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WHEN TECH MEETS REAL ESTATE, THE RESULTS ARE EXPONENTIAL Boston Pads Gets Ready to Take Its Winning Formula Beyond Beantown – Page 64 Demetrios Salpoglou CEO, Boston Pads

WE KNOW LEASING. Offices powered by Boston Pads have leased the most apartments for 15 straight years. Leave the leasing to us, collect the profits and live your best life.

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Your clients are important to you — and they’re important to us, too. A lot has changed in the nearly 50 years since we’ve been in business, but one thing that hasn’t is our dedication to making homeownership easier. We look forward to helping both you and your clients in the upcoming year.

NOW & THEN How American Home Shield® has moved forward with the real estate industry for almost 50 years


To check out how American Home Shield® and the real estate industry have evolved over the last 50 years, visit www.ahs.com/realestate/guide.

© 2019 American Home Shield Corporation. All rights reserved.

This is home. It’s a place called comfort. It’s called home for a reason. It’s the place where your clients feel secure, happy, and at peace. We understand this. Through expertise and insight, our job is to help make the wonderful idea of home a beautiful reality. For every client, for every home.

800-294-5591 pillartopost.com Each office is independently owned and operated.

{Contents} December 2019/Vol. 35, No. 12 • www.rismedia.com

ON THE COVER 64 When Tech Meets Real Estate, the Results Are Exponential Boston Pads Gets Ready to Take Its Winning Formula Beyond Beantown Bridging the gap between technology and real estate is a long-standing challenge for both software developers and real estate professionals alike. But what if you were a tech expert who also ran numerous leading real estate brands in a highly competitive marketplace? Unlikely scenario? Not if you’re Demetrios Salpoglou. In this month’s cover story, the founder of technology solutions provider Boston Pads, and CEO and broker of record for the No. 1 apartment leasing team in New England for 15 years running, explains how the marriage of technology and real estate has kept his agents ahead of the pack.


HIGHLIGHTS 32 Redesigning Real Estate Take a closer look at how Realogy CEO Ryan Schneider is transforming America’s largest residential real estate company.

44 Mastering the Online Referral Game Learn how ReferralExchange LIVE is helping real estate professionals maximize the value of real estate leads.

58 Going Above and Beyond to Meet Maturing Americans’ Real Estate Needs Introducing the 2019 SRES® Outstanding Service Award winners.

72 Don’t Just Survive: Creating a

Thriving Real Estate Brokerage Despite Future Challenges


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

HEADLINERS 13 P  olicy Matters: Supreme Court Notches Landmark Victory for Property Rights

14 N  AR Power Broker Roundtable: Passing the Gavel: The Year in Review and Planning for the Year Ahead

20 Executive Appointments 22 2  019 Profile of Home Buyers and Sellers: All in the Family, and New Records Set

25 REBAC Report: 3 Ways to Boost Your Agents’ Performance in 2020

RISMedia’s REAL ESTATE December 2019 3

28 L atinx Homeownership on the Rise, With Young Adults Helping to Bridge the Gap

51 N  AR Board Passes Pocket Listings Policy

97 M  eet the Newsmakers: Sana Saleh

104 W  ebinar Recap: Delivering Amazon-Like Consumer Experiences


105 B  log Spot: 4 Tips for HomeBuying During the Colder Months

FEATURES 30 G  lobal Spotlight: A Feast for the Eyes: Luxury Real Estate in Italy

47 S  earch With Style® Taps Top Tech Talent to Change Home Search

50 R  EALTORS®’ Role in the Digital Age

52 S  trategies: ActivePipe; Homes.com; HSA Home Warranty; Quicken Loans; Rental Beast

89 D  esign a Better End to Your Workday

91 P  ower Broker Perspectives: Daniel de la Vega, Andrew Smith, Heidi Pay

94 Intel: The Digitalization of the Real Estate Industry: Is Tech Taking Over?

98 R  ISMedia’s Great Spaces

INTERVIEWS 86 L indsey Skye DellaSala and DJ DellaSala, Ancient City Real Estate

87 B  runo Rabassa, Berkshire Hathaway HomeServices LARVIA

88 R  on Shuffield, Berkshire Hathaway HomeServices EWM Realty

EXPERTS 26 B  uffini & Company – Real Estate Coaches Say Don’t Overlook This Step for 2020 Planning

39 D  arryl Davis – 3 Strategies to Make 2020 a Breakthrough Year

40 D  esirée Patno – Surge of Single Mothers Entering the Labor Force Are Seeking Homeownership

42 S  hane Dietlin – Delivering the Extraordinary to Our Nation’s Military Heroes

49 Adam Contos – Eliminating Excuses Can Change Your World

56 Ashley Farrugia – What Will Disrupt Real Estate in the Next 5 Years?

60 A  llen Alishahi – Indirect Benefits of the iBuyer Trend

63 Yazir Phelps – 5 Goal-Setting Strategies for Real Estate Agents

69 S  cott Oakley – Moving in December Isn’t So Bad

71 Jeremy Crawford – MLS Success Story: How Homesnap Is Adding Value to the MLS and Making the Market Work

75 Kuba Jewgieniew – Optimistic About 2020 Housing? There’s No Other Way to Be

76 Leon Y. d’Ancona – The Fine Art of Recruiting the Right Agents

103 Terri Murphy – 3 Strategies to Elevate Profits in 2020

POWER TEAMS 79 Verl Workman – Make a Difference

80 S  arah Bernard – 5 Ways to Create Life Balance

84 G  rowing a No. 1 Real Estate Team: It’s All About Relationships

96 S  herri Johnson – Leverage Strategies for On-Purpose Growth

EVERY ISSUE 6 RISMedia Online 9 Publisher’s Desk 16 Real Estate by the Numbers 18 Trending in Real Estate 107 Service Profiles 115 Referrals

98 4 December 2019 RISMedia’s REAL ESTATE

120 RE: Real Estate—Capitol Hill Update: NAR’s 2019 Political Advocacy Efforts


2018 Real Estate Newsmakers Award

Teresa Palacios Smith HSF Affiliates, LLC

s U Join

Photos by AJ Canaria of PlanOmatic

Wednesday, May 13, 2020

The National Press Club | Washington, D.C. Featuring RISMedia’s 2020 Class of Real Estate Newsmakers and the 3rd Annual Newsmakers Hall of Fame Inductees By Invitation Only. Please visit rismedia.com/rismedias-newsmakers for more information on attending and sponsoring.

{Online} Trending on View these and more at blog.rismedia.com! and maybe a little overwhelming. But some new research from Imovirtual can help you narrow down that massive list.

5 Home Renovations That Will Make You Fall in Love With Your Home Again Report: Where Young Veteran Homebuyers Are Flocking To

Where are young service members and veterans choosing to call home? A new report from Veterans United Home Loans broke down the numbers, showcasing the cities that saw the biggest jump in millennial and Gen Z service-member buyers in Fiscal Year 2019.

A recent Bankrate poll says that 63 percent of millennials regret purchasing their current home. That’s an alarming number, but one that accurately shows how easy it is to fall out of love with a home. Luckily, there are more options other than just cutting your losses and selling your home.

Where Should You Buy Your Second Home? New Research Can Help You Decide If you’re looking into buying a second home, the options can seem limitless,

With a new year right around the corner, check out these expert insights on the market. “Recent trends suggest a reacceleration is likely.”

“At affordable prices, it will still be a seller’s market.”

Can Building a New Home Be Cheaper Than Buying an Old One? In most cases, it makes sense to search for older things rather than their newer counterparts when you want to save money. This doesn’t, however, always hold true when it comes to buying a home.

Looking Ahead to 2020

NAR Report: These Are the Most Popular U.S. Vacation Home Counties

Do you live year-round in Nantucket County or Dukes County, Mass.? If you do, you’re in a distinct minority. According to the National Association of REALTORS®, some 55.5 percent of residences in these counties are vacation homes.

“There’s no evidence that there’s going to be upward pressure on rates.” “We need a strong ramp-up in construction.”

Connect With RISMedia @RISMediaUpdates








6 December 2019 RISMedia’s REAL ESTATE

For more on the housing market next year, keyword “2020” on RISMedia.com.

Take the long trail home. "Having a dedicated Quicken Loans Agent Relationship Manager has been wonderful. It allows me to do more with my day, knowing that I will be updated on every part of the transaction.”

Justin Cain REALTOR® Detroit, MI

Your success is our focus. We’re committed to providing an elevated mortgage experience, giving you more time to explore new trails.

RealEstate.QuickenLoans.com Quicken Loans Inc.; NMLS #3030; www.NMLSConsumerAccess.org. Equal Housing Lender. Licensed in 50 states. AL License No. MC 20979, Control No. 100152352. AR, TX: 1050 Woodward Ave., Detroit, MI 48226-1906, (888) 474-0404; AZ: 1 N. Central Ave., Ste. 2000, Phoenix, AZ 85004, Mortgage Banker License #BK-0902939; CA: Licensed by Dept. of Business Oversight, under the CA Residential Mortgage Lending Act and Finance Lenders Law; CO: Regulated by the Division of Real Estate; GA: Residential Mortgage Licensee #11704; IL: Residential Mortgage Licensee #4127 – Dept. of Financial and Professional Regulation; KS: Licensed Mortgage Company MC.0025309; MA: Mortgage Lender License #ML 3030; ME: Supervised Lender License; MN: Not an offer for a rate lock agreement; MS: Licensed by the MS Dept. of Banking and Consumer Finance; NH: Licensed by the NH Banking Dept., #6743MB; NV: License #626; NJ: New Jersey – Quicken Loans Inc., 1050 Woodward Ave., Detroit, MI 48226, (888) 474-0404, Licensed by the N.J. Department of Banking and Insurance.; NY: Licensed Mortgage Banker – NYS Banking Dept.; OH: MB 850076; OR: License #ML-1387; PA: Licensed by the Dept. of Banking – License #21430; RI: Licensed Lender; WA: Consumer Loan Company License CL-3030. Conditions may apply. Quicken Loans, 1050 Woodward Ave., Detroit, MI 48226-1906 ©2000 – 2019 Quicken Loans Inc. All rights reserved. Lending services provided by Quicken Loans Inc., a subsidiary of Rock Holdings Inc. “Quicken Loans” is a registered service mark of Intuit Inc., used under license.

EMPOWER and ENGAGE your agents

NAR’s Member Experience, Engagement & Legal team provides trusted knowledge, resources, and experiences covering: ▶ Association Governance

▶ Member Support

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Learn how your brokerage can utilize these resources at nar.realtor/engage

{Publisher’s Desk} Ready to Face the Future



just returned from the NAR Conference & Expo in San Francisco, during which time we hosted our 24th Annual Power Broker Reception & Getting into gear before the Power Broker Forum. Dinner at the FairPhoto by AJ Canaria of PlanOmatic mont, welcoming our largest crowd to-date to honor this year’s Power Brokers and real estate’s iconic leaders. We also hosted our 24th annual Power Broker Forum at the conference, “Building a Future-Focused Real Estate Business,” where our dynamic panel of brokerage leaders discussed and debated how to adapt to the constant state of flux that is today’s real estate industry (see the recap on page 72). “We clearly know some of the challenges we face, but we don’t yet know what some of those are amidst the other chaos that occurs and takes us away from that focus,” said co-moderator Mary Lee Blaylock, president and CEO of Berkshire Hathaway HomeServices California Properties. “Every good comes with unintended consequences, but every challenge is met with vigor.” Panelists agreed that being open to change is essential, however, equally as essential, is knowing and articulating your value proposition as the role of the real estate professional continues to get tested in the future. That’s exactly why Ryan Schneider has made it his priority to redesign Realogy—to ensure that Realogy’s more than 300,000 affiliated agents are equipped to deliver the type of experience consumers have come to expect. “Bluntly, real estate is behind so many industries,” says Realogy’s CEO in this month’s cover story (page 32). “We need to deliver the kinds of products and innovations that help both consumers and agents have a better experience.” Hearing Ryan and his team’s plans for the future, listening to the insights of our Power Broker Forum panel, and celebrating the many accomplishments of our brokers and award winners during our Power Broker Event leaves me awe-struck at the tenacity, talent and wisdom that runs through this industry. That’s why I’m so excited to announce RISMedia’s 2020 Real Estate Newsmakers in next month’s issue and in our Newsmakers Directory at rismedia.com. I can’t wait to pay tribute to the more than 300 Newsmakers who advanced the cause of homeownership and made headlines in 2019! Until then, from all of us at RISMedia, we wish you and your loved ones a joyous, healthy and peaceful holiday season.

John E. Featherston CEO & Publisher

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Automate Your Social Media RISMedia’s ACESocial (Automated Content Engagement) branded content helps you resonate on social media, automatically delivering your expertise to your followers, every day and with every post. • Consumer-focused real estate and lifestyle posts, including articles, infographics and professionally produced videos • Automated distribution to your social media sites (Facebook, LinkedIn, Twitter) and website • Your branding (logo, headshot, URL, and more) on all content landing pages • MLS listings on your landing page, complete with lead generation form

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We are BOLD. We are WORLDWIDE. We are RE/MAX®.

*MMR Strategy Group study of unaided awareness. ©2019 RE/MAX, LLC. Each Office Independently Owned and Operated. 19_301896

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

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

INFORMATION TECHNOLOGY Chief Information Officer Edward T. Kingston Senior Software Engineer Kal Salim Web Designer Kevin Kirwan Web Developers Silpa Raghavarapu; Hema Yemmireddy; Firas Abbas Director, Client Solutions Peter Di Salvo Information Technology Manager James Jones Research Analyst Jaxson Corsi

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PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey ACESocial (Automated Content Engagement) www.rismedia.com (Daily e-News) • blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner Real Estate Newsmakers Reception & Dinner Copyright® 2019 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.

Earn your ABR® Designation. Get started at REBAC.net.

{Policy Matters}

Supreme Court Notches Landmark Victory for Property Rights This column is brought to you by the NAR Real Estate Services group.

by Russell W. Riggs


he Supreme Court of the United States (SCOTUS) issued a landmark property rights decision on June 21, 2019, ruling that the federal courts are open to decide landowners’ claims for a Fifth Amendment “taking” of property by local regulatory agencies.

In Knick v. Township of Scott, the nation’s highest court reversed a 1985 precedent that had forced property owners to first bring takings lawsuits in state courts, a precedent which had ultimately blocked claims from reaching a federal court. This legal fight centers on an alleged burial ground on Rose Knick’s land in Western Pennsylvania’s Scott Township. A local ordinance requires landowners to allow public access to old cemeteries and burial sites. Knick challenged the policy as a violation of her property rights, but encountered what many critics call a catch-22 in takings litigation.

Under the Supreme Court precedent known as Williamson County, landowners must bring claims against local governments in state court before they can proceed to federal court, even though legal rules generally prevent federal courts from re-reviewing already litigated cases. The 5 - 4 ruling in Knick holds that suits arising under the Takings Clause can be brought as an initial matter in U.S. trial courts before being appealed in U.S. circuit courts— just like any other alleged grievance to vindicate protections in the Constitution’s Bill of Rights. Such matters are no longer relegated to state judges for resolution. The ruling clarifies that federal courts are now proper venues to test the constitutionality of aggressive land-use decisions by local regulators, as they can decide whether landowners are owed “just compensation” for a property taking. Chief Justice John Roberts’ majority opinion corrected the litigation dilemma for property owners trapped between state and federal judiciaries. “The takings plaintiff thus finds himself in a catch-22: He cannot go to federal court without going to state court first; but if he goes to state court and loses, his claim will be barred in federal court,” Roberts wrote. “The federal claim dies aborning.” Roberts added, “Takings claims against local governments should be handled the same as other claims under the Bill of Rights. We now conclude that the state litigation re-

quirement imposes an unjustifiable burden on takings plaintiffs, conflicts with the rest of our takings jurisprudence, and must be overruled.” Roberts reasoned that landowners have a claim under the Fifth Amendment—which bars the government from taking property without compensation—as soon as the taking occurs, and, therefore, have access to federal court immediately. Experts expect the ruling to have ramifications for similar challenges to local governments’ environmental regulations or land-use plans— helping landowners get to federal court swiftly. “This decision is a very long time coming for Rose and other property owners who have had federal courtroom doors slammed shut in their faces whenever they seek compensation for a governmental taking of their private property,” Pacific Legal Foundation attorney Dave Breemer, who represented Knick in the case, said in a statement. “The Court’s decision sends a message that constitutionally-based property rights deserve federal protection just like other rights.” The attorney representing the property owners before SCOTUS remarked that Knick “reject[s] barriers that unfairly deny property owners their day in court [and] sends a message that property rights are just as sacred as all other rights.” This landmark Supreme Court decision is a decisive win for Knick and property owners everywhere who have defended property rights from government overreach. With this decision, some of those rights have been restored. RE Russell W. Riggs is a senior policy representative for the Environment and Administrative Regulatory Reform, National Association of REALTORS®. RISMedia’s REAL ESTATE December 2019 13

{The NAR Power Broker Roundtable} Passing the Gavel: The Year in Review and Planning for the Year Ahead PARTICIPANTS:

Jim Imhoff Chairman, First Weber, Madison, Wis., Liaison for Large Firms & Industry Relations, the National Association of REALTORS® (NAR)

John P. Horning Executive Vice President, Shorewest, REALTORS®, Milwaukee, Wis.; Incoming Liaison for Large Firms & Industry Relations, NAR The Power Broker Roundtable is brought to you by the National Association of REALTORS® (NAR) and Jim Imhoff, NAR’s Liaison for Large Firms & Industry Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Jim Imhoff: John, welcome! It’s a pleasure to bring you to the liaison’s seat, although I’m really of two minds about handing over the gavel. On the one hand, I’ve thoroughly enjoyed the chance to steer the direction of this forum, but on the other, I’m excited to see where you’ll take it in the year ahead. John Horning: Thanks, Jim. Big shoes to fill, but I’m happy to have the opportunity. It’s an exciting time in real estate, a balanced market with a lot of opportunity, and yet, enough new ideas emerging all the time to keep us all thinking ahead.

JI: An exciting time, yes—new business models popping up, the digital landscape changing almost daily, and, at the same time, a real need to quit worrying about what the other guy is up to and focus on your own value proposition. JH: And that’s the purpose of these

roundtables, isn’t it, to assess what’s

14 December 2019 RISMedia’s REAL ESTATE

going on in the market and share the resources and best practices we can all use to take our company to the next level?

JI: Absolutely. Some of our best talks have zeroed in on adapting to all this change and challenge, tapping into millennial talent, the entry-level housing dilemma, and all the everyday issues we need to stay ahead of— disaster protocols, new technologies, business in the age of wire fraud, and everything it takes to meet or exceed our goals while keeping an eye on what’s coming down the pike. JH: It is a balancing act, and we want to keep the conversation going about how brokers can adapt to changes in the market, because competitors will keep emerging and mutating. We need to keep talking about how to embrace and leverage these challenges and be the stronger for it.

JI: And it’s not all fraught with challenge or uncertainty. We are, as you said, seeing a balanced market in most areas of the country, and we’re looking, I think, at good availability in the new year, along with affordable prices and low interest rates. JH: I think it’s important to talk, too,

about what NAR’s been bringing to the table, how they’re taking the lead and effecting important change on issues that impact us all.

JI: I’ll second that. Their advocacy team successfully led the charge for the reconditioning of Fannie Mae and Freddie Mac…and the favorable ruling by FHA on condo sales. These are concrete, bottom-line boosters that favor both brokers and consumers. JH: Then there are issues that are

more individualized, that impact the future of the companies we work so hard to build—ongoing consolidation, for example, and the role of venture

“It’s an exciting time in real estate, a balanced market with a lot of opportunity, and yet, enough new ideas emerging all the time to keep us all thinking ahead.” – John P. Horning Executive Vice President, Shorewest, REALTORS®; Incoming Liaison for Large Firms & Industry Relations, NAR

capital as brokers begin to look at retirement.

JI: We began that discussion in a roundtable this year, but with brokers aging at the same rate as the general population, it needs continuing attention. JH: Also on my moderator’s agenda

is continuing your focus on value proposition. Every region, every city, every town is different, so I hope to attract panelists from every demographic to share what’s working for them.

JI: There are issues, too, that are evergreen in nature—the things brokers grapple with every day: budgets, technology and the tools and resources that our agents want most and that bring the best return on investment. JH: That’s a good place to begin, I

think—new ideas for the new year. Thanks so much, Jim, for your good ideas and for the quality you’ve brought to these roundtables.

JI: It’s been my pleasure. Thanks for stepping in. I look forward to your panels. JH: Happy holidays, meanwhile, to you and the entire real estate community. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

Let’s keep exceeding your clients’ expectations together. You trust us to protect your clients’ homes, and that means a lot to us. We couldn’t be more excited to continue working with you in the upcoming year.

Learn more about our home warranties at onlinehsa.com. © 2019 Home Security of America, Inc. All rights reserved.

Real Estate by the Numbers


The percentage of responding agents who ranked the ability to help people as critical to their job satisfaction as a real estate professional. Source: RISMedia and McKissock Learning’s 2019 - 2020 Real Estate Agent Income Guide


The average age of today’s homebuyer, up from last year’s 32. The change is indicative of the additional time needed to save for a down payment, with student loan debt still presenting a major hurdle. Source: National Association of REALTORS® 2019 Profile of Home Buyers and Sellers


The number of current foreclosures nationwide. The highest concentrations of “zombies,” or abandoned foreclosures, are in Kansas, Maine, Montana, New Mexico and Oregon, where empty foreclosures range from 5.8 percent to 7.9 percent—considerably higher than the national rate. Source: ATTOM Data Solutions


The median national price for a detached existing home in the third quarter of 2019, up 5.1 percent year-over-year. Source: National Association of REALTORS® Metropolitan Median Area Prices and Affordability Report

16 December 2019 RISMedia’s REAL ESTATE

If the fact that this headline has has a typo is driving you nuts, you’re just the kind of detail-obsessed agent we’re looking for.

JOIN THE RELENTLESS © 2019 Century 21 Real Estate LLC. All rights reserved. CENTURY 21®, the CENTURY 21 Logo and C21® 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.


Trending in Real Estate Fewer homebuyers are having children, which is changing household composition and buying motivation, according to the National Association of REALTORS® 2019 Profile of Home Buyers and Sellers. As birth rates drop nationwide, buyers are less concerned about living near the best schools and more interested in accommodating pets with outdoor spaces. In a landslide vote, the National Association of REALTORS® Board of Directors approved the MLS Clear Cooperation Policy at the REALTORS® Conference & Expo last month, requiring brokers to enter listings into the MLS within one business day of marketing them publicly. The policy, also known as MLS Statement 8.0, centers on “Coming Soon” and “pocket” listings, as well as private listing networks, which can exclude homebuyers unfairly, according to policymakers.

The Fed lowered rates by a quarter of a percentage point in October, for the third time this year, in an 8 - 2 vote. Citing “global developments for the economic outlook as well as muted inflation pressures” in a statement released by the Federal Reserve, the rate cut is good news for those with adjustable-rate mortgages.

Consumers are increasingly interested in one-stop shopping when it comes to real estate services. According to a recent Harris Poll survey commissioned by the National Association of REALTORS®, almost half of recent homebuyers used one source to procure home-buying services in 2019, and those who did reported higher satisfaction levels.

18 December 2019 RISMedia’s REAL ESTATE

{Executive Appointments}

HomeServices of America has appointed Jon Coile to vice president of MLS & Industry Relations, a new role, to build relationships between HomeServices of America brokerages and MLSs and REALTOR® associations. Most recently, Coile was Long & Foster Real Estate’s senior vice president of Regional Development for the Baltimore, Eastern Shore and Western Maryland regions, and formerly president and CEO of Champion Realty in Maryland. Quicken Loans Mortgage Services (QLMS) announced the creation of vice president of sales and its appointment of Paul Yatooma to the new position. Yatooma will have the opportunity to work alongside QLMS partners to better understand their opportunities and challenges. Using this information, Yatooma will work closely with QLMS’ banking, operations and technology teams to ensure the company continues to deliver products and innovations that meet the actual, real-world needs of the company’s broker partners. A Quicken Loans veteran for nearly 13 years, Ya-

tooma previously served as a divisional vice president at QLMS.

Century 21 Real Estate LLC has announced the appointment of Mark Westphale as the organization’s new chief growth officer, where he will focus on capturing share in emerging and diverse markets and driving growth through franchise sales. Alongside the brand’s senior leadership, his goal is to advance the CENTURY 21® mission of transforming the real estate journey from transactional to experiential by making the home-buying and -selling process something to celebrate rather than just another stressful moment in life. Westphale will report directly to the president and chief executive officer of Century 21 Real Estate, Michael Miedler. James Sousa, president of Weichert Commercial Brokerage, Inc., announced that Paaras Vijan has joined the Weichert Commercial Brokerage team as a senior vice president in its Morris Plains, N.J., office. Paaras specializes in exclusively representing both buyers

and sellers of high-quality retail shopping centers and other types of net-leased properties throughout the country. He delivers expert advisory and acquisition services across various asset types, but is known for being a niche specialist in the acquisition and disposition of gas station and convenience store properties.

Crye-Leike Real Estate Services has announced that Steve Brown, president of Residential Sales for Crye-Leike, has been named chairman of the board for The Realty Alliance, a network of North America’s elite, full-service real estate companies. Brown was initially named a board member for The Realty Alliance in 2017 and will serve a two-year term as chairman of the board. Brown, a native of Memphis, Tenn., and graduate of the University of Memphis, entered the real estate industry in 1974 in new-home sales. In 1980, Brown became affiliated with Crye-Leike as a broker and partner in land development sales. RE For more executive happenings, please visit www.rismedia.com.

Wow Moment



Sending your new clients an impressive pre-listing package that arrives an hour before your presentation. Log in to RPR today! narrpr.com

© 2019 Copyright. All Rights Reserved. Realtors Property Resource, LLC® is a member benefit of the National Association of REALTORS®.

2019 Profile of Home Buyers and Sellers:

All in the Family, and New Records Set by Suzanne De Vita


s the cost of homeownership increases and options remain thin, family is stepping in.

Among first-time homebuyers this year, 32 percent depended on family or friends for financial help purchasing, commonly in the form of gifts or loans, according to the 2019 Profile of Home Buyers and Sellers, the annual National Association of REALTORS®(NAR) report. Buyers depended on family or friends for help saving, too. Before buying their home, 23 percent cohabitated with family or friends, accumulating down payment savings without the additional burden of market-rate rent. Furthermore, in a growing trend, 4 percent of first-time homebuyers purchased as roommates. The average first-time homebuyer put 6 percent down, according to the report, and 25 percent financed through an FHA loan, which has a more affordable down payment threshold. Despite the financial lift, 33 per-

22 December 2019 RISMedia’s REAL ESTATE

cent of buyers were first-timers— below the historic 40 percent. According to John Smaby, NAR 2019 president, a critical factor is supply, which is exceedingly limited in the starter tier, where first-timers search. “Pre-recession, the number of first-time buyers was higher in part because buyers had more options,” says Smaby. “However, over the past few years, we have unfortunately experienced a scarcity in housing inventory, especially at the middle- and lower-end of the market.” “Low inventory conditions hurt would-be first-time buyers most,” explains Lawrence Yun, chief economist at NAR. “Their homeownership dream and the opportunity to build wealth gets delayed until more inventory choices reach the market.” Because of the inventory shortage, buyers depend heavily on their REALTOR®, according to the report. Still, 52 percent found their home

A RECORD YEAR Within the 2019 Profile of Home Buyers and Sellers report there were many records set this year—a marked sign of the times. • Of all homes purchased, just 13 percent were new—an all-time low.

online—the majority. In the buyerREALTOR®relationship, they appreciate experience, honesty and negotiation and pricing skills. On the home-selling side, the average seller was 57 years old this year, and profited $60,000 at sale, the report shows. Typically, they garnered 99 percent of the price, and their home sold in three weeks. The average seller’s tenure was 10 years—considerably longer than six, the historic norm—and, when they moved, they bought newer and pricier compared to their previous property. Eighty-nine percent listed with a REALTOR®, and 66 percent were “very satisfied” with the process. “Today, repeat buyer behavior is more similar to first-time buyer behavior as tenure in home has increased,” Jessica Lautz, vice president of Demographics and Behavioral Insights at NAR, says, adding, “All buyers are doing their homework— going to open houses, following housing news—and are more reliant than ever on the expert advice of real estate agents and brokers.” RE For more information, please visit www.nar.realtor.

• Of all homes sold, just 8 percent were FSBOs, closing in on the lowest on record. • The average first-time homebuyer is 33 years old—the oldest on record. • Of first-time homebuyers, 17 percent were couples that were unmarried—a high rate, compared to the historic trend.

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

• The average non-firsttime homebuyer is 55 years old—a high hit in 2018, and repeated this year. • Of home sellers, 16 percent bought closer to family and friends—the most common motivation in the report, and a first as the most popular reason.

Stockholm, Sweden — Home of LeadingRE member Södermärklarna

Delivering the highest quality service to home buyers and sellers is what defines our invitation-only community. Our members are market leaders with distinctive personalities, deep local knowledge and the agility to address market-specific trends. They come together as Leading Real Estate Companies of the World® to leverage their inherent strength with global connections, industry-leading resources and international business opportunities.


{REBAC Report}

3 Ways to Boost Your Agents’ Performance in 2020 by Marc D. Gould


he end of the year is an excellent time to take stock of your business, including collaborating with your agents to identify any knowledge and skills gaps that need to be filled. sharpen their skills in real-time. Also, think of mentoring as an insurance policy that helps ensure that your agents are doing things right. If you can’t personally mentor your agents, consider offering programs that bring experienced and novice agents together.

Talented agents are arguably the best way to grow your business. It’s also easier to retain skilled agents if they know you’re supporting their efforts to excel. Ask your agents about their learning priorities and discuss any areas that need attention. There are at least three ways to put more emphasis on education: 1. OFFER MENTORSHIP PROGRAMS. John Crosby, a Massachusetts politician, once said, “Mentoring is a brain to pick, an ear to listen and a push in the right direction.” Who wouldn’t welcome a chance to hone their real estate skills with a trusted advisor? New licensees, in particular, often want and need guidance from an experienced agent. A lack of mentoring opportunities may help explain the growing popularity of real estate teams, where everyone has assigned roles, and the team leader provides the guidance and “glue” that keeps the team working as a cohesive unit. Brokers who offer mentoring opportunities can help agents quickly come up the learning curve and

2. SUPPORT PROFESSIONAL REAL ESTATE COACHING. For some agents, the best way to boost performance is by enlisting the services of an outside coach, such as those provided by Buffini & Company, among others. Before investing in these services, make sure the coaching goals align well with your brokerage. Incidentally, for more evidence of the importance of coaching and mentorship, check out Engel & Völkers’ 2018 survey of residential agents, called The State of Real Estate Recruiting. When asked about pain points that might motivate a change, 67 percent of respondents said they do not receive one-on-one coaching or mentorship from their brokerage. Only two other issues had higher dissatisfaction ratings: lack of health insurance benefits and inadequate lead generation. 3. OFFER TRAINING SESSIONS. When Baltimore broker Nakia Evans was promoted to office manager in 2017, she had only been a full-time agent for a year; however, her passionate work ethic and voracious appetite for knowledge helped her

recruit 50 agents in her first year. How? She developed an agent boot camp that teaches best practice skills like time-blocking, business planning, and more. To boost attendance, she actively promotes her boot camps and other educational programs on Eventbrite, Facebook and Instagram. A firm believer in education, Evans lives by the motto, “The more you learn, the more you earn.” In-house training may require more time and effort than you’re able to muster. That’s one excellent reason to rely on the pros. Plus, many professional real estate courses also qualify for continuing education (CE) credit. Consider providing financial support for agents and staff members who could benefit from sharpening their skills. There are many excellent options, including training in marketing strategy and lead generation, pricing, negotiation, and more. (Visit training4re.com for a complete list of course offerings from NAR’s Center for Specialized REALTOR® Education.) When it comes to helping your agents excel in their work with buyers, it should come as no surprise that I strongly recommend the Accredited Buyer Representative (ABR®) training. Learn more at 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.

RISMedia’s REAL ESTATE December 2019 25

Real Estate Coaches Say Don’t Overlook This Step for 2020 Planning by Buffini & Company


he holidays are in full swing! Have you taken time to go over your business plan for 2020 yet? While you prepare for the next calendar year, real estate coaches also recommend reflecting on the past one, and adjusting strategies accordingly. You’ll take stock of what went well, where your time and energy was spent, and what you can change moving forward.

There’s another important piece of the reflection process that real estate coaches want you to include. It’s critical for ongoing success, yet agents are quick to overlook it and exclude it altogether from their reflection. That element? Celebration. “When acknowledged, our wins— even very small ones—create positive energy,” Theresa Vavrek, a real estate coach at Buffini & Company, explains. “They make us feel accomplished and ready to do more and get even better next time.” Celebrating achievements is one of the most productive activities real estate agents can do for their business at the end of the year; however, busy schedules make it the easiest step to skip, according to Rachael 26 December 2019 RISMedia’s REAL ESTATE

Yeaman, also a Buffini & Company Certified Coach. “It takes time, and a lot of people don’t give themselves that luxury,” says Yeaman. There are a few other reasons why people are so hesitant to celebrate achievement. Yeaman says many of us have a natural tendency to undermine our own achievements when we feel like we should be doing those things anyway—think going to the gym, delivering client gifts, reading more books, etc. Furthermore, many agents worry about showboating or being perceived as egotistical for drawing attention to their accomplishments. In reality, says Yeaman, celebrating our own achievements actually

means celebrating others. “Nobody performs anything in isolation,” she says. “Every single accomplishment we have is representative of everybody that helped us achieve that goal.” The Buffini & Company real estate coaches encourage agents at the beginning of the year to start a journal. This way, when it’s time to reflect, agents have an ongoing list of wins and the people who helped, so nothing slips through the cracks. Vavrek recommends scheduling some quiet time to go over that list in order to identify big accomplishments and develop a strategy moving forward. “Give reflection the time it deserves, and make it intentional,” advises Vavrek. “Otherwise, we are looking at doing things the same and expecting a different result.” Once you’ve spent time reflecting and you’ve taken note of your accomplishments, Yeaman says it’s time to have some fun. There are a handful of fun and stress-free ways to celebrate with your database, like throwing a small party for your strongest supporters. “Many of my clients host gratitude gatherings where they honor the people who are there and acknowledge how they’ve helped them,” says Yeaman. She also encourages agents to spend time with those closest to them. After all, she says, achievement is a collective effort. “Go out with your spouse, significant other, family, parents or kids to celebrate, honor, acknowledge and thank them for the role they played in the year’s accomplishments.” As you navigate the busy endof-year time, remember the advice of the top real estate coaches. Reflect on the past year, but don’t forget to celebrate your wins and achievements. RE To work with a Buffini & Company real estate coach of your own, visit www.buffiniandcompany.com/coaching/one2one/.

Relationships Matter

What Matters To You And Your Business?


Latinx Homeownership on the Rise, With Young Adults Helping to Bridge the Gap by Liz Dominguez


ver the past seven years, the seasonally adjusted homeownership rate has either increased or remained stable, buoyed by advances in the Latinx community and by young adults in general. According to a report by Zillow, Latinxs are purchasing property at higher rates than the general American population. “In the face of a seemingly insurmountable disparity, the good news is that the Latinx homeownership rate is climbing and, as a group, they want to own homes,” said Skylar Olsen, Zillow’s director of Economic Research, in a statement. “If that trend is supported, it will help build up the Latinx middle class and create a strong driver for the whole economy. Regardless of race or ethnicity, a 28 December 2019 RISMedia’s REAL ESTATE

growing diversity of housing options is essential for the wealth-building and health of all communities.” According to Freddie Mac, of all U.S. homeownership gains, Hispanics account for 62.7 percent, with about 485,000 new households formed in 2018. While there has been progress, helping to close the gap between Hispanic and white homeownership, there’s still a rift.

What are the challenges? According to Freddie Mac, there are three major ones: insufficient credit scores; the inability to afford a down payment; and insufficient income for monthly payments. Affordability, in general, is the primary obstacle. The income gap is wide, as the typical Latinx household only earns 75.7 percent of what average U.S. white households earn, according to the report by Zillow. In terms of overall wealth, Latinx households typically hold only 12.2 percent of the average white household wealth. This, compounded with racial inequality, creates a major hindrance to homeownership. The last housing bubble played a major role, too. Compared to white households, Latinx homeowners carry a greater share of their wealth in their property (38.1 percent versus 64.7 percent), according to the report. For many Latinx homeowners, even more of their wealth was tied to their home (73.1 percent)

“While there are substantial barriers to closing the homeownership gap, we expect the Latinx homeownership rate to accelerate as the population becomes better educated, earns higher incomes and ages into prime homebuyer years.” - GARY ACOSTA Co-Founder and CEO, National Association of Hispanic Real Estate Professionals (NAHREP)

during the Great Recession. Because they had fewer external assets to help soften the blow, many went underwater on their mortgages and lost their homes. A large portion of Latinx homes were foreclosed on (19.4 percent). Progress, in large part, is tied to young buyers. In the last year, the young adult (under age 35) homeownership rate increased by one percentage point to 35.3 percent. For older adults, the increase was slightly lower, at 0.8. For the old-

est Americans, the rate actually fell by 0.2 points for those 55 to 64 years old. Because Hispanics tend to be younger in general compared to other racial and ethnic groups, their steady rise in homeownership is tied to that of the general young adult rate across the U.S. Even with these strides, the difference between Latinx and white homeownership rates is significant. Currently sitting at about 24.7 percent, the gap could T:7.5”take decades to close, according to Zillow.

“The Latinx community is the youngest segment of our population by far, so it is not surprising that they lag the general population in income and homeownership rates,” says Gary Acosta, co-founder and CEO of the National Association of Hispanic Real Estate Professionals (NAHREP). “While there are substantial barriers to closing the homeownership gap, we expect the Latinx homeownership rate to accelerate as the population becomes better educated, earns higher incomes and ages into prime homebuyer years.” RE For more information, please visit www.zillow.com.

Liz Dominguez is RISMedia’s associate content editor. Email her your real estate news ideas at ldominguez@rismedia.com.

A NATIONAL CAMPAIGN FOR YOU AND YOUR AGENTS Leverage the success of the national ad campaign by showcasing who you are and the value you bring to the communities you serve. We built campaign materials that NAR members can utilize. Visit ThatsWhoWeR.realtor to download the campaign style guide and logos, and personalize assets such as digital banners, print ads, social posts, and more!

REALTORS® are members of the National Association of REALTORS® RISMedia’s REAL ESTATE December 2019 29

{Global Spotlight}

A Feast for the Eyes: Luxury Real Estate in Italy by Paige Tepping Based in Verona, Italy, Cofim Immobiliare Vr SAS was founded in 1993. Committed to satisfying each and every customer who walks through the door, the firm goes above and beyond to provide high-quality service and professionalism throughout the home-buying and -selling process. Here, Founder and Owner Marco Argentieri provides a glimpse into the luxury Italian market.

markets in which we work. This is a trend that’s occurring in Verona, as well as throughout the Veneto countryside. We’re also seeing prices rise in the Lake Garda area, whether prospective buyers are considering new construction, lakefront villas, penthouses in the city center or historical homes. Additionally, we have an abundance of “ancient homes” that often come with large amounts of land that aren’t easy to sell.

Please describe your current housing market. Marco Argentieri: As far as average home prices in the area, apartments are typically priced right around €600,000, with villas boasting price tags of €800,000. While price reductions have been the norm over the past few years, beginning in 2019, we’ve seen prices stabilize in many of the

30 December 2019 RISMedia’s REAL ESTATE


Tell us about the types of properties in your market and which are most popular. MA: The two most popular types of properties in our market are apartments and villas. Breaking that down even further, 80 percent of our customers are interested in purchasing an apartment, while 20 percent are searching for the perfect villa to call home.

“We’ve seen prices stabilize in many of the markets in which we work.” – Marco Argentieri Founder and Owner, Cofim Immobiliare Vr SAS

What types of buyers do you work with? Are they predominantly local, or mixed from other countries? MA: In the city, most of our buyers (70 percent) are local or coming from other Italian cities (20 percent) for work or to increase their quality of life. Buyers from foreign countries make up 10 percent of our customer base within the city. In the Lake area, 40 percent of our buyers are local, 30 percent are from other Italian cities and 30 percent are from foreign countries.

What are some of the most important trends in your market? MA: One of the biggest trends we’re seeing is an increasing demand for new homes (apartments/villas) that incorporate green features and have a smaller footprint (80 160 square meters).

How does being part of Leading Real Estate Companies of the World® help advance your business? MA: Being part of LeadingRE is very useful when it comes to getting listings, as homeowners enjoy the international exposure we can provide. Another benefit is the referral system, which also works very well for us. RE For more information, please visit www.cofimimmobiliare.it. Argentieri’s headshot photographed by PlanOmatic.

RISMedia’s REAL ESTATE December 2019 31

by Maria Patterson Photo by Joseph Jerman

32 December 2019 RISMedia’s REAL ESTATE

Ryan Schneider President & CEO, Realogy


ith change happening too fast to keep up with, trying to hold onto the real estate business as we know it could be a short road to demise. That’s why, with six franchise residential real estate brands—Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Corcoran Group®, ERA® and Sotheby’s International Realty®—and more than 300,000 affiliated agents within his purview, Realogy President and CEO Ryan Schneider is fast-tracking transformation at the country’s largest provider of residential real estate services.

Although he stepped into the CEO role less than two years ago, Schneider is no stranger to steering corporate giants through consumerdriven change, thanks to his years at Capital One. Perhaps it’s this outsider’s perspective that has helped him to clearly see just how and why the real estate industry has evolved to where it stands today. “Consumers are increasingly raising the bar in our industry and others by wanting more, faster, better in whatever experience they’re having, including the home-buying experience,” says Schneider. “The real estate experience needs to be better for the consumer, because that will make agents better.” And according to Schneider, no one is better positioned than Realogy to help agents deliver the experiences consumers are now demanding. “First, we have the scale,” he explains. “We have a very large presence nationally that allows us to partner with people who also want to be national. We also have the diversity of brands to try different things to appeal to agents and consumers. We also have an incredibly strong financial position that gives us the ability to invest in and support technology. We have all the pieces to make agents more successful.”

REDESIGNING REAL ESTATE FOR CONSUMERS Realogy’s intent is not change for the sake of change. On the contrary, Schneider is leading the transformation of the company based on three

critical factors that are converging to drive change. Not surprisingly, they all lead back to the consumer. “First, despite all the predictions about the demise of the agent, consumers are using agents at higher rates than ever because of the complexity, rarity and financial size of the house transaction,” explains Schneider. “Consumers are placing more value than ever on the agent who can shepherd them through this rare transaction.” The second factor involves technology...or the lack thereof. “Bluntly, real estate is behind so many industries,” says Schneider. “We should be using technology to support the agent and the consumer and create a better, easier and faster transaction. We need to deliver products and innovations that help both consumers and agents have a better experience.” The lag in technology, in fact, has fueled much of the disruption the industry currently contends with; but Schneider sees that as a good thing. “This industry has a lot more opportunity to provide great products and help agents do things faster and more efficiently. We want to be the leader in that kind of disruption.” On the other hand, financial disruption from big-capital investors is bad for the industry and bad for the consumer, says Schneider. “It’s had a negative outcome for the consumer in the form of higher fees and lower bids on houses. Half of the six biggest real estate companies operate at a loss, and, over time, that

can’t be good for agents and consumers. You can’t be sustainable if you’re not profitable.” And this will lead to the third factor heavily influencing industry change: inevitable consolidation. “The top five brokerage firms have less than 15 percent marketshare. If you look at the top five of anything in any industry, there is usually much more consolidation. I believe there will be more consolidation in the residential real estate industry, as well.” With the landscape thus laid out, Schneider is ready. “We’re excited to compete,” he says. “We believe the things we’re doing on the product side and the technology side combined with our strength as a company financially will create a winning formula as the industry goes through consolidation and growth.” Ryan Gorman, President & CEO, NRT; incoming CEO, Coldwell Banker

JUMPSTARTING CHANGE WITH REVOLUTIONARY PARTNERSHIPS To help fast-track transformation, Realogy has introduced a quick succession of high-level partnerships—many with big-name consumer brands—over the last several months. According to Schneider, these unique alliances are designed to create higher quality lead generation and give agents the ability to deliver a better experience for consumers. RISMedia’s REAL ESTATE December 2019 33

“In the industry to-date, companies have focused on either consumers or agents,” says NRT President and CEO, and incoming Coldwell Banker CEO, Ryan Gorman. “We know we serve agents, but because of our size and scale and technology prowess, we’re able to deliver incredible value for the agent to give to the consumer.” Realogy’s collaboration with Amazon to create the TurnKey program is a perfect example of delivering value to the consumer via the agent. TurnKey matches up potential homebuyers with a select Realogy brand agent. If the consumer purchases a home with that agent, they receive up to $5,000 worth of Amazon Home Services (gift card) and smart home products (delivered directly to their new property and installed). “You have to leverage what is uniquely you...what no one else can replicate,” explains Realogy Franchise Group President and CEO John Peyton. “And what’s unique about Realogy is its size and scale. Companies like Amazon want to do business with us, and that opens up new channels to consumers.” TurnKey is also Realogy’s way of bringing lead generation to the next level. “Leads that come from portals like Zillow are low quality, typically converting at 1 percent,” says Peyton. “The new phase of lead generation involves partnering with firms

John Peyton, President & CEO, Realogy Franchise Group

34 December 2019 RISMedia’s REAL ESTATE

where technology not only helps us identify the lead, but helps us nurture them so that when they’re assigned to the agent, they’re higher converting.” In 2020, Realogy will also begin rolling out its recently announced affinity partnership with AARP, incentivizing the organization’s 38 million members with a cash-back reward (or commission discount or gift card) for working with a Realogy brand agent when they buy or sell a home. Again, Realogy’s size and scale comes into play as a distinct advantage. As Schneider says, “The benefit of being large around brand, technology and data, and being able to deliver products or benefits, is important because people like Amazon or AARP are going to want to partner with only those companies that can reach members.” “These programs give our agents something brand new to talk about and bring to the listing presentation,” adds Peyton. “They’re designed to generate new, higherconverting leads. With TurnKey, for example, we’re pleased to see that the conversion rate is already significantly higher than 1 percent.” According to Head of Realogy Product and Innovation Group Simon Chen, Realogy’s partnerships are also designed to build relationships between agents and consumers— and according to the statistics, that’s urgently needed. “In 2011, about $30 million was invested in what is now known as proptech,” says Chen. “In 2018, that number jumped to $12 billion.” But the more compelling statistic for broker/owners should be the one that comes from the National Association of REALTORS®, says Chen: 90 percent of consumers say they would use the same real estate agent again, but only 12 percent do. “We want to build solutions to help agents stay connected more meaningfully over the tenure of the homeownership cycle,” Chen explains.

“Technology that helps them create a higher level of engagement.” Technology programs like these are not just designed to offer a unique service to consumers, but to position agents as a resource outside of the transaction. “We have to transform the agent’s website to something much more immersive,” says Chen. “The agent’s website must become the persistent online homeownership resource as opposed to a transaction-based experience. There are a lot of relationships that can be teed up for the consumer that can be literally anything related to homeownership. That way we expand the real estate agent’s role and theater of operation across the homeownership lifecycle.”

TRANSFORMING THE IBUYER EXPERIENCE While the industry debated the intent and ramifications of iBuyer programs, Realogy went to work on creating a solution it felt served the needs of all parties involved: consumers, agents and brokers. “For some relatively small, but important segment of consumers, there is an extreme need and willingness to pay for a different experience when selling a property,” explains Gorman. “We entered the iBuying space and began to learn more about consumers’ needs. What we learned was that a vast majority of home sellers have a high desire for the peace of mind that comes with a cash offer, but they are best served by a traditional real estate agent.” To create this best-of-both worlds scenario, Realogy teamed up with Home Partners of America to launch RealSure this past October. With two components aimed at both the home-selling and home-buying consumer—RealSure Sell and RealSure Mortgage—Gorman says the program is a “natural evolution of the iBuyer experiment.” (continued on page 36)

ADVANCING THE CAUSE FOR BROKERS AND AGENTS “Ryan Schneider is the CEO of the largest real estate company in the nation, yet he takes the time to engage with real estate agents across the country to listen, learn and lead. When speaking with Ryan, it is evident that he has a great deal of respect for agents and the work we do. In changing times with lots of noise in the market, we feel confident and proud to have such a leader.” -The Jills Zeder Group Global Luxury Ambassadors, Coldwell Banker Residential Real Estate, Miami, Fla.

“Our partnership with Realogy and Sotheby’s International Realty® over the last 11-and-a-half years has been nothing short of incredible. Their support has played a key role in our growth, from our first acquisition in 2008 of a fouroffice, 90-agent firm, to today where we now have 44 offices and over 800 agents. We will close $7.5 billion in 2019 sales volume, and our partnership with Realogy and Sotheby’s International Realty is a major reason for this success and growth. Bottom line, it wouldn’t have happened without them.”

“One of the best things about partnering with CENTURY 21® and Realogy is the fact that you are never alone. Having the ability to brainstorm and bounce ideas off the global network of high-caliber real estate leaders and companies that make up the Realogy family is priceless. Further, knowing that Realogy is focused on business generation at all levels with the wide variety of resources and tools provided to our members, is both comforting and extremely profitable for us as brokers.”

“BHGRE Gary Greene knows consumers are looking for brokerages to offer the best solutions the industry has to offer when it comes to selling and buying homes. We believe our affiliation with Better Homes and Gardens® Real Estate and its parent company Realogy gives our agents a distinct and competitive advantage in the marketplace. We know the commitment Realogy is making in technology and AI will benefit our brokerage and lead to increased agent productivity and higher conversion rates for online leads.”

-Scott Webber CEO, LIV Sotheby’s International Realty, Sierra Sotheby’s International Realty and Summit Sotheby’s International Realty

-Todd Hetherington Founder, Co-Owner & CEO, NM Management, Inc./ CENTURY 21 New Millennium

-Mark Woodroof Managing Partner, Better Homes and Gardens Real Estate Gary Greene

RISMedia’s REAL ESTATE December 2019 35

(continued from page 34)

RealSure Sell aims to safeguard the consumer in the iBuyer situation by providing a cash offer while still allowing agents to list the home during a 45-day timeframe to gauge the best value. If the home does not receive a higher offer while on the market during this timeframe, sellers can either accept the cash offer or reject it and continue with the traditional listing methods. On the other side of the transaction, RealSure Mortgage allows consumers to leverage their RealSure Sell cash offer to make an offer on their next home even before their existing property is sold. Gorman also points to RealVitalize as another innovative, seller-focused program that agents can add to their quiver to build relationships and win listings. “Listing agents are excellent advisors on how to position a home at the right price to sell it in the shortest time,” he explains. “Sometimes homeowners are reluctant to invest in ways that will maximize income from the transaction. In those instances, RealVitalize allows the agent to step in and leverage Realogy’s relationship with HomeAdvisor to help make the property ready to sell, and save the home seller from the financial burden until liquidity.” Through RealVitalize, a homeowner who lists their home for sale with a participating brokerage company will have the option to make nonstructural home improvements and repairs using a service professional from the HomeAdvisor network. The brokerage will cover the upfront costs of the repairs, which will be repaid by the seller when the property sale closes, or the listing expires. Programs like RealSure and RealVitalize, while providing very specific benefits for consumers, provide Realogy affiliated real estate professionals with important competitive differentiation. As Gorman says, “An agent’s best advantage is themselves—their experience in the market. Programs like these allow them to bring value to consumers in ways that are sur36 December 2019 RISMedia’s REAL ESTATE

prising and delighting.”


Simon Chen, Head of Realogy Product and Innovation Group

Behind Realogy’s programs and product launches is a revamped technology engine designed to enhance—not compete with— the agent’s relationship with consumers. “Technology doesn’t replace high-value, complex things like real estate agents shepherding people through a transaction that happens only once every 5 - 10 years,” explains Schneider. “A lot of technology actually makes people into superheroes.” In order to create an environment in which the best technology solutions can be created and thrive, Realogy has embraced an open architecture platform. The goal is simple: provide the necessary flexibility for brokers and agents to personalize technology for their individual needs. “At our size, you can’t build something that will work for 100 percent of the people,” says Chen. “We are building an open framework API so other offerings will work with the Realogy platform. This will give our brands a lot of flexibility. We’re enabling brokers and agents so they can grow their business their way. That’s our role as an operator—to provide the tools to help them succeed.” Fueling the effectiveness of Realogy’s technology offerings is the depth and breadth of its data. “We’ve learned that no matter how magical or dynamic your product is, if it’s garbage in, it’s garbage out from a data perspective,” says Chen. “That’s why organizations like Upstream and RESO are trying to create consistent data. But from our perspective, because of our scale and reach, we’re able to leverage the most accurate, timely data in the industry so that our brokers and agents won’t have the issue of garbage in, garbage out. In effect, we have our own version of Upstream.”

THE END GAME: TRANSFORMING THE EXPERIENCE FOR AGENTS AND CONSUMERS At the end of the day, Realogy’s partnerships, programs and technology strategies are aimed at one thing: giving franchisees and agents what they need to create a relevant value proposition and enhanced experience for today’s consumer. “Realogy has deep roots in serving agents and owners with tools, technology and marketing to make agents more productive and profitable,” says Peyton. “Whether it’s AARP or Amazon or Home Partners of America, these large national partners offer agents a way to get closer to the consumer in a way that I think only Realogy can.” “A lot of what we rolled out surprised agents and franchisees,” says Gorman. “They are surprised that we are innovating so rapidly and taking risks, and moving the industry forward as quickly as we are. They view the company as helping them differentiate themselves and serve the consumer in ways no one else has been able to.” “Our agents are fighting for consumers every day,” says Schneider. “We are creating more tools to help them fight, to help them stand out.” RE

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





MARKET YOUR BUSINESS AND LISTINGS CREATIVELY. Personalized .realtorâ„¢ and .realestate web addresses show off style, properties, and expertise. Register a unique domain for your business, then help your agents do the same. Tell clients precisely who you are and what you do. Own your brand online.


3 Strategies to Make 2020 a Breakthrough Year Commentary by Darryl Davis, CSP

sales/listing goal that will make you smile and increase your bottom line. Goals are personal things. The idea is to make it something that gets YOU excited about getting out of bed every day.

2. MAKE IT PUBLIC. The more we share what our goals are, the more life we breathe into them and the more we invite others to be part of a shared experience. It’s amazing how much more we can accomplish when we’ve got cheerleaders in our corner who know what our goals are and are rooting for us every step of the way.


oals can be tricky things, and sticking to them even trickier. As you head into a whole new year, with new energy and passion and a crystal-clear vision for what you want to accomplish, I want you to first take some time to reflect on how far you’ve already come. What breakdowns in the past year have led to breakthroughs in your business, relationships, skill levels or personal growth? What were the “aha” moments that changed your course? What ideas or lessons that could have been game-changing never made it to fruition? With those things in mind, let’s look at what you want to accomplish in 2020. I’m not a big fan of resolutions, but I’m totally a fan of having a plan that you can break down into monthly goals to keep yourself on track and motivated to make great things happen for yourself, your business and your family. Here are three strategies to keep in mind:

1. KEEP WHAT YOU’RE COMMITTED TO SIMPLE. Put just five things, or goals, on your bucket list each

month. Too many goals muddy the water, create a sense of overwhelm, and cause us as human beings to shut down. Think of what it feels like when you see a Cheesecake Factory menu. There’s SO much there, right? What do most people do? Order the same thing they always do because it’s too overwhelming to do anything else. Sometimes it’s something as simple as improving over the month before, having the ability to streamline your business so that you can spend more time with the ones you love or hitting a

3. KEEP TRACK. Every night, ask yourself, “What did I do today to bring me at least one step closer to my commitment?” Write it down in a journal or your daily planner so that you can keep that commitment and your progress top of mind. This will help you keep that vision and focus front and center and take you further than you’ve ever imagined. I hope that helps. My goal is to coach agents to not just thrive as real estate professionals, but design lives and careers worth smiling about. Put the right mindsets, systems, training and people in place and you’ll stress a lot less and smile a lot more. I’m here to help. RE Darryl Davis has spoken to, trained and coached more than 100,000 real estate professionals around the globe. He is a best-selling author for McGraw-Hill Publishing, and his book, “How to Become a Power Agent in Real Estate,” tops Amazon’s charts for most sold book to real estate agents. He is the founder of the Next Level® real estate training system The Power Program®, which has proven to help agents double their production over their previous year. Davis earned the Certified Speaking Professional (CSP) designation, held by less than 2 percent of all speakers worldwide. To learn more, visit www.ThePowerProgram.com.

RISMedia’s REAL ESTATE December 2019 39

Surge of Single Mothers Entering the Labor Force Are Seeking Homeownership Commentary by Desirée Patno


ingle women have outpaced men in homeownership since 1986, according to the U.S. Census Bureau. By and large, college-educated women who have delayed marriage have greater buying power and overall financial independence. As more single mothers enter the labor force, they are one step closer to financial independence and being able to afford a home.

Despite facing many barriers to employment, such as finding affordable childcare and predictable work schedules, the share of young, single mothers in the workforce increased 4 percentage points since 2015, as shown in recent Current Population Survey (CPS) data. The rise in single mothers entering the workforce has been a response to less reliable federal policies, such as welfare, that have left working for pay the only option. In addition, new policies at the local level, such as paid leave, minimum wage increases and other family-friendly policies, have made it easier for single mothers to take advantage of the competitive labor market. The highest growth in em40 December 2019 RISMedia’s REAL ESTATE

ployment for young mothers has been in nursing and in managing and moving warehouse inventory. According to a Federal Reserve Bank of San Francisco report, women of all races and ethnicities between the ages of 25 and 54 have increased their share in labor force participation since 2014. The share of women with either a college education or more in the labor force is the highest among all groups by educational attainment, but growth has not been as significant in the last few years. There are 2.7 million mothers between the ages of 25 and 34 who are not married or living with a partner, and they make up nearly 25 percent of all mothers in this age group. On

top of the daily challenges of raising children on their own, these women also tend to be poorer and less educated than other women their age. Half of single mothers make less than $30,000 per year, which is true for only 20 percent of all young women. Half of single mothers also have only a high school diploma or less, compared to just 29 percent of all young women. Single mothers in both rural and urban areas without a college degree, however, account for a majority of the recent increase in single mothers’ participation in the labor force. Single or not, with children or without, women seek homeownership for a variety of reasons, including having a sanctuary or refuge, cementing one’s professional progress and helping lay an economic foundation for years to come, and providing a stable home for their children. Fortunately, there are resources available for single women homebuyers to assist them in the home-buying process. For instance, programs are offered by the Federal Housing Administration (FHA) and the United States Department of Agriculture (USDA), as well as at the local and state level. Mortgage Credit Certificates (MCCs) and Individual Development Accounts (IDAs) are also at their disposal. These programs can help single mothers buy homes and assist with the down payment regardless of whether or not they have a low income or poor credit history. RE Desirée Patno is the CEO and president of Women in the Housing and Real Estate Ecosystem (NAWRB) and Desirée Patno Enterprises, Inc. (DPE), as well as chairwoman of NAWRB’s Diversity & Inclusion Leadership Council (NDILC). With 30 years of experience in housing, Patno is a champion for women’s economic growth and independence. In 2017, Entrepreneur.com named her the Highest-Ranking Woman and 4th Overall Top Real Estate Influencer to Follow. For more information, please visit www.nawrb.com.

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Delivering the Extraordinary to Our Nation’s Military Heroes Commentary by Shane Dietlin

Editor’s Note: Dietlin bought his first house in 2005 as a 22-year-old Cpl. class in the Marine Corps after learning first-hand the value of owning real estate, creating residual income and being a seasoned investor from his father. Since that time, his mission has become to assist his peers in the military to buy and sell real estate.

The American Dream of homeownership. For our nation’s military, who protect that ideal around the globe (as well as our rights and freedoms), buying and selling real estate is a challenging and tricky process. They deserve to receive extraordinary experiences along every step of the client relationship. For members of the military, there are many rules and regulations they need to be aware of beyond those of civilian consumers. As an affiliated agent of CENTURY 21 Sweyer & Associates, I have had the pleasure to work with military families for many years. Here, I’d like 42 December 2019 RISMedia’s REAL ESTATE

to provide some proven advice and offer ways my peers in the military can get to their desired outcomes along the real estate journey without learning the hard way and dropping a great deal of unnecessary money. My first, and perhaps most important, recommendation is that military homebuyers and sellers partner with a real estate agent who specializes in working with consumers in their field in order to get the personalized and unique attention necessary, as well as the support and industry knowledge they need to make informed decisions. Second, since active military are often relocated every three to five years, it is imperative to think of the home as an investment, specifically the costs of owning a home beyond the mortgage and insurance policies, from the regular upkeep of appliances, electronics and HVAC to potential water hazards. These costs need to be worked into the entire cost of the home, and, ultimately, the decision-

making process to buy and/or sell. For example, if the finances pencil out that a buyer would be saving $200 a month versus what they’ve been paying in rent, is that enough to cover any repairs that could arise in the future? Remember, military should think of the property as an investment and not act on it like it’s a home. Conversely, if someone in the military is moving to another base, run the numbers before deciding. In many cases, in lieu of selling, it may make sense to become a landlord and earn rental income. Lastly, as a local Marine Corps instructor, I want my students to understand the ins and outs of real estate and take advantage of the benefits they earn by the sacrifices made for our country—the biggest example being the VA (Veterans Administration) loan program. Most people think they only have one VA loan per lifetime and that they can only use it after leaving the service. Both are myths. Plus, most military are unaware that there is no fixed VA loan maximum and that they can borrow as much as a lender will lend (this is expected to roll out in 2020, and, as of press time, is not yet confirmed). Of course, most lenders will loan up to the VA’s guarantee. The standard VA loan limit is currently $484,350 for most U.S. counties, an increase from $453,100 in 2018. That means qualified VA buyers in most parts of the country can now borrow up to $484,350 before needing to factor in a down payment. Knowledge is power. For our nation’s heroes considering real estate as an investment option, the power is understanding these and the many other rules and regulations as they apply to military personnel. RE Shane Dietlin is an agent with CENTURY 21 Sweyer & Associates in Jacksonville, N.C. For more information, please visit www.century21.com/careers/ learn/why-c21.

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Mastering the Online Referral Game ReferralExchange LIVE helps real estate professionals maximize the value of real estate leads by Paige Tepping


ince 2005, ReferralExchange—a nationwide referral and lead management service— has been creating real estate experiences between agents and clients that are second to none. Expanding the company’s referral offerings even further, ReferralExchange launched a new service this past summer that helps agents make the most of their network by verifying and qualifying contacts acquired through their third-party lead generation efforts. Dubbed ReferralExchange LIVE (Lead Intent Verification Engine), the service makes it easy to see, at a glance, which contacts should be pursued—helping agents maximize the value of real estate leads. Having specialized in inbound referrals in order to grow his business after launching his real estate career 34 years ago, Mel Loewen knew he needed to reinvent himself after an eight-year hiatus. 44 December 2019 RISMedia’s REAL ESTATE

“Up until 2005, I was averaging between 30 and 50 closed transactions a year on referral business alone,” explains Loewen, an associate broker with The Starnes Group at Coldwell Banker Complete Real Estate in Calgary, Alberta Canada. Loewen “Coming back into the business after taking a soft leave, I realized that I was too oldschool. I had to reinvent myself, and I had to do it with new technology, which is something I’ve always embraced,” says Loewen, who quickly discovered that the team at ReferralExchange had built a highly effective system. “When ReferralExchange LIVE first came out, what appealed most to me was that it was like having my own personal assistant. What they said was going to happen, which was that they would get the client on

the phone with me, actually came to fruition,” explains Loewen. “My results speak for themselves,” adds Loewen, who points to his success at being able to close a client on the first call as a true testament to the power of the service. Allowing agents to hone their focus even further, ReferralExchange LIVE has three primary components: 8Lead verification: ReferralExchange uses proprietary scrubbing technology to quickly figure out which of an agents’ third-party, raw leads are real and which are not. 8Lead readiness: ReferralExchange’s licensed customer service team calls leads using a proven system that qualifies them and determines their readiness to transact. A live transfer sends them directly back to the agent via phone. 8Lead transaction: Once a lead has been verified as real and ready to transact, the agent may decide whether or not to complete the deal themselves, or refer it to ReferralExchange’s network. But the benefits don’t end there, as ReferralExchange LIVE puts time back into the hands of real estate professionals. “A good real estate professional is well-rounded,” says Kathie FitzPatrick, a broker with Keller Williams Yakima Valley in Yakima, Wash. In addition to being a full-time real estate professional, FitzPatrick spends a lot of time volunteering with FitzPatrick violent and at-risk youth—among other initiatives she’s passionate about. “My time is valuable, and I needed what the LIVE service offers,” says FitzPatrick, who points to the time savings as a key benefit. “ReferralExchange scrubs the leads and makes sure the person is ready to talk, which is huge,” explains FitzPatrick, as it takes the pressure off of her while helping her stand out from the competition at the same time. “The LIVE service also makes me look more professional in the eyes of the consumer due to the simple fact that someone is calling prior to me reaching out in order to qualify them and determine their readiness to transact.” Having spent 10-plus years building a sophisticated software that uses advanced data science to make the most successful consumer-agent connections, ReferralExchange LIVE is taking the work out of turning raw leads into clients who are ready to transact. For those not taking advantage of ReferralExchange LIVE yet? “You’re going to spend a lot more time making cold calls and trying to follow-up on leads,” says FitzPat-

“When ReferralExchange LIVE first came out, what appealed most to me was that it was like having my own personal assistant.” – MEL LOEWEN Associate Broker, The Starnes Group at Coldwell Banker Complete Real Estate

rick, “and you’re going to lose large chunks of your life trying to develop business.” As the competition continues to heat up in real estate markets across the U.S., the importance of having a product like LIVE is more critical than ever before. “As more and more agents get into the business, especially here in the Pittsburgh market, the pie that we all share is getting smaller for many,” says Rick Xander, a REALTOR® with Berkshire Hathaway HomeServices The Preferred Realty in Moon Township, Penn. “LIVE is another way for me to not only maintain the level of business I’m used to, but to also expand upon it.” A former journalist, Xander got into real estate in 1997 when the newspaper he worked for switched from a morning paper to an evening paper. To say that he’s been impressed Xander with the ReferralExchange platform— and now the LIVE product—would be a serious understatement. “The folks at ReferralExchange initially contacted me after I earned my Certified Residential Specialist (CRS) designation,” says Xander, who has been pleasantly surprised with the expanded LIVE product. “It’s been better than I thought it was going to be.” “To me, it means more successful leads, which translates to more listings and more sales.” While ReferralExchange LIVE saves Xander both time and energy, it’s also been extremely beneficial when pursuing FSBO leads. “Pursuing FSBOs can sometimes be exasperating, but ReferralExchange LIVE has agreed to massage these leads for me,” says Xander, “connecting me with the lead after they’ve made contact.” As the day-to-day demands continue to increase for real estate professionals across the board, the team at ReferralExchange is committed to doing everything they can to set agents up for continued success. RE For more information, please visit www.referralexchange.com/live.

RISMedia’s REAL ESTATE December 2019 45

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Search With Style® Taps Top Tech Talent to Change Home Search By Zoe Eisenberg


Innovative tech spinoff homebuyer search app to go nationwide

• Largest custom front-end development and marketing firm in the real estate industry


• Building the world’s first multilingual MLS system

new and better way to search for homes is going nationwide in early 2020.

AI. The resulting data and search functionality return listings that are more refined and targeted, producing more meaningful results for homebuyers. Derek May is one of the creators behind this search innovation. With an extensive background in luxury real estate marketing, he’s also the CMO and co-founder of Nook Real Estate, an architectural brokerage located in California. “It is so hard to grow a Search With Style® is a cutting-edge real estate search engine that tar- brokerage nationwide, especially as gets architectural styles, letting a niche start-up. We knew the fasthomebuyers shop for property by est way to get this technology across their favorite home design, for the the nation was to start it as its own company.” first time in real estate history. And so, Search With Style® It is estimated that more (SWS) was born. than 1 million homebuyTo make his expansion ers try to search for dreams happen, May turned homes by architectural to the only real estate techstyle every month, only nology leader capable of to end up frustrated turning his nationwide viand disappointed with a sions into a reality: Real Essearch system that does tate Webmasters (REW). May not deliver. “I wouldn’t pick any other Search With Style® allows homebuyers to search for more than partner to build something special in 15 different architectural styles in the real estate space with than Real their target area, along with standard Estate Webmasters,” says May. May worked with REW to grow the options like listing price and number search technology, adding a nationof bedrooms and bathrooms. This original technology works al data feed to curate listings from by curating a national architectural coast to coast. “In our business, relationships database of more than 600 MLSs, matter,” says REW CEO Morgan using proprietary algorithms, huCarey. “It is how we launch the real man curation and photo recognition

• Over 75,000 paid users • 150 in-house developers and support staff • Website: www.rew.com • Elevator pitch: At REW, your only limitations are your budget and imagination. We can make anything you dream a reality.

estate industry forward, creating innovation through connections with trailblazers like Derek and his team.” The relationship among SWS, Nook and REW continues to evolve, with a new three-year, six-figure contract. It was also through REW that May met Brian Enright, founder and CEO of highrises.com. Enright is one of the latest to join the SWS board of directors, bringing his niche real estate expertise into the SWS Network. The SWS Network is a group of specialized real estate websites that are powered by the Search With Style® search engine. In addition to highrises.com, the network includes other sites like historicalhomes.com and cabinhomes.com, with contracts out to four other bespoke verticals. Enright and the SWS team have also collaborated on modernhomes.com, which will launch in early 2020, in time for the SWS nationwide launch. Search With Style® is available via API to members and partners of the SWS Network, and the mobile app is currently available for iOS and Android devices. RE For more information and investment opportunities, visit searchwithstyle.com.

RISMedia’s REAL ESTATE December 2019 47

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{Business Building}

Eliminating Excuses Can Change Your World by Adam Contos

“I DON’T HAVE TIME. I’M TOO BUSY.” What this really means is that you chose not to make the time. After all, time management is really choice management. We all have 1,440 minutes in a day—we just choose different ways to use them. “NO ONE WANTS TO BUY WHAT I’M SELLING.” The issue is usually not with what you’re selling, but with how you’re trying to sell it—or who you’re trying to sell it to. Take a step back and consider how a change in your delivery might solve the problem.

Ex•cuse noun /ikˈskyo͞os/ 1. A convenient—and often inaccurate—explanation for why something was unsuccessful or did not happen. Generally used to deflect attention away from the real reasons someone or something comes up short. 2. An unproductive misdirection; commonly avoided by the world’s most successful and accomplished businesspeople. 3. Something we all need to stop making. Now. For our own good. A long time ago, I realized that when something didn’t work out just how I wanted, I needed to stop making excuses and start being honest with myself about what had happened. It’s empowering. When you stop making excuses, you put yourself in

full charge of your outcomes. It’s related to a concept called “locus of control,” which helps you recognize where you believe control rests: with you or with outside forces. Most leaders and entrepreneurs have an internal locus of control, which moves them to take responsibility for their choices and actions. Rejecting the concept of making excuses strengthens that internal perspective even more. In a recent episode of my Start With a Win podcast, my producer and I talked about the top 10 excuses we saw in business. They’re especially counterproductive in the sales or service industries, where visibility and face-to-face interactions are critical factors in success. In real estate, excuses can be absolutely lethal. Here are a few of the common excuses we addressed on the podcast. If you hear yourself saying them, pause and take a moment to reconsider.

“I CAN’T DO IT.” Sure, in some cases this might be true. We all have tasks that are beyond our skills or physical limitations. (For instance, I will never be able to dunk a basketball, no matter how much I might try.) But most of the time, “I can’t do it” really means “I won’t do it.” There’s a difference. And if something’s important and you just can’t do it, hire someone who can. “I’M AN INTROVERT, AND TOO PRIVATE TO USE SOCIAL MEDIA.” If your role involves connecting with people, you need to ditch this excuse right away. Otherwise, you’re simply in the wrong business. Especially in real estate sales, you need to meet prospects where they are. And they’re on social media. The first step in fixing problems is facing them head-on and being honest with yourself. An excuse is simply a crutch—when you don’t have a broken leg. Ditch the excuses, and you’ll quickly realize you’re able to walk—and sometimes even soar— without them. RE

Adam Contos is CEO of RE/MAX, LLC. For more information, please visit www.remax.com.

RISMedia’s REAL ESTATE December 2019 49

REALTORS® Role in the Digital Age By Dr. Jessica Lautz


ccording to the National Association of REALTORS®’ (NAR) 2019 Profile of Home Buyers and Sellers, most homebuyers started their home search online. Buyers looked online for homes to purchase and for information about the home-buying process. While buyers embrace technology as a tool, they do so hand in hand with real estate agents who represent them. Buyers are using agents at historical highs: 89 percent. away through drone footage. Apps and online tools provide improved access to data. Buyers can buy a house online without ever taking out a pen to sign a contract.

Technology tools have evolved and transformed in all aspects of consumer life. Smartphones and social networking apps have transformed how people keep in touch with family and friends. Amazon and other e-commerce sites have revolutionized shopping. Facebook, LinkedIn, Instagram and other social media networks have changed the way people interact with one another, personally and professionally. These technology shifts demand attention because they have changed consumer behavior and the way we seek out information. Technology touches every aspect of the real estate industry today. Social media, email and other online communication systems allow buyers to contact agents at a moment’s notice when they find a home they want to buy, and vice versa when sellers find the right home for their buyers. Clients can see a birds-eye view of a neighborhood 2,000 miles 50 December 2019 RISMedia’s REAL ESTATE

WHICH TECHNOLOGIES DO REALTORS® WANT MORE OF? The No. 1 tool that REALTORS®most wanted to see provided by their broker, at 36 percent, was predictive analytics—a statistical technique used to make predictions based on past data. These techniques typically involve big data—data so large that statistical analysis becomes almost impossible unless one has skills and experience in big data. In real estate, there is lots of data—demographics, locations, homes, buyers, sellers, mortgage rates, etc.—and this data can be leveraged to help agents generate better leads and ultimately sell more homes. Many potential sellers contact agents because they want to know what their house is worth— predictive analytics can help predict which sellers are actually serious. The second technology tool that REALTORS®most wanted to see was CRM (customer relationship management software) at 35 percent. These tools provide interactive platforms for people to keep track of marketing efforts, manage relationships and solve customer-service problems, all in one single software. The process

of managing relationships is not new for REALTORS®, but the days of having a Rolodex to keep track of them are over. Transaction management software, at 25 percent, is the third tool that REALTORS® most wanted to see. Any real estate transaction is going to involve the sharing of important and sensitive information between the buyer, seller, broker, lender, etc., which can be cumbersome, but there are several transaction software tools that help mitigate this, such as DocuSign, NAR’s official and exclusive provider of electronic signature services and a proud partner in the REALTOR Benefits® Program.

HOWEVER, TECHNOLOGY IS STILL JUST A TOOL Despite all the changes and improvements in technology throughout the past few decades, the agents’ role in the home-buying and -selling process is still paramount. Among all buyers, 89 percent of them bought their home directly through a real estate agent or broker—a historical high. Additionally, the top way buyers and sellers find their agent is through referrals or by using an agent they have used in the past. On the sale side, 89 percent of all homes sold used an agent or broker in the process. Technology trends are shaping real estate for the better, but some may fear that reliance on technology can lead to problems in a “peopleoriented” business. Technology can help real estate, but will never replace the human part of real estate; it just enhances it. See more highlights from the 2019 Profile of Home Buyers and Sellers at NAR.realtor/Research or purchase the full report at NAR.realtor/Store. Dr. Jessica Lautz is vice president of Demographics and Behavioral Insights at the National Association of REALTORS®.

NAR Board Passes Pocket Listings Policy By Suzanne De Vita


n a landslide vote, the National Association of REALTORS® (NAR) Board of Directors approved the MLS Clear Cooperation Policy at the REALTORS® Conference & Expo last month, requiring brokers to enter listings into the MLS within one business day of marketing them publicly.

Clear Cooperation, also known as MLS Statement 8.0, centers on “Coming Soon” and “pocket” listings, as well as private listing networks, which can exclude homebuyers unfairly, according to policymakers. Importantly, it applies to out-of-office private listing networks, but not exclusive in-house listings. The complete policy reads, as NAR outlines: “Within one (1) business day of marketing a property to the public, the listing broker must submit the listing to the MLS for cooperation with other MLS participants. Public marketing includes, but is not limited to, flyers displayed in windows, yard signs, digital marketing on public-facing websites, brokerage website displays (including IDX and VOW), digital communications marketing (email blasts), multi-brokerage listing sharing networks, and applications avail-

able to the general public.” According to NAR’s MLS Technology and Emerging Issues Advisory Board, which introduced the policy, the approval cements its commitment to equal opportunity. Ahead of the vote, however, brokers debated the proposal, with a common concern emerging pertaining to privacy. “The [policy] still allows for private, office-exclusive listings,” noted Sam DeBord, CEO of the Real Estate Standards Organization and NAR’s Liaison for MLS and Data Management, in a prior RISMedia story. During a REALTORS® Conference & Expo session, HomeServices of America CEO Gino Blefari reiterated, “We should expose a seller’s property to as many buyers as possible.” “We believe in consumer protection and transparency,” added Adam Contos, CEO of RE/MAX, at the session. “All of us in the industry need

to get our act together and do the right thing for consumers.” The Clear Cooperation Policy becomes effective Jan. 1, 2020, with a deadline for implementation in the MLS of May 1, 2020. In addition to approving the MLS policy, the NAR Board of Directors approved a change in its Code of Ethics requirement, extending it to every three years, instead of two, after 2021. To maintain membership in NAR, the association mandates members participate in Code of Ethics training. For continuing coverage of the REALTORS® Conference & Expo, please visit RISMedia.com. RE

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




so comfortable with Homes.com that I’ve recommended them to several people—and not just our newbies.” With an office that functions like a family, Wynn recently enlisted Homes.com to help a newer agent who was on the verge of making a career change. “She was giving up and was really stressed out,” says Wynn, “and it’s no wonder. She told me she was paying [another company] an exorbitant amount for leads, so we got KC on the phone and chose three communities where we thought this agent would begin seeing some growth.” Shocked by how much she could stand to save with Homes.com leads, Wynn notes that the agent remains a valued real estate professional at the office today. Having helped so many Homes.com leads, Wynn is now seeing the results of her good work in the form of referrals. “I’m already getting repeat business from homes I’ve sold through those leads. In fact, Homes.com is generating about the most successful leads I’m getting. So far, Homes.com has given me far more business than any other avenue,” concludes Wynn. For more information, please visit https://marketing.homes.com.

hen North Carolina REALTOR® and state-certified Workforce Housing Specialist Fran Wynn went looking for ways to cut expenses while improving the quality of the expensive leads she was acquiring, she met her first Homes.com representative. “His name was John, and I liked the way he approached me about what they had to offer,” says Wynn. “I liked the fact that he was very low-key, and he wasn’t pushy or aggressive like [other lead providers].” That professional relationship bloomed and ultimately transitioned when Wynn’s new Homes.com rep, KC Castro, arrived—and from day one, the two worked together to maximize the benefits of her Local Connect and City Sponsor programs. After doing some research and identifying target areas where they believed outward growth from the Greater Charlotte area was going to occur next, Wynn’s success took off. “I decided to look in every direction that was pushing away from Charlotte because it was growing so rapidly,” says Wynn, whose rep was able to provide her with a lot of data about the specific areas and markets where she should go for leads in order to grow her business. “I finally feel like I’ve got the right fit and that I’m in the markets where I need to be,” adds Wynn, who calls herself “the poster child for Homes.com.” “That’s because I’m very happy,” says Wynn. “I feel

52 December 2019 RISMedia’s REAL ESTATE



n the world of real estate, the client is king. But how you contact your clients, and, more importantly, how you track these communications, can make or break your success.

Tom Flanagan is the chief technology officer for Colo-

rado-based brokerage The Group Inc., where he oversees marketing, technology and relocation. With over 15 years of experience in real estate innovation, Flanagan understands the vitality of smart email solutions. “Email is a tried-and-true marketing tool, even for this day and age,” says Flanagan, noting that the majority of adults in the U.S. check their email at least once a day. While there are many email automation services to choose from, Flanagan stresses that most of these platforms can be laborious for agents to manually load their property feeds and open houses into. To combat this, Flanagan and his team began using ActivePipe, an email marketing solution built specifically for real estate, that focuses on easy, customizable automation, as well as access to the customer insights that agents and brokers can utilize to get ahead. “ActivePipe marries email technology with property listings,” explains Flanagan. “They’re specialized; they’ve taken email automation to the next level.” While Flanagan and his team began working with ActivePipe a year ago, they were immediately impressed with the user experience. “Everything is drag-and-drop, so it’s easy for any user to create these really beautiful, mobile-friendly email pieces that also come with sophisticated analytics, metrics and automation.” Another area that impressed Flanagan? ActivePipe’s easy onboarding process. “The company completely understands how important adoption is in real estate tech, and so onboarding was really easy,” he says. “Their team was quick to integrate the product into our tech stack, and they’re always willing to do different training sessions, both for our agents and our corporate services.” In addition to live support, Flanagan and team also utilize ActivePipe’s training webinars, called ActivePipe Quick Starts, which allow users to access training info on-demand. ActivePipe currently offers three product suites, all of which have property feed integration and can be integrated with a CRM. SEND allows users to easily build and send professional, mobile-responsive emails, while AUTO gives you the same functionality, but lets users build automated drip campaigns, send personalized reminders to contacts and receive intuitive data analytics to identify active buyers and sellers. Their largest suite, ENTERPRISE, automates the customer’s journey with triggered and scheduled recurring emails, while using sophisticated behavior-driven profiling to help predict the client’s next move. Flanagan’s team is enjoying using the system and even contemplating upgrading to a higher tier. “I love the ability to easily create a rich, dynamic monthly newsletter, all drag-and-drop, that includes videos, open houses and listings.”

Another smart ActivePipe feature, according to Flanagan, is their location-based, geo-targeted technology. “Their system has the ability to cross-reference the locations of clients in an agent’s CRM, then deliver properties to them based on their location. That’s really intelligent.” It’s this sort of intelligence that initially drew Flanagan into the world of real estate innovation. “What I love about real estate technology is that it’s so vast. Every day is different and exciting. If you’re a programmer at a tech company, you write code for 50 hours a week, and it’s nearly all the same. With real estate technology, I get to work in both art and science. It’s always fresh and new.” For more information, please visit https://activepipe.com.

Fostering Relationships to Stay Ahead of the Game AT QUICKEN LOANS, IT’S ALL HANDS ON DECK by Liz Dominguez


ime—that’s the biggest value-add that any partner can provide to a real estate agent. For Gil Torres, broker/ owner of Exclusive Realty, that’s exactly what he gets by working with Quicken Loans®.

Having been in the industry for more than 15 years, Torres knows the biggest competitive advantage he can provide to his buyers is getting them pre-approved and mortgage-ready before anyone else in the marketplace. And for the last five years, his buyers have been ahead of the game in that respect. “We ran into this opportunity through the National Association of Hispanic Real Estate Professionals (NAHREP). Quicken Loans wanted to be a little more

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diversified, and so they teamed up with NAHREP chapters across the country. We came across them and realized the benefits,” says Torres, who, at first, started working with the lender to give his brokerage an edge among Hispanic clients, as they make up more than 50 percent of his business. But then it became about something bigger. “We had a huge hurdle: filling a gap of time between looking for homes and putting in an offer,” says Torres. “Then we saw how easy it was to get [our clients] approved. Everything was streamlined.” More than that, however, is the time saved because of the dedicated Agent Relations team at Quicken Loans. In the past, Torres was dealing with several different bankers when trying to close transactions—a time suck that overcomplicated the process. “Trying to get updated letters or responses from bankers, or verifications to listing agents, was nearly impossible,” says Torres of past experiences. But now, he has Chavonne Lawrence, a Quicken Loans Agent Relationship Manager who is assigned to his brokerage and knows the ins and outs of his business. “If we ever have an issue or need to rework a loan, Chavonne is consistently working with us and is at our disposal for inquiries or updates, even after hours and on the weekends,” says Torres. “We are dealing with one person who understands how we work. It helps streamline the process, and we are able to get updates from someone right away.” Even if Lawrence is occupied, there’s a delegation strategy in place that prevents gaps in communication. “If Chavonne isn’t available, someone else is covering her desk—someone who understands our team, as well,” says Torres. Since Torres’ clients get pre-approved faster, the transactions close more quickly. It’s a domino effect that’s truly benefitted Torres’ business. “The biggest thing is the efficiency and the time to get [clients] approved. At open houses, we can upload their information and get them approved within a few hours,” says Torres. “We don’t have to say, ‘Meet us in our office’ or ‘Bring in this document,’ which can take three or more days.” This positive relationship experience also trickles down to the consumer level. Clients are appreciative of the fast service and the timely responses. “They say it was a very easy process and that it wasn’t drawn out,” says Torres, who adds that they’re now typically closing loans in just 21 days. For more information, please visit RealEstate.QuickenLoans.com or call (866) 718-9842.

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odd Hetherington, CEO and co-owner of NM Management, Inc.—the parent company of CENTURY 21 New Millennium, a Washington, D.C., brokerage with more than 900 agents across 20 offices—is no stranger to real estate. In fact, he’s been deeply involved with the industry for over two decades.

Hetherington knows the ins and outs of building successful consumer/agent relationships and what it takes to run a business, and that’s why he educates clients on the benefits of a home warranty. “The reason we work with HSA is simple,” says Hetherington. “The people they have in their regional and national positions provide excellent customer service to our agents and their clients.” And that begins on the service level with a local HSA account executive, Myra Federspiel, who has worked with Hetherington for nearly 20 years. “We know Myra cares, and she’ll always step in and do what’s right for our clients,” says Hetherington. From there, it goes right to the heart of things—giving clients the comfort of knowing they’re being taken care of. Homeownership can be stressful, especially when something needs repairing or replacing. It’s HSA’s ability to tackle these obstacles during a time when clients need the most attention that sets the company apart. “Let’s face it, when a home warranty company needs to step in, that means a failure has occurred in the home and there’s some stress involved for the homeowner,” says Hetherington. “Having a home warranty in place can ease the stress and help to make the experience as painless as possible.” As for client response? Hetherington says it’s always with great appreciation and a smile. And he’s experienced that same feeling when working with his own HSA home warranty, as well. In 2017, Hetherington utilized the rekey service. Simply knowing

that the locks were changed, and any contractors who had old keys could no longer access the home, provided an added layer of comfort for both Hetherington and his wife. But it doesn’t end there, notes Hetherington, who recently submitted a claim for a water heater in his home. “The entire process was seamless and pain-free. The contractor they used was incredibly professional and responsive. This is indicative of how they do business.” The benefits vary depending on the clientele, explains Hetherington. For example, he says that buyers can “take comfort in the budget protection a home warranty provides. For sellers, it’s also about the benefit of budget protection during the listing period.” Hetherington says he will continue talking to clients about home warranties, not only because they help to keep repair and replacement costs down, but they offer buyers other services like rekey and pre-season HVAC tune-ups, services they can use day one of their contract. “HSA has a fantastic network of contractors that our clients can rely on,” concludes Hetherington. For more information, please visit www.onlinehsa.com.




.R. Alexandre, an Ethanmour Realty agent working in Boynton Beach, Fla., first entered the real estate industry five years ago on the advice of two friends who thought his salesmanship would serve him well as an agent. “It started off as a bumpy road,” says Alexandre. “But the past two years I’ve seen success, and it’s been lifechanging for my family. In the beginning, I was chasing home runs, but I learned how the process works.”

A reliance on rental properties has helped Alexandre build a sustainable and thriving business. “Rentals are a big thing in South Florida,” he says. “There was one client who I had helped rent, then reconnected with him to close on a $1.7 million property. I saw the potential to get a certain type of clientele quickly.” Although shunned by some agents, rentals, in Alexandre’s opinion, are the fastest way to make money in real estate. Transactions happen within days or weeks and, as a result, he can get paid much quicker than if he had sold a home. Working with rentals also allows Alexandre to build solid relationships with future buyers. “You can get paid 2 - 3 times from the same client,” says Alexandre. “They can rent from you, buy from you, then sell with you—and they will refer you in between. You create a deep relationship, and they call on you to market their property.” Earlier this year, Alexandre started using Rental Beast—a SaaS platform designed to simplify the leasing process—and almost immediately saw even greater success. In fact, in just the first few months, he’s already closed 11 deals using the platform. “It was a game changer for me because there was so much time I could save using the platform,” says Alexandre. “Thanks to Rental Beast, I can find the exact property a client wants. I save time, and I don’t spin my wheels doing paperwork.” Alexandre has finessed his strategy, and one-show closes are now a crucial part of his business. “I’ve created a personal system for myself because I know how people think, so I have videos of properties in my phone that I show to people when I get a lead or an inquiry,” says Alexandre. “The MLS typically only deals with private owners, and you rarely find apartment owners. Rental Beast opened up the inventory I was looking for.” Many times, after sending property videos to his clients, the next steps are filling out an application and picking a move-in day. Rental Beast’s extensive database allows Alexandre to see more affordable units, and Alexandre credits the database for the hyperlocal knowledge of rental inventory that gives him a competitive edge that helps him upsell into sales transactions. “My pipeline is crazy,” says Alexandre. “I’ve developed strong relationships with property managers, as well, so it’s a win-win. Now, these property managers refer me to clients. I’ve even met elite clients through Rental Beast, some making over $250,000 a year who are looking to purchase. That’s what you want—to deal with those types of clients.” RE For more information, please visit www.rentalbeast.com. RISMedia’s REAL ESTATE December 2019 55

What Will Disrupt Real Estate in the Next 5 Years? Commentary by Ashley Farrugia


s it AI and big data? Is it blockchain? Robots? Frictionless marketplaces?

I honestly don’t know. What I do know, though, is that brokerage and agent processes will be fundamentally changed, and only those who adapt and evolve will remain. It’s a reasonable assumption that tech has and will continue to streamline the often convoluted and inefficient processes involved in settling the sales of homes—something I’m sure most people in the industry will eagerly embrace. But will tech replace agents? Not if agents adapt to the changing expectations of the consumer. In today’s online world, consumers expect information to be served to them in a personalized and relevant manner. Brokerages 56 December 2019 RISMedia’s REAL ESTATE

and agents who embrace this and leverage the unique tech tools now available are those that will remain relevant. A prospective buyer has different information requirements than a prospective seller, while someone who has recently purchased a home has different information expectations yet again. A first-time homebuyer has a whole basket of separate needs. Keeping track of changes across a vast sphere of contacts is very challenging, and tailoring content specific to their current status can be mind-boggling. Fortunately, there’s now tech available in the real estate space that specifically addresses these issues

in a fully automated way by tracking, predicting and managing changes to someone’s property interests, and seamlessly and automatically curating content that remains personalized and fluid to each consumer. To remain relevant, agents need to nourish and nurture their contacts with highly tailored and personalized information, helping to build their recognition as an expert in order to sustain a relationship through meaningful information that will help bridge the years between repeated transactions. But which agents have the bandwidth to assess, let alone implement, the latest tech? In the ultra-competitive environment of attracting and retaining agents, it’s up to the brokerage to see the future and guide agents down the path of heightened relevancy. Some of the more proactive brokerages are going one step further and providing marketing concierge-style services to their agents—an increasingly powerful strategy in the “why join us” pitch. Brokerages must be relevant to agents, and agents must be relevant to their audience. Tech can help empower both brokerages and agents and help quell the hyperbole of disruption. Bear the following quote in mind when developing your brokerage’s tech offering, your processes and culture needed to support the evolution that’s to come if you’re to succeed: “The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.” - Bill Gates RE Ashley Farrugia is the CEO of ActivePipe, a leading marketing automation platform built specifically for the real estate industry. For more information, please visit www.activepipe.com.

Going Above and Beyond to Meet Maturing Americans’ Real Estate Needs The Seniors Real Estate Specialist® Council honors three real estate professionals for outstanding service to seniors by Zoe Eisenberg


ach year, the Seniors Real Estate Specialist® (SRES®) Council selects a small handful of outstanding senior-focused REALTORS® who have earned the SRES® designation, and highlights their achievements by recognizing them with the SRES® Outstanding Service Award. The SRES®designation, offered through the National Association of REALTORS® (NAR), is geared toward REALTORS®interested in meeting the special needs of maturing Americans, whether they’re relocating, selling, buying or refinancing. The annual award, selected by an independent panel, distinguishes service providers who have: demonstrated extraordinary performance in their respective senior communities; acted as outstanding leaders in the real estate community serving seniors; served as a driving force for change and new efforts to better serve seniors; made a visible difference to either a specific group of seniors or show how real estate needs are met in their local community or nationally; proven that they are a trusted source of knowledge and experience among their community’s senior population and furthered the principles established in the NAR Code of Ethics in all interactions with the senior consumer population. While 2017 and 2018 brought two SRES® award winners, 2019 shepherded in three SRES® Outstanding Service Award winners: Katherine Ambrose, REALTOR®/ CEO of Ambrose Team Inc.; Brian Finley, broker/owner of 58 December 2019 RISMedia’s REAL ESTATE

Brian & Company Real Estate; and Debbie Fischer, broker/owner of Brevard Relocate Realty Group. More than merely supporting their senior community, this year’s winners are forward-thinking game changers in the real estate community whose leadership has improved the lives of their 50-plus community. With more than 30 years of experience in residential real estate, Ambrose oversees her real estate team while also producing and hosting the television series “Empowering Seniors,” featuring candid conversations on the specific issues facing Ambrose seniors and their families. She also runs a monthly lecture series under a similar title, the “Empowered Senior” lecture series. Both of these outlets have helped Ambrose and her team “establish a certain level of niche authority,” Ambrose explains, and have brought in a steady flow of invitations to address this specialized area. One such invitation resulted in Kansas state approval for Ambrose to become a continuing education provider. Through this, Ambrose developed a course called “Empowering Seniors’ Next Steps.” Prior to her SRES® work, Ambrose spent time in several real estate niches, including training and coaching, short sales and corporate relocation. The Wichita, Kan.based professional says she chose the senior niche because she wanted to serve a demographic that she could make an “obvious point of difference” in.

Ambrose works alongside husband Randy Ambrose, and when asked about a senior-specific challenge she sees regularly, Ambrose points to an often overwhelming accumulation of personal property, which she refers to as “the stuff.” “Personal property accumulated over a lifetime bogs down the decision-making process when it comes to making a downsizing move,” says Ambrose. “Not knowing what to do with all of their stuff is so overwhelming. I’m convinced it causes most seniors to just freeze and put off proactive decisions until there’s a crisis.” Ambrose and her team help clients overcome this challenge by allowing them to understand the downsizing process. “The magic, in my opinion, is in the combination of providing the move management services in-house and undertaking the community outreach.” On the reception of her SRES® award, Ambrose says: “It feels like a pinnacle point in my career. This is a good beginning to being part of a movement that expands how seniors and their families are served.” An SRES®instructor with real estate roots tracing back to 1987, Finley works closely with local senior organizations in his community of Edmonton, Canada, and was a crucial leader in the creation and implementation of the Seniors Financial Empowerment Network (SFEN) in 2014, which began, according to Finley, as a platform to talk about financial elder Finley abuse and explore preventive responses to address this issue. “As part of those discussions, it was identified that there was a lack of programs targeted to seniors in our area that were financial literacybased,” Finley explains. SFEN has since developed a seven-module series on subjects impacting the senior demographic, including housing and homeownership. Finley developed the SFEN housing module and serves as the group’s real estate advisor, creating material, training, support and instruction for a network of senior facilitators providing peer-topeer sessions throughout Canada. “The beauty of working in the senior marketplace is in the relationships,” says Finley. “As an instructor for the SRES®, I always mention to the participants that working in the senior marketplace is more about relationships than market. That is both the reward and the challenge.” One of the largest challenges for seniors, Finley notes, is how to work both for the senior and with the family. “You need to bridge generations and be able to provide information and communicate in a lot of ways in order to coordinate and complement your services across the entire family unit,” Finley stresses. Finley was pleased to learn about his SRES® award. “Now that I’m 50-plus, I guess you could say I have not only a professional interest, but also a personal interest

in the senior marketplace.” A broker since 2004, Fischer’s real estate career followed a 25-year career as an executive director for senior living communities, so the SRES® designation was a natural fit. All the REALTORS® at Fischer’s brokerage have earned the SRES® designation, allowing them to better support the Fischer 50-plus market in the Brevard and Indian River Counties of Florida. In addition to her real estate clientele, Fischer is heavily involved with local educational events and senior expos, writes a monthly article for Helping Seniors of Brevard with more than 14,000 copies distributed monthly, and serves on the Board of Directors for the local chapter of AARP. Over the past year, Fischer aired on two half-hour shows for the “Helping Seniors” television program broadcasting on Space Coast Government TV, where she covered the complexities of a transitional senior move and the importance of working with an SRES®. She was also a recent guest on Helping Seniors radio, a live one-hour radio show discussing various living options for seniors and the importance of planning. Fischer enjoys assisting the senior community because she believes in giving back to the generation that’s served her throughout her life. “Many of the seniors in Brevard County either have no children or their children live out of state and are unable to assist,” says Fischer. “We have a large retired military population and I feel that it’s respectful to honor their service.” When it comes to senior-specific housing challenges, Fischer points to the complications of working with homes that residents have often occupied for more than 20 years. “Being proactive early in the listing process is critical, ensuring there are no issues with legal documents that could prevent it from closing,” notes Fischer. “How a home is deeded, is it in a trust, is a POA involved, has there been a death, who can legally sell the home and sign contracts are a few examples of what to look at early in the process. We have excellent relationships with elder law attorneys that we refer the client to in order to review documents as needed.” Fischer was honored to learn about her SRES® award, and says the future, for her, looks bright: “This growing market of 10,000 people a day turning 65 in the U.S. presents both an opportunity and a challenge to best serve this segment. I would like to develop instructional manuals and teach others throughout the country how to build a successful 55-and-up niche real estate business.” RE For more information, please visit https://sres.realtor. RISMedia’s REAL ESTATE December 2019 59

Indirect Benefits of the iBuyer Trend Commentary by Allen Alishahi


his year, one of the main topics of conversation has been about iBuyers and whether or not the trend is another step on the path toward real estate agents becoming obsolete. As we look ahead to 2020, iBuying is going to become even more prevalent, but since the trend only makes up a small segment of the market, I don’t see it as a strong threat to agents. However, I’m starting to see several examples of the ripple effect that could positively impact our industry in ways this buying model never intended. Even though iBuyers only impact a handful of transactions in any given market, the concept has already helped shift the expectations for moving more of the home-buying and -selling process into a digital-based arena. Most consumers are comfortable with searching for a home online, but when it comes to some of the paperwork and negotiations involved, there’s still some hesitation with having all of that take place online. Of course, I find this more with older clients who have less of a comfort factor with technology. But as friends in their social circle take the iBuyer route, those friends will continue to share their experience,

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and that’s what will allay any fears about what it’s like to have most of the buying or selling happen virtually. The best salesperson is a trusted friend, and successful iBuyer clients could be just what we need to work with retirees and downsizers who have been reluctant to embrace the online marketplace. This also indirectly relates to first-time buyers. Since many of the first-time buyers I work with receive financial assistance from their parents, there can be challenges when it comes to getting the parents onboard with some parts of the transaction that have become routinely digitized for those of us who work

in the business, but not for someone who hasn’t bought a house in decades. I’ve already seen a shift in my interactions with parents of my clients who are suddenly much more comfortable with different pieces taking place online simply because friends of theirs have successfully gone through an iBuyer transaction. It has freed up more of my time so that I don’t have to reassure them that this is normal—that this is how we do things every day. But most of all, the iBuyer trend has brought real estate closer to the center of the national conversation. Our industry usually only stays in the headlines when things are taking a negative turn, but the more iBuyer announcements I hear in outlets beyond the trade press, the more encouraged I am that we’re establishing an awareness about our industry within the general public’s consciousness. This is the generation that follows news about apps or software developments to the same degree that prior generations would get excited about a rock star’s new album. By having a new approach become part of the industry, we keep ourselves relevant to a generation that’s hungry for technological advancements. I should state that I’m not making a commercial for the iBuyer model. While my organization’s software can incorporate that approach, it isn’t our main focus. The market will be the greatest determinant of whether or not the model is what today’s sellers want. However, instead of seeing it as a potential threat, it’s worth broadening our look at the trend and exploring the ways in which it will benefit our industry in the long run. RE Allen Alishahi is president of ShelterZoom. For more information, please visit www.shelterzoom.com.

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5 Goal-Setting Strategies for Real Estate Agents

8Have more money to buy a larger home for your family? 8Save more for your children’s college educations?

Commentary by Yazir Phelps


ith New Year’s just around the corner, many people are brainstorming their New Year’s resolutions. While it may seem like just a fun way to ring in the new year, goal-setting can be highly effective, especially for real estate agents. 1. MAKE GOALS SPECIFIC A vague goal will never result in real progress; therefore, the goals you make should be as specific as possible. For example, “I’m going to improve my lead gen efforts this year” is not a specific goal. What does “improve” mean in this context? What lead gen efforts in particular? Instead, reframe it as “I’m going to meet with at least three connectors from my sphere of influence each week for coffee.” This type of goal involves a specific action with specific parameters for success.

This past summer, Real Estate Express, along with RISMedia and McKissock Learning, sent out a survey to thousands of real estate professionals across the country to understand what successful agents do to attain those six-figure incomes. One of the key findings was that successful agents have the ability to set goals for themselves. In fact, those agents who set goals for themselves and followed through reported earning over $50,000 more than those who didn’t set goals. Whether it’s determining how many sales you want to close in a year or how many leads you want to acquire each week, giving yourself an ambitious yet attainable goal can help keep you motivated and productive all year long. Here are some tips for how to set goals for yourself:

Did you set these goals to...

2. MAKE GOALS TIME-SENSITIVE Take the mushiness out of your goalsetting with time-oriented goals. By adding a time element, you create a sense of urgency and a deadline that will keep you on track for completion. 3. MAKE GOALS MEASURABLE In order to know when you’ve reached your goal, you have to be able to measure it. Whether you’re looking for more clients, more listings or more expertise, finding a way to measure the outcome helps you ensure that you’re on track and identify the tasks you’ll need to complete in order to succeed. 4. MAKE GOALS MEANINGFUL You’ll never be motivated to meet your goals if you don’t identify a purpose and meaning in their achievement. Know why you’re setting those goals in order to stay enthusiastic and on-task.

8Start your own independent brokerage? There is no right answer, but there should be some reason for achieving your goals. Identify the “why” and you’ll be more likely to keep moving forward. 5. MAKE GOALS BUILDABLE Set small goals that build up to bigger goals in order to create a pathway to success. For example, if you’re a new agent, you might set the following goals: 8Within one month: Create marketing materials, website and social media platforms for your business. 8Within six months: Identify a neighborhood and initiate a geographic farming plan. 8Within one year: Complete 12 closings and qualify for a new certification or designation. These shorter-term goals build on themselves over time, helping you achieve your long-term goals. Goal-setting should be more than wishful thinking. Give yourself a leg up on success when you set goals that are effective, measurable and meaningful. Then toast to the new year, and the new you. RE Yazir Phelps is the chief marketing officer at Real Estate Express, the national leader in online learning for pre-licensing, continuing education and professional development. Phelps has over 18 years of experience in marketing at Fortune 500 organizations, and over five years of experience working directly with real estate professionals. Learn more at realestateexpress.com. RISMedia’s REAL ESTATE December 2019 63




ridging the gap between technology and real estate is a long-standing challenge for both software developers and real estate professionals alike. But what if you were a tech expert who also ran numerous leading real estate brands in a highly competitive marketplace? Unlikely scenario? Not if you’re Demetrios Salpoglou. Here, the founder of technology solutions provider Boston Pads, and CEO and broker of record for the No. 1 apartment leasing team in New England for 15 years running, explains how the marriage of technology and real estate has kept his agents consistently ahead of the pack in the competitive Boston market...and why he’s ready to start taking his platform nationwide.

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The way Tesla reinvented the car, Boston Pads is reinventing real estate.

Maria Patterson: Demetrios, let’s start with a little about your background. It’s not your typical real estate journey... Demetrios Salpoglou: Yes, I’ve had a bifurcated career. When I graduated college in the early ’90s, there was high unemployment in Massachusetts, and my father suggested I look at real estate. So I started in real estate, and then Windows 95 came out. I was enamored with it. I paid $2,200 for a first rendition of a Windows 95 computer and fell in love with technology. I was doing real estate by day and reading tech and financial mags at night. It was incredible to see the initial tech bull run and all the companies growing at amazing rates. I was offered a job in software development sales and decided I had to give it a shot.

come back to real estate.

MP: What was it like coming back to real estate after being immersed in the tech world? DS: It was like coming back from a five-year intensive internship in technology. But then I looked at real estate and saw that hardly anything had advanced in the industry. I then realized I could do things that other real estate companies couldn’t, based on the skills and knowledge I had learned in the technology arena.

MP: Such as? DS: When Google first came out, it was very easy to build websites that were search engine-friendly, so we built website after website and bought hyperlocal real estate and apartment domain names. We now own nearly 800 real estate-related

domain names; Boston Pads is one of them. And we continued to develop content-rich enhancements of neighborhood-specific domains, such as Allston Pads, Brighton Pads, Beacon Hill Pads, etc. Many of these websites feed us new landlords and unique, updated listings on a daily basis. Our team ranked hundreds and hundreds of No. 1 keywords for specific niches, like Cambridge real estate, South Boston apartments, North End property management, etc. Any time we could buy “pads” or “apartments” or other great domain names for major markets across the country, we did so with intention. When landlords see a local domain name that matches the general address of their property, they tend to either fill in our online forms, email us, or call in to provide their rental and sales listings or property management inquires. Logic in listing and organizing data creates momentum.

MP: Wow, hyperlocal is the name of the game now. You were really foretelling the future back then… DS: Yes, we were light years ahead of everybody in hyperlocal real estate searches. Then came the national real estate portals. This caused

MP: That was right in the middle of the dot-com boom, right? DS: Exactly. I was learning a lot about high tech and was watching some of my friends’ companies go public. Dot-coms were going nuts, and no one knew where the internet was heading...it was like the Wild Wild West. Overnight millionaires were being created at a pace unseen in modern history. Back then, if you had a marginal business model on a napkin, you could get funded. Something called within me to start my own internet company. I figured I could retire by 30. But the countless dotcoms, including mine, quickly turned into “dot-bombs,” and I decided to RISMedia’s REAL ESTATE December 2019 65

some confusion for many people, especially when it came to apartment searches. There were tons of data points being aggregated at a national level, but the results were inaccurate or outdated at the local level where it matters most. The fact of conflicting apartment data with improper rental values is even more acute. Many of the portals are simply too big nationally to be highly effective locally. Trust and accuracy all go back to being local, picking up the phone and meeting the property owner to go over a winning game strategy. Property owners want to work with people that they know, like and trust. Our framework provides for all the underpinnings of a large, well-run tech company with that hyperlocal trust and human feel. It’s a marriage of the best of both worlds.

MP: How would you describe what Boston Pads has become today? DS: Boston Pads is a technology and information portal that features the largest collection of real-time apartments and homes for sale in the Greater Boston area. We provide resources to buyers, sellers, landlords, renters and property managers alike. We produce realtime listings the second something is listed, and we’re pulling it down the second it’s off the market. We

are also updating the property prices in real-time. We syndicate real estate agent ads to more places than anywhere on the internet, and that includes a heavy dose of widely dispersed social media. We help update listings for agents, giving them the freshest data and marketing power possible on multiple fronts. And the Boston Pads technology platform is scalable and providable to other real estate offices in other cities. We give them better infrastructure to deliver real-time data, which makes local agents more legitimate and improves their professional image. We also power the largest apartment leasing team in the Greater Boston area, represented across five leading real estate brands: Boardwalk Properties, Nextgen Realty, Jacob Realty, Douglas Paul and USWoo. We’ve rented more apartments than anyone in the history of New England.

MP: So, you’re a real estate and technology expert… DS: We are fully immersed, half our day in technology, and half in real estate. We’re not just software guys who don’t know the real estate business. My business partner of 16 years, Yuan Huang, was a coder, software developer and project manager. We are deep in the trenches Innovating ahead of the curve is mission critical.

with great agents, and we continue to innovate ahead of the curve. Because we “get it,” we seem to attract agents who are smarter, who also inspire us to try more ideas. It’s that momentum thing that people talk about. The bottom line is that you can’t run a thriving, successful real estate company unless both you and your team have a strong technology, marketing and sales background. It’s an unavoidable truth as we approach 2020.

MP: And clearly, the technology you’ve developed must be a huge factor then in your real estate success… DS: We have six full-service real estate offices using these technologies. We have more than 80 real estate-related websites and 74 Facebook pages and 66 groups. We tweet out listings and send apartment videos to YouTube. We’re posting real-time listings and syndicating data at levels no one can match. We have technology in place that automatically takes down rented properties and adjusts their pricing in ads as it happens. The efficiency for agents using the bostonpads.com suite of offerings is off the charts. Phones constantly ring with great leads. Agents spend less time marketing and more time shaking hands with customers, acquiring keys from landlords and closing deals. Our stats are amazing: We have 166,061-plus listings; 358 luxury buildings; 87,294 luxury units; 15,253 landlords; 78,767 regular “mom-and-pop” landlord units; more than 55,439 galleries of properties; 719,749 pictures and 9,857 videos that are in our proprietary database.

MP: What are your goals in terms of your technology moving forward? DS: We’re looking to grow and cover more geographic areas through brokers and agents utilizing our platform, strategic partnerships and acquisition of real estate offices. We 66 December 2019 RISMedia’s REAL ESTATE

have great domain names available for real estate companies anywhere nationally. We can craft custombranded messages and website resources for them. Our software can make any local player look like a big fish in a small pond. Stay tuned for some game-changing technologies that are under incubation as we speak. We are completely self-funded, with zero debt, so we can make decisions quickly. Currently, we’re not beholden to any venture capitalist, so we get to experiment a lot and spend a tremendous amount on research and development.

MP: You’ve obviously got a unique model. On the real estate sales side of the business, what makes you stand out from the competition? DS: The way Tesla reinvented the car, we’re reinventing real estate to a large degree. We are built around what we call the four Ts: Technology, Training, Trust and Teamwork. In terms of technology, we have the best overall technology and training systems hands down—bar none for investment sales of multifamily properties and buildings in Greater Boston...and nationally for apartment leasing. When it comes to training, we have the most comprehensive apartmentleasing program in the country. I am a certified teacher, trainer and guest lecturer at several leading real estate schools. Philosophically speaking, we believe that all professional real estate training should be provided free of charge as it makes our industry stronger. We invest the time and resources in training for our agents so that we can fundamentally grow and make money together. In terms of trust and teamwork, we’ve built a collaborative database that’s built on speed, sharing information and helping each other close deals. We’re beating the internet, because we’re sharing information within this incredible group that is collaborating at an unparalleled level.

The Boston Pads team is committed to making real estate better than it’s ever been for everyone.

A landlord once told me he thought of us as the New England Patriots of real estate and apartment leasing. He said each year, we figure out a way to win big no matter what the season brings. MP: How is this different from other

real estate companies? DS: At most real estate companies,

agents must watch over their shoulders. They’re constantly worried about people stealing their potential rental and sales listings. The agents operate on a small island even with the illusion of a big brand backing them up. But when it’s show time, when it’s time to close, they can’t get the help to reel in the deals. Our environment is an open teamwork structure where the agents readily exchange information so that the property owners, agents and the consumer are treated to the best experience and outcome. We believe in honesty, transparency, grit, speed and hard work.

MP: Those type of production stats must help drive agents to your firm... DS: We have agents who have come from other offices whose closing numbers double and triple because we have the most and best listings. It’s like this: When you can access far better properties than you could before, you automatically become a better closer. Greater options equal greater results. That’s why we have such long-

standing and loyal customers and agents with us. They know they’re exposed to something special and not duplicatable. There’s a code, there’s a credo here...a synergy. Here, there is also an underlying theme of “cooperatition,” where everyone is openly cooperating toward the greater good and making much more money in the process. We believe we have an ethical obligation to best serve our community and our customer base first. MP: So, what are your next steps for

the future? DS: There are a lot of great paths to

take. We currently have an incredible platform that can help anyone in any local market become a dominant player, so we’re ready to license our technology or look at strategic partnerships. All of that’s in play. We are currently building transformative technologies that will make agents even more money with less effort. We are looking at additional sources of capital for the new, emerging technologies that we develop. Looking into 2020, we will continue to improve our infrastructure, processes and success. We’ve had 15-plus straight years of revenue growth. Now we’re ready to hyper-accelerate. Our team is ready to bring on more offices and agents. We will make real estate better than it’s ever been for everyone. RE For more information, please visit www.bostonpads.com. RISMedia’s REAL ESTATE December 2019 67

Moving in December Isn’t So Bad Commentary by Scott Oakley


ith Thanksgiving in our rearview, and the holiday season fast approaching, the idea of moving at this time of year may seem overwhelming for your clients. Thrive Global, a leading research firm on the topic of well-being, provides a ranking of the most stressful life events, ranking moving as 7th overall. Moving falls in behind the top-ranked death of a loved one, along with divorce, marriage, new job, workplace stressors and financial problems. With this in mind, there are droves of REALTORS® who go on vacation this time of year when the market volume is light. In contrast, great agents see this time of year like a hill challenge on a bicycle. When business is hard, you pedal harder to get to the top and finish the year strong. It’s important that agents keep the stress levels of their clients in mind this time of year. Use the extra time that you have on your hands to play a more significant role in helping your clients move. There are so many details to organizing a move that it’s

overwhelming for your customers. One of the most prominent trends in new technology adopted by brokers this year is moving concierge. Your customers will love it. The dread of moving begins the moment that a buyer or seller decides to relocate. Real estate firms that offer a moving concierge service—like one provided by MooveGuru—have found that introducing moving support to the consumer early in the process is the best practice. Our solution allows agents to enroll their clients in a weekly drip

email campaign that’s designed as a client-for-life solution. The campaign starts well before the closing and continues to deliver homeownership savings for years to come to encourage repeat business and referrals. “I am ever vigilant in my quest to discover ways that the RE/MAX brand can deliver additional value to our franchise owners, our sales executives and more than 82,000 customers that we serve each year,” says Dana Tuggle, regional vice president of RE/MAX of Texas, a subsidiary of RE/MAX, LLC. “It is an awesome prospect to imagine that this program has the opportunity to save Texans over $129 million ($10,500 per customer at 15 percent average savings) on their moving expenses.” The MooveGuru program begins when RE/MAX agents invite their clients during the pre-closing process. The program stays connected to the customer throughout the process and years after the transaction. RE

Scott Oakley is CEO of MooveGuru. For more information, please visit www.mooveguru.com. RISMedia’s REAL ESTATE December 2019 69

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MLS Success Story: How Homesnap Is Adding Value to the MLS and Making the Market Work Commentary by Jeremy Crawford


an you imagine if every time you wanted to buy groceries, you had to go to a bunch of different stores? A hundred years ago, that’s what most people did. You went to the butcher for meat, the baker for bread, a dairy shop for milk and butter, and a greengrocer for vegetables.

Piggly Wiggly, the first supermarket, offered the convenience of providing everything in one place, and it changed the entire food industry. This is precisely the challenge that MLSs face today as we work to bring disparate technologies together. First Multiple Listing Service, Inc.’s mission is to help fulfill financial dreams by providing superior technology, service and training to facilitate the success of our brokers. We know that interoperability— or offering technology that talks to each other to eliminate repetitive tasks—is vital: This is what our members want. It’s also one of the most important ways an MLS can deliver ongoing value to members. SUPPORTING THE BROKER PUBLIC PORTAL FMLS was founded 62 years ago by eight brokers, and we’ve always

kept the principal broker member as our No. 1 customer. Brokers are at the forefront of everything we do, and we must ensure that they have products and services to support their success. That’s also what the Broker Public Portal (BPP) is about: putting brokers first. The BPP was created by brokers for brokers, in partnership with MLSs. This philosophy manifests itself in BPP products, which is why FMLS adopted the Homesnap technology right out of the gate. HOMESNAP DELIVERS VALUE Every technology we offer must provide value to a broker’s business. Offering Homesnap helps support our role in making the market work. It’s a technology that “wows” clients. Our members are enjoying what Homesnap provides all in one place, from its built-in agent safety feature to its

Rapid CMA. Homesnap is even integrated with ShowingTime. We believe Homesnap will become even more popular when we soon debut editing functionality for listings. Once we expand the integration between Homesnap and our MLS software system, FMLS members will benefit from better integration with their CRM, as well as the ability to save searches—all in one single solution. The convenience factor is crucial for our brokers. Making it easier for brokers to access all their technology tools in one place today isn’t an option; it’s a basic requirement. LEVERAGING WHAT YOU DO Our FMLS continuing education class is an innovative approach we’ve taken to educate members about the value of Homesnap and other technologies we offer. Through our FMLS Real Estate Institute, we offer a course on mobile technology that allows us to demonstrate how apps like Homesnap work. Our members love it because FMLS provides 33 of the 36 classroom hours needed to renew their licenses. The courses are free to FMLS members, and we don’t compete with Association-provided CE classes. WHY JOINING BPP IS AN MLS IMPERATIVE Every MLS that’s not already a member of the Broker Public Portal isn’t putting the broker at the forefront of their business decisions. They need to ask themselves why the broker isn’t their priority. If they do, every MLS will then make the obvious decision to support the BPP. RE Jeremy Crawford is president and CEO of First Multiple Listing Service, Inc. (FMLS – fmls.com), an MLS and data services provider for real estate brokers and agents in Georgia. RISMedia’s REAL ESTATE December 2019 71

Don’t Just Survive: Creating a Thriving Real Estate Brokerage Despite Future Challenges by Liz Dominguez Photos by AJ Canaria of PlanOmatic


he industry is in a constant state of flux, and for RISMedia’s Power Brokers, surviving in the future means staying ahead of any apparent challenges, as well as preparing to adapt for the obstacles that are less expected. The way forward was discussed during RISMedia’s Annual Power Broker Forum, “Building a Future-Focused Real Estate Business,” held last month during the 2019 REALTORS® Conference & Expo in San Francisco. “We clearly know some of the challenges we face, but we don’t yet know what some of those are amidst the other chaos that occurs and takes us away from that focus,” said Mary Lee Blaylock, president and CEO of Berkshire Hathaway HomeServices California Properties, kicking off the forum. “Every good comes with unintended consequences, but every challenge is met with vigor.” Co-moderated by RISMedia President and CEO John Featherston, the forum tackled everything from competing against iBuyers and other disruptors to meeting changing con-

72 December 2019 RISMedia’s REAL ESTATE

sumer expectations. But what was acknowledged by nearly all is that every brokerage should play to their strengths. “If you focus on what you know best and you stay in the lane you are really committed to, and inspired by, you will thrive,” said panelist Vanessa Bergmark, owner and CEO of Red Oak Realty. “Some of us should not be selling mortgages and titles. Some of us should just be selling homes.” Oftentimes, branching out and diluting the value of the brokerage is a response to feeling threatened by all-in-one, full-service competitors. Bergmark said, “We are an industry that lacks confidence. Know who you are and that there is a value for what you provide.” With all the new choices available to today’s consumers, panelists

agreed that there is a lack of communication when it comes to helping homebuyers and sellers understand the value of working with an agent. “As an industry, we have to do a better job of articulating our value proposition,” said panelist James Dwiggins, CEO of NextHome, Inc. “We are not telling them about everything that we do that occurs within a transaction timeframe, and that’s the problem.” But with distractions at every turn, keeping the focus on the value proposition isn’t so easy. Brokerages today are often overwhelmed by so-called “disruptors,” and instead of adapting and moving forward, they jump to conclusions. “As an industry, we are 100-percent a ‘hair on fire’ industry. One new business model comes along and we say, ‘It’s over. We are done.’ But everyone has to take a pause and breathe a sigh of relief,” said panelist Chris Kelly, president and CEO of Ebby Halliday Companies.

RISMedia’s 2019 Power Broker Forum Panel (left to right): John Featherston, President and CEO, RISMedia, along with James Dwiggins, CEO, NextHome, Inc.; Vanessa Bergmark, Owner/CEO, Red Oak Realty; JP Piccinini, Founder/CEO, JP & Associates REALTORS®; Mary Lee Blaylock, President and CEO, Berkshire Hathaway HomeServices California Properties; and Chris Kelly, President and CEO, Ebby Halliday Companies

Kelly pointed out that the U.S., and really the world, is plenty big enough for many different business models to co-exist. “We might have to retell our story of the value that we bring, but it doesn’t mean that we have to fundamentally change that value,” Kelly said. “We just have to position ourselves as protecting homeowners’ wealth—and for most Americans, equity is the largest percentage of their wealth.” What it comes down to overall is that every brokerage runs differently and has its own predictions of what strategies will win out in a changing industry. For example, panelist JP Piccinini, founder and CEO of JP & Associates REALTORS®, believes focusing on agents in a consultative role is the key to flourishing in the years to come. “I think agents are going to be consultants in the future. There is going to be less running around across town to host open houses,” said Piccinini, who sees less of an emphasis on the relationship aspect of real estate, and more services catering to improving the transactional portion. But against Piccinini’s statement, Blaylock believes the consumer relationship should remain at the center of a brokerage’s growth strategies. “There’s so much noise about what’s happening in our industry, but the growth component only comes

Blaylock co-moderates RISMedia’s 2019 Power Broker Forum.

Dwiggins and Bergmark

with the desire for growth—and it has to be sustainable. You can peak or you can have slow and steady growth,” said Blaylock. “If we can focus on the consumer and keep it there, then we will succeed.” “Incorporate new ideas, have passion with focus, stay connected and deliver the expectations that consumers are looking for,” said Featherston, summarizing some of the session’s key takeaways. “Don’t survive, but thrive. Focus on all the things mentioned and better articulate to consumers that we are going to do the best job possible to exceed their expectations.” RE Liz Dominguez is RISMedia’s associate content editor. Email her your real estate news ideas at ldominguez@rismedia.com.

Kelly and Piccinini

RISMedia’s REAL ESTATE December 2019 73

Optimistic About 2020 Housing? There’s No Other Way to Be Commentary by Kuba Jewgieniew


t’s that time of year—time for people to start laying out their predictions for the 2020 housing market. Most economic experts will be conservative and skeptical, steering entirely clear of being too positive about what we’ll see in the next 13 months. But why wouldn’t we look at the economic indicators and current data as hopeful and positive? And because I know what our real estate professionals are capable of, there’s no reason not to be excited about the year ahead.

NO. 1 – FIRST-TIME HOMEBUYERS: COME ON IN Deterred last year by skyrocketing home prices and low inventory in many markets, first-time homebuyers stepped out of the way. But, a recent TransUnion estimate released in late October indicated that favorable economic conditions, including low unemployment and low interest rates, will send an estimated 8.31 - 9.2 million first-time homebuyers into the market in the next three years.

NO. 2 – HOW LOW CAN YOU GO? MORTGAGE RATES STILL DROPPING Because wages continue to grow at a rate higher than inflation, people are gainfully employed, making money and feeling good about it. Good enough to invest it on something like a 30-year mortgage that, according to Freddie Mac, averages 3.69 percent right now (at press time). Let’s not forget that fixed-rate mortgages in the early ’80s inched up to 19 percent and people were still buying

homes. Now that’s perspective. Investors and economists alike expect interest rates to stagnate, or even decrease in 2020, which means there’s a lot more positive to come. NO. 3 – BEING A GREAT REAL ESTATE PRO STILL REIGNS SUPREME Yes, technology is amazing. It has positively impacted the real estate industry—and will continue to do so—but the game still belongs to the real estate professionals and those who work, grind, grow and build relationships. These are the pros who will continue to show the value that a committed, knowledgeable and caring person brings to a transaction. These are the people who leave an impression, benefit from referrals and impact the lives of their buyers and sellers. As real estate brokerages, we need to support these tremendous real estate professionals and give them every opportunity to succeed. NO. 4 – YOUR OFFICE AND BROKER SHOULD DO IT ALL There’s no excuse anymore for your broker sharing in your commission and not giving you what you need to knock it out of the park. You should receive the technology, support and services you need to do your job, but there’s got to be more. More money coming to you, more coaching and training, and a more dynamic office that inspires and leads you. I encourage you to keep opening doors until you find that. You deserve nothing less. RE Realty ONE Group is ONE of the fastest-growing real estate franchisors today because it puts the agent first with the best way to make more money and do more business. We are the UNBrokerage. Find out why so many are joining and staying with this growing brand.

Kuba Jewgieniew is the founder and CEO of Realty ONE Group. For more information, please visit www.realtyonegroup.com.

RISMedia’s REAL ESTATE December 2019 75

The Fine Art of Recruiting the Right Agents Commentary by Leon Y. d’Ancona, B.T.L., M.T.L., RRESI


icking the wrong agent is a costly and timeconsuming affair, yet many recruiters don’t seem to have a definitive plan about who they should recruit. Others take the point of view that a candidate is worthy so long as they “can fog up a mirror” and are able to pay fees. If you take that point of view, you are likely in the “people business” and your raison d’etre happens to be real estate. In which case, turn to the next page. I’m not offended.

76 December 2019 RISMedia’s REAL ESTATE

The average cost to a broker who hires the wrong person, given to me by seasoned recruiters, can be more than $8,700—and will likely dampen the morale of staff around them. It is certainly worth your while to invest time and effort in easily learning more about the candidate you want to have on your team. For those looking for long-term stability in their organization, I offer the following advice: Know the benchmark. It amazes me that many of the seasoned brokers and owners I speak to daily do not have a measure of agent production. It is only through this knowledge that the above-average professional should be hired.

The average “ends” for the last 12-month period vary from 3 - 8 units in different MLSs. It is also fair to say that nationally, almost 50 percent of licensed residential real estate professionals do not make enough money to sustain their careers. For some readers who are in a position to give great training to new, struggling hires, this may possibly work out well. For most of us, the recipe of hiring people who will not make money ultimately ends with a demoralized staff not conducive to high morale or profits. One of the techniques I recommend I call the “comfort graph” (see below). By charting the performance of the MLS (in red) and the performance of your prospective candidate (in green), you can quickly see if the candidate performed according to normal expectations.

If the market is doing poorly, you can hardly expect your staff to produce stellar performances. Conversely, if the market is hot and the candidate does poorly, that would indicate a lack of talent or ability. There is comfort in knowing that a sales representative’s performance is in tune with the market activity. What you are looking for is someone who actually outperforms what the overall real estate market is doing with a performance level of Leit Olenspiegel (see below).

Picking the wrong agent is a costly and time-consuming affair, yet many recruiters don’t seem to have a definitive plan about who they should recruit. You will note that Leit follows the market trend and in some months exceeds it. Picking the right people for your team should not be a guessing game. You can spend many hours doing your own research, or you can make intelligent, informed choices with tools that are available. Another example is that of Lee Olenspiegel (below) who seems to have taken a mountain climbing hiatus in February and March.

Lee underperformed the MLS seven out of 12 months, leaving only three months (December, January and April) where he outperformed his MLS. Using this technique, you can pick staff that perform in a more consistent manner. It is just one of the many tools you can use to recruit better staff. RE

Leon Y. d’Ancona is CEO of REality®. For more information, please visit www.realestatestatistics.com.

RISMedia’s REAL ESTATE December 2019 77

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{Power Teams} Make a Difference by Verl Workman


uring the holiday season, we reflect on the year that has passed and make grand plans for the coming year. In my position, I’m blessed to be part of the growth of many companies, teams and agents as they put their plans into action. I’ve found that the very reason people succeed is because they have a core motivating value, or a “why”—that underlying thing that drives them, that gets them to do the difficult things and allows them to find solutions to tough problems. At a recent mastermind of elite agents, I was asked a very interesting question: “When do you know you have enough money?” As we see agents grow from making $100,000 to over seven figures, their lives are changed—and so are all of the families they serve in this great industry. But when posed with the question about knowing when you have enough money, I asked the leaders in the room to share with me why they work. Why do they leave their families and go to the office every day? Why do they work weekends and evenings, skip vacations and push themselves so much? The answers were interesting, as well as humbling. At first, we received what I like to call the standard answers, because that’s what they thought I wanted to hear. These answers focused on the fact that they really love people, that they love helping homeowners find their next house,

that they need money to pay the bills. As I dug deeper, the answers became more real, more authentic. One agent said she works because she wants to be in a position to mentor other women who don’t believe they have value or opportunities to make something of their lives because they’ve been verbally or physically abused. Another said that he works so that he can go to third-world countries every year with his family and help bring water to villages and make a real impact by bringing them something we all take for granted. One grandmother said she works because it keeps her young, and she wants to have money to spoil her grandkids. While the answers varied from person to person, the thing these leaders have in common is that they work because they want to make a difference in other people’s lives. We’re in the greatest industry in the world, where our hard work is traded for opportunities to make money, and if you do the business right, a lot of money. But that’s not why we do it. It’s not the money it-

self, but rather, what having money has the potential to do in our lives—and the lives of people we care about. When we take the time to identify our “why” and go deeper to determine if it’s real, it creates a new resolve, as well as a clarity of focus. It also provides your coach the ability to remind you of why you do the hard things. If you don’t have a “why,” or you’re struggling to find one, put some time aside to volunteer with an organization that’s focused on making a difference in your community. They need leaders like you more than the money you would donate, so give them your most valuable asset. Give them your time. As you volunteer and give, you’ll find the joy that comes from making a difference, and, in the process, develop a “why” that’ll serve your hunger for success.

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

RISMedia’s REAL ESTATE December 2019 79

{Power Teams} 5 Ways to Create Life Balance by Sarah Bernard


s real estate professionals, we love to either brag or complain about being “on” or “available” 24/7. Great customer service, we call it—a way to stand out among our colleagues. We are at the mercy of contracts that don’t follow the business protocol of days that end at 6 p.m. or weeks that end on Friday. The attractiveness, to some, of a real estate career is the “flexible” schedule and no limit to vacation time, though that flexibility means that we are slaves to our computers and phones. The result of all this availability and flexibility? Quick burnout, sleepless nights, limited family time and vacations that aren’t restful or fun. I’m on a quest to change this cycle, starting with myself and my own team. Here are some of my very simple suggestions to bring balance back to your busy lives:

1. Set office hours. Follow the traditional American business hours of Monday through Friday, 9 a.m. - 6 p.m. (or 8 a.m. - 5 p.m., or whatever you choose within this cultural guideline). And stick to it. When the office is closed, it’s time for you—to read a book, take a class, go to a movie. If you work with buyers, you may need to show homes in the evenings and over the course of a weekend, but be clear that those hours are “by appointment only.”

2. Work at an office away from your home. The allure of a home office is one of the top reasons

80 December 2019 RISMedia’s REAL ESTATE

people choose real estate as a career, but with it comes distraction and the inability to walk away easily. Leaving home in the morning to go somewhere to do your office work—whether it’s the local library, a shared workspace or your brokerage office— will not only set you apart, but will also instantly create a start and end time to your day.

3. Establish a morning routine. Planning to be at the office at 9 a.m.? Then don’t wake up at 8 a.m. I’m an advocate for three hours of a morning routine before you leave home. Get caught up on the morning news, work out for 30 - 60 minutes, eat a healthy breakfast, set your goals or plan for the day, or take time to meditate or write in your journal.

4. Manage your email. Here’s a simple tip for getting control of your time: Schedule your emails. Yes, I know you’re occasionally going to be checking email on the weekends and at night out of necessity, but try to avoid sending non-essential emails during your off-hours. Go ahead and write them if you must, but schedule them to send during your office hours. If you get in the habit of sending emails and text messages at 9 p.m., your clients may just respond.

5. Build a team and let go of control. Getting help, whether it’s by adding an executive assistant, a transaction manager, a buyer’s agent or all of the above, allows you to build balance back into your life. Adding the right resources will build your bank account more quickly than anything else you can do, and certainly more effectively than working 80 hours a week. Just imagine the great customer service you’ll be able to provide by expanding your office staff. Life is more than work, though a happy work life is a great accomplishment in our journey. Broaden your vision, your goals and your perspective by getting balance back in your day-to-day and you’ll love your work even more than you do today. Tackle just one of these suggestions at a time and work toward a better and more fulfilling life in 2020. Sarah Bernard, senior coach for Workman Success Systems, came to real estate from a career in corporate marketing and property management. Licensed in 2014, Bernard sold $6 million in properties with 12 transactions in her first year and was Rookie of the Year. Five years later, she has grown a team that includes three buyer agents and support staff. She is committed to learning and improving her team management every day. Contact her at SarahBernard@WorkmanSuccessSystems.com.

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{Power Teams}

Growing a No. 1 Real Estate Team:

It’s All About Relationships by Suzanne De Vita

The Zamir Group on RED Day, Keller Williams’ annual day of service

When Zohar Zamir began his career in real estate, he had an arduous path to take. It was in the aftermath of the recession, when listings were scarce, and Zamir was determined to double down on the fundamentals—the ones he knew would help him prevail, even in trying times. Fast-forward 10 years, and Zamir and his team, The Zamir Group, have catapulted to No. 1 in their multiple listing service’s* ranking for sales, earning the highest honor out of roughly 9,000 others. The group has been No. 1 for three straight years, and in 2018 alone, garnered more than $95 million in sales volume. Now, The Zamir Group is headed toward 1,000 lifetime listings sold. Beyond that, the group has been honored with the New Jersey Association of REALTORS®Circle of Excellence Sales Award Platinum Level for six straight years, among other impressive recognitions. Here, Zamir discusses his journey in real estate, and how he’s led his team to the top.

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Suzanne De Vita: You got into the business in 2010—a challenging period for real estate. What was that like? Zohar Zamir: It was a very tough market—but only the tough survive. I had to hustle. I worked hard and stuck to the basics: cold-calling, door-knocking, FSBOs, expireds. It was a really rough, bumpy road in the beginning, but after my first year in the business, I saw the potential. SD: How did you go from an agent to forming a team? ZZ: As I started to build my business, I realized that in order to fulfill my big vision, I couldn’t do it myself. I hired an assistant and decided to rebrand myself as The Zamir Group, which was unique [at the time]. In 2014, I moved to Keller Williams, and they were all about teams. I thought, “This is the platform for me to drive my vision into reality.” SD: The Zamir Group has been named No. 1 for sales for three years now.

How have you continuously earned this ranking? ZZ: I like the competition—it keeps me focused and engaged. We’re always working harder on the basics, and always trying to maintain that edge. We’re going to be the best we can, and give the best experience to our clients—in terms of marketing, buyer consultations, scripts…all of the things that create a long-lasting relationship and differentiate you from many agents. We’re trying to create a legacy. SD: You’re based in New Jersey, but are getting your license in New York (at press time). What was behind that decision? ZZ: My bread and butter is Bergen County, but we’ve expanded the last few years to Hudson County, Essex County and Passaic County. It was important, for my clients and my agents and myself, to have the ability to connect on that side of the state of New York, especially when a lot of the areas here are so connected to it—we have a lot of flux of clients going back and forth between them. SD: Finally, what are your goals for this year? ZZ: My main focus is building up crash-proof systems. When you’re in a shifting market, it’s important to go back to the fundamentals and improve your business based on referrals. It’s about past clients and post-transaction relationships, and doing the right things so that when the market slows down, you can still hit your goals. RE *New Jersey Multiple Listing Service (NJMLS)

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



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{Broker Best Practices} Small but Mighty Boutique Brokerage Closes Over 360 Transactions in 10 Months by Paige Tepping

“We’ve experienced a great conversion rate since adding Local Expert to the mix. It helps us stand out because it’s something that no one else in our local marketplace has.” – DJ DELLASALA Team Leader, The DJ & Lindsey Team, Ancient City Real Estate

Lindsey Skye DellaSala Team Leader

DJ DellaSala Team Leader The DJ & Lindsey Team, Ancient City Real Estate St. Augustine, Fla. www.moveto904.com Region served: Northeast Florida, including Jacksonville, St. Augustine and Palm Coast Years in real estate: Lindsey: 10; DJ: 13 Number of team members: 32 Had a team since: 2015 What influenced your decision to form a team? When Lindsey and I founded the brokerage in 2013, we wanted to be different. Not only did we want to have some really amazing marketing, but we also wanted to give out leads. We quickly found out that it was hard to hold regular brokerage agents accountable, so we decided that the team structure would give us the ability to provide a lead platform to those agents that wanted to work full-time. Word on the street is that your “boutique” brokerage is a powerhouse. With 32 team members, you manage to transact more than a closing a day seven days a week. Where

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is your business coming from to feed the team? All of our business comes from online. While we utilize all of the major portals that focus on online lead generation, realtor.com® is one of the main platforms we use. We’ve been working with realtor.com® since 2012 because that’s where the consumer is going. In addition, we have more than 10,000 followers on our Facebook page, so that’s also proven to be a good source as far as branding and keeping us in front of our sphere of both past and new clients. So you’ve been successful with online on the “buy” side, but can you talk a little bit about what you’re doing with the listing side? We started using realtor.com® Local ExpertSM, which allows us to position our listings out front to provide our sellers a unique selling proposition. Not only can we show them that we’re putting them directly in front of traffic, but also, we’re highlighting them at the top. We’ve experienced a great conversion rate since adding Local Expert to the mix. It helps us stand out because it’s something that no one else in our local

marketplace has. It’s definitely a powerful tool. What about building your brand with the shoppers you meet there? With our new branding position, online shoppers are introduced to the brand as soon as they begin to browse on the internet, so when we call to follow up with leads, they’re already familiar with us. This makes it easy for them to put two and two together once we’re on the phone with them and tell them who we are. Building the brand is all about continuing to stay in front of them in order to foster the relationship. How do you keep the team this sharp and productive? We’re raising the bar every single day as we continue to bring people on and add to the team. Since we have such a large team, there’s no grounds for complacency. Because there are a lot of talented individuals on our team, anyone that joins the team is coming in and trying to raise the bar by focusing on being the best at converting online leads. For more information, please visit realtor.com/sales.

Capitalizing on a Strong Global Presence by Paige Tepping

Bruno Rabassa CEO Berkshire Hathaway HomeServices LARVIA Madrid, Spain https://bhhslarvia.com/en Region served: Spain Years in real estate: 7 Number of offices: 3 Number of agents: 15 Favorite relationship-building strategy: Generate the confidence necessary to form long-term relationships with clients through transparency and an orderly process that’s designed to find the right property to solve their needs. Most effective way to motivate agents: Team up with them so that they feel as though they’re part of something bigger than themselves. One thing people don’t know about you: My obsession with order and processes. Please describe some of the current trends you’re seeing in your market. In recent years, there’s been an upward trend in prices, but we’re still a long way from the highs we reached in the last decade. That being said, there are still great opportunities to purchase property in Madrid and Barcelona, as well as other parts of Spain. The real estate market is demanding more rental housing, and we’ve seen corporate and individual investors take positions in this segment. Banks are also very receptive to foreign financing. In fact, many of them have departments specializing in granting these types of loans.

While the company has ties to Spanish construction and development that dates back to the mid-’60s, you recently joined the Berkshire Hathaway HomeServices network. What makes the network the best fit for you? The addition of LARVIA to the Berkshire Hathaway HomeServices family will allow the network to benefit from the expertise we have in the Spanish real estate market. Likewise, our clients will also benefit by receiving expert advice from other companies in the network who are located around the world. For LARVIA, it’s a unique opportunity to be part of the Berkshire Hathaway HomeServices network, as we now have coverage in all the major markets around the world. Our clients know that whether they’re working with Berkshire Hathaway HomeServices LARVIA in Spain—or anywhere else in the world—they have the guarantee that they’re working with network members whose name stands for integrity. How has business changed since the transition? In addition to transforming from a local agency to a global agency with a strong global presence, we’re also part of one of the most recognized and admired brands in the world. We now have access to effective IT tools, which is a huge benefit for us, and we’re already seeing a wave of referrals since we launched the brand. We never imagined the incredible amount of interest we would see from international clients and investors, but the news coverage surrounding our joining the Berkshire Hathaway HomeServices network has led to many of the largest developers in Spain inviting us to help them market and sell their properties.

How does your company make its agents’ jobs easier? By listening to their needs and setting goals to achieve them. We like to ask our agents what they need to do their job better and be more successful. Communication with our agents is essential, not only to receive their valuable input, but to also make them aware that we’re here to support them. What sets Berkshire Hathaway HomeServices LARVIA apart from other brokerages? First and foremost, our renowned brand—Berkshire Hathaway HomeServices— carries the name of Berkshire Hathaway Inc., one of the most respected and trusted companies in the world. Secondly, our global vision. As I mentioned, we transformed from a local to an international agency, and that’s a huge change. Thirdly, we have the most exciting project in Spanish real estate history—and all the best agents in Spain are welcome to reach out to us so that we can tell them more about this incredible opportunity. In addition, the market has welcomed our incorporation into the Berkshire Hathaway HomeServices network, and there has been enormous interest so far. We’re now able to sell Spanish properties anywhere in the world, thus showcasing the best listings of our cities. What does the future look like for Berkshire Hathaway HomeServices LARVIA? Passionate and challenging. We want to expand rapidly throughout the Spanish geography, especially in those places with a high demand for national and international customers. Our goal is for Berkshire Hathaway HomeServices LARVIA to be the leader in Spain within the next 7 - 10 years. For more information, please visit www.bhhs.com.

RISMedia’s REAL ESTATE December 2019 87

Technology, Training and Name Recognition with both our sister and affiliated companies, over the past 16 years, we’ve interacted with the top brokerages in the world.

Ron Shuffield President & CEO Berkshire Hathaway HomeServices EWM Realty Coral Gables, Fla. www.ewm.com Region served: Miami and Ft. Lauderdale Years in real estate: 44 Number of offices: 10 Number agents: 850 Top technique for staying in touch with clients: Our company’s marketing and social media are designed to run concurrently with the communication efforts being individually managed by our associates. While we continue to expand digitally, we still publish our magazine, Lifestyles of South Florida, to promote our $1 million-plus homes and condos. How do you stay flexible in today’s ever-changing real estate landscape? The first step in exercising flexibility is recognizing when making a change is beneficial to your organization. Staying up-to-date with a dynamic industry such as ours requires the continual input of fresh information. Each member of our Berkshire Hathaway HomeServices EWM Realty family and I have been fortunate to belong to this family of companies since 2003. Through our close relationships

88 December 2019 RISMedia’s REAL ESTATE

What led to your decision to join the Berkshire Hathaway HomeServices network? Our South Florida team has been in a unique position to observe the solid growth of the Berkshire Hathaway HomeServices network over the past six years. As a HomeServices of America family member, having a front-row seat to follow the positive impact of new systems and technologies, which Gino Blefari and Chris Stuart were shepherding across the network, caught the attention of our EWM management and associates. Have you noticed any notable increase in business since the transition? After our announcement this past summer that we were rebranding our 55-year-old EWM Realty name, our associates immediately began interacting with other Berkshire Hathaway HomeServices network members from across the nation and world. One of our first interactions with other Berkshire Hathaway HomeServices network luxury agents was through the Berkshire Hathaway HomeServices Global Luxury Summit, an annual conference that brings the topproducing associates throughout the network together. The gathering was less than 60 days ago (at press time), and referrals have already been exchanged. What are some of the ways you go the extra mile for your agents? Our vice president of Marketing has developed a Marketing “Graphix Lab” that lends professional design and marketing services to

by Jameson Doris

“After our announcement this past summer that we were rebranding our 55-year-old EWM Realty name, our associates immediately began interacting with other Berkshire Hathaway HomeServices network members from across the nation and world.” – RON SHUFFIELD President & CEO, Berkshire Hathaway HomeServices EWM Realty

our associates. These in-house graphic design professionals give our associates the benefit of having designer-firm quality all under our roof. Other benefits include in-house technology, legal services and training opportunities. What’s the most significant trend positively impacting your business today? Florida is in an enviable position because of its exceptional growth rate. Our state adds just shy of 1,000 “net” new permanent residents each day. That’s almost 365,000 “net” new permanent residents annually. Our statewide population is expected to hit 22 million permanent residents next year. That means that demographers are predicting that Florida’s average growth rate over the next 10 years will be 1,100 “net” new permanent residents per day—365 days per year. For more information, please visit www.bhhs.com.

Design a Better End to Your Workday by Jameson Doris


ife in the real estate industry can be chaotic. As a real estate professional, you may be used to a non-traditional work week, with minor tasks needing your attention on the weekend. To find balance, it’s important to add routine to your schedule whenever possible. A regular end-of-day ritual is an excellent way to close out each day and help you ease into your schedule the next morning. Here are a few things you can do to design a better end to your workday: 8Go over what you got done. If you aren’t already, start using a checklist on a daily basis. At the end of each day, go over what you accomplished so that you’re ready to tackle tasks

the next morning. Be sure to start your end-of-day ritual 15 - 20 minutes before you plan on leaving your office or work area. 8Review tasks for the next morning. This should coincide with the task above. Be sure you’re aware of any tasks you haven’t finished at the end of each day, as well as anything else you know you need to handle the next day.

8Clear your workspace. Before you leave for the day, clear any clutter on your desk. Be sure to check all the files and papers you’re moving before you stack them or throw them away—there may be a task lurking in the pile that you’ve forgotten to handle. RE Jameson Doris is RISMedia’s blog and social media editor.

{Power Broker Perspectives} by Keith Loria

Daniel de la Vega:

The Culture of Real Estate Daniel de la Vega, president of ONE Sotheby’s International Realty in South Florida, has led the firm to annual sales averaging more than $2.5 billion since its founding in 2008. He followed in the footsteps of his mother Mayi, a luxury broker. Immersed in real estate for most of his life, working more than a decade as a professional broker, de la Vega utilizes a background in finance and marketing to help manage a property portfolio totaling $5 billion-plus in both new, luxury condo developments and listing inventory. I understand you are an avid art collector. Tell me a little about your collection. DANIEL DE LA VEGA: I’ve

always been into art and appreciated it ever since I was little. I am a people person and enjoy talking with people and visiting new cultures, and I feel art brings all of that together. The creativeness behind it always intrigued me. I had wanted to collect art for many years, and as I traveled around the world, I learned more about how to view and buy art, and now I have a collection that is primarily North American- and South Americanfocused, with a sprinkle of Cuban art in there. I plan to continue to grow my collection in the years to come.

What do you see as the biggest opportunities for increasing business right now? DD: Our market has been strong, and our numbers are up, so it’s something that we are definitely thinking about. I’m predicting 2020 will be a good year despite the fact it is an election year. We are going to be opening in a new market at the end of the year—a high-end luxury market—and we also have three other acquisitions planned. We believe in the future of the industry and our people, and we believe in the companies we are buying.

Characterize the importance of blending real estate, art and culture in South Florida as part of the Sotheby’s brand. DD: I think people lose sight of this, but when you look at why real estate is booming in South Florida, one of the primary reasons for this increase in pricing is because of the culture that is taking place here and all the different neighborhoods being created. It’s the museums and the restaurants and everything that most major cities have, that Miami had always lacked, that are now appearing in the city. There was a lot of pent-up demand for this culture. We now have a stronger city, and this allowed real estate prices to increase to ultimate highs.

What are the biggest challenges you’re currently facing? DD: Companies that are trying to break into the market without understanding the true fundamentals of the industry and giving away crazy deals to agents. We are not a financial experiment.

What do you look for when bringing new agents into the company? DD: The first thing I look for when I bring someone into our organization is someone who’s smart. I like to surround myself with people who are way smarter than me. It’s equally important to bring on people with a long-term vision for the industry and who believe in the industry. What’s a way that you differentiate yourself from others in the market? DD: We just launched a new wellness program for all of our employees and agents. This is something that Mayi and I have wanted to do for a long time— helping people who we are with, who give us so much every day, by letting them focus on themselves—but doing it as a group and doing it as one.

VITALS: ONE Sotheby’s International Realty

Years in business: 11 Size: 17 offices, approximately 850 agents Regions served: South Florida: Dade, Broward, Palm Beach and Martin Counties 2018 sales volume: $2.45 billion 2018 transactions: 4,794 www.onesothebysrealty.com

RISMedia’s REAL ESTATE December 2019 91

How is your market faring as we reach the end of 2019? ANDREW SMITH: We started a little slow, but we are finishing very strong. At the end of September, we were up 14 percent in dollar volume.

Andrew Smith:

Taking Ownership of Excellence With more than 25 years of experience in the real estate game, Andrew Smith, broker/owner of Franconia, N.H.-based Peabody & Smith Realty, has found great success, including being awarded the Littleton Area Chamber of Commerce 2007 Business Leader of the Year. Smith started the firm with a clear mission to serve the client, and has designed the company to be able to say “yes” to just about anything. “Our model, where the entire team takes ownership for the delivery of exceptional client service, has served us and our clients very well,” he says. “All of our agents work fulltime in their real estate career and maintain a very high level of agent productivity.”

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How do you maintain profitability as the market fluctuates? AS: We keep a close eye on our fixed expenses, and are always seeking to eliminate redundancy or unneeded expenses and find more efficient ways to deliver our services to our agents, as well as our clients and customers. Our largest variable expense is agent commissions, so that is self-leveling. How do you stay on top of trends and innovations? AS: We attend three or four conferences a year and stay on top of media news on a daily basis. We are also members of a Leading Real Estate Companies of the World® CEO group, which I find invaluable. Are there any market segments/niches you’ve recently expanded into, or are considering expanding into? AS: We have a fairly robust commercial and business brokerage division. Additionally, we tried several times to do an in-house vacation rental program without success. We recently partnered with a local vacation rental firm that has the same high-quality/ high-touch service model

“Our model, where the entire team takes ownership for the delivery of exceptional client service, has served us and our clients very well.” – ANDREW SMITH Broker/Owner, Peabody & Smith Realty

we do, and that is working quite well. What’s the biggest mistake you ever made in the business? AS: When launching a new program or process, not dedicating enough financial resources and human capital to ensure its quick and successful adoption.

ing. That being said, we all need to schedule in—and stick to—time away with family and friends. I live in a beautiful four-season resort area, so it’s easy to grab a few hours to take some runs at one of our local mountains or jump on my motorcycle and ride some of our extraordinary roads. Both are great, head-clearing fun.

How do you maintain work/life balance? AS: I am blessed to be able to say that I love what I do, so working hard and working long hours is fulfill-

VITALS: Peabody & Smith Realty Years in business: 27 Size: 2 main offices and 3 satellite offices, 36 agents Regions served: Lakes and Mountains of New Hampshire and the Northeast Kingdom of Vermont 2018 sales volume: $143 million 2018 transactions: 612 www.peabodysmith.com

Heidi Pay:

Planning for Growth in the Bay Area Heidi Pay grew up with a family that invested heavily in real estate with a “buy-and-hold” philosophy. Today, as chief operating officer and general manager of Golden Gate Sotheby’s International Realty in Mill Valley, Calif., Pay has proven to be a great wealth builder and believes in the long-term value of real estate. “I love this industry because as a financial investment, homes, unlike stocks or even art, provide a huge impact on life experience,” she says. “Making a house a home is a vehicle for self-expression, attaches us to communities, supports relationships with family and friends, and provides the added benefits of financial leverage and tax benefits.”

What have you seen in the Bay Area market for 2019? HEIDI PAY: We have seen unprecedented pricing for Bay Area homes over the last lengthy growth cycle. The economic underpinnings are strong, with low unemployment, low interest rates and limited supply. However, this year, appreciation has cooled, and many counties saw minor readjustments in average price. It seems this upswing has crested for the time being as prices exceed what the market will bear. The third quarter of 2019 brought a reduction in the median price of Bay Area single-family homes of 4 percent. This indicates a move to a more normalized market. What is your growth strategy in the year ahead? HP: Golden Gate Sotheby’s International Realty is absolutely planning to grow over the next 12 months. We have many opportunities to expand and are selectively exploring those of most interest. This is in the form of acquisitions, as well as organic recruiting. What differentiates your firm in the marketplace? HP: One thing that defines our company is our longterm commitment to the real estate business and the belief that there is an incredible value in the knowledge and experience a trusted agent brings to the success of a transaction. We know that this is a relationship and service

business. While we have been on the forefront of technology, we provide technology to support relationships, not replace them. Our three owners— Bill Bullock, Olivia Decker and Michael Dreyfus—are all exceptional agents who are at the pinnacle of their sales careers. They know what agents want and how to support their success. What are the biggest opportunities for increasing business in 2020? HP: The opportunity we see is consolidation in the entire industry, from brokerages to agents. Fewer players are doing more business. We are poised to grow through this next cycle as our clients look to guidance from top-tier agents and demand the global exposure only we can provide to ensure the sale of their properties at the highest price. Mediocrity will not survive in the next market cycle. This offers our business-minded agents an opportunity to excel and gain marketshare as they work within an elite brand.

How are you preparing your salesforce to meet the expectations of today’s firsttime homeowners? HP: The Bay Area is a challenging location for firsttime homebuyers and millennials. We have agents who provide a luxury service at all price points. Our experienced agents can provide both guidance and access to market data so that buyers can make smart purchasing decisions. Despite the extensive information available online, a first-time purchase is intimidating, and there are frequently aspects of the home or area that are not fully considered or known unless someone who knows and understands them brings attention to them. For those moving up, we offer One Bridge, a bridge loan program in concert with Opes Advisors, so that clients can buy before selling, which allows them to make more competitive offers. RE

VITALS: Golden Gate Sotheby’s International Realty

Years in business: 30 Size: 23 offices, 480 agents Regions served: Bay Area with offices in Marin, Napa, Silicon Valley and East Bay 2018 sales volume: $3.9 billion 2018 transactions: 2,681 www.goldengatesir.com

RISMedia’s REAL ESTATE December 2019 93


The Digitalization of the Real Estate Industry

Is Tech Taking Over? by Liz Dominguez


he world of real estate is shifting. Is technology taking hold of an industry that was traditionally all about in-person interactions? Relative to other occupations, real estate careers are low on the list of digitalization. According to a recent report from the Brookings Institution, “Digitalization and the American Workforce,” real estate, including the rental and leasing segments, scored a 45 mean digital score in 2016. Scores range between zero and 100, with those over 60 considered high digital occupations. But since 2002, the industry has made strides, with its score increasing by 19 points, up from 26. The digitalization of the industry is slowly progressing, and brokers and agents have different things to say about the benefits, challenges, opportunities and how to best adapt to a world run by tech. RISMedia spoke to three industry experts to gauge what their experience has been thus far, and where they see real estate tech going in the future. HUMAN AT HEART While viewpoints are mixed, they all share one similarity: Real estate will always need the human touch. 94 December 2019 RISMedia’s REAL ESTATE

“Ultimately, when a consumer buys or sells a home, it’s one of the most emotional moments of their life,” says Mitch Robinson, chief marketing officer of eXp World Holdings. “For this, digitalization is not the key. Having a great local, personal advocate that is your real estate agent—that’s what matters most.” Dustin Cheatham, a REALTOR® with CENTURY 21 Select Real Estate, Inc., wholeheartedly agrees, standing firm that websites and automation are not posing a risk to the agent career, and that the value will always be there even for consumers who embrace technology. “Tech-savvy people are still choosing to work with REALTORS® and even pay a traditional commission amount,” says Cheatham. “The No. 1 reason is because this job is so complex. Homeowners’ lives are too busy to try to do a REALTORS®’ job better and more successfully and save a commission.” Cheatham says agents can save clients from being taken advantage of and “save them from a failed transaction,” and that’s why they’re worth the commission. Cheryl Eidinger-Taylor, COO of ERA Key Realty Services, has seen a huge focus on the digital in recent years. Some of these tech-driven tasks include: •Searching on mobile devices •Sharing and signing documents on a digital platform •Negotiating and communicating via text or email •Connecting with clients through social media But she agrees that there are some aspects of real estate that will remain human. “There are still many things that the consumer wishes to do in person, so while digitalization has streamlined many aspects of the process, it has not taken away the decision-making pieces that remain, for most consumers, a personal experience,” says EidingerTaylor. “For the typical home-buying consumer, viewing homes would be one of those things that is still preferably done live and in person.”

IS DIGITAL THE NEW WAY? All of this doesn’t mean that other parts of the business haven’t benefitted from a technology takeover, however. Eidinger-Taylor says she’s seen a shift toward the digital approach, especially to keep up with the busy lifestyles of today’s consumers. “One example of this is the signing of an offer or the initialing of the changes in a negotiated offer,” she says. “This no longer requires a sitdown in person, or two people driving to meet by the side of the road for initials.” For a brokerage like eXp, technology is a major focus, and they’ve seen extensive growth because of that. “At eXp Realty, digitalization has become a big part of our success,” says Robinson. “It allows our agents not to have expensive brick-and-mortar locations and promotes real-time engagement. Agents can get advice from other agents, attend real-time training, and more.” CENTURY 21 Select Real Estate has also embraced the digital, according to Cheatham. He says his brokerage has “fully integrated into the digital space.” “We’re on social media, consumer websites, follow-up campaigns with clients,” says Cheatham. But he maintains that clients need a lot of non-digital help, too. “All the tech is wonderful when it saves time, and we love that,” says Cheatham. But when it comes to things like consultations, he says actions like “looking with our eyes, doing things with our hands, like changing out a door handle, rearranging some furniture for better service,” and more, is done “in an efficient way with human power.” LEVERAGING TECHNOLOGY, THE RIGHT WAY It’s not just about diving headfirst into the latest gadgets, say experts. Brokerages and agents should solely focus on technology that helps to streamline and automate.

“There is so much technology in the real estate space and more available each and every day,” says Robinson. “The key is measuring the effectiveness of that technology. I’ve been saying for a long time, the best technology is the technology you will actually use to run your business effectively.” Eidinger-Taylor says her brokerage has been attracted to programs like dotloop because it’s largely automated and helps with storing and signing documents while keeping the data secure. They have also moved their telephone systems to VoIP (Voice over Internet Protocol) and cellphones, embraced social media, and offered training on all of their tech tools to keep agents and brokers up to date on how things work and what some of the legal ramifications are in terms of data security, wire fraud, etc. “The impact is positive in that things can be done more conveniently for the consumer and that real estate professionals can spend more time doing more productive tasks for their clients,” says Eidinger-Taylor. She’s seen the following benefits from moving to a more digital approach for communication modes, searching platforms and transactional tasks: •Drastically cutting down on driving time •Enabling clients to bid more quickly in competitive situations •Allowing agents to do more research at their computers instead of driving to town halls But, she says, “the negative implications are those that occur when the digital replaces personal completely.” That last statement is something Cheatham can relate to, suggesting that if agents and brokers are worried about “websites carving away at their jobs or commissions,” it’s prob-

ably because they are focused on the wrong thing. “The way to view this career is as a customer service industry,” says Cheatham. “With our own intuition and creativity, agents can demonstrate value in just about every customer situation.” FINDING A BALANCE While going paperless and digitizing office processes can be beneficial, it should always be about making a real difference for agents, says Robinson. “In the future, we will continue to be agent success-obsessed, meaning understand our agents’ needs first, and then find the solution.” Eidinger-Taylor says she expects there to be continuing breakthroughs in the tech space when it comes to real estate, stating her goal for the company is that they “innovate within our structure and embrace the products and tools that are most helpful to both the consumer and our professions.” At the same time, with tasks related to connecting on a human level, she says there should be a continued focus on “voice inflection and emotions displayed” because they are critical to communicating with clients and co-operating real estate professionals. “It’s important that we do not forget that buying or selling a home is a very personal and emotional experience, often tied to a life event,” says Robinson. “Digitalization is there for all the right strategic reasons, but if we forget we are ultimately working with a human being, we are all in trouble.” RE

Liz Dominguez is RISMedia’s associate content editor. Email her your real estate news ideas at ldominguez@rismedia.com. RISMedia’s REAL ESTATE December 2019 95

Leverage Strategies for On-Purpose Growth by Sherri Johnson


pportunities aren’t lost—they go to someone else. Are your team members maximizing and leveraging the opportunities right in front of them? Are they committed to the simplest form of real estate sales—networking, working their sphere, and making connections and personal relationships with potential clients, as well as continuing to nurture past clients and referral sources? house—creates additional opportunities. Calling the neighbors before the sign goes up can create showings, which will show the seller you do more than put a sign in the yard and slap it on the MLS.


It takes a lot more time and financial resources to attract and convert a new client than it does to keep existing ones. In today’s hyper-focused, transaction-based climate, it has never been more important to leverage strategies for growth that create more referral business and attract new clients to your team—and, most importantly, create long-lasting client relationships. Follow these five strategies to keep your agents focused on leveraging and maximizing the potential business in front of them every day:


Leverage your current listings for more business. Your team should be selling three or more new pieces of business from each active listing. Sending postcards to moveup buyers and the neighbors to invite them to the open house an hour before—and, better yet, calling and notifying people in your past client sphere about the new listing or open 96 December 2019 RISMedia’s REAL ESTATE

Leverage open houses to convert more leads into listing appointments and buyer clients. The open house is still the best lead-generation strategy to attract new business. Choose the right price point, drive traffic and convert the leads into new client relationships by obtaining appointments during the open house. Watch my exclusive webinar, “Make $50K (or More) at Your Next Open House” (https://pages. services/sherrijohnsoncoaching. com/rismedia-request). This strategy will make you fall in love with open houses again.


Leverage every opportunity you encounter with people. When you meet new people, do you strike up a conversation and let them know you sell homes for a living? Do you wear your logo somewhere that says it for you, or do you ask people where they live? I always ask people where they live, then I ask what part of that town/city and what street. (It’s at this point that I say, “Don’t think I’m strange, but I sell houses for a living and I ask

everyone this,” to which they immediately tell me what street they live on.) Next thing you know, we’re talking about real estate. They inevitably ask me which brokerage I’m with, and from there, I always ask them if they know anyone I can help—or if they’re thinking about making a move in the next 6 - 12 months.


Leverage your professional network and vendors. Remember to include your professional contacts (attorneys, accountants, dentists, doctors, hair salons and retailers) and your vendors with whom you refer business to (mortgage lenders, title companies, home inspectors, painters, contractors, roofers, etc.) in order to make sure they’re referring you and your team’s name to new client opportunities. Keep them up to date on your marketing, your success and your new listings—and ask them for referrals—to leverage your mutually beneficial relationship for success.


Leverage your client database or CRM. Keeping in front of your client relationship database is the most lost opportunity that agents don’t maximize. Have your team put their clients on a drip campaign so they hear from you regularly with valuable information about the housing market and home values. Email and send cards to help celebrate your sphere and past clients’ milestones or achievements. Customizing the cards makes them personal and keeps your relationship strong. RE 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 and the Official Real Estate Coach for McKissock Learning and Real Estate Express. Sign up for a free 30-minute coaching strategy session or visit www.sherrijohnson.com.

{Meet the Newsmakers} 2019


Sana Saleh REALTOR® Rodeo Realty


ana Saleh is a REALTOR® with Rodeo Realty in Northridge, Calif. She draws upon the knowledge she has gained as a lifetime resident of Los Angeles

to help her clients. She understands the complexities of the real estate markets in Southern California and works with customers to match them with the perfect neighborhood for their needs and goals. Before entering the real estate field, Saleh worked in the financial services industry for 30 years and worked her way up the corporate ladder to become a very successful executive leader in the area of banking. She specialized in mergers and acquisitions, residential and commercial real estate, and contract negotiations. In 2015, Saleh then decided to change careers and follow her passion for real estate. Her new role as a REALTOR®came naturally because it allowed her to combine her love of building relationships with her skills in the realm of finance. Saleh’s prior experience prepared her to guide investors, homebuyers and foreign nationals through the real estate process, particularly when it

“What sets me apart is not just the fact that I’m personable and understanding of the needs and wants of my clients, but I think my financial planning background can provide additional guidance that will support their decisions.” comes to finding smart investment options, leveraging business connections and negotiating the best deal. “What sets me apart is not just the fact that I’m personable and understanding of the needs and wants of my clients, but I think my financial planning background can provide additional guidance that will support their decisions,” Saleh recently told Top Agent. Saleh is dedicated to “making home-buying dreams come true.” She attributes her success to her knowledge of the real estate market and the relationships she builds with her clients and her peers in the industry. RE For more information, please visit https://sanasellshomes.us. To see all of our 2019 Real Estate Newsmakers, visit rismedia.com/2019-newsmakers.

Coming Next Month: Meet RISMedia’s 2020 Real Estate Newsmakers! RISMedia will announce its 2020 Class of Real Estate Newsmakers in the special, expanded January issue of Real Estate magazine and online at rismedia.com! Don’t miss next year’s headline-making honorees.

RISMedia’s REAL ESTATE December 2019 97

{RISMedia’s Great Spaces}

High-Class in the Country This month, Great Spaces takes us from the countryside of Pennsylvania to the lush foliage of California’s San Fernando Valley.

by Zoe Eisenberg

Classic Contemporary in Pennsylvania Built in 1972, this contemporary Pennsylvania home, located at 360 East Hillendale Road in Kennett Township, was designed and built by the current—and only—owner. The five-bedroom, six-bathroom estate spans a sweeping 6,370 square feet on 2.1 acres in its own private enclave with wooded access and natural privacy. With striking lines and dynamic angles, the space showcases walls of glass in its living and dining

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spaces, overlooking meticulously curated landscaping and gardens. Vaulted ceilings and skylights maximize natural light throughout the interior. Out back, you’ll find ample patio areas, a pool and a separate guest house and three-car garage connected to the main home by an exterior breezeway. Listed by: Debby Sweeney, PattersonSchwartz – Greenville Listed for: $995,000 Photos by: Gregg Powalski

High ceilings and glass walls allow for plenty of natural light.

RISMedia’s REAL ESTATE December 2019 99

Live like a rockstar in Tom Petty’s former Encino mansion.

Tom Petty’s Pretty Encino Spot While it’s tough to find country life in Los Angeles, this Encino mansion, formerly owned by musician Tom Petty, is tucked into nearly an acre of lush foliage in the San Fernando Valley. After selling in 2018 to Grammy Award-winning producer Randy Spendlove, the estate is back on the market. Located at 4626 Encino Avenue, the massive 11,500-squarefoot home stretches over two stories, with six bedrooms and nine bathrooms.

100 December 2019 RISMedia’s REAL ESTATE

Inside, driftwood beams line the soaring ceilings, and windows open onto sweeping canyon views. On the grounds, visitors will find an outdoor kitchen, pool, spa, rock waterfall, creek, cabana and pool house that once served as Petty’s original recording studio. Multiple decks and patio spaces offer every excuse for entertaining. Listed by: Jade Mills, Coldwell Banker Residential Brokerage – Beverly Hills South Listed for: $4,995,000 Photos by: Adam Latham RE

The estate is surrounded by nearly an acre of lush landscape.

RISMedia’s REAL ESTATE December 2019 101

Your Brand,Our Content MORE LEADS In today’s real estate market, success depends on being closely engaged with your prospects and clients whenever and wherever they prefer. Our Content Solutions makes it easy for you to stay top-of-mind and highly relevant by providing world-class editorial news, home-buying tips and compelling lifestyle information automatically delivered through your marketing and communication channels. Whether you’re driving interest via your website, blogs, social media, email or newsletters, we provide the content you need to build trust, develop relationships and grow your business.

1-800-724-6000 rismediacontentsolutions.com

3 Strategies to Elevate Profits in 2020 by Terri Murphy


t’s that time of year again. You know what I’m talking about— when we look back at our original goals from January and see where we actually ended up. So, how did you do?

working the calendar backwards, starting from the end of the year. When you start at the date for the targeted event, you can then set up a timeline and action steps to get ready. Pencil in specific days for your annual client appreciation event, then block quarterly (smaller and more manageable) meetups with different groups within your sphere of influence for a wine and cheese tasting, a night at the movies, or a summer picnic in the park. Focus in on the monthly and weekly timelines to make sure you have all the steps in place to execute your initiative with step-by-step dates, times and assignments. This planning will allow your event to unfold flawlessly, with less stress, and you’ll be relaxed and have more fun.

3. An old adage states that if you keep doing what you’ve been doing, you’ll most likely arrive at the same place, so it’s time to shake up the status quo. In order to go further and achieve better results, it’s time to rethink how to do what we do for more profits and productivity. Here are three tips to consider that will almost guarantee you’ll end up where you want to be next calendar year:


Connect consistently with your VIP/elite sphere of influence. Most agents focus on getting more leads, but your real money is with those who already know that you’re their go-to resource. Most leads are at the beginning stages of the sales funnel, so they’ll require more effort and high-level marketing to convert. Your VIP/elite sphere of influence contacts already know, like and trust you, so they’re much easier to con-

vert. To capitalize on this group, start the new year by developing a monthly touch program that includes at least one face-to-face, one meaningful “touch” and a handwritten note. This system doesn’t require any fancy software—just you and a target list of top people who are happy to refer you when the occasion arises. But they need to be gently “reminded” that you’re in the real estate business. Without ever really asking for a referral, spend time monthly with these contacts to be top-of-mind in ways that promote relationships that lead to referrals.


Make sure you schedule your action steps. You can’t end up where you can’t see, so planning* is the first step—but successful planning requires a few more steps that most agents miss. An effective strategy is to begin

Be a true resource. Look for opportunities outside of real estate to be of value to your VIPs by leveraging your vendor partnerships. For example, team up with your HVAC partner to offer your clients help with those seasonal maintenance challenges, like a fall furnace tune-up. The service providers benefit from marketing directly to your group and can even offer a friendly “discount” while helping to ensure great property maintenance without you asking for referrals. Helping your VIPs stay on target with best property practices is a service they’ll remember. Use these guidelines for next year and you’ll be on track to elevate your profit and productivity. RE *For a complimentary copy of a 2020 business plan, and more, visit http://bit.ly/2zSyD4k. Terri Murphy is a communication engagement specialist, author, speaker, consultant and master coach with Workman Success. She is the author of five books, a TED Talk speaker and co-radio host on KWAMtheVoice.com. For more information, please visit TerriMurphy.com or email Terri@TerriMurphy.com.

RISMedia’s REAL ESTATE December 2019 103

Webinar Recap:

Delivering Amazon-Like Consumer Experiences

by Paige Tepping


ith a new year right around the corner, now is the time to put a plan in place so that you’re ready to hit the ground running. If going above and beyond for your clients— and delivering an experience that’s second to none—is at the top of your list, you’re on the right track when it comes to giving clients exactly what they want.

During RISMedia’s latest webinar, “Deliver Amazon-Like Consumer Experiences,” sponsored by Inside Real Estate, attendees learned the ins and outs of offering superior, unparalleled value. Moderated by Verl Workman, CEO and founder of Workman Success Systems, the webinar featured Wendi Iglesias, CIO of The Keyes Company, and Mike Johnson, director of Business Development for Real People Realty. Kicking off the lively discussion, Alissa Harper, EVP of Marketing & Enterprise Sales for Inside Real Estate, explained that “consumers expect immediacy and a seamless experience, and going into 2020, it’s super important for brokers to 104 December 2019 RISMedia’s REAL ESTATE

be thinking about how they deliver on that.” But what does it mean to deliver an Amazon-like experience? For Iglesias, it begins with removing barriers to make the process easier. “It all boils down to powerful automation, relevant and timely content and making your customer a customer for life,” said Iglesias, who explained that there’s a lot that can be done with technology to make that happen. At The Keyes Company, automation begins with the first response. “Since 40 percent of real estate inquiries never get a response, we’re looking at what the consumer is inquiring about and using AI

to carry on the conversation,” explained Iglesias. “In the end, it’s all about driving the relationship between the consumer and real estate professional, because that’s where the business gets done.” By utilizing AI, the firm is able to bring the right customer to the surface and then use technology to make it easy for the associate to begin a conversation. “If used properly, technology should enhance the relationships real estate professionals are building with their clients. But if you let the technology do its own thing, it will hinder the relationship and not provide a good end result,” said Johnson, who is committed to eliminating as many hoops as possible in order for clients to get the information they need. “At the end of the day, it all comes down to ease of access, making sure customers can get the information they need right at their fingertips on their smartphones,” explained Johnson. “That’s where the Amazon experience came from, as we didn’t hear about it prior to the smartphone being invented.” For both Iglesias and Johnson, the more frustration you can take out of the process—and the more ease you can add—the better off you are. “Taking the time to respond to the consumer will make the biggest impact,” said Iglesias, who is a huge proponent of ensuring that the response is as content-driven as possible. “Make the client feel involved throughout the transaction by touching them as many times as possible,” concluded Johnson. RE To view the webinar in full, visit https://bit. ly/2KmLCji.

Paige Tepping is RISMedia’s managing editor.

{Blog Spot}

For Your Clients: 4 Tips for Home-

Buying During the Colder Months by Meghan Belnap


re you planning to move in the near future? Now that the colder months have arrived in some parts of the country, here are four ideas to help make the home search process faster and more convenient:

ATTEND COZY OPEN HOUSES Use the time you’re looking for a home to mingle and fight the winter blues. Go see what’s open in your area, check out a new location or inspect a home you really want. Open houses provide many opportunities, including the chance to mingle and network. Even if you don’t fall in love with the house you visit, you may hear of others nearby. You’ll find many sellers holding open houses during the winter months, and by checking out the properties in person, you can learn exactly what the house will be like during the colder months. READ THE HOME INSPECTION REPORTS While it’s chilly outside, pull up

a comfy chair and a mug of hot chocolate or coffee and do some research. With the bad weather and cold air that come with the season in some areas of the country, it’s easier to sit inside and get the monotonous part of moving out of the way first. Plus, getting some of the boring stuff done early gives you more time to spend on the fun things like getting open house gifts.

LOOK FOR DRAFTS AND OTHER LEAKS There’s no better time than winter to check out houses for sale. With the home working at the highest level, potential buyers can easily check out windows and doors for air leaks. Gaps are easier to find because

drafts are often present when the winter wind is blowing hard outside. Plus, going to showings during the winter months lets you see the property during the drab months of the year, allowing you to envision it in the nicer weather.

CHECK OUT THE PARKING When you need a parking spot close to home in the winter, it’s best to go for showings during this season. Looking at houses when there’s snow on the ground lets you see where potential problems may occur. You can avoid houses that have access problems, drainage issues or are last on the list for the snowplow. Many people think winter is a bad time to look for a new home; however, several advantages make this season better than most. RE Meghan Belnap is a freelance writer who enjoys spending time with her family. This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com. RISMedia’s REAL ESTATE December 2019 105


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

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®..................................................................................... 108

Ascent Real Estate, Inc........................................................... 112

American Home Shield®......................................................... 108

Berkshire Hathaway HomeServices Ambassador Real Estate... 112

Berkshire Hathaway HomeServices......................................... 108

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....112

Buffini & Company................................................................. 108

Berkshire Hathaway HomeServices Florida Realty................... 112

Century 21 Real Estate LLC.................................................... 108

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....112

Certified New Home Specialist ............................................. 108

Berkshire Hathaway HomeServices Georgia Properties............ 112

CINC (Commissions Inc)......................................................... 108

Berkshire Hathaway HomeServices Nevada Properties............ 112

Cole Realty Resource............................................................. 108

Berkshire Hathaway HomeServices Select Properties.................112

Create for the Human............................................................. 108

Calcagni Real Estate.............................................................. 112

CRS Data............................................................................... 108

CENTURY 21 Award................................................................ 113

Darryl Davis Seminars............................................................ 109

CENTURY 21 New Millennium................................................. 113

The Entrust Group.................................................................. 109

Coach REALTORS®................................................................. 113

ERA Franchise Systems, LLC................................................... 109

Coldwell Banker D’Ann Harper, REALTORS®............................. 113

FCA US LLC............................................................................ 109

Coldwell Banker Kappel Gateway Realty.................................. 113

Homes.com........................................................................... 109

Diane Turton, REALTORS®....................................................... 113

HomeSmart International....................................................... 109

Fillmore Real Estate............................................................... 113

HomeTeam Inspection Service................................................ 109

First Team® Real Estate.......................................................... 113

HSA Home Warranty............................................................ 109

GARDNER, REALTORS®........................................................... 113

Leading Real Estate Companies of the World®........................ 109

Gloria Nilson & Co. Real Estate.............................................. 113

Motto Franchising, LLC®......................................................... 110

J. Rockcliff REALTORS®........................................................... 113

MoxiWorks............................................................................. 110

Jordan Baris, Inc., REALTORS® Real Living............................... 114

National Association of REALTORS®........................................ 110

Kinlin Grover Real Estate........................................................ 114

Pillar To Post Home Inspectors................................................ 110

Long & Foster Real Estate, Inc................................................ 114

Quicken Loans....................................................................... 110

Lusk & Associates Sotheby’s International Realty.................... 114

Real Living Real Estate........................................................... 110

McCOLLY Real Estate.............................................................. 114

REality® Software................................................................... 110

Page Taft................................................................................ 114

Realogy Holdings Corp........................................................... 110

Patterson-Schwartz Real Estate.............................................. 114

realtor.com®.......................................................................... 111

Randall, REALTORS®.....................................................................114

Realtors Property Resource®.................................................. 111

RE/MAX 440 and RE/MAX Central......................................... 114

Realty Executives International............................................... 111

RE/MAX Gateway................................................................... 114



Realty ONE Group.................................................................. 111 RE/MAX, LLC.......................................................................... 111 RISMedia’s Top 5 in Real Estate Network®.............................. 111 Top Producer® CRM................................................................ 111 Workman Success Systems.................................................... 111 Xpressdocs............................................................................ 111 Zillow Group........................................................................... 111 zipLogix.................................................................................. 111

RISMedia’s REAL ESTATE December 2019 107

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

AMERICAN HOME SHIELD® (800) 735-4663 • www.ahs.com/realestate American Home Shield® founded the home warranty industry more than 45 years ago and remains the industry leader with more than 1.8 million customers who depend on us every day. Not only do we offer home warranty plans that help protect against unexpected covered breakdowns of home systems, but we also offer services that buyers can take advantage of day one of their contract. Current additional services offered include rekeying, TV mounting and pre-season HVAC tune-ups. We’re also leveraging our network of more than 15,000 licensed and qualified contractors to test even more services, such as electronics protection plan, pest control coverage, house cleaning services, garage door tune-ups, electrician services, and more. Discover the shield difference and contact your local AHS® Account Executive today by visiting ahs.com/find-rep.

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. • Michael Miedler, 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

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initiatives include both English- and Spanish-language consumer websites, www.century21.com and www.century21.com/espanol, a recently redesigned intranet site, www.21Online.com, and the Century 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy 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, email 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.

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.

DARRYL DAVIS SEMINARS (800) 395-3905 • www.ThePowerProgram.com Headquartered in Long Island, N.Y., Darryl Davis Seminars was founded by real estate expert, coach and international speaker Darryl Davis, CSP. For more than 30 years, Davis has been helping agents double their production by learning the listing and sale skills of real estate. These money-making skillsets are vital when agents are working with buyers and sellers to move their career to their Next Level™. His fast-growing membership platform, www. ThePowerProgram.com, helps real estate sales professionals design lives and careers worth smiling about. He is the best-selling author of three books with McGraw-Hill Publishers, one of which, “How to Become a Power Agent in Real Estate,” is the No. 1 book sold to REALTORS® on Amazon.


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 nearly 170 offices in 28 states and over 16,000 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.

(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.



(800) 367-1448 • www.onlinehsa.com • Madison, Wis. HSASM Home Warranty has provided outstanding products and service to real estate professionals and homeowners for more than 35 years. The home warranty helps sellers and buyers protect their budget from the cost of repairing or replacing the covered home system components and appliances in their home. HSASM also offers additional services to help buyers maintain their homes, including rekeying and pre-season HVAC tune-ups. With HSA Home Warranty, your clients get reliable budget protection backed by exceptional service, and you get a provider who works hard to better serve you. Contact your local HSA Account Executive today by visiting onlinehsa.com.

(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. Top-­notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-­winning consumer website. The ERA network includes approximately 2,300 independently-owned and -operated offices with over 40,000 brokers and independent sales associates throughout the United States and 31 other countries and territories. ERA Franchise Systems, Inc. is a subsidiary of Realogy Holdings Corp.

FCA US LLC (888) 898-1115 www.nar.realtor/fca FCA US LLC is a North American automaker based in Auburn Hills, Mich. It designs, manufactures and sells or distributes vehicles under the Chrysler, Dodge, Jeep®, Ram, FIAT® and Alfa Romeo brands, as well as the SRT performance designation. The company also distributes Mopar and Alfa Romeo parts and accessories. FCA US LLC offers extra benefits to membership of the National Association of REALTORS®.

(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.


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

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(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. · Stephanie Bowling, Director of Marketing (416) 620-3572 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.


(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 nine years. Along with being the 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 comprehensive open platform system for large residential real estate brokerages that serves over 72 brokerages and 120,000 agents nationwide. MoxiWorks’ integrated tools are centered on sphere methodology that increases agents’ repeat and referral business by 54 percent, while lowering overall technology, training and support costs for the brokerage. The open platform known as the MoxiCloud has tools from more than 50 partners that plug and play to create unique brokerage solutions. MoxiWorks also powers the LeadingRE Cloud. Find more information at moxiworks.com.

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Bob Goldberg, CEO • Victoria Gillespie, Chief Marketing and Communications Officer • Katie Johnson, General Counsel, Chief Member Experience Officer • Mark Birschbach, SVP, Strategic Business Innovation and Technology • Marc Gould, SVP, Member Development 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, NAR’s official member benefits resource, providing savings and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals. Visit NAR.realtor/RealtorBenefits. NAR is also proud to offer 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 get.realtor. NAR offers a number of designations, certifications and opportunities for continuing education that support member development. Visit OnlineLearning.realtor. NAR empowers REALTORS® to evaluate, enhance and showcase their highest level of professionalism with the Commitment to Excellence program. Visit C2EX.realtor. The REALTOR® Store features publications, webinars and research reports, including the top-selling 2018 NAR Profile of Home Buyers & Sellers. Visit Store.realtor. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry, while benefitting NAR members. Visit secondcenturyventures.com.

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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.

REALITY® SOFTWARE (877) 785-4321 • www.REstats.com Established in 1987, with offices in California, Miami and New York State, we are North America’s oldest and most experienced creators and masters of real estate statistics. We emphasize simplicity. REality® gives brokers and agents cutting-edge information that gets deals done. We provide unique technology that helps multi-offices realize how to better position their marketing presence, often saving over hundreds of thousands in expansion plans. We stress the visual in our programs, making them easy to use. Words do not describe the amazing results. Twelve minutes with our legendary CEO or his executive staff will truly amaze you.

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.



(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®.

(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.

REALTORS PROPERTY RESOURCE® (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.

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 11,000 real estate professionals across the country, 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. 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 original disruptors Dave and Gail Liniger, who changed the real estate industry forever. Headquartered in Denver, Colo., RE/MAX is now a global franchise network with over 125,000 sales associates in more than 110 countries and territories. 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.

TOP PRODUCER® CRM (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.

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. 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. 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’s led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®. RISMedia’s REAL ESTATE December 2019 111

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 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 more than 40 locations and approximately 1,800 sales professionals. The full-service brokerage company, founded in 1999, is part of HomeServices of America, the nation’s premier provider of homeownership services. The company is a franchise member of the Berkshire Hathaway HomeServices’ network, one of the few organizations entrusted to use the worldrenowned Berkshire Hathaway name. The company offers residential and commercial services as well as seasonal rentals, property 112 December 2019 RISMedia’s REAL ESTATE

management, REO & Foreclosures, corporate relocations, referral services, title, home warranty plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty ranks in the Top 10 in the network and is the overall No. 1 fundraiser for The Sunshine Kids Foundation in Florida, having generated more than $3.6 million. Visit www.BHHSFloridaRealty.com.

BERKSHIRE HATHAWAY HOMESERVICES FOX & ROACH, REALTORS® (610) 889-7705 • www.foxroach.com Now the nation’s second-largest provider of total home services, Berkshire Hathaway HomeServices Fox & Roach, REALTORS® has 4,000 sales associates in 65 sales offices throughout the Tri-State area. Through its affiliate, the Trident Group, the company provides one-stop shopping and facilitated services to its clients, including mortgage financing and title, property and casualty insurance. For more information, go to www.foxroach.com.

BERKSHIRE HATHAWAY HOMESERVICES GEORGIA PROPERTIES (770) 992-4100 • www.BHHSGeorgia.com Berkshire Hathaway HomeServices Georgia Properties has 22 locations and 1,100 agents, and is an independently-operated subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate, and a franchisee of BHH Affiliates, LLC. Under the leadership of CEO Dan Forsman, the company is known for innovation and delivering exceptional value to associates and their clients. Berkshire Hathaway HomeServices Georgia Properties was ranked No. 1 in homes sold, buyers represented and overall transactions in 2014, 2013, 2012, 2011 and 2010 for the greater Metro Atlanta area.

BERKSHIRE HATHAWAY HOMESERVICES NEVADA PROPERTIES (800) 735-4488 • www.BHHSNV.com With more than 260,000 homes sold and 35 years in the industry, Berkshire Hathaway HomeServices Nevada Properties is the leader in Las Vegas real estate. Consistently rated among the top brokers in the nation, our agents successfully help families find their dream homes. With six area offices, Berkshire Hathaway HomeServices Nevada Properties is a full-service brokerage focused on quality service and the development of its agents. Call today to see how we can help increase your business.

BERKSHIRE HATHAWAY HOMESERVICES SELECT PROPERTIES (314) 835-6000 • www.bhhsselectstl.com Since 2002, Berkshire Hathaway HomeServices Select Properties has helped keep the St. Louis real estate market local. With 11 offices in the metro area, Berkshire Hathaway HomeServices Select ranks as the No. 1 locally-owned real estate firm in St. Louis. Berkshire Hathaway HomeServices Select prides itself on providing the highest-quality real estate brokerage services to its clients and customers and in being recognized in the community for high standards and ethics.

CALCAGNI REAL ESTATE (203) 272-1821 • www.calcagni.com • www.land-consulting.com Calcagni Associates is the premier independently-owned and -operated real estate company servicing Central Connecticut for over four decades. We understand the benefits of providing service that goes beyond what is expected and pride ourselves on establishing lifelong relationships with our clients. In addition to residential real estate, we also specialize in land consulting and new construction, and have divisions that handle bank-owned properties and commercial real estate.



(800) 293-1657 • www.century21award.com CENTURY 21 Award is the premier Southern California-based, full-service real estate company serving San Diego, Orange, San Bernardino, and Riverside counties from 15 distinctive office locations. Our 1,000 professional agents and staff are fully equipped to assist you with all of your real estate needs. Our services include residential, commercial, relocation, property management and bank-owned properties.

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

CENTURY 21 NEW MILLENNIUM (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium is a full-service real estate brokerage in the greater Washington, D.C. area. The company, which specializes in residential and luxury properties, joined the CENTURY 21® System in 1998 and has established a sound and successful organization providing traditional residential and commercial services, on-site mortgage, title, 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 20 locations and approximately 900 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 homegrown, 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 2019 113

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® REAL LIVING (800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com Founded in 1952, Jordan Baris Inc., REALTORS® Real Living 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., REALTORS® Real Living 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 $31.1 billion worth of homes and helped people buy and sell homes nearly 85,000 times in 2017. 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. 114 December 2019 RISMedia’s REAL ESTATE

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 2019 115

ILLINOIS McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Alsip, Aroma Park, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Ridge, Clearing, Country Club Hills, Crest Hill, Crestwood, Crete, Evergreen Park, Flossmoor, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homewood, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manteno, Matteson, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Richton Park, Riverdale, Roseland, Steger, Tinley Park, University Park, Worth Offices: 18 • Associates: 450+

INDIANA McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Beverly Shores, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, Dune Acres, East Chicago, Gary, Griffith, Hammond, Hebron, Highland, Hobart, Kouts, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Long Beach, Lowell, Merrillville, Michiana Shores, Michigan City, Miller Beach, Morocco, Munster, Ogden Dunes, Otis, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, St. John, Sumava Resorts, Thayer, Valparaiso, Westville, Wheatfield, Whiting, Winfield Offices: 18 • Associates: 450+

LOUISIANA GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • (504) 402-9567 (Cell) • (800) 256-5677 (Toll Free) Email: NHarmann@GardnerRealtors.com • URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services Offices: 24 • Associates: 800

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Coverage Areas: Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: 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+

116 December 2019 RISMedia’s REAL ESTATE

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 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

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

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+ 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


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

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

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+

Jordan Baris, Inc., REALTORS® Real Living 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

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+

RISMedia’s REAL ESTATE December 2019 117

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 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 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: Nichole Moore, Director of Relocation, (864) 678-5362, nmoore@cdanjoyner.com, Jo Anne Conner, Destination & Broker-to-Broker 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+

118 December 2019 RISMedia’s REAL ESTATE

VIRGINIA CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: 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

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®...................................................................................12

National Association of REALTORS®......................8, 29, 38

American Home Shield.....................................................1

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

Asian Real Estate Association of America (AREAA)....48

Quicken Loans....................................................................7

Boston Pads.................................................................... IFC

Real Estate Express...........................................................43

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

Real Estate Webmasters..................................................27

Create for the Human...................................11, 20, 51, 90

REality® Software..............................................................89

Darryl Davis Seminars, Inc...............................................61

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


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

Homes.com.................................................................... IBC

RISMedia’s ACESocial.......................................9, 82-83, 119


RISMedia’s Content Solutions.......................................102

HouseStay................................................................................41 HomeTeam Inspection..........................................................46

RISMedia’s Real Estate Newsmakers Reception & Dinner...........................................................5

HSA Home Warranty..............................................................15

RISMedia’s Top 5 in Real Estate Network®.............70, 106

Jacob Realty...................................................................BC

RISMedia’s Ultimate Real Estate Team Guide..............85

Leading Real Estate Companies of the World ................23

Sherri Johnson Coaching & Consulting.........................37

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

Stewart Title.......................................................................57


National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................74

Women in the Housing and Real Estate Ecosystem NAWRB...............................................................................68 Workman Success Systems........................................78, 81

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{re: Real Estate}

Capitol Hill Update: NAR’s 2019 Political Advocacy Efforts


ational home price increases toward the end of 2019 marked 91 straight months of year-over-year gains, signaling a strength

in the housing market, while also highlighting the affordability challenges that are keeping countless American families and aspiring homeowners out of the market altogether.

The challenge of housing affordability is just one of the many issues that the National Association of REALTORS® (NAR) is working on in Washington, D.C., and in state legislatures across the nation—continuing its 120-year mission of protecting private property rights, defending U.S. consumers and promoting the value of homeownership. NAR has spent much of the past 12 months emphasizing and leveraging industry partnerships to strengthen its advocacy efforts. After a four-year gap, NAR hosted a reunion this March of “The Group,” the informal name given to the four key industry trade leaders—the National Association of Home Builders, American Bankers Association, Mortgage Bankers Association and NAR. The Group met several times throughout the year and will meet again in April to build policy consensus and convey a united real estate industry. On a more granular level, nearly a decade of NAR efforts culminated in a Department of Housing and Urban Development announcement unveiling new Federal Housing Administration condominium loan policies. NAR is hopeful the changes will yield thousands of new homeownership opportunities and help increase access to credit, as condominiums are often the most affordable option for first-time homebuyers, small families and those in urban areas. This rule extends certifications from two years to three and allows for single-unit mortgage approvals, among other reforms. After being officially implemented on Oct. 15, the changes are already being felt in many parts of the country where affordability and inventory concerns are the most significant.

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While NAR continues to work toward long-term reauthorization and reform of the National Flood Insurance Program (NFIP), the group spent most of 2019 publicly lobbying for H.R. 3167, the NFIP Reauthorization Act of 2019. This legislation includes a five-year extension along with significant reforms to improve mapping, enhance mitigation and remove obstacles to private flood insurance, policy NAR believes “strikes a delicate balance between NFIP sustainability and affordability.” The bill was unanimously approved by the House Financial Services Committee earlier this year and is awaiting action in both chambers of Congress. On the heels of the 75th anniversary celebration of the GI Bill, the Blue Water Navy Vietnam Veterans Act was signed into law in late June, increasing well-deserved resources for America’s veterans. This legislation eliminates the cap on home loans issued by the Department of Veterans Affairs and helps ensure our nation’s veterans have greater access to the American Dream of homeownership. Finally, early this year, NAR unveiled a comprehensive vision for Government Sponsored Enterprise (GSE) reform—a private, shareholder-owned utility model. NAR’s proposal—unveiled at the group’s annual Policy Forum in February—prioritizes and protects a liquid mortgage market for Middle America and underserved borrowers alike. While NAR eyes GSE reforms that ensure responsible, creditworthy Americans can secure a mortgage in all types of markets, its work with Congress and the administration will continue until consensus on reforms that protect taxpayers, support homeownership and maximize competition is found. NAR believes the utility model it proposed earlier this year outlines the best possible path forward for the GSEs, and 2020 advocacy efforts will be shaped by its collaboration with policymakers to secure these positive, pragmatic system reforms. RE

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

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Real Estate Magazine - Boston Pads - Dec. 2019