new concept themed after tech companies in Silicon Valley. It will include a Time Out room with a sight, sense and sound spa and massage chair, and a gaming area complete with a racing simulator and state-of-the-art VR gaming. With St. George being recognized by the Census Bureau as the fastestgrowing metropolitan area in the U.S., we’re happy to announce the opening of the fourth Realty ONE Group brokerage in Utah, with more in the pipeline. For more information, please visit www.realtyonegroup.com.

to our recruiting campaign. We don’t necessarily talk about it in any media or recruiting ads, but rather, it’s more about what our agents are telling other agents in the marketplace. That being said, our agents have become our best recruiters within the company, not because we’re asking, but because of what they’re experiencing. They’re out there recruiting just by having conversations. Once someone joins your team, does your online lead program produce enough for your agents so that you can retain them? Because agents know how big of a source leads are for them, our online lead program is a key factor when it comes to both recruiting and retention. Every single agent examines income source by self-generated and not self-generated, so our retention is better than ever, and our agents recognize the importance of the leads we’re providing them. Do you have inside sales agents to help convert leads? Is this important? Yes, we have three inside sales agents. While it’s not something we knew we were going to do, we realized that we had to do it after we began seeing 1,000 leads coming in per month. By hiring inside sales agents, we’re able to maximize the efficiency of leads as they come in. When you get a lead from realtor.com®, what do you do to make sure you and your agents retain the customer until closing? We’re rewarding the agents in terms of

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the quality of the leads—aka, the price range of a property—based on their performance so that they have a double incentive to get paid on the lead itself. They know that their closing ratio determines the quality of leads they get in the future. Have you ever had an agent think they might be better off somewhere else and then decide to come back to your company? We’ve had 18 people over the last several years that have started with us, left us for a promise somewhere else, and have come back to us. Our industry is evolving rapidly, and there are all these promises of easy money or new business elsewhere. More often than not, once an agent leaves, they realize that the new company’s culture is different, the leads are different or nonexistent, and the support

A Structured Platform Key to Continued Growth by John Voket

Joel Carter Broker/Owner CENTURY 21 J. Carter & Company Gulfport, Miss. www.jcarterandco.com/realestate/agent/ joel-r-carter-jr Region served: The Mississippi Gulf Years in real estate: 4 Number of offices: 1 Number of agents: 17 No. 1 tip for determining the best listing price: Use market trends and current inventory levels to forecast the future value of your seller’s property. Most effective way to motivate agents: Positive reinforcement and recognition. Most creative marketing idea: We promote the concept of four REALTORS® for the price of one. My three siblings (sister Christina and brothers Jake and John) and I team up on every transaction. Top tip for getting buyers and sellers to work together: Put yourself in each of their shoes and work the transaction as if it were your own. You are described as a true family

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and training they receive are different, so they realize that maybe they took the things they got with us for granted. There’s not a doubt in my mind that one reason people are coming back is because of the leads. What are you doing to get your name out in areas in which you’re not yet well-known? When we’re endorsed by realtor.com® as a go-to company, that’s good enough for most people. Since we have a strong profile based on what we’ve done, we carry that with us wherever we go. The availability of clicking on an agent on realtor.com® and seeing a strong profile allows us to go to places where we’re not yet entrenched in the market. For more information, please visit hub.realtor.com/team.

business. What’s your best advice for other siblings mulling a real estate partnership? Go ahead and address the elephant in the room—or, more specifically, the fact that someone has to be the leader and the company’s spokesperson. This can be hard to identify in a highly competitive family. When we decided to launch our company together, all four of us had to dig deep and identify our strengths and weaknesses. After we had that candid conversation, we were able to focus on our strengths and assume responsibilities. You can’t let pride influence the way you communicate. Your company was an independent shop until you recently decided to affiliate with the CENTURY 21® brand. What prompted your decision? Not only were we paying a premium for technology services that the CENTURY 21 System offers when you affiliate with their brand, but we also saw another huge opportunity in terms of training. In order to grow, our family firm needed a structured platform to train and recruit new agents. And perhaps most importantly, we simply needed a national brand. With independent brokerages opening on every corner in our market, it was time to make a separation. We felt that we were competing for the same bucket of

business locally and missing out on a big chunk of the pie. How do the region’s military installations and defense contractors affect your market and the way in which CENTURY 21 J. Carter & Company does business? Defense and tourism are the big economic drivers in our market, which leads to a lot of incoming and outgoing personnel. In addition, we have a big military retirement presence, as a lot of the people who have been stationed here come back to the area to retire. This keeps the inventory moving and the rental market strong, as well. Housing is very affordable and more often than not, it’s cheaper to buy than rent. Most people around here say that the Mississippi Gulf Coast is a hidden gem. Why is your market perfect for someone looking for a great vacation home or retirement option? First and foremost, the cost of living is very affordable. We also have every coastal amenity you could imagine, from restaurants, fishing spots, golf courses and gaming. I frequently hear visitors say, “We had no idea this place existed.” This is why a lot of military couples come back to our market to retire. For more information, please visit www.century21.com.

Awarding Difference Makers, Honoring Power Brokers By Suzanne De Vita and Liz Dominguez

Photos by AJ Canaria of PlanOmatic

crowd of nearly 600 top brokers and industry leaders gathered at RISMedia’s Annual Power Broker Reception & Dinner to celebrate the Power Brokers ranked in RISMedia’s 2018 Power Broker Top 500. The event, now in its 23rd year, was held at the Westin Copley Place in Boston in conjunction with the annual REALTORS® Conference & Expo. John Featherston, CEO, RISMedia; Darmanin; and Mele

Along with this year’s Power Brokers, four industry leaders were recognized: ART DARMANIN, CEO, SELLSTATE REALTY SYSTEMS RISMedia’s Real Estate Tech Titan Award 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. The award was presented by David Mele, president of Homes.com. “I am truly honored and deeply humbled to receive this award,” said Darmanin. “At Sellstate, we strive to be on the cutting edge of technology and look forward to more innovation in the future.”

Art Darmanin, CEO, Sellstate Realty Systems, and Tech Titan winner, with David Mele, President, Homes.com, and the Homes.com team. RISMedia’s REAL ESTATE December 2018 131

JOAN DOCKTOR, PRESIDENT, BERKSHIRE HATHAWAY HOMESERVICES FOX & ROACH, REALTORS® 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 Dermot Buffini, CEO of Buffini & Company. “From this industry, I’ve learned love from all of you,” said Docktor. “How we give our hearts to our agents and clients is just an amazing thing, and I can’t think of another career that comes near to this one.”

Featherston, Docktor and Buffini

DAISY LOPEZ-CID, 2018 NATIONAL PRESIDENT, NATIONAL ASSOCIATION OF HISPANIC REAL ESTATE PROFESSIONALS (NAHREP); BROKER/OWNER, RE/MAX PREMIER PROPERTIES ‘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 Mike Reagan, senior vice president of Global Alliances at RE/MAX. “I’m truly honored to receive this amazing and prestigious award,” said Lopez-Cid. “I do what I do because I want to do it; I didn’t have this growing up, and I just want to pay it forward.”

Featherston, Reagan and Lopez-Cid

DAVID WINANS, BROKER/OWNER, BETTER HOMES AND GARDENS REAL ESTATE WINANS RISMedia’s National Homeownership Award 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 Mike Starn, market manager at Quicken Loans. “You can have a lot of bad days in real estate, but when you go out and help someone, it’s always a good day,” said Winans. “I’m so proud to be part of an industry that really gives back.” Following the awards, ESPN Founder Bill Rasmussen addressed attendees in an inspiring keynote presentation, beginning with the birth of ESPN and through the conception of coverage of March Madness, the idea for SportsCenter, and more.

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Starn, Winans and Featherston

Keynote speaker Bill Rasmussen provides an in-depth look into ESPN.

Rasmussen captivated the audience of nearly 600.

Tom Maynor, RE/MAX LLC; Mark Butterfield, RE/MAX Realty Services; Randy Lawrence; RE/MAX LLC; and Reagan.

Christina Pappas, District Manager, The Keyes Company, NAR 2018 Liaison for Residential Firms & Industry Relations; Kara Stripay, SVP Sales, RISMedia; and Jim Imhoff, Chairman, First Weber, NAR 2019 Liaison for Residential Firms & Industry Relations

Featherston and Darryl MacPherson, EVP, RISMedia, honor David Charron on his retirement as chief strategy officer at Bright MLS.

Brian Buffini, Chairman & Founder, and Dermot Buffini, CEO, Buffini & Company RISMediaâ&#x20AC;&#x2122;s REAL ESTATE December 2018 133

Dottie Herman, Douglas Elliman Real Estate, and Sherry Chris, Better Homes and Gardens Real Estate

Gina McCort, HMS Home Warranty; Zoe Devaney, Radian; Teresa Palacios Smith, HSF Affiliates LLC; Docktor; and Susan Patt, Berkshire Hathaway HomeServices Fox & Roach

Featherston, Rasmussen and Rei Mesa, Berkshire Hathaway HomeServices Florida Realty

Mary Lee Blaylock, Berkshire Hathaway HomeServices California Properties; Amy Chorew, Better Homes and Gardens Real Estate; and Rich DeNicola, Better Homes and Gardens Real Estate

Lopez-Cid makes her way to the stage to receive the ‘On the Shoulders of Giants’ Award.

Alex Lange, UpstreamRE; Craig McClelland, COO, Better Homes and Gardens Real Estate Metro Brokers; and Wendy Forsythe, HomeSmart International 134 December 2018 RISMedia’s REAL ESTATE

Rasmussen and Ron Peltier, Chairman & CEO, HomeServices of America, Inc.

Georgia Perez, MoxiWorks; York Baur, MoxiWorks; and Anne Kraft, SVP Sales, RISMedia

Emily Clark, Robert Paul Properties; Kevin Knol, PlanOmatic; Annie Blatz, Kinlin Grover Page Taft & Randall REALTORS® Real Living; Ryan Austin, PlanOmatic; and Kathy Forrester, Randall Family of Companies

RISMedia’s 23rd Annual Power Broker Reception & Dinner was presented by: Platinum Sponsors

Paul Boomsma, Leading Real Estate Companies of the World®; Jessica Edgerton, Leading Real Estate Companies of the World®; and Rasmussen

The Quicken Loans® Team

MacPherson; Andy MacPherson, RISMedia; Mike Ryan, EVP, RE/MAX LLC; and Featherston

Buffini & Company Homes.com Quicken Loans® RE/MAX Master Sponsors American Home Shield Berkshire Hathaway HomeServices ERA Real Estate HSA Home Warranty National Association of REALTORS® Real Estate Webmasters Realty ONE Group Host Sponsors Institute for Luxury Home Marketing Leading Real Estate Companies of the World® Pillar To Post Home Inspectors Real Estate Express realtor.com® Realtors Property Resource® Zillow Group Event Sponsors Adwerx • BombBomb • Buyside CINC • David Knox Real Estate Training HMS Home Warranty Howard Hanna Real Estate Services Inside Real Estate • MoxiWorks NAR REach® • PlanOmatic Radian • ReferralExchange Sherri Johnson Coaching & Consulting zipLogix RISMedia’s REAL ESTATE December 2018 135

Reading the Market Trends... and Responding By Maria Patterson

t first glance, Bob Eidson’s path in the real estate business may look a little circuitous. But upon closer inspection, it was exactly the route needed to bring him to where he stands today, ahead of the curve on one of the industry’s most up-and-coming opportunities: the investment property/Airbnb model. Here, Eidson shares how his frontline experience in the mortgage space readied him for real estate success back in his hometown of Lexington, Ky. Maria Patterson: Your background in real estate is extremely varied. How did you get started? Bob Eidson: I bought my first two properties when I was 19. After school and military service, I started as a young analyst with a West Coast hedge fund that specialized in complex real estate debt assets. I then joined a group out of business school where the emphasis was placed on avoiding foreclosure and keeping people in their homes. We partnered with the California Association & REALTORS® (C.A.R.) and Prospect Mortgage, and started training REALTORS® in short sales. And on nights and weekends, I volunteered with Los Angeles Neighborhood Housing Services to help counsel those facing imminent foreclosure. Those two experiences opened the door for me to then jump into the largest opportunity to make a significant impact on millions of homeowners: joining Bank of America and growing their short sale business 100 times. MP: That’s when HAMP/HAFA was on the rise, right? BE: Correct. Bank of America wanted to massively increase their short sale business, so I joined a Corporate Strategy group tasked with increasing short sales. Bank of America went from last place to first place in the HAFA (Home Affordable Foreclosure Alternatives) program. Last I checked, they are still first place. 136 December 2018 RISMedia’s REAL ESTATE

MP: So what led you back to Kentucky? BE: Bank of America right-sized its portfolio, so I moved back to Kentucky, where I had ownership in a bar and the Bourbon Review (a publication covering the world of bourbon and American whiskey). I immediately started two real estate funds for urban infill redevelopment in tier-two and tier-three markets in the Southeast, Emerge Property and Emerge Development. We focused more on downtown core redevelopment opportunities. All of our developments offered affordable housing, as well as market-rate housing. I was looking for opportunities where we thought predominantly millennial and service-based employees wanted to live, in and near the core of a downtown. These are places with high walkability scores. Further, we looked for locations that were close to or adjacent to a greenway transit corridor.

Shipping containers are recycled as multifamily housing units.

MP: Why walkable communities? BE: I happen to believe that people want a lot more development around transit routes. While working for Bank of America, I moved to Uptown Dallas, and the Katy Trail opened the month I moved there. I watched this trail become a vein of energy for all walks of life and all socioeconomic backgrounds. So when I moved back to Kentucky, I wanted to develop our real estate based on similar opportunities. We believe that the future is brighter if we get people out of gated communities and living amongst each other in or near walkable areas. MP: You’ve also innovated with shipping containers… BE: Yes, we have completed six construction projects using old shipping containers. We just finished a multifamily concept for Emerge Development. This marks our third year of doing a project with shipping containers, and the knowledge curve has been steep. Our most recent project features four bedrooms in each of four shipping containers. We realized penetrations were costly, so this project features some floor-to-ceiling

windows on the second floor, which will offer a stunning view of Lexington’s skyline. Further, the roof makes the structure look like a futuristic race car in a 3D view. Almost everyone grew up with Legos, so the use of them is so intuitive.

is driving consumer preference, and there’s a massive opportunity for disruptors to find authentic ways to do that. Airbnb is such an efficient marketplace for expressing creativity, and the best operators are able to infuse the localism with good service.

MP: Tell us about your foray into the Airbnb market. BE: A year or so ago, a REALTOR®told us we might want to look into Airbnb. We were building affordable, rental and luxury townhomes, with which we could serve multiple segments of the Airbnb market. We put one of our properties up on the site, and within the first 24 hours, we completely booked a 12-plex—12 one-bedroom apartments. Within a week, we had 60 dates booked, and we could never have imagined all the use-case scenarios. Right away, someone booked for all of October, November and December while they were renovating their home. We had a traveling nurse book dates for six months in advance. Corporations are using them purely as a place to bring clients for entertaining—as a third corporate space. We have an Airbnb that’s being rented to six guys who work for a FinTech start-up. They congregate here at random intervals; one is in Cincinnati, one is in Chattanooga and one in Louisiana. None of them live here, but they come and go as needed.

MP: So what advice would you give real estate professionals wanting to tap into the Airbnb movement? BE: Understand what your area is known for. It’s the age-old adage, “play to your strengths.” For us, it’s also University of Kentucky athletics, the equestrian industry and Keeneland, and lastly, medical tourism. Lexington has excellent hospitals, and people come from all over Kentucky for healthcare reasons. You also have to find people that understand hospitality and service. You have to be ready to answer questions within 5-10 minutes, even if the question is, “Do you have any Q-Tips?”; and messaging through the Airbnb app is critical. Responsiveness 24/7 is a must. You also need to build to scale. I started with one unit and that went great, so I added another unit and grew from there and needed additional scales, like three subcontractors to do the cleanings, or “turns,” as they’re known amongst Airbnb operators. We used to manage 5-6 units; now we’re managing 68 of our own Airbnb units across five geographic locations, and we manage another 115 Airbnb units for other people, as well.

MP: What implications does the Airbnb model have for the rental market? BE: I love this question. I think the 12-month lease will go away 10 years from now, as there will continue to be more specialty situations. The duration of median stay will extend. We’re at a tipping point where we’re all using something like Airbnb, whether it’s Uber/Lyft/Turo —everything makes sense to go to that peer-to-peer platform. Also, the shortage of time for everyone is becoming more acute, and the days of filling out clunky paperwork are ending. Everything needs to be seamless. There will be a further aggregation of the labor economy and the housing economy, and those will start to work in parallel. MP: How does your connection to the bourbon business tie into your real estate business? BE: The frontier of our tourism economy is experiences. Half of the Airbnb guests are coming here for bourbon. I understand what the bourbon consumer, tourist and traveler wants. We’re listening and doing focus groups, and the applications are all hyperlocal. Our most successful Airbnb unit is simply called “Bourbon, Bourbon, Bourbon!” Look at the big-box hotels. All the trends are toward delivering a local theme. No one says, “I want to stay in some agnostic hotel and eat at a restaurant in a strip mall.” People want to stay at a hip place and go to a hipster coffee joint or a funky burger place. Localism

MP: Can you give us some numbers, for the analytical readers out there? BE: We had 80 percent occupancy in the third quarter. That was an all-time high for us, and we won’t do that every quarter. But it’s averaged 67 percent for the trailing 12 calendar months. In the beginning, when I was modeling the likely revenue scenarios, I never imagined occupancy numbers over 50 percent. MP: What should someone do if they’re thinking seriously about converting a unit, or buying a unit, for the short-term rental market? BE: For the average person reading this thinking, “I don’t have time to change sheets or answer questions at all hours of the night,” I would say the following: Get in the game soon. There are best-in-class management companies emerging in this space at the local and national level. Rent out a spare bedroom, or your lake house or beach condo. Get a professional photographer with experience in vacation rentals or other staging applications; they can optimize the light and really help you to promote what makes your property unique. It’s all about authenticity. 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®..................................................................................... 140

Ascent Real Estate, Inc........................................................... 144

American Home Shield........................................................... 140

Berkshire Hathaway HomeServices Ambassador Real Estate... 144

Berkshire Hathaway HomeServices......................................... 140

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....144

Buffini & Company................................................................. 140

Berkshire Hathaway HomeServices Florida Realty................... 144

Century 21 Real Estate LLC.................................................... 140

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....144

Certified New Home Specialist ............................................. 140

Berkshire Hathaway HomeServices Georgia Properties............ 144

CINC (Commissions Inc)......................................................... 140

Berkshire Hathaway HomeServices Nevada Properties............ 144

Cole Realty Resource............................................................. 140

Berkshire Hathaway HomeServices Select Properties.................144

Create for the Human............................................................. 140

Calcagni Real Estate.............................................................. 144

CRS Data............................................................................... 140

CENTURY 21 Award................................................................ 145

DocuSign............................................................................... 141

CENTURY 21 New Millennium................................................. 145

Engel & Völkers...................................................................... 141

Coach REALTORS®................................................................. 145

The Entrust Group.................................................................. 141

Coldwell Banker D’Ann Harper, REALTORS®............................. 145

ERA Franchise Systems, LLC................................................... 141

Coldwell Banker Kappel Gateway Realty.................................. 145

Homes & Land....................................................................... 141

Diane Turton, REALTORS®....................................................... 145

Homes.com........................................................................... 141

Fillmore Real Estate............................................................... 145

HomeSmart International....................................................... 141

First Team® Real Estate.......................................................... 145

HomeTeam Inspection Service................................................ 141

GARDNER, REALTORS®........................................................... 145

HSA Home Warranty............................................................... 141

Gloria Nilson & Co. Real Estate.............................................. 145

Leading Real Estate Companies of the World®........................ 141

J. Rockcliff REALTORS®........................................................... 145

Motto Franchising, LLC®......................................................... 142

Jordan Baris, Inc., REALTORS®................................................ 146

MoxiWorks............................................................................. 142

Kinlin Grover Real Estate........................................................ 146

National Association of REALTORS®........................................ 142

Long & Foster Real Estate, Inc................................................ 146

The Personal Marketing Company........................................... 142

Lusk & Associates Sotheby’s International Realty.................... 146

Pillar To Post Home Inspectors................................................ 142

McCOLLY Real Estate.............................................................. 146

Quicken Loans....................................................................... 142

Page Taft................................................................................ 146

Real Living Real Estate........................................................... 142

Patterson-Schwartz Real Estate.............................................. 146

Realogy Holdings Corp........................................................... 142

Randall, REALTORS®.....................................................................146

realtor.com®.......................................................................... 142

RE/MAX 440 and RE/MAX Central......................................... 146

Realtors Property Resource®.................................................. 143

RE/MAX Gateway................................................................... 146

Realty Executives International............................................... 143 Realty ONE Group.................................................................. 143 RE/MAX, LLC.......................................................................... 143 RISMedia’s Top 5 in Real Estate Network®.............................. 143 Top Producer® CRM................................................................ 143 Workman Success Systems.................................................... 143 Xpressdocs............................................................................ 143 Zillow Group........................................................................... 143 zipLogix.................................................................................. 143

RISMedia’s REAL ESTATE December 2018 139

ABR® (800) 648-6224 • www.rebac.net • Chicago, Ill. • Marc Gould, Executive Director Brokers are busy with many competing priorities. They should feel comfortable with their salespeople who have earned the ABR® designation when working with buyer-clients. Real estate professionals can hone their skills in representing the needs of homebuyers in real estate transactions and earn the coveted Accredited Buyer’s Representative (ABR®) designation, giving agents knowledge and confidence to navigate the market.

AMERICAN HOME SHIELD (800) 735-4663 • www.ahs.com/realestate As the founder and leader of the home warranty industry, American Home Shield is committed to providing our customers with protection for covered major components of the home systems and appliances that make a home work. The American Home Shield home warranty is included in more than 300,000 real estate transactions per year. And, as the nation’s largest home warranty company, we pay more service requests than any other home warranty company in the nation. That’s added up to more than $2 billion over the last five years. Our Memphis-based company operates five customer service centers, employs more than 2,000 employees and has a national contractor network made up of more than 14,000 independent home-service contractors.

BERKSHIRE HATHAWAY HOMESERVICES (800) 666-6634 • www.berkshirehathawayhs.com Berkshire Hathaway HomeServices is a brand-new real estate brokerage network built for a new era in residential real estate. The network, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the market a definitive mark of trust, integrity, stability and longevity. The brand, grounded in the financial strength, efficiency and tradition of its HomeServices of America parent company, will change the face of residential real estate.

BUFFINI & COMPANY (800) 945-3485 • www.buffiniandcompany.com Headquartered in Carlsbad, Calif., Buffini & Company is the largest real estate coaching and training company in North America. Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Nick Bailey, President & CEO Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with over 9,400 independently owned and operated franchised brokerages and more than 127,000 independent real estate professionals in 80 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easterseals to build brand awareness and preference. Technology initiatives include both English- and Spanish-language consumer websites, www.century21.com and www.century21. com/espanol, a recently redesigned intranet site, www.21Online. com, and the Century 21 Learning System®, a Web-based learn-

140 December 2018 RISMedia’s REAL ESTATE

ing platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

CERTIFIED NEW HOME SPECIALISTTM (800) 428-1122 • www.sellnewhomes.com SellNewHomes.com is the online headquarters for Certified New Home Specialist™ and Residential Construction Certified™ training, sales systems and marketing tools, created by Dennis Walsh & Associates, Inc. Based in Newport Beach, Calif., the company is owned and operated by nationally recognized new-home, real estate and construction experts Dennis and Teresa Walsh. The Walshes have established Certified New Home Specialist™ as the No. 1 brand of training and support products for new-home sales success. To learn more contactus@sellnewhomes.com.

CINC (COMMISSIONS INC) (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.

COLE REALTY RESOURCE (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!

CREATE FOR THE HUMAN (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.

CRS DATA www.crsdata.com Since 1989, CRS Data has provided you with a wealth of tax data. Our new, customized MLS Tax Suite integrates seamlessly into your MLS system and gives REALTORS® current tax data, detailed maps and robust features on all browsers and mobile devices. Find listings and FSBOs quickly, evaluate them effectively and give clients professional presentations. We’re proud to provide a personal customer service experience to support our intuitive MLS Tax Suite. Learn more by visiting www.crsdata.com.

DOCUSIGN (866) 219-4318 • www.docusign.com/nar • Seattle, Wash. • Suzanne Alberti, Marketing Campaigns Program Manager - Web DocuSign is part of the National Association of REALTORS®’ Second Century Ventures investment portfolio and is the official and exclusive provider of ESIGN services for NAR members under the REALTOR Benefits® program. Offering the exclusive REALTOR® Edition, DocuSign is the safe, secure way to electronically send, sign and store real estate documents. DocuSigned documents are legally binding and backed with an audit trail.

ENGEL & VÖLKERS (212) 234-3100 • www.evusa.com Since its beginning in 1977 as a specialty boutique providing exclusive, high-end real estateservices 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 10,000 real estate advisors in more than 30 countries, offering both private and institutional clients a professionally tailored range of luxury services. 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. Each brokerage is independently-owned and -operated.

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. • Simon Chen, 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. Topnotch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its awardwinning consumer website. The ERA network includes approximately 2,300 independently owned and operated offices with over 41,000 brokers and independent sales associates throughout the United States and 34 other countries and territories. ERA Franchise Systems, Inc. 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 quali-

fied 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://marketing.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 more than 130 offices in 20 states and more than 15,000 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 has provided outstanding products and service to real estate professionals and homeowners for more than 34 years. The HSA Home Warranty helps sellers and buyers protect their budget from the cost of repairing or replacing the major home system components and appliances in their home. With HSA Home Warranty, your clients get reliable budget protection backed by exceptional service, and you, the real estate professional, get a provider who works hard to better serve you.

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 more than 500 firms that span over 70 countries with 130,000 sales professionals, visit LeadingRE.com.

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MOTTO FRANCHISING, LLC®

PILLAR TO POST HOME INSPECTORS

(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 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.

(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 and the broker, and convenient scheduling options to meet every client’s needs.

MOXIWORKS

(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.

(206) 673-4591 • www.moxiworks.com MoxiWorks is a residential brokerage services company that makes agents significantly more productive and brokerages more profitable by helping them effectively run their businesses. MoxiWorks’ 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 MoxiWorks collectively sell over $72 billion worth of homes annually.

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Bob Goldberg, CEO • Victoria Gillespie, SVP, Chief Marketing and Communications Officer • Mark Birschbach, SVP, Strategic Business Innovation and Technology • Marc Gould, SVP, Member Development • Karen Bebart, VP, Member Marketing and Communications 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 their success. Visit www.NAR.realtor/RealtorBenefits. NAR is also proud to bring the .realtor™ and .realestate top-level domains to members, to help them create a robust digital presence that supports their identity as a REALTOR®, and everything they do for their business. Visit www.get.realtor to learn more. The REALTOR® Store features print and ePublications, including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®” and the “2018 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, client follow-up systems and marketing planning services.

142 December 2018 RISMedia’s REAL ESTATE

QUICKEN LOANS

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 has been 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) 407-2162 • www.realogy.com • Madison, N.J. • Trey Sarten, VP, External 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®, Climb Real Estate®, 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 over 16,300 offices with approximately 300,000 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®

TOP PRODUCER® CRM

(888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database that 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.

(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.

REALTY EXECUTIVES INTERNATIONAL (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.

REALTY ONE GROUP (949) 346-9549 • www.RealtyONEGroup.com • Lou Gonzalez, President, Realty ONE Group Affiliates Known as the UNbrokerage, Realty ONE Group is the fifth-largest real estate brokerage and one of the fastest-growing real estate franchisors in the nation. With over 10,000 real estate professionals across the country and global expansion on the horizon, Realty ONE Group empowers real estate professionals with business tools, technology, coaching and 24/7 support that aligns with the brand’s core belief in being pro-agent with a YOU-First Focus. One-hundred percent family-owned and debt-free since day ONE, Realty ONE Group is committed to creating a dynamic “coolture” that focuses on helping their professionals achieve greater success, faster, and continues opening doors for their clients, real estate professionals and franchise owners every day.

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.

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.

WORKMAN SUCCESS SYSTEMS (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, 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.

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 serves 21 counties throughout Florida with over 40 locations and approximately 1,750 sales professionals. The full-service brokerage company, founded in 1999, is a subsidiary of Lennar Corporation, a Fortune 500 company, and is a franchise member of the Berkshire Hathaway HomeServices network. The company offers residential and commercial services as well as seasonal rentals, property manage144 December 2018 RISMedia’s REAL ESTATE

ment, REO & foreclosures, corporate relocations, referral services, title, home warranty plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty ranks among the Top 10 in the network nationwide and is the overall No. 1 fundraiser for The Sunshine Kids Foundation in Florida, having generated more than $3.5 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.

CENTURY 21 AWARD

DIANE TURTON, REALTORS®

(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, and 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 handselected 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 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, a Berkshire Hathaway affiliate, has been a revered real estate company for over 40 years. We are known for our representation and commitment to providing clients with the highest level customer service. With our exclusive Christie’s International Real Estate affiliation and Leading Real Estate Companies of the World® membership, we have a unique combination of worldwide expertise and regional connections. Our clients expect a world-class experience provided by skilled, knowledgeable agents, and we deliver consistently on that expectation.

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 RISMedia’s REAL ESTATE December 2018 145

Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff REALTORS® is the fastest-growing real estate company in the East Bay.

JORDAN BARIS, INC., REALTORS® (800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com Founded in 1952, Jordan Baris Inc., REALTORS® is among the most respected full-service real estate brokerages in Northern New Jersey. With a team of close to 150 associates, the firm operates offices in West Orange and South Orange, with teams focused on Essex, Morris, Union and Hudson counties. Jordan Baris, Inc. offers real estate brokerage to buyers and sellers of residential and commercial properties, developers, tenants and landlords; title services through JB Title Agency, LLC; and global relocation services through its membership with the Leading Real Estate Companies of the World®.

KINLIN GROVER REAL ESTATE (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 220 offices, stretching from Raleigh, N.C., to Fair Haven, N.J., and from Martinsburg, W. Va., 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.

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MCCOLLY REAL ESTATE (800) 348-2100 x206 • www.mccolly.com Since 1974, McCOLLY Real Estate has found your place to call home, from the shores of Lake Michigan in Northwest Indiana to Lake Street Beach in Chicago. McCOLLY is a proud LeadingRE member with bilingual agents in 14-plus languages among 450plus REALTORS® in 18 offices. McCOLLY Companies is the One Source for All Purpose Real Estate with its ancillary companies of McColly Insurance, Community Title, McCOLLY Auctions, McCOLLY Bennett Commercial, McCOLLY New Homes Division and Luxury Home Portfolio™.

PAGE TAFT (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 over 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With nine offices and 415 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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • 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: 415

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: 21 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans and 1031 exchange services Offices: 40 • Associates: 1,750

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 2018 147

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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • 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: Mark Williams, Relocation Director Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7655 (Direct) Email: mwilliams@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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • 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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • 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: Mark Williams, Relocation Director Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7655 (Direct) Email: mwilliams@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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • 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

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+

150 December 2018 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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • 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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

INDEX OF SERVICE PROVIDERS ABR®...................................................................................14

National Association of REALTORS®......................8, 25, 30

American Home Shield.....................................................7

The Personal Marketing Company..........................82, 98

Asian Real Estate Association of America (AREAA)....63

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

Berkshire Hathaway HomeServices...............................BC

Real Estate Express...........................................................29

Century 21 Real Estate LLC.............................................13

Realtors Property Resource®...........................................17

Clareity..............................................................................19

Realty ONE Group............................................................22

Create for the Human.................................11, 20, 97, 104

RE/MAX, LLC.....................................................................10

Darryl Davis Seminars, Inc.............................................103 FCA US LLC........................................................................41

RISMedia’s Automated Content Engagement (ACE)...............................................................9, 116-117, 151

Firepoint.............................................................................80

RISMedia’s Newsmakers....................................................5

Homes.com.................................................................... IFC

RISMedia’s Top 5 in Real Estate Network®.............92, 138

HomeSmart International................................................21

Sherri Johnson Coaching & Consulting.........................78

HSA Home Warranty................................................................ 1

Weichert Real Estate Affiliates, Inc...........................53, 90

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

Women in the Housing and Real Estate Ecosystem NAWRB...............................................................................84

NAR’s Seniors Real Estate Specialist (SRES ) Designation.......................................................................88 ®

Workman Success Systems....................................112, 115

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................86

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Capitol Hill Update: NAR’s 2018 Political Advocacy Efforts

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

regulatory issues to promote and protect a sound and robust real estate market. These efforts protect and strengthen the interests of both consumers and NAR members. Following are highlights on six key topics. Section 199A Qualified Business Income Deduction REALTORS® will be able to deduct 20 percent of their qualified business income from their income tax as a result of NAR’s advocacy. This provision is a major victory included in the Tax Cut and Jobs Act. Association Health Plans (AHP) With significant input from NAR, the U.S. Department of Labor (DOL) issued a new rule opening the door for small employers and self-employed individuals, including real estate professionals, to participate in Association Health Plans. NAR is in the process of determining whether and how AHPs can offer health insurance solutions to members and their families. These efforts will continue; however, the insurance companies have yet to show an appetite for offering a national AHP to NAR or any other trade association. While there has been significant progress, NAR must still take a number of concrete steps to find workable solutions. Flood Insurance With strong member support, NAR successfully advocated to avoid lapses in the National Flood Insurance Program (NFIP). NAR successfully lobbied for an amendment to the 21st Century Flood Reform Act (HR 2874), which would reauthorize and reform the NFIP for five years. The House of Representatives passed the bill, and it is now awaiting action in the Senate. Real Estate Competition Following a public workshop conducted by the Federal Trade Commission (FTC) and U.S. Department of Justice (DOJ), NAR reiterated its confidence that the real estate industry is highly competitive. Additionally, NAR filed a comment letter to the FTC and DOJ highlighting the multiple real estate brokerage and business mod-

152 December 2018 RISMedia’s REAL ESTATE

els offering consumers the services and prices that best fit their needs; that real estate has never been more competitive; and there is no need for antitrust regulators to continue their decade-old consent decree. Fannie Mae/Freddie Mac Reform NAR released a report summarizing insights gleaned from NAR’s roundtable on reform of the secondary mortgage market. Reform of the secondary market and the two dominant players in it, Fannie Mae and Freddie Mac, is the last major reform from the crisis that remains unfinished. Insights from NAR’s roundtable will help to inform the general discussion in regard to what reforms remain, whether the discussion is on track, and where there is a consensus. The roundtable event is part of ongoing efforts by NAR to address housing finance reform and to protect the critical source of financing that REALTORS® and their clients rely upon. NAR has been working with industry stakeholders to develop a comprehensive reform package that preserves the availability of secondary market mortgage financing under all economic and market conditions. Economic Growth, Regulatory Relief and Consumer Protection Act NAR supported provisions that reduced regulatory burdens on smaller community banks and credit unions to increase access to affordable mortgage credit. NAR also advocated for alternative credit scoring innovations by Fannie Mae and Freddie Mac to increase homeownership for consumers with limited credit profiles and access to traditional forms of credit. The new law provides regulatory oversight of Property Assessed Clean Energy (PACE) loans by the Bureau of Consumer Financial Protection (BCFP) to ensure that borrowers have a better understanding of these contracts and the potential detrimental impact on resale of property. Additionally, the new law provides important clarity for lenders regarding certain commercial loans to resolve ongoing industry confusion. NAR further supported the provision addressing the exclusion of manufactured housing retailers and sellers from the definition of a loan originator, so long as certain requirements are met related to acceptance of the residential mortgage loan application. RE

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