Real Estate Magazine - Chinowth & Cohen - July 2014

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Confidence and Optimism Win the Day Chinowth & Cohen REALTORS速

Page 74

Left to right: Taylor Chinowth, managing broker; Lee Cohen, CFO and co-founder; Sheryl Chinowth, CEO and co-founder; Lee Chinowth, vice president

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{Contents} July 2014/Vol. 30, No. 7 • www.rismedia.com 74

{On the Cover} 74 Confidence and Optimism Win the Day Chinowth & Cohen REALTORS® Sheryl Chinowth and Lee Cohen are partners in the truest sense—both in business and in married life—and it comes as no surprise that their family mentality and positive attitudes have vaulted their independent real estate company, established just 10 years ago, into one of the largest and most productive in the greater Tulsa area.

CEO and CFO respectively, Chinowth and Cohen are long-time industry professionals who are no strangers to adversity. They launched their company two years before an industry decline, but they quickly learned the power of a can-do approach, turning modest beginnings into a flourishing empire. In this exclusive interview, Chinowth shares the passion that fueled the company’s growth—and the straightforward strategies that keep them poised to reach the next level of success.

16

42

{Highlights} 32 Social Media: Simplified!

To say that real estate professionals are time-crunched may be one of the greatest understatements pertaining to the industry. Think you don’t have time to maintain your online presence?

Lumentus Social™ might make you think twice.

39 Roll By Your Competition

{Headliners} 13 Policy Matters: 6 Months of Qualified Mortgages

14 N AR Power Broker Roundtable:

16 19 20 28

First-time Homebuyers: Where Do They Stand in Today’s Market?

R EBAC Report: Weighing in on the Value of ABR® Training Executive Appointments The RREIN Reporter W ho Moved My Real Estate Market?

39

In an era when consumers can find nearly anything with the click of a mouse, positioning your company so that it’s front and center requires innovation. In this month’s feature, learn how On The Move is helping real estate professionals increase exposure.

90 Targeting Consumers, Serving REALTORS® With the word ‘REALTOR®’ embedded in its DNA, realtor.com® was clearly born and bred in the real estate industry, for the real estate industry.

Here, take a closer look at the thought process that helped lead to a game plan where everyone wins.

RISMedia’s REAL ESTATE July 2014 3

58 Power Broker Strategies for Increasing Productivity and Profit When it comes to running a productive real estate firm, no detail is too small. Take a behindthe-scenes look at RISMedia’s Power Broker Forum, held during the REALTOR® Party Convention & Trade Expo in Washington, D.C., where today’s top brokers discussed a variety of factors that lead to profitability.

63 Sweepstakes Winners Reflect On a Year Full of Continued Success As the real estate industry continues down the road to recovery, read how the HomeFinder.com Agent Makeover Sweepstakes provides agents with a leg up on the competition.

{Online} As our way of saying thanks for your continued support—and to pepper some fun into the summer selling season—we’ll

be hosting various contests across our social media channels, rewarding lucky readers with gift cards along the way. Stay tuned, and be on the lookout for our

#RISReaderRewards hashtag, for upcoming contests and coverage on our winners!

In the meantime, check out these screenshots from last month’s contest where we asked for one word that describes a day in the life of a real estate agent. A huge ‘thank you’ to everyone who participated!

{Features} 37 B aby Got Feedback 42 RISMedia’s Great Spaces 49 Trending: Cash Is King: Firsttimers Give Way to Bidders Coming Out of Foreclosure 52 Give Closing Gifts That Open Doors—with Your REALTOR Benefits® Program 66 Strategies: American Home Shield; Homes.com; HSA Home Warranty; Realtors Property Resource®; Zillow 74 Confidence and Optimism Win the Day: Chinowth & Cohen REALTORS® 78 Hands-on Leadership Locks in Success: CENTURY 21 HomeStar 96 Ask the Experts: Online Tools to Grow Your Business

{Experts} 22 Jose Perez - Industry Advisor: Who’s the Boss?

{Interviews} 73 Norman Block, Block and Associates Realty 82 Steve Roney, Berkshire Hathaway HomeServices Utah Properties 83 Ed Forman, Watson Realty Corp.

85 David Caveness, Carpenter REALTORS® 86 Colleen Holmes, Engel & Völkers Lake Placid 88 KC Cyga, Realty ONE Group

4 July 2014 RISMedia’s REAL ESTATE

24 Sherry Chris - Industry Insight: Network Value: It’s All about Relationships 26 M argaret Kelly - Business Building: Signs of Recovery in New-home Sales 30 Verl Workman - Basic Training: More Leads than We Can Handle 98 Seth Kaplan - Life in Mobile: Consumer Change Brings Beneficial Ad Opportunities for Agents

{Every Issue} 6 REtrends 9 Publisher’s Desk 100 Service Profiles 111 Referrals 120 RE: Real Estate—Realtor.com® Helps REALTORS® Connect with Consumers through Industry-Leading Content and Technology

We’re Better because of Better Homes and Gardens® Real Estate, the first brand of the new era of real estate. We’re relevant outside of the real estate space, providing meaningful content to consumers, 365 days of the year.

We have associated our company with a brand that puts us in the American household, at times when just The Masiello Group alone couldn’t.

Better Homes and Gardens Real Estate The Masiello Group… now we’re there.

We are good at what we do. But thanks to our affiliation with Better Homes and Gardens Real Estate… we’re better.

To find out how you can be better:

BHGREFRANCHISE.COM CHRIS MASIELLO | PRESIDENT & CEO Better Homes and Gardens Real Estate The Masiello Group

trusted brand

innovative tools

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quality leads

©2014 Better Homes and Gardens Real Estate LLC. A Realogy Company. 1 Campus Drive, Parsippany, NJ 07054. All Rights Reserved. Better Homes and Gardens Real Estate LLC supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated. Better Homes and Gardens® is a trademark owned by Meredith Corporation and licensed to Better Homes and Gardens Real Estate LLC. This is not intended, and shall not be deemed to constitute, an offer to sell a franchise. Franchise offerings made only by a Franchise Disclosure Document.

THESE FRANCHISES HAVE BEEN REGISTERED UNDER THE FRANCHISE INVESTMENT LAW OF THE STATE OF CALIFORNIA. SUCH REGISTRATION DOES NOT CONSTITUTE APPROVAL, RECOMMENDATION OR ENDORSEMENT BY THE COMMISSIONER OF CORPORATIONS NOR A FINDING BY THE COMMISSIONER THAT THE INFORMATION PROVIDED HEREIN IS TRUE, COMPLETE AND NOT MISLEADING. This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. The Minnesota registration number for this franchise system is F-5883.

{REtrends}

Why We’re Moving According to a recent report from the Census Bureau, while nearly half of Americans move for housing-related reasons (48 percent), the percentage has fallen from its peak of 52.8 percent in 2004.

However, both job-related (19.4 percent) and family-related (30.3 percent) reasons have been on the rise over the past 15 years. Other interesting tidbits from the report include: 8 Men were more likely than women to move for job-related reasons.

8 Better-educated people were more likely to move for jobrelated reasons than those with lower levels of education.

8 Married respondents were the least likely to move for familyrelated reasons.

8 Moves within the same county were typically for housing-related reasons, while inter-county moves and moves from abroad were more for job-related reasons.

8 Several individual reasons, such as “change of climate,” “health reasons” and “natural disaster,” were each cited as the main reason for moving by fewer than 1 percent of householders.

6 July 2014 RISMedia’s REAL ESTATE

Positive Territory

Sales Pace Picking Up

According to the Federal Reserve Board of Governors’ recently released statistics, there is continued improvement in the financial position of U.S. households with real estate. In fact, the household real estate equity position improved to a level last reached in the second quarter of 2007.

According to the National Association of Home Builders’ (NAHB) tabulations of the quarterly series, the asset value or market value of owner-occupied real estate held

by U.S. households increased by $758 billion or 3.9 percent. The liability total—home mortgages— decreased by $37 billion or 0.4 percent. The equity position, the difference between assets and liabilities, increased by $795 billion or nearly 7.9 percent.

Despite weak demand and an infusion of new listings this past spring, listings are selling nearly as fast as a year ago and prices are still rising. Realtor.com® recently reported that in April, the total U.S. for-sale inventory of single-family homes, condos, townhomes and co-ops rose by 8.56 percent over March. Yet the median list price rose significantly over the month, from $199,900 to $207,500, despite soft demand. On a year-over-year basis, the median list price and the size of the for-sale inventory were up by 6.46 percent and 14.21 percent, respectively. NAR also reported that, with little inventory relative to demand, as of April, properties had sold faster for the fifth straight month.

Source: NAHB blog, Eye on Housing

Source: Realestateeconomywatch.com

I’m Better

because of Better Homes and Gardens® Real Estate.

The brand gives me exclusive access to marketing tools that I wouldn’t have with any other company.

Whether it’s access to quality leads from the Better Homes and Gardens® magazine database, or the ability to share real estate news or home decorating tips with my sphere of influence to help me grow my clientele — Better Homes and Gardens Real Estate gives me a platform to shine brighter and BE BETTERSM. I’ve always been good at what I do, but with Better Homes and Gardens Real Estate… I’m better.

To find out how you can be better:

BHGRECAREERS.COM ESANET BENEDICT | REAlToR® Better Homes and Gardens Real Estate Gary Greene

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© 2014 Better Homes and Gardens Real Estate LLC. Better Homes and Gardens® is a registered trademark of Meredith Corporation licensed to Better Homes and Gardens Real Estate LLC. Equal Housing Opportunity. Each Better Homes and Gardens® Real Estate Franchise is Independently Owned and Operated.

GIVE YOUR TEAM A POWERFUL EDGE

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ABR DESIGNATION ®

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THE ABR® DESIGNATION SETS YOUR TEAM A PART. Each and every REALTOR® in your agency contributes to your bottom line. Help them earn more with the ABR® Designation. REALTORS® with designations earn nearly twice as much as agents without designations.* They also benefit from improved buyer loyalty, and extensive resources, tools and education unmatched in the industry.

Strengthen your team and your bottom line.

Visit rebac.net/abr/benefits-broker to learn more. *Based on the 2013 NAR Member Profile survey data, the median income of REALTORS® with no designation was $33,500, and the median income of those with at least one designation was $61,100. The difference between the two is $27,600.

This information is accurate as of May 2013.

{Publisher’s Desk} Technically Speaking

W

hile the changing nature of the real estate business consistently generates new challenges for brokers and agents, certain issues remain at the forefront of a real estate professional’s angst.

One such issue would be keeping up with technology and, more importantly, choosing the technology that will most benefit your business.

With new-and-improved tech choices coming at us from every direction in the form of software, Web-based platforms, mobile applications, and more, it’s understandable why we’re overwhelmed. But in reality, these tech advancements are exciting, and for those who can figure out which technology makes the most sense for their business, the positive impact on productivity is tangible.

More importantly, new technology is a must if you want to serve today’s real estate consumer—not to mention tomorrow’s real estate consumer! Always remember that while the right technology will improve the efficiency and quality of your work, your clients are the ultimate beneficiary. And more and more, they will expect this type of tech proficiency from their real estate professional—it is fast becoming the norm.

The team at Move is highly focused on the importance of the consumer in the technology equation. In this month’s cover story (page 90), we feature three exclusive interviews with the realtor.com® leadership team who explain why concentrating on consumer needs ultimately best serves REALTORS® and brokers. “Maintaining the right balance between what is good for consumers and what serves the needs of REALTORS® takes cooperation and understanding,” says Move CEO Steve Berkowitz. “It is our ultimate goal and we take it very seriously.”

Realtor.com®’s new “Accuracy Matters” campaign reflects its commitment to all those involved in the real estate process.

We take a close look at several other real-estate technology providers in this issue, from the veteran zipLogix (page 54) to newcomer Lumentus Social (page 32). Find out how real estate professionals are using these services, and others, to do more business and better serve their clients and prospects.

Wishing you continued success,

John E. Featherston CEO & Publisher

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like John A. Daugherty, Jr., chairman and CEO of John Daugherty, Realtors, a luxury market leader in Houston. John founded the company in 1967, pioneering the modern concept of a professional residential real estate firm. His philosophy is one based on teamwork, service and empowering agents to confidently broker some of the most high profile homes in Houston. Beyond his real estate success, John and his company are widely recognized for extraordinary philanthropy and civic leadership throughout the community. Among numerous other accolades, he has received the John E. Wolf Citizenship Cup award from the Houston Association of Realtors.

Leaders like John are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation.

LeadingRE.com | 800.621.6510

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RISMedia’s Top 5 in Real Estate Network®

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

Editorial Executive Editor Maria Patterson Managing Editor Paige Tepping Senior Editor Nick Caruso Associate Editor Zoe Eisenberg Contributing Editors Lesley Grand; John Voket; Barbara Pronin

Online Managing Editor/Online Beth McGuire Director of Web Technologies David Spelts Web Designer Kevin Kirwan Information Technology Manager James Jones Online Associate Editor Suzanne De Vita

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

sales Senior Vice President Kara T. Stripay Senior Vice President Anne Kraft Client Relations Manager Patty Sinisko Business Development Advisor Brett Johnson Guidebook Sales Gus Olsen

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

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WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like Steve Brown, broker and co-owner of Irongate Inc., Realtors, the largest local independent real estate company in the greater Dayton, Ohio area. Currently serving as president of the National Association of Realtors® , Steve has a long history of industry involvement at local, state and national levels. Among the national offices he has held, Steve has served as NAR’s First Vice President, Large Brokerages Liaison, Vice President of Committees and Public Policy National Liaison. A selling broker, Steve has received the “Pinnacle of Performance” or “Award of Distinction” sales award from the Ohio Association of REALTORS® every year since their inception in 2002.

Leaders like Steve are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation.

LeadingRE.com | 800.621.6510

FOCUS ON A SMARTER COURSE FOR YOUR SUCCESS

THE MORE YOU LEARN, THE MORE YOU EARN . RE/MAX University education sharpens your business skills so you can stay on top of the evolving needs of today’s clients.

For the on-the-go agent, RU programming is available 24/7, on your mobile device, TV or computer. ®

©2014 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 140404

{Policy Matters}

6 Months of Qualified Mortgages This column is brought to you by the NAR Real Estate Services group.

by Ken Trepeta

S

ix months ago, the Consumer Financial Protection Bureau (CFPB) began its implementation of the Ability to Repay/Qualified Mortgage (QM) rule under the Dodd-Frank Wall Street Reform and Consumer Protection Act (DoddFrank). The short-term results were largely predictable with most lenders availing themselves of the safe harbor protections of the QM and only warily venturing outside the so-called “credit box” created by QM (i.e. the line of demarcation between what is and what is not QM).

Two of these, the 3-percent cap on fees and points and the 43-percent debt-to-income (DTI) on loans that are not underwritten to FHA, GSE, or other government programs, are featured prominently in the modest limitations on access to credit.

The broad QM put out by CFPB was a significant victory for both industry and consumers in that, on its face, it does not contribute greatly to an already tight credit market.

Some complain that it codifies a needlessly tight credit environment, and certain features, such as the 3-percent cap, are wreaking havoc particularly with low-dollar-amount loans, as well as under a number of affiliate scenarios. The discrimination against affiliates in particu-

lar was always of dubious benefit to consumers. This is becoming even clearer as information comes in. For example, one consumer was unable to save several hundred dollars a year in homeowner’s insurance premiums because the insurance provider was an affiliate of the lender and, therefore, the premium had to be counted under the cap.

In another scenario for a modest FHA loan, the borrower could not use the highly regarded in-house title and closing services because the combination of those services put the transaction just over the cap. Perhaps, more exasperating for both the lender and the consumer was that because the charges were regulated by the state, the title company could not adjust the charges to bring them in under the cap.

In response to issues such as these, CFPB has said publicly that only the amounts retained by the affiliate should be counted toward the cap. This additional leeway was welcome by lenders and affiliates alike.

However, in this litigious era and given the now extensive 20/20 hindsight on lending rules of the past, few are willing to except verbal guidance. For this reason, NAR is urging

the CFPB to issue written guidance and make critical adjustments especially with regard to the 3-percent cap calculation. NAR is also asking that CFPB look closely at the 43-percent DTI impact as well.

In addition to regulatory fixes, NAR and industry partners continue to press to enact H.R. 3211/S. 1577, the bipartisan “Mortgage Choice Act.” Congressman Huizenga (R-MI) has made great progress in the House of Representatives and Senator Manchin (D-WV) has been a stalwart with his bipartisan co-sponsors in promoting positive movement in the Senate. The progress on both fronts is encouraging, but it remains unclear whether the legislation will reach the President’s desk. The industry is hopeful. In the meantime, lenders—in particular, those with affiliates—continue to make adjustments to cope with discrimination in the fees and points test while they try to provide consumers with the options they demand and deserve. RE

Ken Trepeta is the director of Real Estate Services for the National Association of REALTORS®.

RISMedia’s REAL ESTATE July 2014 13

{The NAR Power Broker Roundtable}

First-Time Homebuyers: Where Do They Stand in Today’s Market?

Moderator: Steve A. Brown Liaison for Large Residential Firms Relations, NAR Participants: Mike McGrew NAR Treasurer and Chairman/CEO, McGrew Real Estate, Lawrence, Kan. Wayne Chang REALTOR®, Realty ONE Group, Irvine, Calif.

Christy Budnick Broker/Owner, Berkshire Hathaway HomeServices Florida Network Realty, Jacksonville, Fla. The Power Broker Roundtable is brought to you by the National Association of Realtors® and Steve A. Brown, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Steve A. Brown: According to NAR’s

recent Profile of Home Buyers and Sellers, first-time buyers, who four years ago, accounted for more than 50 percent of existing-home sale purchasers, today, make up only 38 percent of that very important market. That’s a significant drop, and the reasons vary from a host of economic factors. If the goal is to return to a balanced market, brokers need to find solutions for a double-edged challenge: reaching out to a greater number of first-time buyers and successfully getting them into homes.

Mike, how do you see the challenge?

Mike McGrew: In our region, there is still some softness in the entry-level

14 July 2014 RISMedia’s REAL ESTATE

market. Demand diminished with the end of the federal tax credit, and it’s never quite recovered. The good news is, as NAR reported recently, pending home sales are edging up in most parts of the country. In my view, the challenge is getting more customers into the real estate market, firsttimers or not—and one effective way to do that is by focusing on customer education. Potential buyers need to realize that the best time to buy is now, because prices will continue to rise and mortgage interest rates along with them.

Wayne Chang: Most of my business

comes from referrals, and in every case, when I talk to new people, I try to help them realize what’s happening in today’s market—and what procrastinating will accomplish. I can show them that the house they can buy at one price today will likely cost them 2-3 percent more in as little as six months, which in our market, can mean an extra outlay of $10,000$20,000.

SAB: You touched on an important point, Wayne. We can’t overlook the role that rising home prices play in keeping potential buyers from purchasing a first home. NAR research shows that the median home price has increased nearly 21 percent over the two-year period ending in the first quarter of 2014. Homeowners who purchased in advance of this gain benefited greatly. This means that first-time buyers are missing out on significant appreciation. For example, according to NAR, a buyer of a median-priced home in San Jose, Calif., has gained nearly $300,000 in equity over this 8-quarter period. That’s a startling statistic, and one as brokers, we all need to be aware of.

Christy Budnick: I agree, although

in our area, the rate of appreciation isn’t quite as dramatic. Depend-

ing upon the location in northeast Florida, the median home price has increased 10-15 percent over the last two years, creating a strong investment for those who reentered the market early. But 2014 should see another increase of 8-10 percent, so it’s not too late to reap the rewards!

In our market, there is little shortage of buyers, first-time or otherwise, because we’re a military market, our average selling price is on the low side, and VA, FHA and bond loans are plentiful for credit-worthy buyers. But buyer education is an essential part of every agent’s playbook. Even in this time of common-sense underwriting, agents can do a lot to show potential buyers how paying down debt and being more flexible can increase their chance of getting a loan.

WC: You can’t underestimate what

flexibility means when you are in negotiation. Reaching a fair price is one thing, but it’s just as important to be flexible about other issues, like leasebacks or inspection. Also, I try to get my buyers to get full loan approval in advance, not just get pre-qualified, and to understand the difference that makes to sellers in a competitive bidding situation.

MM: I think there’s still some

hesitancy to jump into the market on the part of younger buyers, many of whom are saddled with education debt or are worried about the job market. But the fact is, investors buy when prices are low and the return potential is high. When the market improves, as it is doing today, qualified first-time buyers stand a far better chance of finding the right house at a price they can afford than they have in recent months. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

OUR SIGN OF SUCCESS

Prudential Real Estate stands on a culture of success and counts many of America’s finest affiliate companies among its ranks. Our affiliates remain independently owned and operated, keeping every brokerage in the hands of those who know the community best. Our agents are known throughout the country for their expertise, reliability and trust.

Searching for a true sign of real estate success? Look no farther than Prudential Real Estate.

Š 2014 BRER Affiliates LLC. Real estate brokerage services are offered through the independently owned and operated network of broker member franchisees of BRER Affiliates LLC. Prudential, the Prudential logo and the Rock symbol are registered service marks of Prudential Financial, Inc. and its related entities, used under license with no other affiliation with Prudential. Equal Housing Opportunity.

{REBAC Report}

Weighing in on the Value of ABR® Training

by Marc Gould

R

eal estate brokers want their agents to succeed. But how can you best support their success? Education is one of the most valuable investments you can make, impacting performance more than you might realize.

That’s what we learned from our latest survey of Real Estate Buyer’s Agent Council (REBAC) members.

Here’s a glimpse inside the data and members’ verbatim feedback on five key topics.

1

Getting Started While most REBAC members are seasoned agents with 15 years of experience, on average, many remember how their Accredited Buyer’s Representative (ABR®) training proved extremely helpful early in their careers: “Real estate school teaches seller representation well enough, but buyer representation is mostly lacking. ABR® education fills that gap.”

“Working with buyers is the first part of our business and it’s a large part. It’s easier to find buyers than sellers when you first begin.”

2

Building Expertise Once agents have completed the ABR® training and have a better understanding of what buyer representation requires, they naturally do it better and with greater confidence. Two-thirds of salespeople with their ABR® routinely use buyerrepresentation agreements: “I learned how to talk about the value of my representation with buyers and got comfortable asking them to sign a buyer agreement.”

“The training taught me how to hold 16 July 2014 RISMedia’s REAL ESTATE

myself to an even higher level of ethics when it comes to my clients.”

3

Earning Respect with Buyers As buyers become more savvy about buyer representation, members tell us they’re gaining an edge when competing against other agents: “The ABR® designation is perceived as a badge of trustworthiness by buyers.”

“It helps support my claim that I take buyer representation seriously.”

4

Improving Results We all know the bottom line is compensation. On this score, REBAC members reported strong results. On average, an ABR® member closed 13 (buyerside only) transactions last year, earning more than $73,000 in gross personal income (compared to $47,700 for all REALTORS®): “In addition to representing my clients better, it taught me how to use a buyer consultation to get exclusive

buyer representation and how I could make more money.”

“I can leverage it to increase business.”

5

Maintaining an Edge We realize that earning the ABR® designation is an important first step in attracting more business, but our numerous member benefits are designed to help buyer’s reps maintain that edge: “The most valuable aspect is the information provided in the monthly mail-outs. I share it with new agents in my office and encourage them to get their ABR® training as soon as they are eligible.”

“When I did my ABR® courses, I was new in the business. I really felt it gave me great resource material and scripts to use. Now I love the webinars and one-sheets for consumers.”

Constant Improvement We’re committed to providing our members education and tools that improve their results, and we hope brokers will support their agents’ efforts to get ahead with ABR®training.

Perhaps this member came closest to summing up our sentiments: “I love education! You always learn something to help refresh yourself and improve your motivation. I always feel better afterward and bring it to my clients. They deserve it.” RE Marc Gould is vice president, Business Specialties, for the National Association of REALTORS® and executive director of REBAC. A wholly-owned subsidiary of the National Association of REALTORS® (NAR), The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer.

With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

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Wherever it may be, our sign declares a higher standard in real estate and the assurance of world-class real estate services.

What can our sign do for you? Call us to learn how you can join the world’s leading premium real estate brand as an agent or franchisee.

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

* Source: 2013 Profile of International Home Buying Activity. This advertisement is not an offering. An offering can only be made by prospectus filed first with the department of the law of the state of New York. Such filing does not constitute approval by the department of law. Additionally, depending on where you are located, an offering may require filing with your respective state amenities. ©2014 Engel & Völkers. All rights reserved.

Š 2014 ERA Franchise Systems LLC. A Realogy Company. All Rights Reserved. ERA Franchise Systems LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated. ERA and the ERA logo are registered service marks licensed to ERA Franchise Systems LLC.

{Executive Appointments} For Rent Media Solutions™ (FRMS) and Homes.com® announced two notable executive shifts with the promotion of Mike BozBozeman eman to vice president of information technology and the appointment of Grant Simmons as vice president of search solutions.

As vice president Simmons of information technology for For Rent Media Solutions and Homes.com, Bozeman will be directly responsible for all aspects of product development and data processing for both brands and will work closely with both teams to continue building on success. Simmons

joins both teams from The Search Agency in Los Angeles, Calif., where he was the senior director of SEO, serving industry-leading organizations such as Fox Sports, Walt Disney and Yell.com. Simmons will be responsible for search strategies for both ForRent.com and Homes. com where he will oversee tactics and leverage opportunities to continue building both brands’ exposure and success, assisting with organic rankings to increase exposure of clients’ listings. Simmons will play a key role in navigating the complexities of the search engine optimization landscape to leverage synergies between the two brands.

membership recruitment in North America for the LeadingRE invitation-only network of 500+ real estate firms. Barr brings an impressive range of industry experience, having most recently served as director of business development for an international franchise organization, where she worked closely with brokers, relocation companies and corporate clients. Previously, she was a consultant focusing on sales training and business development for the real estate and relocation industries. RE

Leading Real Estate Companies of the World® has named Sheila Barr director of business development.

In this role, Barr is responsible for

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

Resources that can help build your business If you’re looking for information that can help you stay on top of today’s real estate market, visit the Bank of America® Agent Resource Center. It’s a quick and easy way to find resources that can help you manage and grow your business.

At the Agent Resource Center, you’ll find: • Market updates and newsletters • Information about upcoming events • Instructional videos, tip sheets and step-by-step guides • Bank of America mortgage product and service overviews • Training and resources for the short sale and REO process • Information about affordable housing assistance programs • An overview of strategic alliances and how they generate new business opportunities The site is updated frequently, so you can easily get the most current industry information to help both buyers and sellers move successfully to their closing date.

The Agent Resource center is your one-stop source for helpful information.

Visit today at bankofamerica.com/agentresources

THIS INFORMATION IS NOT INTENDED OR AUTHORIZED FOR CONSUMER DISTRIBUTION. Credit and collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates, terms and conditions are subject to change without notice. Bank of America, N.A., Member FDIC. Equal Housing Lender. ©2013 Bank of America Corporation. 07-2013 AD-06-13-0982.B AR7FF6E6

{RREIN Reporter} News and information for and about RISMedia’s Real Estate Information Network® (RREIN) Andrea Lawrence, CEO Kevin Goffstein, President

Berkshire Hathaway HomeServices Alliance Real Estate

Opportunity Abounds

by Paige Tepping Paige Tepping: Before we look ahead, could you please summarize your respective histories with the company?

Andrea Lawrence: I’ve been here from the beginning. Upon the company’s inception in 1976, we were with CENTURY 21.

We were the first in St. Louis to affiliate with Prudential Real Estate in 1993, and on June 17, we became the first in St. Louis to join Berkshire Hathaway HomeServices. We have been, and will remain, leaders in St. Louis real estate as we continue to bring the very best brands, tools and services to our agents, our clients and our communities.

Kevin Goffstein: I’ve been a REALTOR® since 1996 and joined Prudential Alliance, REALTORS®in 2004 after eight years in the real estate development and homebuilding industry. I joined the ownership group in 2009. While I learned the business through the difficult economy that began in 2007, I’m looking forward to steady and sustainable growth moving forward.

AL: We also recently expanded our ownership team with the addition of Bob Bax, executive vice president and branch manager of our sales office in Ladue, Mo. He has been with the company since 2009.

PT: What ultimately led to your decision to rebrand under Berkshire Hathaway HomeServices?

KG: We feel that Berkshire Hathaway is raising the bar on the services it can offer its affiliates and, ultimately, the consumer. We want to be with a brand that is cutting-edge: investing in research, development, tools and technology. Not only is the Berkshire Hathaway name a rich name, it’s the most respected company in the world, according to Barron’s, and one of the most admired companies in the world as cited by Forbes. Rebranding under the Berkshire Hathaway HomeServices name is a true conversation starter. It draws the con20 July 2014 RISMedia’s REAL ESTATE

sumer and the public to the magnetism of Warren Buffett and the confidence they place in the strength and stature of the Berkshire Hathaway holdings.

PT: How did you go about announcing the changeover to your agents?

KG: We made the official announcement in February at our 2014 Annual Kick-Off and Awards Banquet attended by several hundred agents as well as some of our business partners.

AL: From the beginning, we have been transparent with our agents when talking about the possibility of rebranding the company. When Kevin finally made the announcement, the reaction was overwhelmingly positive. Everyone is on board and ready to go.

PT: What strategies have been most successful when it comes to building long-term relationships with today’s clients?

KG: In order to serve today’s consumers, the biggest issue we need to focus on is keeping current with the technological advancements that allow us to remain competitive and that will facilitate communication between everyone involved in a transaction. While there are numerous ways to stay in touch, including text, tweets, posts and email, picking up the phone and calling is still the most effective way to build long-term relationships.

AL: We engage in a multi-media strategy that incorporates a focus on real estate websites, lead generation and local print media. We provide effective tools through our CRM and REsource Center platforms that allow our agents and company to stay in regular contact with clients before, during and after the sale. We also have maintained a company direct-mail program that many brokers have cut back on or eliminated altogether.

PT: How has your definition of “customer service” evolved?

AL: For us, customer service means full service from beginning to end and extends beyond closing. Retaining a customer’s loyalty and their interest requires a full-service approach. We’re not a discount brokerage, and we’re not just focused on any one aspect of the business. In some ways, this has always been our definition of customer service, however, it changes in what it looks like every year.

PT: What does a successful agent look like today?

KG: Success begins by focusing on the development of a business plan, and this is how we start off each year with our agents. Successful agents have confidence in their knowledge, ability and expertise when speaking with buyers and sellers. It is essential that they truly understand the markets they serve as well as the current inventory.

They should also be well organized and have systems in place when it comes to listing and selling homes, as well as prospecting for business. These systems need to include delegating tasks to others so agents can focus on selling.

PT: What are you most looking forward to as you transition to the Berkshire Hathaway brand?

KG: We are most excited by the momentum and enthusiasm that develops through the rebranding process. It’s a fresh, new brand, and at the same time, it is a distinguished and highly respected name. RE For more information, please visit www.bhhsall.com.

RREIN Network News The Eastern Bergen County Board of Realtors® (EBCBOR) announced that Rutherford, N.J., resident, Justin Smith, a REALTOR® with RE/MAX White House, was the recipient of the 2013 Rookie Salesperson of the Year award. Smith was recognized as a rising star in the real estate profession during the annual Circle of Excellence Awards Luncheon held at the Hasbrouck Heights Hilton. In his first year of membership with EBCBOR, Smith became an active member of the Young Professionals Network, was recognized as TECH Spotter for his innovative use of technology, and showed dedication to local community services and organized various charitable events. He also achieved the NJAR Bronze Level of the Circle of Excellence Sales Award twice since earning his license. www.bergenboard.com REALTORS® Cindy Guy and her husband, Doug, from The Avondale/San Marco office of Berkshire Hathaway HomeServices Florida Network Realty were recently honored by the Jacksonville Historic Preservation Commission at its annual awards ceremony for the renovation of their home. The couple also received an Outstanding

Home Renovation award from Riverside Avondale Preservation. The Guys purchased the circa 1925 home in March 2013 and completed a major renovation before moving into the home in September 2013. www.BerkshireHathawayhsfnr.com San Francisco-based J. Rockcliff Realtors® recently announced that Jeff Sposito, the company’s founder and president, has been named as an honorary Director for Life by the California Association of REALTORS® (C.A.R.). Director for Life is one of the most prestigious awards that the organization bestows, and Sposito is one of only three honorees out of more than 100 nominees to receive the award this year. Honorees of the Director for Life award are required to demonstrate many years of outstanding performance and dedicated service to the Association, including at least 10 years of active service to C.A.R. and at least five years as a C.A.R. director.

Sposito’s induction was celebrated at the C.A.R. Board of Directors meeting in Sacramento on May 3, 2014 with more than 1,000 directors in attendance. www.Rockcliff.com

CENTURY 21 New Millennium’s charity gold tournament brought together golfers and others from communities across the D.C. Metro region last month in Leonardtown, Md., for a day of golf and to raise money for Children’s National Medical Center and the Jenna Stone Memorial St. Mary’s Ryken Fund. Corporate and individual sponsorships ranging from $150 to $5,000 helped bring the total raised to $50,000. The 165 golfers and other attendees also showed incredible generosity through their contributions to the auction and raffle featured during the event. www.c21nm.com RISMedia’s REAL ESTATE July 2014 21

{Industry Advisor}

Who’s the Boss?

Why real estate technology investments sink and how you can turn it all around

by Jose Perez

L

iving in both the real estate brokerage and technology worlds, I have seen firsthand the frustrations that brokers and the folks they buy real estate technology from experience when it comes to the lack of agent adoption.

It’s fascinating to see the excitement everyone feels when companies roll out the next big technology that’s going to help agents be more productive and brokers more profitable, yet 6-12 months later, you run a report and see that only 10-15 percent of agents are actually engaged and using the product.

I know the guys and gals that put out these awesome solutions. They can’t figure out why more agents aren’t in love with their product.

And the brokers spend thousands of dollars a month trying to give agents what they think they want, only to realize after significant investments, that very few agents are paying attention.

22 July 2014 RISMedia’s REAL ESTATE

The brokerages that have high agent adoption of technology have it for three reasons:

1

They actually have their finger on their agents’ pulse. They don’t just think they know what their agents want. These brokers know for certain because they have done focus groups, surveys, etc.

2

Once they roll a solution or strategy out, they make it mandatory…no questions asked.

3

They provide tons of support for their agents. There is never any doubt of how to get the most out of their investment. And they make sure their agents are getting the most out of the investment, too.

I have seen and heard some of the most outlandish excuses when it comes to why a solution doesn’t work. Sometimes an agent will get so riled up, they’ll threaten to go down the street to the competition.

This is one of the reasons brokers are wary of technology and vendors.

I often talk about fear in our industry. The agent is afraid of the consumer, the manager is afraid of the agent and the owner is afraid of the manager.

In this stressful environment, it’s even more important to know exactly what consumers want from us when it comes to technology. And, most importantly, you must know what your agents want and need to not only make them more productive, but also the best option for the homebuyers and/or sellers in their market.

If you give your agents ownership in the decision to adopt new technology, it’ll be much easier to get high adoption and engagement, precisely because you not only asked them, but also got them involved in the decision itself.

Finally, if you’re successful in this arena, you put yourself, as the broker/owner, in a position to increase the value of your business. If you control how the technology is used and how the data is leveraged, you now have one more asset in addition to your listings, physical plant, and goodwill. RE Jose Perez is the founder of PCMS Consulting. The real estate solutions provider offers a fixed-price, payas-you-go alternative to traditional national franchise systems. PCMS combines real estate consulting with powerful technology to help brokers and agents engage and respond online. Learn more at www.pcmsconsulting.com.

HOMES.COM IS YOUR PLACE

TO GROW WITH QUALITY LEADS!

Research confirmed that Homes.com is the “clear front runner in quality” for generating serious leads above all major real estate sites!

FIND OUT HOW YOUR BRAND AND LISTINGS CAN CONNECT WITH SERIOUS CONSUMERS AND FLOURISH WITH HOMES.COM! CALL 866.697.3308 TO SETUP AN IN-PERSON MEETING.

Source: REAL Trends 2013 Online Performance Study

{Industry Insight}

Network Value: It’s All about Relationships

by Sherry Chris

W

e’re in the business of relationships. Relationships, whether with your affiliates, clients or brokerage management, are what keep our industry moving forward.

The focus on value can come in the form of technology, marketing tools and new business strategies; but we cannot forget what provides the greatest value of all—the people who make up the company and the brand you represent.

Better Homes and Gardens® Real Estate recently hosted our 6th Annual Owners’ Retreat, bringing together affiliated brokers from around the country for two days of targeted content geared toward our network’s key decisionmakers. Network events are an extremely valuable element to our business. As a brand, we provide an experience, but it’s the people who make the experience exceptional. After our Owners’ Retreat, I sat down with Jeff Martel of Better Homes and Gardens Real Estate 43° North to discuss the impact our brand events have on his business.

Sherry Chris: With a strategically orchestrated content strategy, sprinkled with unique twists that showcase our culture and celebrate our attendees, we do everything in our power to use our events to educate and enhance the business of our brokers. What value did you find in attending this event?

Jeff Martel: From start to finish, there’s no question that this event was designed specifically for us as brokers. The brand reached out and asked what was important for us to experience through surveys and

24 July 2014 RISMedia’s REAL ESTATE

steering committees. The variety of brand updates and visionary insights, accompanied with national acumen from strategic brand partners, broker best-practice sharing and even firsthand consumer and agent insights left us feeling completely blown away.

Content was not delivered for the sake of filling time, it was all carefully calculated.

SC: Successful events have an igniting effect. They foster new relationships and ideas and challenge us to examine our businesses through a new lens. What does it mean to get together with other affiliated brokers?

JM: Bouncing ideas back and forth, sharing successes and roadblocks is what being part of a network is all about—it keeps us progressing. I was an independent brokerage, now I have a network of people to support me and encourage me to think of things I never would have before. We have so many entrepreneurs within our brand constantly trying to change and challenge the way things are done for the betterment of our industry. Being part of the Better Homes and Gardens Real Estate brand is like being part of a giant mastermind

group, and the brand always sets up the right type of opportunities for us to engage, allowing us to truly grow from one another.

SC: A network has to be nurtured and should live and thrive between moments such as brand events that are specifically scheduled for collaboration. What drives you to keep a constant stream of communication with your fellow brokers?

JM: At the Owners’ Retreat, I met Daryl Rogers of Better Homes and Gardens Real Estate Reliance Partners.

I discovered his in-depth knowledge of building offices, which we are currently undertaking. He gave me so many ideas, and just as importantly, shared what not to do. Our conversation saved me thousands of dollars and a great deal of time. Getting advice from non-competitive industry leaders regarding every topic that impacts our business is vital, but giving back provides the most value. RE Sherry Chris is president and CEO, Better Homes and Gardens Real Estate LLC. For more information, visit www.bhgrealestate.com.

Worry about getting an offer before the market cools, not about a broken A/C.

Life happens. Have a plan.

It’s challenging enough making sure your clients sell at the right time. Don’t waste your time on an unexpected breakdown. While you focus on bringing in the offers, leave home repair to the experts at American Home Shield®. Help buyers worry less and sellers stand out more with an AHS® Home Protection Plan.

See how you can provide your clients with more value at why-ahs.com.

©2014 American Home Shield Corporation. All rights reserved.

{Business Building}

Signs of Recovery in New-Home Sales

by Margaret Kelly

A

s families try to get their moves completed before the coming school year, some of them will choose the benefits of buying a new home. That’s good news because it underscores the slow but steady gains being made in this crucial part of our industry.

From the dramatic lows of 2010 and 2011, when builders struggled to stay afloat and new-home sales dipped to just over 300,000 annually—a low, by a wide margin, not seen in 50 years—new construction has battled back at a deliberate but constant pace. Despite a slow start to 2014, the pace of new-home sales is close enough to last year’s hopeful total (429,000) to suggest we’ve put the historic lows behind us.

Here’s an interesting perspective on where things stand. A report released by Hanley Wood in May compared Q1 new-home sales and REO sales in 20 major cities. Cumulatively, closings on bank-owned properties were double the total of new-home sales. That 2-to-1 ratio might seem alarming at first, but it’s actually a big step in the right direction.

Since 2008, when distressed properties overwhelmed the system and REO sales first surpassed newhome transactions, the ratio has stayed closer to 3-to-1 or even 4-to1 nationally. Within that context, 2-to-1 is encouraging, especially with the overall average weighed down by a handful of cities where 26 July 2014 RISMedia’s REAL ESTATE

REOs still reign—most notably Detroit. The fact is, more than half of the 20 markets were closer to 1-to1 than 2-to-1.

Better yet, in four markets—Dallas, Houston, Denver and Washington, D.C.—the new-home sales topped REO sales. This is huge, given the conditions of the past six years.

In its coverage of the study, The New York Times put it like this: “One way to tell the housing market is beginning to show signs of health would be that builders of new homes are selling more houses than banks do. We’re not there yet, but the gap is narrowing.”

Yes it is. And it’s making a difference. Increased construction means greater inventory, which is welcome news in virtually every part of the country. Low inventory has been a major headwind, and the infusion of new homes has helped prices rise about 10.5 percent above last year.

New homes also give agents a great option to offer their buyers. In NAR’s 2014 Home Buyer and Seller Generational Trends study, two generations—the boomers and the millennials—indicated high interest in considering new homes.

These massive groups (totaling about 160 million U.S. residents) view modern floor plans, new appliances and low maintenance as highly appealing. Smart agents are recognizing this and researching the availability of new homes in their communities.

They’re also building or strength-

Despite a slow start to 2014, the pace of newhome sales is close enough to last year’s hopeful total (429,000) to suggest we’ve put the historic lows behind us. ening relationships with local builders and sharpening their skills in the new-homes niche. One very credible resource is the Certified New Home Specialist/Residential Construction Certified course, a worthy investment of time for any agent.

Recovery takes time and usually includes its share of stalls and setbacks. The rebound isn’t happening overnight, but it’s definitely happening. And factors such as more new-home sales, pent-up demand, improvements in the economy and shifting demographics might even quicken the pace moving forward. RE

Margaret Kelly (CRB) is chief executive officer of RE/MAX, LLC. For more information, visit www.remax.com.

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Sandpoint, Idaho

TECHNOLOGY A N A LY T I C S INNOVATION

Who Moved My Real Estate Market?

Trends in the New-homes Arena Offer Great Opportunities

by Dennis Walsh

A

fter years of record-low housing production, builders across the nation are gearing up and bringing homebuilding back to life. Building on an inventory of lots purchased during the recession, new-home construction is helping to offset low housing inventory, increasing buyer interest in many markets.

As a result, more than one million residential housing permits were issued during the last 12 months alone.

And, as developers come back into the game and builders expand their production capacity, experts expect pent-up demand for homeownership, as well as household formation, job growth and a better overall economy to stimulate increased construction and development for many years to come. Here, I share some of the current trends and opportunities for real estate professionals in the new, new-homes market:

Majority of Homebuyers Desire a Brand New Home – Several national surveys have substantiated that a majority of active home shoppers across the nation either want only a brand-new home, or want to shop for new homes along with existing homes throughout their search. In other words, exploring the option of a new home is an essential component of the home-buying process for the largest segment of homebuyers today.

In the minds of homebuyers, it’s part and parcel to making their best decision in the purchase of their next home.

Yet only an extremely small percentage of sales associates have the training, market knowledge, systems and builder relationships to support the new-home search professionally. How can anyone honestly position themselves as a true residential real estate professional while ignoring such an important need for the majority of today’s buyers?

What’s exciting is that for those who do undertake the training, develop the market knowledge and market this professionalism effectively, this new-home sales expertise becomes a powerful differentiator, providing a significant winning edge. Of course, many of the industry’s 28 July 2014 RISMedia’s REAL ESTATE

highest producers have known this “secret” all along.

The Growth of Big Builders – Builder magazine reports that the nation’s 200 largest homebuilders accounted for 53.1 percent of all homes built throughout the U.S. in 2013. This is a dramatic change from decades past when small volume builders delivered more than 70 percent of our nation’s homes. This same group of big builders enjoyed a huge, 24 percent increase in sales over 2012. As the availability of developed lots grows and financial resources become available to smaller builders, we’ll see an even stronger increase in the construction of new-home inventory to meet the needs of today’s buyers.

The great news is more of these builders today are courting broker participation, allowing real estate professionals to bring buyers and earn excellent commissions.

More real estate professionals are enjoying increased success marketing their expertise in New-Home Buyer Representation, earning great co-broke commissions on these new homes, along with the listings of these buyers’ contingent homes.

Infill Development and Construction – While larger builders are dominating the major development and subdivision activity, plenty of opportunities are available right now for smaller builders who focus on infill construction.

What we’re talking about here are situations where we’re tearing down older buildings on properties in an established neighborhood—older homes, apartments, hotels, commercial buildings, etc.—and rebuilding something new. Today, this can mean larger, more luxurious singlefamily homes, new rental units or condos. On larger parcels, we find opportunities to create mixed-use developments, combining residential options with retail or light commercial buildings.

For brokers and agents with the training, relationships and market knowledge, infill development offers fantastic business-building opportunities today and for many years to come. Infill also offers excellent opportunities to partner with smaller investors, builders and developers to bring to market new inventory through projects too small to interest the larger players.

Senior Housing – Through the benefits of modern medicine and increased life expectancy, the demographic segment of seniors and active adults 55 and over has grown to the largest number in history. At the same time, the majority of this group is not living in homes ideal their NAR-1208_MVP_RIS_HalfPageAd_2014_7.5x5.25_r8.pdf 1 for 2/21/14 needs at this stage of life. As a result, the opportuni-

ties for the development of senior housing have never been greater, and are projected to continue as one of the fastest-growing sectors of the housing industry.

Finding the land and bringing together the players to deliver quality senior housing of various types allows savvy brokers and agents to create new market-specific inventory that meets a huge pent-up demand in markets large and small from coast to coast.

These and other trends are not only driving greater buyer desire for new homes, but opportunities for real estate professionals to enjoy tremendous long-term success by adding new-home sales expertise to their arsenal. For those who move quickly, now is the time to prepare to step ahead of the competition by working effectively with builders and developers to truly meet the needs of today’s homebuyers. RE Dennis Walsh is co-founder and CEO of Dennis Walsh & Associates, Inc., based in Newport Beach, Calif., recognized as real estate’s No. 1 source for training and sales tools specific to new-home sales, infill development and residential construction. He is also author of the book “Real Estate’s Best Kept Secret.” More than 150,000 real estate professionals have enjoyed Dennis’ presentations, Certified New Home Specialist™ (CNHS), Residential Construction Certified™ (RCC) and 203K Specialist courses. For more information, 11:41 AM visit www.sellnewhomes.com or call 800.428.1122.

Member Value Plus

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Complete simple actions that take only minutes and get valuable rewards. Available only to you as a member of NAR. New offers are available twice a month.

Sign up for the MVP newsletter to be the first to know about new offers and rewards at www.realtor.org/mvp

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{Basic Training}

More Leads than We Can Handle

by Verl Workman

S

itting at my desk going through the mail, I noticed the most beautiful marketing brochure, titled “Everything a Man Could Want for Christmas.” Out of curiosity, I began to thumb through the pages of golf clubs, tools, fishing gear and many other items that

actually did appeal to me. Wondering what store I had to visit to purchase any of these items, I turned to the back page and the simple marketing statement said it all. “Find all of this and more at www.eBay.com!” I was blown away and surprised. Isn’t eBay an e-marketing company? Aren’t they masters at driving Internet traffic? And right here in my hands, a full-color, print marketing brochure from this Internet giant.

As a technology speaker and sales guru, I pride myself in using technology to accomplish my goals and simplify my life. This “a-ha” moment came at a time when I had just eliminated much of the print in my own real estate practice. As I pondered what I perceived was a conflict in marketing philosophy, this question came to my mind: Why would eBay use direct mail to drive traffic? The answer was just as simple: Because it works.

We market because we want to be at the front of the minds of our potential clients at the very moment they’re considering buying or selling real estate. This happens by having a variety of methods to reach out and touch clients, both online and offline.

Marketing is not about having one or two methods of driving traffic or generating leads. Marketing is all about using a mix of tools, systems, processes and methods to reach different consumers in a variety of ways.

There are so many ways of generating leads today that there’s no reason to struggle in this business.

30 July 2014 RISMedia’s REAL ESTATE

Here are a few lead-generation methods: 8 Geographic farming (direct mail, door knocking, community Webblog sites) 8 FSBOs and expired listings (call, mail, call campaigns) 8NODs 8Divorce and probate attorneys 8 Sign calls (call capture systems, 1-800#) 8 Open houses (signs, postcards, door knocking, make it an event) 8 New construction (market to builders, investors, first-time homebuyers) 8 Billboards, shopping carts, moving vans 8Home and garden shows 8SEO and PPC to drive Web traffic 8 High-volume Internet lead systems (Commissions, Inc.; BoomTown, etc.)

8 Company-branded websites (make

sure your profile, pages and information are updated and correct) 8 Marketing to your sphere of influence, past clients and friends (the No. 1 lead source) These are just a few ways of generating leads—a combination of both online and offline marketing systems working together to create amazing results. So many agents have eliminated print from their marketing that the mailers we send get a much higher return than in the past.

My advice is to simply choose four pillars of income and focus on those areas. Once you establish your four pillars, don’t be distracted by other lead sources. Put into place different marketing strategies and incorporate print brochures or postcards. Track your results from each marketing strategy so you know where to spend your marketing dollars. As you dial in your marketing strategy, you’ll see an increase in your leads. Put solid systems for lead follow-up in place and watch your business grow. RE Verl Workman is president of Corcoran Consulting, Inc. (CorcoranCoaching.com, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential broker’s or agent’s existing practice. Sign up today for your complimentary business consultation at www.corcorancoaching.com/ programs.

PLAYING HARD TO GET?

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If you have not returned a call or email from us—you’re missing out!

We believe it is time to challenge the status quo. At Carrington Real Estate Services we invest in your business—the Carrington Business System is designed to fuel your bottom line when you take our call.

Connect with Carrington today. CarringtonRealEstate.com/Join

facebook.com/carringtonres

twitter.com/carringtonres

©2014 Carrington Real Estate Services, LLC. All rights reserved.

877.330.2773 | careers@carringtonres.com

Social Media:

Simplified!

Does social media need to be time-consuming to be effective? Lumentus says no.

by Nick Caruso

T

o say that real estate professionals are time-crunched may be one of the greatest understatements pertaining to the industry.

For agents and brokers who are on call around the clock, 24/7, there’s no question that their time is both precious and limited. In addition to the necessary time-management skills required to be successful, technology has become increasingly demanding as agents realize the importance of social media and blogging.

What was once viewed as an overwhelming,

32 July 2014 RISMedia’s REAL ESTATE

yet necessary evil has now transformed into a highly regarded method for lead capture, communication, and engagement with the hungry buyers and motivated sellers of today. Think you don’t have the time to maintain your online presence? Lumentus Social™ might make you think twice.

For those looking for a social media solution and real estate news, Lumentus Social makes it easier than ever to fully utilize everything social media has to offer in order to bolster your business. The Lumentus

platform identifies, organizes and curates from RISMedia and other popular real estate news real estate information that’s important sources doesn’t mean you can’t make the content you to your team or market, and then provides share your own. Lumentus Social provides the fixings easy-to-use tools to help share this to completely customize the content based on your info and engage your target audience. own needs. Adding your own commentary or updating Though the knowledge of new and so- your own visuals is a simple way to truly brand the cial media may differ among various feed to yourself, or even your company. After customagents, Lumentus Social helps even izing, agents and brokers can schedule their posts the playing field, offering more effective for future times and dates. In just 15-20 minutes, beonline communication for entire organiza- fore that first cup of morning coffee is slugged down, tions, at large. agents can schedule an entire social media publishLumentus Social is a division of ing calendar for the week.

Lumentus, an integrated comBrokers can even opt to customize “Social media is hard. data munication company. “We solve streams for their agents, includPeople don’t know communication challenges, like a PR ing the ability to make the data hyfirm, but with a technology focus,” what they should be per-local—a definite plus for any real says COO and Managing Partner estate professional in any market. posting and how they Adam Selig. “Social media is hard.

“Agents know what a huge opporshould be engaging People don’t know what they should tunity social media is, but they just be posting and how they should be haven’t worked it into their routine,” through their social engaging through their social media says Cassandra Bollinger, business media channels.” channels,” he says. development/client services manIn addition to the “what” and the ager for Lumentus. “It’s low on the – Adam Selig “how” is the “when;” after all, the list of priorities. To have a tool and COO and Managing Partner, most time-consuming aspect of soplatform that allows the broker to Lumentus Social cial media is finding relevant condo it for them, while not taking over tent to put in front of your audience, anyone’s pages but adding to them, whether it be sharing useful informais a huge timesaver and makes the tion from a trusted blog or source, to writing your own process very efficient.” blog full of real estate content. By capturing fresh, To compete with other news aggregators on the relevant and local real estate news for you and pre- market, Lumentus’ technology was created to remove senting it in an easy-to-read, shareable way, Lumentus bad data, ensuring that the information presented to Social can cut the required time it takes you to fill agents for consideration is extremely relevant and your pages, opening up your schedule for more direct shareable. Created by the company’s technology declient contact. partment under Ed Posnak, lead technology architect, There’s a constant stream of information flowing Lumentus’ filtering system sorts the valuable goods from Lumentus Social at all times. Informative, edu- into topics, while removing anything that isn’t up to cational and even entertaining content can always be par. found, including industry insights, community news, “The user looks at one dashboard and has the and lifestyle information, all of which have an impact- ability to move through and make a selection. Withful relevance with buyer and seller clients looking to in minutes, the post will be in the correct format for conduct their own real estate business in the near LinkedIn, Facebook, Twitter, and more, all done from future. By sharing this information, you can become one place, at one time, from one dashboard,” says your clients’ No. 1, go-to source when it comes to real Bollinger. estate news and information. Furthermore, social me“We aggregate news feeds as well as Facebook and dia allows agents to put their best face forward 24/7 Twitter feeds,” says Posnak. “The filtering technology on the Web, all while building stronger relationships we developed, combined with aggregation, gives you and a lengthier client list, thereby growing a healthy this very customized news feed that’s much more enbusiness. gaging than what aggregation alone would provide.”

Having a provided feed of content full of stories Lumentus saw a challenge inherent in the real esRISMedia’s REAL ESTATE July 2014 33

tate industry—an alarming amount of agents who haven’t yet mastered the art of social media.

“Our technology is leading-edge with how brokers can work with agents. Instead of having to do it all yourself, agents can leverage what has been customized and built for them without needing to be savvy in social media themselves,” says Selig. “The broker control is a key differentiator.”

“It’s a win-win for the broker and agent because the broker is providing this valuable, time-efficient tool for the agent, which helps the agent increase their reach and presence within social media, while the same holds true for the broker and brokerage as a whole.

They expand their reach many times over by tapping into the agents’ individual networks,” says Bollinger.

The ability to easily measure post statistics is another extremely useful feature built into the Lumentus Social framework. “We can tell the level of reach and engagement agents are getting by topic. We take those posts and merge them into themes and we can inform brokers as to how much agents are growing their network,” says Selig.

“We know what sort of response each post is getting in terms of replies, favorites and retweets,” adds Posnak. “As a result of using this tool, agents can see the measured growth of their reach over time, as they’re using it.”

With products like Lumentus Social around, it’s hard for agents to justify not using social media whatsoever. If employed properly, social media can expand an agent’s reach and client base beyond the wildest of imaginations, and keep their name in front of the people that matter the most: prospective clients. When coupled with positive word-of-mouth and reviews from past clients, the dots that social media allow us to connect are invaluable.

“Once real estate professionals see a demo of the platform, it’s usually not a hard sell to get them to understand the value of social media,” says Bollinger.

“Once they see how easy it is to use, and all the customization and flexibility that’s built in, it really is a no-brainer.” RE For more information, visit www.lumentussocial.com.

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© 2014 Stewart.

Baby Got

Feedback

by Beth Kinsella

E

veryone is asking for my feedback these days. I’d take that as a compliment in some circumstances, like a colleague asking my opinion on a project, but I’m getting solicited by some unlikely folks and it’s making me a little uncomfortable—literally.

On a recent doctor’s visit, I had to have blood drawn. Naturally, I wasn’t too jazzed about this, but imagine my surprise when the nurse said, “You know how you can tip me?” Pained and confused, I said, “Tip you?” She then encouraged me to say nice things about her in my patient survey. Why did she think that was a good time to ask me? I thought, why not just slap me and ask me what I think of your manicure?

Every truck and bus driver has a “How’s my driving?” sticker on his or her vehicle. Every receipt has “Tell us about your experience” printed at the bottom. It appears that anybody and everybody is hungry for feedback, and probably no one more so than a real estate professional. Are you asking the right people for feedback? Are you going about it the right way? Here are a few ways you can better manage your clients’ critiques.

Wrangle Raving Fans Even if it requires a trip in the “WayBack Machine,” make contact with some of your dazzled past clients (it’s a good excuse to touch base to see if they have any current real estate needs). Explain that you’re

enhancing your website and would love to feature a testimonial from him or her. When they follow through, be sure to send a handwritten thank you note.

Extract a Positive from the Negative Should a client offer some salty words about his or her experience, demonstrate how you’ve improved since that event (if their dissatisfaction was with your performance).

Thank him or her for the feedback and explain how you’ve upped your game since then and how their feedback was a vital part of that progress. Even if his or her opinion bruised your ego, move past it and rise above it. Appreciate that they helped you avoid making the same mistake twice.

Get Specific Gather feedback from a wide range of buyers and sellers; a first-time homebuyer’s experience is radically different than someone buying investment properties. Did you have any special situations like a short sale or foreclosure? Did you handle a referral from another agent? Readers will gravitate to reviews similar to

their situation; do your best to get the attention of all your readers.

Spread the Word Beyond your website, consider using testimonials on postcards and mailers you send to your clients, as well as on social media. Adding compelling testimonials in a “drip campaign” on Facebook or Twitter could get the attention of just the right person; add one testimonial every week or two. Remember that when one of your Facebook friends “likes” one of your posts, that can be seen in his or her newsfeed—making your audience that much greater.

Leading Real Estate Companies of the World®has launched an exciting new initiative to help members gather feedback from their clients.

We believe a negative review can help you learn from past mistakes and a positive review can be a real shot in the arm (in a good way, of course). RE Beth Kinsella is the Member Solutions Manager with Leading Real Estate Companies of the World®. For more information, please visit www.LeadingRE.com.

RISMedia’s REAL ESTATE July 2014 37

YOU NEED MISSION CONTROL TO MAKE IT TO THE MOON Our Million Dollar Pipeline Program offers the best training you can get from top agents and industry experts.

Greatness didn’t get there alone—you don’t have to either.

Call 1-877-732-0699 or visit milliondollarpipeline.com to learn more.

The Million Dollar Pipeline Program is an exclusive program developed by Market Leader designed to empower real estate agents to generate and engage enough leads to consistently meet and exceed their transaction goals. Program members enjoy an exclusive member-only website including new weekly resources, live workshops, and peer-to-peer interaction through a private Facebook Group. Call 877-732-0699 today for membership requirements.

Roll By Your Competition Increase Exposure and Customer Service Capability with On The Move

by Zoe Eisenberg

A

sk any winning real estate broker their secret to success, and chances are they will talk about increasing exposure. In an era when consumers can find nearly anything with the click of a mouse, positioning your company so that it’s front and center requires innovation.

RISMedia’s REAL ESTATE July 2014 39

On The Move—a commercial truck leasing and sales program—has been offering real estate agents and brokers just that: an innovative, highly visible marketing opportunity that not only increases exposure, but also goes a long way toward extending customer service capability.

Founded in 1992, On The Move was originally created with the self-storage industry in mind. Fast forward 22 years, and the program has grown in scope to serve the moving industry, rental stores, apartment communities, caterers, contractors and real estate professionals alike, providing mobile billboards that are cleverly plastered on the side of moving trucks. Featuring custom, eye-catching graphics, On The Move trucks cost less than a traditional billboard, allowing real estate professionals to reach their target audience by simply driving around town.

This unique advertising concept automatically provides real estate professionals with a leg up over the competition, allowing their face and name to move all over town, while they focus on answering calls and meeting with prospective clients.

For Mickie Cioccia, CEO of Mickie C and Company Realty, On The Move has been instrumental in helping improve her company’s visibility with the special design of a customized, bright pink moving truck. “When people meet us, they always say, ‘Oh, you’re the ones with the pink truck!’”

Cioccia has been using On The Move since 2003, and is currently on her second truck.

“It would be hard to quantify the worth of the van, but I’ll tell you that I would not be without now,” says Matt Snyder, broker/owner of two RE/MAX offices in Louisi-

40 July 2014 RISMedia’s REAL ESTATE

ana. Having had an On The Move van for over a year now, Snyder is currently preparing to purchase a second vehicle.

And for Justin Donaton, a broker with Coastwalk Real Estate in Carolina Beach, N.C., On The Move has been an irreplaceable branding tool. “We are an independent, family-owned business. A truck like this helps add credibility.”

In addition to superior branding and exposure, agents are truly able to go above and beyond for their clients by providing heightened service. In fact, agents can choose to offer their trucks to clients free of charge, placing themselves above the competition and adding extra value for their clients at the same time.

“A friend suggested I look at On The Move as a means for a mobile billboard,” says Donaton. “I did my homework and not only did I determine the truck would catch everyone’s attention when they drove by, but I also uncovered an incredible demand for the use of an easy-to-drive moving truck.”

Cioccia, who has been in the real estate industry for 22 years, allows her past clients to use the truck anytime—whether they’re in the process of moving or not.

“Once someone buys or sells with us, they become members of the ‘Mickie House Club’ and can use the truck at any time, even if they’re not moving.”

In addition to allowing Cioccia the ability to extend excellent service to her clients, On The Move provides Cioccia herself with winning customer service. “Any time there’s a problem, which there hardly ever is, they’re there for you, no matter how old your truck is.”

Donaton echoes Cioccia’s sentiments, stressing how impressed he’s been with On The Move’s customer service, even after the sale of the truck was finalized. “From day one, their advice and recommendations were spot on. After the sale, their customer service remained just as impressive.”

Nancy and Grady Finn moving out.

Many On The Move clients also choose to donate the use of their truck to local charities, giving back to their community and gaining added exposure as they do so.

“Some [clients] send their favorite charity or school event people to us to use our truck,” says Cioccia. “Our local Chamber of Commerce calls us for the truck before most of their big events, which provides great advertising, since the truck sits at the event.”

Whether your truck is parked in a visible lot or cruising around town, On The Move trucks provide added exposure, setting you above the competition through the use of more traditional methods of advertising.

“I get calls all the time from friends and clients saying, ‘I saw your truck in my neighborhood,’ or at the store, or driving down the road,” says Donaton, who has been using On The Move’s truck lease program for the past two years.

“It’s kind of like playing ‘Where’s Waldo’…everyone gets excited when they see it.” RE For more information, please visit www.onthemovetrucks.com.

{RISMedia’s Great Spaces}

Photo Credit: TopTenRealEstateDeals.com

by Nick Caruso & Zoe Eisenberg

The “Scarface” Mansion Say hello to my little friend! Actually, it’s not that little—it’s a behemoth.

It’s hard to talk about Al Pacino’s Cuban refugee Tony Montana without dropping many colorful, yet inappropriate, expletives, but we would be remiss if we didn’t mention that this massive mansion from “Scarface” is now for sale.

While Tony’s trophy home was a big part of the movie, most of the film was shot in Miami, however, the Miami Tourist Board was afraid of a negative reputation that would drive tourists away. That prompted many scenes to be shot in California, such as the actual house, known as the El Fureidis Estate, which is in Montecito, Calif.

Now for sale, the 10-acre estate was designed as a Roman villa in the early 1900s by architect Bertram Goodhue. He and the owner, James Waldron Gillespie, a wealthy New Yorker, traveled through the Middle East and Europe for a year looking for inspiration. That resulted in adding Persian touches, such as the gardens and fountains and accents 42 July 2014 RISMedia’s REAL ESTATE

like a Byzantine-style sitting room with an 18-foot domed ceiling decorated with a floral, hand-painted, gold and blue design in 24k goldleaf modeled after the church of St. John Lateran in Rome. The barreled dining room ceiling is also finished in gold leaf, and according to the listing agent, depicts a scene of Alexander the Great conquering Persepolis. So there’s even something for architecture and history buffs!

At 10,000 square feet, the mansion has four bedrooms, nine bathrooms, a library, a sitting room and a lounge. A large rooftop terrace provides 360-degree views of the Pacific Ocean, mountains and Channel Islands and makes an excellent venue for large-scale entertaining. Due to California being awesome, the multiple terraces of the estate can be used year-round.

Sure to be “cockroach”-free too!

Tony’s made sure of it.

Listed for: $35 million Listed by: Emily Kellenberger McBride, Village Properties

Brave Buyers: The “American Horror Story” House Is on the Market The Alfred F. Rosenheim estate, otherwise known as the “Murder House” featured on “American Horror Story,” is now up for grabs! Originally built as a private home in 1908, the home boasts an enormous wooden interior that has quite the history attached to it (don’t worry—nothing murder-y about it!).

Not only has the Rosenheim mansion served as the backdrop for the best horror show on TV (sorry, “Walking Dead”), but Hollywood producers have long had this property on their radar. From “Old Blue Eyes” starring Frank Sinatra, to a Halloween episode of “Buffy the Vampire Slayer,” and 2002’s “Spiderman,” the house seems to always be waiting for its close-up.

Other shows featuring this unique residence include “CSI Miami,” “Law & Order,” “The Mentalist,” “Criminal Minds,” “Grey’s Anatomy,” “Californication” and many more.

With Tiffany stained glass windows and antique hand-painted ceilings, there’s surely quite a few reasons for the home’s lengthy screen resume. Given the home’s classic and contemporary features, it can represent both old and new, transporting its owners (and viewers) back in time to whatever period or style is desired.

The Catholic Church once owned this property and built a chapel in the house in 1954. Since being declared an L.A. Historic Cultural Monument in 1999, the estate has been the primary residence of mu-

Photo Credit: Joe Babajian/Tyler Barnett PR

Creepy and contemporary, this TV-friendly estate’s wooden interior is quite the marvel.

sic producer John Gocha (and Greta von Steinbauer) and boasts a private, professional recording studio in the grand ballroom, which was formerly the chapel. In addition, the three-story home has six oversized bedrooms, five baths, and a solarium overlooking the beautiful park-like grounds complete with a private pine forest.

Just stay out of that basement… kidding! We’re kidding!

Listed for: $5,000,000 Listed by: Joe Babajian

RISMedia’s REAL ESTATE July 2014 43

Screenwriter Packs Up in Brentwood

North Carolina Dream Scene Full of southern charm wrapped in a Spanish-style exterior, this dreamy sanctuary with waterfront views offers privacy, warmth and refinement.

The home is an outdoor living enthusiast’s dream, with a pool, Jacuzzi, patios and balconies overlooking meticulously manicured grounds.

The gated, seven-bedroom, 10-bathroom home spans 10,400 square 44 July 2014 RISMedia’s REAL ESTATE

In above photos, North Carolina offers a dreamy Spanish-style sanctuary.

feet with two fireplaces, a four-car garage and an elevator. What more could you ask for?

Listed for: $4,200,000 Listed by: Anita Sabates and Dixie Dean of Allen Tate Company, a member of Luxury Portfolio International®

Oscar-winning screenwriter Stephen Gaghan (“Traffic,” “Syriana,” “Havoc”), along with fashion designer wife Minnie Mortimer, placed their lucky Brentwood estate on the market for $4.995 million. Why lucky, you may ask? Because it took less than two weeks for the listing to make its way into escrow.

The gated, five-bedroom home spans 5,267 square feet of living space, featuring wood-beamed ceilings, a covered brick patio and—obviously—an incredible media room.

What’s more stunning than the media room is the views: the home has aerial coverage of sweeping cityscapes, mountains, and the ocean for a trifecta of intense visual stimulation.

The property previously sold in 2009 for $4.5 million, public records show.

Listed for: $4.995 million

Bordering the Principality of Monaco, this cháteau is right out of “Downton Abbey,” except French.

Beauty on the Outskirts of Monaco If Great Spaces published a Top 10 list, this breathtaking estate on the outskirts of Monaco would surely make the cut.

Located near the Cap d’Ail harbor and the Mediterranean Sea, The Château de l’Ermitage (otherwise known as Château Mallet) was originally built in 1896 and later redesigned and extended in 1961.

With over 8,600 square feet of living space (and about 2,100 square feet of service rooms), the Château is really something you only see on TV or in the movies…a Bond villain’s hideout or a rapper’s paradise in his latest video, perhaps? To sum it up: it’s mega, sprawling, and epic.

Starting with the garden level, two entrances (one through a ballroom and a second more formal one) lead to the reception rooms. There’s a large living room, library, scullery

(yes, just like in “Downton Abbey”), and the kitchen. In one wing is a pool house with two shower rooms and bathrooms. In another wing, staff can rest their weary legs in one of two bedrooms, which also has its own bathroom and service entrance.

On the first floor, there are about 100 more bedrooms. Just kidding!

Five additional bedrooms can be found, all with private toilets and some with private lounges. A staff apartment can also be found here, along with a laundry room.

Also located on the property are two caretakers’ houses (approximately 1,000 square feet each), along with a greenhouse, garden shed, and agricultural garden. If a gorgeous, exotic pool wasn’t enough, one may also enjoy bay, mountain, city, and ocean views along with a gazillion other scenic views, all found on the one property.

We think the photos speak for themselves on this one.

Listed for: 50,000,000+ Euros Listed by: Deborah Fisher and Annie Madren, Handsome Properties, International, a member of Who’s Who in Luxury Real Estate RISMedia’s REAL ESTATE July 2014 45

Photo Credit: TopTenRealEstateDeals.com

Robin Williams’ Napa Valley Winery Despite the cancellation of his CBS sitcom “The Crazy Ones,” Robin Williams is still a busy man. With a plethora of films making their way to the big screen (including a sequel to the much beloved “Mrs. Doubtfire”), it’s no wonder that Williams’ Napa Valley winery is on the market.

His compound, Villa Sorriso, is located in the Mayacama Mountains, which straddle both the Napa and Sonoma valleys. The home sits among 23 acres of vineyards and olive groves, with about 653 acres spread out over the entire property.

The views over the valley are classic Napa sights, with a natural pond, and groomed and landscaped grounds that are all expertly maintained by an on-site estate manager (bonus!).

With more than 100 olive trees, the estate can produce 30-50 gallons of oil a year, with approximately 18 acres of vineyards producing Cabernet Sauvignon, Merlot and Cabernet Franc. Because wine (and oil!) is delicious.

Oh, how about that house? Williams’ villa has 20,000 square feet of living space, five bedrooms, six full 46 July 2014 RISMedia’s REAL ESTATE

With all these delicious grapes on hand, we’re sure this vineyard will host a “run-by fruiting” or two.

baths, five half-baths, a library, theater, elevator, climate-controlled cellars for art and wine, and a viewing tower overlooking the valley. Three safe rooms and smart house technology help sustain privacy. And why not add in a 65-foot infinity pool?

Good choice, Mork.

Drink it up. Williams’ Tuscan-inspired villa is now being offered for $29.9 million.

Listed by: Joyce Rey Listed for: $29.9 million

Custom-Designed Lakers Estate Lists in Playa Del Rey The estate of the late Jerry Buss, Los Angeles Lakers owner and billionaire extraordinaire, recently sold for $5.1 million.

The custom-designed, 10,846-

square-foot mansion in Playa del Rey was built in 1998. How can you tell it was a custom job? The Lakers logo adorning the home’s stainedglass double-door entry is a dead giveaway.

Inside, tile floors, wood-beam ceilings and a winding staircase continue to impress, but not as much as the three-stop elevator.

The seven-bedroom, 11-bathroom home is littered with balconies, garages (enough for eight cars) and fireplaces.

The rooftop deck, with a spa, has views of the ocean, marina and cityscape.

Buss died in 2013 at the ripe age of 80. He bought the Lakers in 1979, and the team won 10 National Basketball Association championships while under his reign.

Listed for: $5.1 million RE

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Cash Is King:

First-Timers Give Way to Bidders Coming out of Foreclosure

by Andrew King

T

he all-cash buying craze has not let up at all in early 2014.

In fact, most states have seen an increase in cash purchases—a stunning trend when you consider how popular cash buyers were last year and the fact that many institutional buyers are starting to drop out.

Part of the reason why the momentum has been sustained and even strengthened in some regions is because new types of all-cash buyers are emerging and brokers are embracing it. In some instances, brokers are being proactive and pursuing this type of purchase through aggressive marketing and strategic partnerships.

Joseph Rand, managing partner and general counsel of Better Homes and Gardens Rand Realty, oversees a large real estate firm in the New York City suburbs. With about $1.5 billion in annual sales, the company has an alliance with OwnAmerica, a North Carolina-based organization run by his brother Greg, which represents hedge funds and investor syndicates that look for buying opportunities that are turned into profitable rental properties.

According to Joseph Rand, the institutional investors came into the areas that were hardest hit by the housing market crash. “They’re investing in the South and Southwest, where you have home prices well below where they were at the height of RISMedia’s REAL ESTATE July 2014 49

the market,” he explains.

The Northeast, however, has had fewer professional investors because of the region’s pro-tenant policies and the fact that prices never came down that much to begin with, says Rand, adding that an average single-family home costs $800,000 in Westchester County, N.Y., and $400,000 in Rockland County, N.Y. As the institutional investors start to subside, Rand has noted a surge in several types of so-called “regular investment buyers”—all of whom tend to pay in cash:

of the purchases in New York were made that way.

Nationwide, RealtyTrac reported that 42.7 percent of the deals in the first quarter of 2014 were all-cash; 37.8 percent of the deals in the fourth quarter of 2013 were all-cash; and 19.1 percent of the deals in the first quarter of 2013 were all-cash.

A shrinking portion of that is coming from institutions. According to RealtyTrac, institutional investors— entities that have purchased at least 10 properties in a calendar year— accounted for 5.6 percent of all U.S. residential sales in the first quarter,

8 People of means who are buying without selling. “They don’t need the money out of their home to buy their next home,” explains Rand. “For them, it’s a buying opportunity and not a selling opportunity.”

8 People of reasonable means who have done well in the stock market (In May, the five-year bull market on Wall Street has set several new all-time highs). “They have millions of dollars to play with on the street,” says Rand.

“That’s taking up a much larger part of the trend.”

8 People who were foreclosed on during the height of the crisis who stopped paying their mortgage and used the past half-decade to save money for an all-cash purchase today. “We have created hundreds of thousands of people who can’t get a loan (because of a foreclosure),” says Rand. “They cannot get a mortgage but they can buy all-cash.”

In New York, there has been a huge spike in all-cash deals. In the first quarter of 2014, 58.9 percent of all home purchases in the state were done without a mortgage, according to RealtyTrac. In the first quarter of 2013, only 27.2 percent 50 July 2014 RISMedia’s REAL ESTATE

The all-cash buying craze has not let up at all in early 2014. In fact, most states have seen an increase in cash purchases. down from 6.8 percent in the fourth quarter of 2013 and down from 7 percent in the first quarter of 2013 to the lowest level since the first quarter of 2012.

Among metropolitan statistical areas with a population of at least 500,000, those with the top five highest percentages of cash sales were all in Florida: Cape Coral-Fort Myers, (73.6 percent), Miami (67.1 percent), Sarasota, (65.1 percent), Palm Bay, (64.1 percent), and Lakeland, (61.8 percent). Other major metro areas with more than 50 percent all-cash sales included New

York (57 percent), Columbia, S.C., (56.1 percent), Memphis (54.9 percent), Detroit (53.5 percent), Atlanta (53.2 percent) and Las Vegas (52.2 percent).

As the trend plays out, first-time homebuyers, who tend to rely on financing for their purchases, have been getting squeezed.

Christy Budnick, executive vice president for the Jacksonville, Fla.based Berkshire Hathaway HomeServices Florida Network Realty, says that she’s seen a lot of firsttime homebuyers come in with offers that are a bit low because they think sellers are desperate. Unfortunately for them, the market has turned to the seller’s favor and multiple offers are coming in—often sparking bidding wars that leave the mortgagebound bidder out in the cold.

“Some of the first-time buyers unfortunately lose a few homes before they find one that they can get under contract,” Budnick explains. “We try to educate them.”

Budnick, whose company generates about 3,000 transactions in Northern Florida each year, says that many first-time buyers do not anticipate all the competition and believe they can get a property by coming in under asking price. To convince them, she says she shows her clients how drastically the days-onmarket data has shrunk to “almost nothing at certain price ranges.”

“But the buyers still have it in their minds that they’re going to get a deal,” says Budnick. “They have to go through a couple of losses to realize that.” RE Andrew King is an award-winning journalist with 15 years of experience with the Gannett newspaper company, appearing in The Journal News (Westchester, NY), Asbury Park Press and USA Today. He also contributes to The Real Deal, TheLadders.com and TechPageOne.com.

Give Closing Gifts that Open Doors— with Your REALTOR Benefits® Program

by NAR’s REALTOR Benefits® Team

T

for example, these gifts are carefully thought-out ways for brokers and their agents to grow their business and build client relationships.”

he selling season is in full swing, and savvy brokers are focusing on continuing their sales momentum by providing clients with memorable closing and thank-you gifts. This final contact with clients can keep your agents top of mind,

helping to lead to referrals and future business. So…do you have a winning strategy for gift-giving?

For gifts that not only please homebuyers and sellers, but make lasting impressions, shop the REALTOR Benefits® Program, your official member benefits resource from the National Association of REALTORS®.

As an NAR member, you can choose from a selection of gifts designed specifically to make a lasting impression, and end each transaction with a thank-you that new homeowners and sellers can put to use—plus,

52 July 2014 RISMedia’s REAL ESTATE

you’ll enjoy exclusive discounts on each of them.

“The Partners and products in the REALTOR Benefits® Program all have a common goal: to help NAR members,” says Bob Goldberg, NAR senior vice president, Sales & Marketing, Business Development & Strategic Investments, Professional Development and Conventions.

“The Program is much more than a convenient way to find discounts—

The Multi Merchant Prepaid Card*: Perfect for Any Client Created exclusively for REALTORS® as an ideal client gift, the versatile Multi Merchant Prepaid Card can be used at more than 150 popular retail and online stores, restaurants, and more. It is accepted at a variety of merchants, such as Panera Bread®,Pottery Barn®, Crate & Barrel, Zappos.com® and Macy’s, so it is guaranteed to be enjoyed by clients of all ages and interests. You choose the amount on each card (from $25 to $500), and NAR members save 5 percent off every card order.* Multi Merchant Prepaid Cards are themed with NAR’s “Home Ownership Matters” logo to help spread the importance of homeownership. You can also add a personalized message and/or the recipient’s name, and even have the card shipped directly to a client. Cards without a name or message are available, too.

These you can order in multiples and have shipped to your office for your convenience. Keep in mind that these cards are also perfect for broker incentive and reward and recognition programs. Cards are available at www.MultiMerchantCard.com.

Build Lasting Relationships with Lowe’s The Lowe’s Program for REALTORS®

is an innovative e-marketing tool that lets you send personalized offers, including 10 percent-off eCoupons to your buyers and sellers.

In addition, this program allows NAR members to purchase Lowe’s gift cards at an exclusive 5-percent discount when ordered online at www.LowesRealtorBenefits.com. Take advantage of the convenience of having cards shipped directly to your clients, or order in bulk and add the special touch of hand delivery so your agents get one more contact point with clients.

A Lowe’s gift card is the perfect way to say thank you and build a strong client relationship. New homeowners and sellers prepping their home for sale alike will appreciate a thoughtful thank-you that is specifically home-related. It’s the perfect way to help them with everything they need for their home!

Brand It with REALTOR Team Store® Whether you’re looking for the perfect closing gift that keeps your brokerage name front and center, or you want to encourage your agents to promote their status as REALTORS®, REALTOR Team Store®has what you’re looking for.

The official NAR supplier of REALTOR®- branded and promotional products, REALTOR Team Store® offers a wide array of items, including lapel pins, bags, hats, shirts, decals, folders, jackets and more. In addition, they offer fully customized promotional items with any logo—including your company logo. Shop online at www.RealtorTeamStore.com.

The Gift of Saving Year-Round These are just a few of the many exclusive offerings available to NAR members through the REALTOR Benefits®Program. Everything in the Program is designed not just to save you money, but to help you grow your business and give you a competitive edge as well. To fully appreciate all that your NAR membership offers you and your agents, browse exclusive savings and unique solutions for REALTORS® at www.REALTOR.org/RealtorBenefits, or follow us on Facebook to learn about the latest offers, discounts and tips: www.facebook.com/ NARRealtorBenefitsProgram. RE *Cards expire one year from the purchase date, subject to applicable law.

Participating merchants are not sponsors of this program and are subject to change.

Digitally

Mastered

zipLogix Increases Productivity by Bringing Efficiency and Peace of Mind to the Real Estate Transaction

by Maria Patterson

O

nce the only game in town when it came to digital transaction solutions, zipLogix has met with many viable competitors since its start in 1991. Speak to some of the Fraser, Mich.-based company’s many users, however, and you’ll realize why they’re so loyal. Whether it’s at the association, MLS, broker or agent level, zipLogix has been creating raving fans for years by providing a comprehensive collection of high-functioning, reliable, digital solutions for transacting more and better real estate business. Here’s why.

For most, their relationship with zipLogix has been a long and happy one, marked by high-quality, great communication and impressive responsiveness. More importantly, 54 July 2014 RISMedia’s REAL ESTATE

utilizing the firm’s products has been essential to conducting real estate business in the modern age.

“We’ve been in a relationship (with zipLogix) since 2000,” says Mike Barnett, vice president and COO of the Texas Association of REALTORS® (TAR), which offers zipLogix tools as a membership benefit included in basic dues. “It’s our job to offer Texas REALTORS® modern tools to help them be more efficient and more productive. We should never stand in the way of them doing business. Through the consistency and credibility of products from zipLogix, we are able to bring our members a higher level of comfort and security.”

Andrea Bushnell, executive vice president of the North Carolina Association of REALTORS®, agrees. “Everyone who is a member has access to the zipLogix suite of products,” she explains. “When we talk about creating our value proposition to members, we’re always looking

to provide the best products and services we can within the parameters of our dues structure. For example, we know that forms are the most critical aspect of the transaction, so we feel that offering zipForm® is a strong part of our value proposition.”

As the eighth largest association in the country with approximately 32,000 members, choosing a provider to work with is no small decision. Previously operating with an in-house forms program, Bushnell chose zipLogix for several key reasons.

“We selected zipLogix since they were the most comprehensive and, quite frankly, the biggest,” explains Bushnell. “They are amazing to work with and one of those things I don’t have to deal with day-to-day. But when I do have a member on the other end of the line in the middle of a transaction, and they can’t get the form to print and they’re sitting with the client and need to get the offer in, I can get it resolved by zipLogix immediately.

It’s mission critical to our members that they’re getting their problems resolved with no delay.”

Jodi Dines, chief information officer for Michigan’s Real Estate One, has been working with zipLogix since she joined the firm 13 years ago. While the relationship was initiated by her predecessor, Dines has been happy to keep it going during her tenure.

“I’ve weighed the features of other products against zipLogix and they don’t hold up to zipLogix’s feature set,” says Dines. “When we first selected them, they were the only player. Since then, other competitors have started up, but zipLogix is still the Cadillac.”

The fact that zipLogix is part of the National Association of REALTORS® Member Benefits Program helps to solidify their reputation as a credible partner. “We are always trying to support organizations and vendors who are aligned with the state or national association, or both, as the case may be,” says Bushnell. “It’s important to keep the business in the family.”

A Transaction Treasure Chest The zipLogix product suite offers an array of tools to help brokers and agents facilitate more efficient, more secure real estate transactions.

Barnett, for example, began offering zipForm® in its original desktop version, zipForm®Standard. Quickly recognizing the direction in which technology was headed, Barnett switched to offering the company’s bundled package, zipForm® Plus, which integrates both the Digital Ink e-signature solution and the file-storage interface, zipVault®. Additionally, members are increasingly subscribing to zipForm®Mobile, says Barnett.

With zipForm® Plus, users have access to the built-in Digital Ink® e-signature solution or, thanks to zipLogix’s

partnership, can integrate DocuSign’s platform. All zipLogix products are designed for compatibility with any RETS-compliant software in the real estate industry. Partnerships such as this serve to further increase zipLogix’s value with its users.

Barnett is happy to be able to offer his members a choice. As he explains, “It comes down to personal preference. Some are perfectly happy with zipLogix Digital Ink®, some find DocuSign to be a more robust offering.

The overarching point is that digital signatures are becoming the standard.

“We’ve been happy with the fact that zipLogix is keeping up with modern technology and not getting stagnant,” adds Barnett.

The Practitioner Point of View Clearly, associations and MLSs are quick to offer zipLogix solutions to their members, as digital tools are critical to successfully conducting business in today’s real estate environment. Brokers and agents in the trenches can attest to this.

With 34 years in the real estate business, Bill Jones is not only the broker/owner of Accent Real Estate in Texas, he is also vice chairman and commissioner for the Texas Real Estate Commission. He was first introduced to zipLogix in the mid ’90s.

“These are some of the greatest folks to work with,” says Jones. “I’ve been to their corporate offices and their Board of Directors meeting. These folks are focused not on what makes them great, but what makes their products great for the client.”

According to Jones, digital solutions like zipForm®Plus allow real estate professionals to do more business more efficiently.

“The zipLogix tools allow us to move at a much faster speed,” says Jones, “and cover more distance. For example, we are very close to Fort Hood, and electronic signatures allow us to transact with people all over the world.

Whether they’re in Baghdad or Saudi Arabia, someone can sign a document and get it back to us at the speed of light. zipForm®makes it seamless so the agent can go through the process without thinking about Fed Ex-ing or faxing documents. This gives them more time to concentrate on the quality of their work and the quality of their relationship with clients.”

Not only do Jones and his agents take advantage of zipForm®Plus, they also consider zipLogix’s Form Library critical to their business. Enabling users to add customized sets of forms to their zipForm®software, the Form Library allows real estate professionals to add even more efficiency to the process while maintaining compliance.

“We’ve added form libraries from the Texas Real Estate

RISMedia’s REAL ESTATE July 2014 55

Commission and the Texas Association of REALTORS®,” property and the agent often gets looped into these probsays Jones, who has also added his firm’s custom forms, lems. But the better the form, the better the process, the including those related to his commercial real estate and better the tracking, and the less likelihood there is to be property management divisions, and broker/agent agree- a misunderstanding.” ments. Doing so has allowed Jones to make sure his “zipForm® gives the broker a much stronger tool than agents are in compliance. ever before to stay in compliance with codes and poliReal Estate One offers zipForm® Plus and zipForm- cies,” agrees Dines. “If they’re using the forms, agents MLS-Connect® (which allows agents to import MLS are protected. This takes the pressure off brokers and data directly into a transaction) to its 45 offices and allows us to spend more time on training and education, 1,800 agents. According to Dines, these products are which is the most critical part of keeping an office going. included in the firm’s technology fee. Many agents “My fear is always, ‘What is my newest agent doing have also chosen to pay extra for zipLogix’s relay® at the kitchen table at 10:00 p.m. in order to secure Transaction Management program along with zipForm® their first transaction? Have they crossed the line or gotMobile. Like Jones, Dines also takes advantage of the ten into the weeds?’” explains Jones. “From the broker’s Form Library option. standpoint, zipLogix’s solutions allow “The support at zipLogix has been “I’ve weighed the us to sleep a little more soundly. From outstanding,” says Dines. “We have features of other the agent’s standpoint, zipLogix gives hundreds of forms they maintain for products against them that peace of mind that someus, including custom forms. They’ve one is looking over their shoulder and zipLogix and they blessing their work.” worked out ways for us to manage don’t hold up to zipLogix’s forms without it costing us a ton of money. feature set. When we first Giving Consumers What They Want “When it comes to productivselected them, they were While zipLogix has created digital soity, agents who create form templates the only player. Since then, lutions to benefit brokers and agents, save a tremendous amount of time,” the ultimate beneficiary is the consumother competitors have er. And consumers would expect nothsays Dines. “They can fill out the form started up, but zipLogix is ing less. one time with the static information still the Cadillac.” and then go and put in the dynamic “The practice of real estate is about information. They can then go back at the relationship and personal contact,” – Jodi Dines any time and review and make changChief Information Officer, says Barnett, “but there’s more and es. Agents who do business this way Real Estate One more technology associated with the have huge productivity gains.” transaction and that’s now expected by the consumer.”

Less Risky Business According to Bushnell, conducting real estate busiSolutions from zipLogix also offer brokers, agents and ness without a digital strategy is not sustainable longconsumers something you can’t quite put a value on: term. “The vast majority of transactions today happen peace of mind through risk mitigation. online. There’s less room for mistakes, like transposzipLogix Digital Ink® e-signatures provide one compo- ing numbers or misspelling names. Those things are nent of risk mitigation. “It’s critical that consumers have eliminated when you have a product like zipForm® that the confidence that their transactions are secure—that autopopulates based on the information that’s been the documents can’t be altered after the signature is ap- input.” plied,” says Barnett. “This is extremely important to our According to Dines, doing business digitally is inmembers.” creasingly expected by today’s consumers. “Sometimes Online forms management is yet another component. agents are dragged into it by their customers who will “Having a standardized form that agents know how to say, ‘Can’t you just email me? Why do we have to set up use and that is consistent and up-to-date and legal is a night-time meeting to sign this?’” critical,” says Bushnell. “zipLogix allows us to update “We have moved into this lightning-fast world where forms immediately to be compliant with requirements when someone asks about a property, they’re expecting and laws. an answer very quickly,” says Jones. “Expedited informa“Of all the people at risk in the transaction, consumers tion and contracts have now become the norm.” RE are number one,” Bushnell adds. “If there’s going to be a dispute, it’s going to be between the buyer and seller of a For more information, please visit www.zipLogix.com.

56 July 2014 RISMedia’s REAL ESTATE

Power Broker

Strategies for Increasing

Productivity and Profit

by Maria Patterson

W

hen it comes to running a productive real estate firm, no detail is too small.

From office renovations to training programs, today’s top brokers understand that there is a wide variety of factors that lead to profitability.

This point was underscored by panelists at RISMedia’s Power Broker Forum, held on May 15 during the REALTOR® Party Convention & Trade Expo in Washington, D.C. Titled “Power Broker Strategies for Increasing Productivity and Profit,” the Forum was moderated by John Featherston, president & CEO of RISMedia, and Gary Scott, president of Long & Foster Real Estate.

Featherston and Scott led a panel of leading brokers who discussed in detail their strategies for running a

58 July 2014 RISMedia’s REAL ESTATE

profitable firm, even in the face of the recent real estate downturn and the market’s slow climb back to recovery.

Panelists were: Todd Hetherington, CEO, NM Management/CENTURY 21 New Millennium; Ron Croushore, CEO, Berkshire Hathaway HomeServices The Preferred Realty; Scott MacDonald, president, RE/MAX Gateway; and Ken Baris, president, Jordan Baris REALTORS®.

“Three or four years ago, we wouldn’t be discussing increasing productivity and profit,” said Featherston as he opened the Forum. “We would be discussing survival. To paraphrase Steve Jobs, ‘Sometimes life is going to hit you in the head with a brick; don’t lose faith, stick to your core and you’ll be alright.’ Well, all of us in this room were hit with that ‘brick’ and are facing a different marketplace today.”

And in this new marketplace that’s emerging from the rubble of the real estate downturn, brokers and their agents are faced with new possibilities for winning...albeit on a challenging new playing field.

and innovation to ramp up their successful practices of the past.”

Scott also emphasized the necessity of taking a strong stance in a somewhat shaky market. “You need to have a sharp, distinct vision and know what your value proposition is. Otherwise, we become very little to hardly anybody.”

Assessing the Market “In 2010 and 2011, this NAR meeting (in Washington, D.C.) was held in a different environment,” remarked Gary Scott. “But in 2012 and 2013, we began feeling robust and brisk again.”

So far in 2014, however—although low interest rates prevail—real estate is off to a slow start. According to Scott, this could be due to investor activity impeding the usually healthy first-time homebuyer segment, and/or harsh winter weather dampening market activity early in the year. “March and April were good in our markets,” Scott added, “but spring didn’t spring to the degree we had hoped.”

In order to remain productive and profitable in these fickle, somewhat unpredictable market conditions, Scott explained that high-performing agents at Long & Foster are “blocking and tackling, paying attention to fundamentals, and taking advantage of technology

Planning for Accountability According to Todd Hetherington, the way to run a successful firm is “to do business in a way that is fun, fair and profitable.”

While Hetherington’s 18 offices have fared well, they are still shy of projections. “We need to get laser focused on making up for lost time,” he explained. “We beat the market, but were off from what our predictions were.

The question then becomes, ‘how do we change the way we do business?’”

For Hetherington, that change took place in his company 10 years ago when he reworked every job description to include the phrase, “to create a positive customer experience.”

“Two years ago, we started doing business relationally as opposed to transactionally,” said Hetherington.

“I know that sounds mundane and simple, but the reality is, it’s life-changing. The relationship is what we’re building, not the transaction.”

An integral part of creating this fundamental change company-wide was the introduction of systematic coaching for every agent—coaching that focuses more on life goals than business planning.

“The business planning aspect of coaching has always been there,” Hetherington explained, “so we made sure we reversed the order and started coaching sessions with, ‘How’s your balance?’ To me, the word balance is everything. You can’t accomplish everything in your life if you don’t have proper balance.”

For agents who thrive on getting granular, a detailed, 21-page business plan is created. “About 20 percent of our agents will want a detailed plan; most want a one-page game plan.” Either way, the plans include family, personal and spiritual goals as well, and are jointly signed between the agent and the “branch leaders.”

“We hire branch leaders, not branch managers,” explained Hetherington. “A manager manages things; a leader manages people.”

Handsomely paid branch leaders at Hetherington’s firms—who, by design, do not have a real estate background, but often a corporate or military one—

RISMedia’s REAL ESTATE July 2014 59

are tasked with holding agents accountable to the systems that will lead to accomplishing the goals laid out in the business plan and creating the necessary balance to achieve success.

Maximizing Brand Many of today’s brokers are making brand changes that they believe will better align their firms with the needs of today’s real estate agents and their consumers.

“I’ve been in the business for 30 years, and made four brand changes,” said Ron Croushore.

“I wasn’t planning on making another change.”

However, the opportunity to affiliate with the new Berkshire Hathaway HomeServices brand was too enticing for Croushore to pass up.

Operating and maintaining business while transitioning his firm to the new brand took careful strategy and strong leadership.

“The brand change got me energized,” said Croushore. “The whole organization got charged. It was a two-and-a-half year process from the time the new brand was announced. I focused on staying in front of our agents and in contact with our clients. We have a 35-year history with our contact database and it was important to get agents mobilized and in touch with those contacts.”

Croushore employed a systematic strategy to transition to the new brand that included podcasts, letters, training sessions, webinars and more for successfully adopting the new brand. Croushore himself took on a heavy travel schedule to get out in front of agents and get them energized about the new brand.

According to Croushore, it was also important to make the transi60 July 2014 RISMedia’s REAL ESTATE

“Two years ago, we started doing business relationally as opposed to transactionally. I know that sounds mundane and simple, but the reality is, it’s lifechanging. The relationship is what we’re building, not the transaction.”

– Todd Hetherington CEO, NM Management/CENTURY 21 New Millennium

tion fun, including engaging agents with contests and humorous, informative videos.

Another critical part of successfully transitioning to a new brand involves deflecting the slings and arrows of competitors. Croushore’s response to various criticism, such as “Ron’s retiring,” was not to defend, but rather inform.

“I heard all the negative comments and didn’t answer,” he explained. “Instead, I Fed Ex’d every one of our broker/owners my full schedule so that they could see ex-

actly what we were doing and come straight to me if they had any questions. They didn’t have to deal with the rumors because they were being constantly updated.”

Ultimately, the advantages of the brand change far outweighed any bumps in the road, reported Croushore. “The brand change energizes people,” he explained. “The way we’ve approached it has given us a new opportunity to reach out to people and recruit more people.

The curiosity gives you a chance to re-engage.”

Fostering Productivity For Scott MacDonald, instituting a culture of productivity begins during every agent interview, where prospects are asked to put together a business plan. This allows MacDonald and his team to determine what kind of effort an agent intends to put forth, regardless of their tenure or status in real estate.

“Doing this prevents us from wasting time on agents who are not going to be successful,” MacDonald explained. “We’ve broken down what it costs us per agent, per month; agents who are not productive are costing us $2,145 per month. Recruiting is a big piece of productivity and profitability. We need to be selective about who we’re bringing on board.”

MacDonald strongly advised brokers to “look at where you’re spending your money. Analyze your numbers and know what it costs you per agent. Look at every expense—toilet paper, vacations, staffing—and know what you need to do to be profitable.”

MacDonald backs up his productivity-focused recruiting with a strong retention campaign, which includes a lot of small but important gestures: holiday parties; monthly agent appreciation; happy hours; personal notes congratulating someone on a success; birthday celebrations; etc.

From a larger business perspective, MacDonald ensures retention with a strong lead-generation program through affiliated business arrangements. He also offers weekly “soup-to-nuts” training in each office along with higher-level training opportunities, such as an entrepreneurial summit, a team summit and a business-planning summit.

“If for some reason, an agent can’t make it to any of those, we

also have quarterly meetings where we have a national speaker come in, such as Dave Stevens from the CFPB (Consumer Financial Protection Bureau), Joe Niego (from Buffini & Co.), or Dr. Steven Thor, a local economist from our association.

Everything we’re doing is focused on the education of agents.”

Blocking and Tackling As Ken Baris said, Vince Lombardi was someone who knew how to win, and just like Lombardi’s team, Baris’s brokerage firm “is all about blocking and tackling.”

To that end, said Baris, “We want to focus on taking listings, taking more listings and better listings, and marketing them more effectively to get them sold in order to drive more listings.”

While some brokers focus on their top producers, Baris zeroes in on the new agent. “Focus your leaders on the agents who will make the most difference,” he advised. “This could be the new associate who in three years will be a top producer.”

Baris also explained the importance of focusing on “directional nudging” at his firm. “Rome wasn’t built in a day; you have to pick two or three initiatives and nudge them along to completion. Instead of having lots of things on the table that you can’t complete, focus on getting smaller, meaningful initiatives to completion. It’s important to have all employees involved in this directional nudging.”

According to Baris, something as seemingly small as office appearance can spark a ripple effect that also helps increase profitability.

“Little things combine to be significant,” he explained. “I recently put up wainscoting in one of our offices. So many companies are pull-

“We can fine-tune people by looking at the areas where they can make a difference. By helping some people with a little, they can help others a lot.”

– Ken Baris President, Jordan Baris REALTORS®

ing back that I said, ‘let’s make our offices look even better.’ This led people to say, ‘good things are happening at Jordan Baris.’”

Commitment management is another strategy Baris follows at his firm. “You are limited if you try to do everything yourself, however, with commitment management, our staff gets busier. People like responsibility; commitment management says that ‘I respect you enough so that when I make a commitment, I’m counting on you to rise to the challenge to help fulfill it.’ People want more of that... not less. Envision, empower, energize—that’s what we do with commitment management.”

Drawing on another lesson from the world of sports, Baris discussed legendary basketball coach Pat Riley’s strategy for ensuring a “three-peat” victory. “Riley said that the only way we’re going to make the team twice as good is by making each player 10 percent better. So he worked on improving one player’s shooting, another player’s fitness, another’s mental errors, etc. We are doing the same thing at Jordan Baris. We can finetune people by looking at the areas where they can make a difference.

By helping some people with a little, they can help others a lot.” RE RISMedia’s REAL ESTATE July 2014 61

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Sweepstakes

Winners Reflect

on a Year Full of Continued Success “The confidence I gained from the experience HomeFinder.com provided pushed me to push a little harder”

“I wish every real estate broker could experience this opportunity.”

– Josephine Ligato, Berkshire Hathaway HomeServices New England Properties

– Jim Mackenzie, Blue Diamond REALTORS®, LLC

by Paige Tepping

Winners of the 2013 sweepstakes

HomeFinder.com Agent Makeover Sweepstakes, presented by PNC Mortgage, provides agents with a leg up on the competition.

A

s the real estate industry continues down the road to recovery— one paved with limited inventory and rising home prices—it’s more important than ever for real estate agents to establish themselves

as the authority in their local market in order to truly stand out from the competition. “Real estate is area-specific,” says Doug Breaker, president and CEO of HomeFinder.com. “Low inventory markets, rising home prices and 2014’s new lending requirements mean real estate agents need to stand out locally in order to grow a successful business.”

RISMedia’s REAL ESTATE July 2014 63

By entering the HomeFinder.com Agent Makeover Sweepstakes, presented by PNC Mortgage, (all licensed real estate agents can now enter through August 15 at agentmakeover.homefinder.com), agents will gain the tools needed to navigate today’s rapidly evolving market.

“HomeFinder.com and PNC Mortgage will provide the five lucky win-

from the experience HomeFinder. com provided pushed me to push a little harder; my productivity has skyrocketed.”

Penny Hansen of CENTURY 21 Affiliated in Beloit, Wis., explains that winning the 2013 HomeFinder.com Agent Makeover Sweepstakes has helped to drastically improve her real estate business. “Last year, I made

“Last year, I made Centurian status again, after not having it for a few years. I was able to do that thanks to hiring a part-time assistant, and implementing the advice that was suggested.” – Penny Hansen, CENTURY 21 Affiliated

ners—and thousands of entrants— the necessary tools to establish their niche, and localize their marketing strategies to succeed in a competitive climate,” says Breaker.

Chosen at random, the winners of the HomeFinder.com Agent Makeover Sweepstakes, presented by PNC Mortgage, will be flown to Chicago from September 10-12, where they’ll receive a full business and style makeover, and where they will work on aspects of their business that they feel need the most attention. It will include SEO and digital marketing training; goal coaching and social media training. They will also receive a consultation with a personal stylist, a new outfit, a new hairstyle, a makeup consultation for the women, a shaving treatment for the men and a new set of professional headshots.

“2014 has been my most successful professional year,” says 2013 sweepstakes winner Josephine Ligato with Berkshire Hathaway HomeServices New England Properties in Avon, Conn. “The confidence I gained

64 July 2014 RISMedia’s REAL ESTATE

Centurian status again, after not having it for a few years,” she says. “I was able to do that thanks to hiring a part-time assistant and implementing the advice that was suggested.”

From learning how to successfully integrate technology into the mix, to the importance of setting business and personal goals, and strategies to effectively reach a target audience, the 2013 HomeFinder.com Agent Makeover Sweepstakes winners point to their weekend in Chicago as a pivotal moment in their careers.

“I wish every real estate broker could experience this opportunity,” says 2013 HomeFinder.com Agent Makeover Sweepstakes winner Jim Mackenzie with Blue Diamond REALTORS®, LLC in Ellettsville, Ind. Breaking Out of Your Comfort Zone For real estate professionals across the board, maintaining a competitive edge in today’s ever-changing market begins with a commitment to step outside their comfort zone. In fact,

this was one of the most valuable pieces of advice taken away from the event. “I’m very structured and in control, and I learned to let go and just try something new,” says Ligato. “To let go and trust, which is something we as agents ask of our clients—to trust us during the real estate process.”

This same sentiment was echoed by winner Michael Downing with RE/MAX Pro in Hays, Kan. “The most valuable piece of information was to step out of our comfort zone, to try something new, something different.” Whether it pertains to the business side of things, or even personal appearance, taking a proactive approach is the name of the game when it comes to successfully distinguishing oneself from the sea of competition.

“The most valuable piece of information was to step out of our comfort zone, to try something new, something different.”

– Michael Downing, RE/MAX Pro

Keeping Up with Technology Best Practices Technology reigned supreme throughout the two-day business makeover as winners learned the ins and outs associated with various technology initiatives that would not only increase their presence on the Web, but also enable them to stay in touch with today’s tech-savvy consumers more easily.

“Doug Breaker (president and CEO, HomeFinder.com) showed me how to implement best SEO practices on my website to appear higher in a Google search and position myself as a land expert in my area,” says Mackenzie.

“Since the makeover, that’s exactly

what I’ve become. My website is producing leads and I’ve increased my listings volume significantly.”

For 2013 winner Antonio Sanchez with Exit Realty in the Bronx, N.Y., dedicating time to his website—and even incorporating a blog into the mix—have been instrumental when it comes to interacting with clients and potential clients as well as increasing his exposure and positioning as a local expert. “I’m jumping forward and working on my website on a daily basis,” says Sanchez.

“I’m doing weekly blog posts, and I’m getting more buyer leads than I ever have before.”

“I didn’t realize how influential blogging could be,” says Downing, “and how it can change the perception of how people see you. It really positions you as a local expert since so many people turn to the Internet for advice.”

From blogging to social and digital media, Ligato notes that the one-on-one workshops touched on various points, providing a well-rounded look into how technology can help real estate professionals get as much exposure as possible. “As soon as I got back, I was in touch with my top clients to create testimonial videos for my website.”

Connecting All the Dots “We are all so busy, and HomeFinder.com gave me an opportunity to stop and think about my appearance and presentation when working with clients,” says Downing.

“It wasn’t just the clothes we were making over, it was our whole business appearance, our attitude toward our clients and our ability to step back and say ‘this is what I always do, but what do I need to do?’”

“When I got home, I was motivated to start doing what I should have been doing all along,” says Hansen, who goes on to say that the winners of this year’s sweepstakes will undoubtedly take something home with them that they can then incorporate into their daily business routine.

“I think it’s phenomenal that HomeFinder.com really just wants to give back to agents,” says Ligato, who encourages agents to not think twice when it comes to entering the 2014 sweepstakes.

“It’s a great opportunity and another reason why you should take a chance,” says Sanchez, whose best advice for this year’s winners is to “write down as much information as possible and ask questions.”

For Mackenzie, the impetus behind entering the contest is all about connecting the dots and putting all the pieces together. “Keep an open mind, learn as much as you can, enjoy the people and have a great time in Chicago!” RE For more information, please visit agentmakeover.homefinder.com.

{Strategies}

Connecting with Consumers on Their Own Turf Zillow Pro for Brokers connects the dots between buyers and agents

by Nick Caruso

R

eal estate is all about timing—connecting the right buyer with the right listing at the right time. For real estate professionals, this means staying on their toes 24/7 and trying to decipher the who, what, where, when and how of every single listing. Finding the right buyer can be trickier than ever thanks to the prevalence of consumers’ Internet searching, but this also means that more opportunities exist in the marketplace for brokers and agents. Having and maintaining a presence on the right websites can make all the difference when trying to find motivated buyers who are ready to move. To put it another way, you need to be where the consumers are, and consumers’ eyes are all pointed at Zillow.

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As a broker, it’s important to ensure that there’s an easy way to post all of your company’s listings online, giving sellers the confidence that their home is being exposed to the masses, while keeping your agents happy with plenty of eyeballs on their listings. Zillow Pro for Brokers is the answer to keeping all parties satisfied.

Under Zillow’s program, the brokerage’s listings have a direct route to Zillow, the largest real estate network on the Web. Agents can rest easy knowing they are getting maximum exposure for their listings, including an influx of new, quality leads. Their faces and contact information are placed at the top of buyers’ contact options every time, connecting the dots between ambitious real estate professionals and motivated buyers. It’s a win-win-win for any savvy buyer-agent-broker trifecta.

For Coldwell Banker Sea Coast Advantage in Wilmington, N.C., the partnership with the Zillow Pro for Brokers program has been critically important to the company’s marketing strategy. According to company President Tim Milam, agents have already started getting inquiries in just the first few weeks since joining forces with Zillow.

“If we can get a lead to come through for a consumer to speak with the listing agent, they are getting through to someone who has direct knowledge of the property,” says Milam. “We’re not trying to capture that lead and sell it to the agent. I’m not trying to be the middle man.

Leads go directly to my agents who know their listing better than anyone.”

The decision to join with Zillow came about after some syndication shake-ups with the local MLS. Milam and his company wanted to ensure that their listings remained on Zillow for many reasons.

“Zillow is where the traffic is going and where the consumers are going,” he says. “They get about 79 million visitors a month, with growth on the Web that is exponentially better than other sites. That’s where we need to be and why we need to be aligned with them.”

With listing information provided directly from the brokerages it serves, Zillow Pro for Brokers is dedicated to accuracy. As opposed to trying to merge different formats from various MLSs, a feat that Milam says Zillow is aggressively trying to address and improve, brokerages need not fret over issues of accuracy when they are their own source of information. In addition to this commitment to accuracy, Zillow prominently features company logos,

links and contact information on every single listing it displays, adding value and brand awareness. And for a company like Coldwell Banker Sea Coast Advantage that represents approximately 4,900 listings or more, the level of exposure is massive.

“I’m very happy with the decision to join Zillow Pro for Brokers,” says Milam. “I’m getting leads and showings, which is exactly what we were trying to accomplish. Our sellers love to see that leads go directly to the listing agent who has the most knowledge. It’s all about driving traffic to those REALTORS®who know the most.

“We didn’t see any downside to getting more exposure,” he adds.

More and more of Milam’s agents are jumping aboard the Zillow program, logging on to make sure their profile pages are up-to-date and filled out so that their contact information and photos are readily available. Once listings are added to the company’s MLS, the feed to Zillow is automatic.

“From the agents’ perspective, there’s very little work to be able to get the exposure to their listings, and it’s at no additional cost to them,” says Milam.

With roughly 750 agents, all of Milam’s 29 regional offices have signed up with Zillow, a decision met with positive results across the board.

“We’re very happy that we did this. Zillow is tremendous to work with and they’re even coming back for additional training to show even more options to our agents,” says Milam.

Working in the same office as many of his agents helps Milam keep his ear to the ground so he can properly gauge their opinions on this newfound, nolose partnership.

Bringing Quality and Value to Real Estate Transactions American Home Shield committed to success

by John Voket

F

or Mollie Hancock, a REALTOR® with Ebby Halliday, REALTORS® in the Dallas metroplex, providing first-class service to clients begins with having the right partners by her side. Having entered the business in 1998, one of the first relationships Hancock struck up was with American Home Shield® (AHS) account executive Mary Anthony Murphy.

Today, 16 years later, Hancock counts Murphy as one of her best professional colleagues. And the Ebby Halliday, REALTORS® top producer has become one of the most enthusiastic promoters of AHS home protection plans within the region.

While Ebbie Halliday, REALTORS® currently boasts a sales force of 1,600-plus agents staffing 32 offices, Hancock never passes up an opportunity to remind her colleagues about the benefits associated with recommending an AHS home protection plan to buyers and sellers alike.

“When I became a REALTOR®, I started out with a local brokerage, where I was introduced to AHS,” says Hancock, who goes on to say that she has recommended the company’s home protection plans throughout her entire real estate career, becoming a client herself.

Hancock, whose motto is “an ounce of prevention is worth a pound of cure,” notes that both AHS and their local account executive provide both. “From a cracked heat exchange to a failed garbage disposal, AHS has been there to save the day more than once,” says Hancock.

“Trust me—they’re happy about Zillow. The buzz is very powerful and that tells me it’s working.”

For more information, please visit www.zillow.com or email partners@zillow.com.

RISMedia’s REAL ESTATE July 2014 67

“From sellers to buyers, AHS is on just about every transaction I close.”

What Hancock admires most about AHS, though, is their commitment to doing the best they can on behalf of the firm’s clients, of which more than 90 percent go with at least an initial year of coverage.

Hancock has also heard from repeat clients who have kept up their coverage because of the quality and value they get from their AHS plan.

“As a REALTOR®, we’re all independent contractors, and AHS’s representative has come into our office several times to update and train our staff on new developments. She also facilitates communication when we’re having any issues,” says Hancock. “Their personal attention to the quality of AHS services we’re recommending on their behalf has been a key element as to why I’m such a strong supporter.

“All I look for is a product that involves integrity,” adds Hancock. “We’ve had so many clients who have expressed that they’ve had great interactions with the company, especially in the event of a claim.”

Covering up to 21 major home systems and appliances, Hancock and her colleagues at Ebby Halliday, REALTORS®are seeing a lot of interest in AHS’ new 18-month program, which they’re now heartily recommending to buyer and seller clients.

“AHS is also discussing partnering with select vendors our clients may already have relationships with to provide the most comprehensive service at the most attractive and affordable premium/deductible ratio.”

For more information, please visit www.ahs.com/realestate.

Boosting Website Attraction and Sustainability Homes.com offers real estate professionals the tools they need to stand out on the Web

by John Voket

F

or real estate broker Rosemary West, maintaining an easy-to-navigate, uncluttered website is a key piece of the puzzle when it comes to attracting prospective buyers who are turning to the Internet to search for homes at a record pace. Thanks to the company’s partnership with

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Homes.com, West is armed with the right tools to be able to give her clients what they want: a quick sale at the right price.

“We get as many as half a dozen or more qualified leads a week because of the appearance and content Homes.com has helped us develop on our website,” says West, who notes that her company’s partnership with Homes.com goes a long way toward providing sellers with the exposure and action they desire.

As the managing broker of RE/MAX Professionals Select, a single-office operation employing about 100 agents serving the Chicagoland area, West is also part of a husband/wife team that comprises Rosemary West, Inc., along with several support personnel, including a closing coordinator, several key agents and a marketing professional.

A decorated affiliate of RE/MAX since 1980, West specializes in relocation and corporate communications for a group of Fortune 500 clients. “We’ve become experts at helping Fortune 500 executives coordinate their move to the Chicagoland region,” she says. “We also occasionally list those clients’ homes in the communities where they’re moving from.”

Whether corporate or private, virtually all of West’s clients are active on the Web, so when she first learned about Homes.com, she saw an opportunity to reduce agency costs while boosting the attraction and sustain-

ability of her company’s website.

“When you declutter a home, it becomes much more appealing to visitors,” says West, “and the same can be said for an agency’s website.” For West, whose website can be found at rosemarywestteam.com, getting involved with Homes.com has been instrumental in maintaining the company’s appearance on the World Wide Web. “We’re thrilled at how quickly and efficiently the entire Homes.com team has been in giving our website a fresh, clean look.”

Not only has Homes.com upped the ante in terms of the general look and feel of the company’s website, West goes on to say that the content they provide is both upto-date and precise. “Today’s buyers want to learn what they need to know quickly and easily. They want the information now.”

Homes.com also offers a tracking system that provides a trail for each and every listing. “This is something that would have cost us a small fortune to design and implement for our single operation,” West admits.

“When you’re one of the top brokers in the community, you want to present yourself in a positive way, and Homes.com has helped me sustain a top-20 position within the region for a long time,” adds West. “There’s no way we could do the volume of business we do— with the quality of service we deliver—if there was no Homes.com affiliation to track and follow-up on the hundreds of qualified leads we get each month.”

For more information, please visit www.connect.homes.com.

Bringing Stability and Certainty to Today’s Real Estate Market HSA Home Warranty provides real value for buyers and sellers

by Paige Tepping

A

s today’s buyers continue to become more educated regarding the ins and outs associated with purchasing a home, real estate professionals across the board are seeing an increase in the amount of buyers who want a home warranty included in their transaction. “There’s been some uncertainty in our industry over the last several years,” says Brennan Buckley,

senior vice president and general manager of Iowa Realty in West Des Moines, Iowa, “so anything that can provide stability and certainty is a real value for buyers and sellers.

“Educated buyers want warranties, and they should,” says Buckley, who notes that many of the company’s transactions come with a home warranty. And thanks to the firm’s long-standing relationship with HSA Home Warranty, Buckley can rest assured that his buyer and seller clients are covered in the event that something should happen to the property in the midst of a transaction, or once all is said and done and everything’s been completed.

Having seen firsthand the value HSA Home Warranty adds to the mix when it comes to instilling peace of mind among today’s buyers and sellers, Buckley points to the company’s product line as one of the things that truly stands out. “Not only does HSA offer great products, but there’s also clarity of coverage,” says Buckley. With a wealth of plans to choose from that cover a wide range of mechanical systems and appliances, such as the water heater, air conditioning and heating systems, dishwasher and oven/range, HSA goes above and beyond to ensure Buckley’s agents—and their buyers and sellers—understand all the nuances associated with a particular warranty plan.

Buckley also touts the company’s vendor partners as a key benefit. “When a covered item breaks down and needs to be addressed, HSA Home Warranty has a network of great partners out in the field who do a really good job, which is important for agents and customers when something needs to be fixed or replaced.”

Last but not least, and perhaps most important of all, Buckley points to the staff employed by HSA Home Warranty as an integral asset. “The individuals who work for HSA Home Warranty are really good at not only servicing the warranty, but making the entire process easy to understand,” says Buckley.

“These things go a long way toward helping HSA Home Warranty stand out in the marketplace.”

As we continue to make our way through a changing market, Buckley goes on to say that HSA has added a level of certainty to the selling side of RISMedia’s REAL ESTATE July 2014 69

the equation as well. “Working with HSA has given our sellers the added edge of being able to offer a warranty on a home, helping to get the property sold by providing certainties for buyers who are looking for things like this in today’s market.

“We’ve had a wonderful experience working with HSA Home Warranty, specifically Rosanne Paul—our primary contact,” concludes Buckley.

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

Improving Productivity and Closing More Deals Realtors Property Resource® acts as an all-inclusive real estate toolkit

by Zoe Eisenberg

B

eing a real estate agent isn’t a job—it’s a lifestyle.

From showing homes over the weekend to spending hours reaching out to past and prospective clients, successful agents know that every moment counts. That’s why it’s important to have the best tools at your fingertips, streamlining your work process and making your job easier and more enjoyable.

Realtors Property Resource®(RPR®), the largest comprehensive database of parcel-centric property information in the industry, has been helping agents become more productive since 2009.

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The platform provides in-depth and accurate property and ownership information, allowing real estate professionals to impress even the most demanding clients quickly, and with ease. An exclusive benefit for members of the National Association of REALTORS® (NAR), RPR acts as an online real estate library, aggregating hundreds of datasets on more than 160 million properties.

This compact, easy-to-navigate information hub makes it easier for agents to find what they need, and fast. RPR provides agents with an all-inclusive report, including details such as demographics, tax assessments, public records, default, REO, foreclosure and pre-foreclosure data, as well as MLS/CIE-provided information, zoning, liens, school districts and flood plain maps.

Dave Kidder, a productivity coach and REALTOR® with Keller Williams Real Estate, uses RPR’s comprehensive property profiles to pinpoint and validate property values, allowing him to work faster and more efficiently.

“Once I set up a profile for the different reports, I can create consistently clear and informative material for my clients,” says Kidder, who uses RPR several times a day.

For Kidder, the biggest benefit he’s seen in working with RPR is the platform’s mapping tool. “The ability to select a specific area—or even just a street—is helpful for establishing value as well as building a farm for marketing,” says Kidder. “The ability to select multiple options for search has been a very valuable research tool.”

With the report packages provided by RPR, Kidder notes that he now has a crushing competitive edge, and his listing and purchasing packages are far more comprehensible than anything he runs into.

“It has kept me ahead of the industry,” says Kidder, who goes on to say that taking advantage of RPR has also kept him abreast of today’s ever-changing technology. “I use it as a recruiting tool for other agents, as well as a sales tool for closing deals.”

RPR provides great leverage for closing deals because the data found within is exclusive, meaning there’s no public access. This automatically places real estate professionals in the center of the knowledge sphere.

“An informed client is a confident customer,” concludes Kidder. The ability to become the point of knowledge for your clients will help you close deals, gain referrals and improve the success of your business overall. RE For more information, please visit www.narrpr.com.

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{Top 5 in Real Estate Network® Spotlights}

Maximizing Listings

by Lesley Geary

Norman Block

Broker/Owner Block and Associates Realty Years in real estate: 36 Region Served: Research Triangle Region of North Carolina Average sales price in your market: $278,000 How does operating as part of a team lead to more success?

Synergy and specialization. REALTORS® are notorious for working 48 hour days. With my wife and partner, Billie, and I working as a team, we can provide seamless, 48-hour-a-day coverage. We both show and sell but primarily, Billie works with buyers and I work with sellers. That allows me to be in the office all the time. As such, when a buyer’s agent calls about one of our listings, I am in the office and can immediately email the requesting agent a Top Ten Features list of the house. I am convinced that if an agent shows a house and is armed with all of the great features in advance, that agent can advocate and sell my listing much more easily than an agent who shows a property cold.

What do you do differently than others in the market in terms of your listing presentation?

I let sellers know that if they hire me, they are hiring a marketing manager who will appeal to very different publics. One is to the general public, the other to the REALTOR® community. I am very proactive with our listings.

Perhaps the most important aspect is the Top Ten list I write up immediately on each property so that it is always at my disposal and I can quickly email it to anyone interested

“With my wife and partner, Billie, and I working as a team, we can provide seamless, 48-hour-a-day coverage.”

– Norman Block Broker/Owner, Block and Associates Realty

in showing the house. I am also a very enthusiastic co-broker. I am not one of those agents who wants to sell his or her own listings. I want what is best for the seller.

You systematize everything; how does this help?

If you can develop a system, you can then document it fully. If it can be systematized, it can be automated, and if it can be automated, it can be delegated. I make up system checklists for each agent. So there is no doubt about how to handle each transaction every step along the way.

What’s the most challenging part of being part of a team?

Communication. Anything that in-

volves human beings involves communication challenges. My answer to this challenge is text messaging. I believe that busy people do not have time to wade through emails and voicemails, but they have moments to read texts. Text messages are immediate, visible and short.

What’s your best tip for making a team work effectively?

Checklists and shared calendars.

What about time management?

What’s your advice?

Schedule your personal time just like any other appointment.

What is key to a successful life in real estate?

You have to understand how the buying process works. Most people think it is a process of selection. But once buyers start looking at homes, it becomes a process of elimination.

So as a listing agent, I make sure our properties are in top condition and that way, they are less likely to be eliminated. The other thing that is important is to build relationships.

So many agents are transactional, like taxi drivers. They do a deal and then they are looking for that next deal, that next fare. But to succeed in real estate, you need to be more like a limo driver who will get that same person again and again and again. RE

RISMedia’s REAL ESTATE July 2014 73

{Broker Spotlight}

Confidence and Optimism Win the Day Chinowth & Cohen REALTORS®

74 July 2014 RISMedia’s REAL ESTATE

by Barbara Pronin

Grand Opening of the Broken Arrow Office combined with a fundraiser for Beads of Courage, an organization helping children with severe illnesses.

Family is also pictured.

S

heryl Chinowth and Lee Cohen are partners in the truest sense—both in business and in married life— and it comes as no surprise that their family mentality and positive attitudes have vaulted their independent real estate company, established just 10 years ago, into one of the largest and most productive in the greater Tulsa area. CEO and CFO respectively, Chinowth and Cohen are long-time industry professionals who are no strangers to adversity. They launched their company a short two years before an industry decline shook the foundations of many a lesser firm. But they quickly learned the power of a can-do approach, turning modest beginnings into a flourishing empire that today supports and encourages growing success for more than 350 agents. In this exclusive interview, Chinowth shares the passion that fueled the company’s growth— and the straightforward strategies that keep them poised to reach the next level of success.

Barbara Pronin: Sheryl, let’s begin with a recap of your career path and how you came to co-found Chinowth & Cohen.

Sheryl Chinowth: I guess you could say I was born into real estate. It was my family’s business in Illinois, and I grew up with real estate being the main conversation at the dinner table. So it seemed natural to get my license right out of school and go to work in the family company. In the early ’90s, an opportunity became available in Tulsa, Okla., so I made the move with my two sons and began my real estate career in a new city. It was that move and a common passion for real estate that brought me and my now husband, Lee Cohen, together. We are fortunate to also have my two grown sons working in the business with us.

RISMedia’s REAL ESTATE July 2014 75

Chinowth & Cohen family supporting Bowl For Kids Sake, a fundraiser for Big Brothers Big Sisters of Oklahoma.

BP: How many agents and offices do you have now, and what areas do you serve?

SC: We have over 350 agents in seven offices in Tulsa and surrounding areas—and we are preparing to open an eighth office. We have a Property Management office, Commercial Division and Ranch and Land Division. We serve the central city and suburbs, and that’s basically the footprint we want for now.

“As a family company, we have a built-in culture—a kind of inclusive family culture that carries over into every aspect of our business. There is a sense of positive energy—a sense that we’re all in this together, that we care and support each other’s goals and accomplishments, and our customers become a part of that, too.”

– Sheryl Chinowth CEO, Chinowth & Cohen 76 July 2014 RISMedia’s REAL ESTATE

Lee Cohen, Gayle Roberts-Pisklo and Sheryl Chinowth at the Annual Awards Banquet to recognize Chinowth & Cohen’s Top Producers.

BP: How would you describe your firm’s positioning in the marketplace—and what sets your company apart from the competition?

SC: We are one of the four largest real estate firms in Oklahoma.

It varies a bit from year to year in terms of who has the greatest volume, number of transactions, and so forth. But we’re always right up there, and I think that’s because we consistently have more and better agents. While other firms were struggling after the recession hit, we managed to attract agents who had the fortitude to stick with it and wanted to be with the company that provided the best combination of tools, technology and support—and that was us. We knew we had the best agents and the best set of tools available. More than that, as a family company, we have a builtin culture—a kind of inclusive family culture that carries over into every aspect of our business. There is a sense of positive energy—a sense that we’re all in this together, that we care and support each other’s goals and accomplishments, and our customers become a part of that, too.

BP: How would you describe current market conditions in your area?

SC: At the moment, we are increasing listing inventory to meet the market demands. Property values have increased 6–8 percent over the last year or so, and are still increasing slowly. We are seeing multiple offers these days, and offers above full price.

BP: With the market rebounding, how is your approach to growth changing?

SC: I don’t know that it’s changing.

It’s a matter of taking advantage of the opportunities—and there is a lot of opportunity today. We are a fullservice agency with good partners.

We have our own wonderful real estate school—and we make sure that our agents are among the most informed and the best equipped in the marketplace to help their customers make the best real estate decisions.

We are proud of our brand and we have great staff support, so our agents are able to use their time for the things they do best.

BP: In the years since you and Lee founded your company, times were

not always favorable. Is there a secret to how the business evolved and survived the recent downturn?

SC: No secret at all. It’s positivity, first, last and always. We know that confidence and optimism win. And as I mentioned, we have a wonderful culture throughout the company.

We help and mentor each other every inch of the way and we celebrate each other’s successes and achievements. There is just no room for negativity.

BP: What are the challenges currently facing your firm and its agents?

SC: Increasing listings—and maintaining a reasonable growth rate while increasing our edge in technology, marketing and performance.

We know the value of research, and we use the data and trend reports we get from RISMedia and other resources to help us plan ahead. We have a strong public relations and marketing team and a great IT department with their fingers on the pulse of what’s working—and we know how important it is that we are all on the same page. Our constant, open communication in the company and our strategizing meetings provide the environment for us to share resources and information. We drill down into where we are and what we have to do, and we find new ways to pull together as a team for the benefit of everyone in the company.

BP: Where does the greatest opportunity lie for increasing your business?

SC: Branching out in every area. We believe there is room to grow in every segment of the company, from residential to commercial to property management, as well as with our mortgage and title partners. We believe we have the resources and the drive to take us wherever we want to go.

“We believe there is room to grow in every segment of the company, from residential to commercial to property management, as well as with our mortgage and title partners. We believe we have the resources and the drive to take us wherever we want to go.”

– Sheryl Chinowth CEO, Chinowth & Cohen

BP: Sheryl, how are you serving the needs of today’s more informed and more tech-savvy consumers?

SC: Consumers have lots of infor-

BP: In your opinion, what is most critical to your firm’s success going forward?

SC: Maintaining the culture that’s at

mation at their fingertips. But they may not have the experience to sort through and make sense of it.

That’s where strong, professional agents come in. We know the neighborhoods, we know the financing options, we can zero in on exactly what people are looking for. We understand, for example, that many of today’s baby boomers want lots of amenities in less square footage, while younger buyers are looking for more space with rooms that can be used differently. We run continuous classes to ensure that our agents are always on top of the market. And I think we excel at communicating as our customers prefer it, whether it’s face-to-face, texting or through social media.

the very root of our success—the company spirit, that we’re in this together, that we support rather than compete. It’s a culture that sustains us and spills out into the community because working together for the good of others is one more way to build unity. We long ago established a Chinowth & Cohen Ambassador’s Committee, through which our agents and employees find so many ways to support causes ranging from the American Red Cross and the Susan G. Komen Foundation to local hospitals, schools, food banks and more. There’s no pressure, but everyone participates in their own way and it’s a source of pride and satisfaction for all of us.

BP: How are you attracting and retaining top agents?

SC: We try to be sensitive to what top agents want and need—and we make a non-stop effort to provide it. That includes the best tools, the best resources, a family-like culture, and more administrative support.

Whether it’s experienced agents who know our reputation, or new people who come through our real estate school, I think we’re known and ultimately appreciated for having a really great working environment.

BP: What’s in store for the future?

SC: Well, our eighth office opens this summer and we expect to open a ninth office later in 2014—also in the greater Tulsa region, which we love and that has been so good to us. Our hope is to continue growing without ever losing sight of what makes us tick. For us, real estate is a team sport, with shared goals and a shared philosophy that we all play a part in our success. RE For more information, please visit www.ccoklahoma.com.

RISMedia’s REAL ESTATE July 2014 77

{Broker Spotlight}

Hands-on Leadership Locks in Success

by Maria Patterson

CENTURY 21 HomeStar

78 July 2014 RISMedia’s REAL ESTATE

A

lthough Anthony Geraci had established a great career as a top-producer, he still wanted more. Namely, the chance to create a real estate business on his own terms—one that put the focus squarely on the agents. Today, as broker/ owner of CENTURY 21 HomeStar Real Estate, Geraci provides his team with all the tools they need to succeed, making sure he stays involved in the coaching and training of each and every agent. “My passion is to personally help my agents,” says Geraci.

“I want to be an integral and permanent part of their success.”

Find out more about Geraci’s unique approach in this exclusive interview.

Maria Patterson: How did you first get started in the real estate business?

Anthony Geraci: In the summer of 1992, I was deciding what path to take after college. My choices at the time were to go to law school or find a job. My parents told me about some friends of theirs who were REALTORS® and loved the real estate business. They suggested I give this path a try. That summer, I took all my classes, got my license and started my career in real estate.

I fell in love with real estate from day one. I loved the control I had over my own business and my own success—the sky is the limit. For the first six years, I was an aboveaverage, full-time producer and moved my license to three different companies.

MP: What made you make the

jump to becoming a broker?

AG: I eventually figured out exactly what I wanted out of a real estate company, but this meant I had to build it myself. That year, I got my broker’s license and started my own company, HomeStar Realty. It was just me in one little office.

My goal was to create a real estate office that focused on giving agents more of what they needed and wanted, without the high cost that was the norm for this profession. I wanted to give agents a high commission structure and all of the services a real estate company could provide, while also giving each agent my personal attention. I wanted our agents to be able to rely and count on me for help and mentoring, and most importantly, for support and training.

Anthony Geraci Broker/Owner CENTURY 21 HomeStar

MP: How did the company grow

from there?

AG: From 1998 to 2005, the company grew to 45 agents. During that RISMedia’s REAL ESTATE July 2014 79

time, there were a lot of changes in technology and tools for REALTORS®. As an independent office, I felt I was not able to offer my agents a lot of what was available at other companies. So in 2005, I started shopping for a real estate franchise.

I met with many different franchise companies and felt CENTURY 21 was the perfect fit. The tools, technology, training and support CENTURY 21 had—and still has—were better than anything I had worked with at any other franchise. From 2005 to 2014, we have grown to more than 290 agents and we are the largest, single-location real estate office in the state of Ohio.

MP: How has CENTURY 21 HomeStar evolved over the years?

AG: The past nine years have seen

many changes in the needs and wants of real estate customers, as well as sales professionals. I think it is our company’s ability to understand the evolving marketplace and stay ahead of the curve that has brought us to our successful position. Customers today all have access to plenty of information, but in today’s market, they demand better property marketing, faster response times, and streamlined transactions.

At the same time, sales professionals need enhanced training, cutting-edge technology, effective

marketing programs and unlimited broker support. All of which I am dedicated to providing.

MP: What led to your decision to

focus on agent support?

AG: In 2005, we were in a “high growth” mindset. At the time, the top two things agents were asking for were more commission and more offices, so within three years, we added nine full-service offices, all run by separate managers and employees. I had nine different office groups and philosophies. There was very little synergy for the company as a whole.

As the sole broker/owner, my days were spent managing office space, equipment and employees.

I spent my days calling copier and computer repair people, plumbers, electricians and building managers.

I was spending no time helping my agents directly. I hated it!

One day in 2009, I was looking at my company roster of agents and noticed that there were agents I had never met or talked to, yet they were working in my company. There were other agents on the roster that I had not talked to personally in a few years. I did not like my business anymore. I had lost focus on what I loved to do as a broker. So later that year, I decided it was time to refocus on service because my passion is to personally help my agents. I

“The past nine years have seen many changes in the needs and wants of real estate customers, as well as sales professionals. I think it is our company’s ability to understand the evolving marketplace and stay ahead of the curve that has brought us to our successful position.”

–Anthony Geraci Broker/Owner, CENTURY 21 HomeStar

80 July 2014 RISMedia’s REAL ESTATE

want to be an integral and permanent part of their success.

MP: How did you restructure the company to ensure this level of service to your agents?

AG: First, I made sure we had the systems and technology in place to service our agents anywhere at any time. My goal was a complete virtual solution for convenience with direct live support, seven days a week and almost 24 hours a day.

When everything was in place, I decided not to renew eight office leases. I created one main headquarters where I was stationed along with all of our office support in order to focus on one common goal: our agents.

My goal was to be at the head of all our agent support. I personally bring on and train every new agent.

I will never have a manager do that.

I have two managers and two support people that handle much of the day-to-day support. My operations manager, Brenda Mandel, manages all income, expenses, commissions and compliance of agents and contracts. Our system is so efficient and organized that we close an average of five homes every day and can get agents their commission checks the same day.

Our manager of agent support is Ashley Kuenzig. Ashley handles all incoming calls from agents and makes sure they get the support they need. The three of us have two other support assistants who help with day-to-day duties and follow-up.

I am very happy to say that I have finally created the real estate company I have always wanted. Many companies talk about their great support. To me, great support is personal service that is available seven days a week, 24 hours a day online, almost 24 hours a day for calls, emails, video chats or text messages…and from anywhere in the world.

“Technology is constantly changing, but we’re always looking to stay ahead of the curve. We put great emphasis on providing our agents with the best available tools to help them excel.”

MP: What most differentiates

CENTURY 21 HomeStar in the marketplace?

AG: Our online and mobile agent platform, www.21online.com, which offers amazing features, tools and technology for our agents. Our online university has won several awards. Our database systems, Lead Router system and our online solutions help agents stay connected and drive leads to them. Our complete online marketing for our listings gives our agents an undisputed edge over the competition.

Our listings are enhanced on more websites, have their own unique property websites, their own videos posted to YouTube, and are enhanced on Google search results.

We can create complete reports of all Web traffic on all of our listings.

Plus, our listings are marketed online all over the world through century21global.com. Century 21 Global is advertised in more than 72 countries. This makes it easier for international buyers to purchase property in our area, in their language and their measure of unit and currency.

We also have the CENTURY 21 Social Xchange, which combines Google search and social media marketing tools, plus a powerful video creation app to empower CENTURY 21® agents to build their sphere of influence, manage social media communications and enhance their presence on the world’s largest search engines, Google and YouTube.

MP: How are CENTURY 21 Home-

Star’s sales associates able to meet consumer needs?

AG: By having access to excellent

training, information and support.

Real estate is, first and foremost, a people business, and we are proud to have some of the most talented people in the industry. They work hands-on with each agent, making sure they have the tools and sup-

–Anthony Geraci Broker/Owner, CENTURY 21 HomeStar

port they need to succeed. We are all proud to uphold the company’s mission statement that agents always come first.

MP: How are you training agents to

make them equipped to succeed?

AG: With more than 290 sales associates at various phases in their careers, we know that training needs to be ongoing, varied and relevant, so we provide training in several different forms to personally fit each agent. First, we have personal, one-on-one training with me. I train and coach agents every day of the week. Second, I am a certified Brian Buffini Mentor and facilitator of his programs. Every 16 weeks, we facilitate the Buffini Peak Producers System in our office and online. Third, we have the CENTURY 21 University online, offering live classes online daily and video classes 24/7.

MP: How are you retaining your top-producing agents?

AG: We understand that each agent at CENTURY 21 HomeStar is our business partner and it’s our duty to provide them with a workplace that is supportive, fair, friendly and fun.

Also, while many agents outside our firm pay handsomely for the technology and tools they use, we make them available to our agents free of charge.

MP: How does your technology

evolve to meet the changing demands of agents and consumers?

AG: Technology is constantly changing, but we’re always looking to stay ahead of the curve. We put great emphasis on providing our agents with the best available tools to help them excel, such as database management, personalized websites, and the newest mobile applications. At the same time, we provide our customers with comprehensive marketing programs that give them the assurance that their properties are getting the best domestic and international marketing exposure.

MP: In your opinion, what do today’s agents need to focus on in order to succeed?

AG: They need unwavering dedication to their careers. They need to stay at the forefront of the information highway and be committed to providing superior customer service.

The most dedicated agents cannot succeed today without the best tools of the trade at their fingertips.

They need a strong, successful brokerage that has the vision and the funding to provide really meaningful training, information and marketing support. RE

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

RISMedia’s REAL ESTATE July 2014 81

{Broker Best Practices}

Integrity, Trust and Professionalism

by Paige Tepping

Steve Roney Owner, Chairman and CEO Berkshire Hathaway HomeServices Utah Properties Park City, Utah

Region served: Salt Lake, Park City, and surrounding areas Years in real estate: 30+ Number of offices: 17, plus several seasonal resort offices in Park City that are open during ski season.

Number of agents: 400+ Favorite relationship-building strategy: Building teams through face-to-face interactions.

Giving back to the community: We are very involved in the community and feel strongly about contributing to local nonprofits. The majority of our agents are invested volunteers and board members of various organizations, creating a company culture of community service and civic pride. This is a big part of what sets us apart from competitors.

Describe the current trends in your market.

Our local real estate market has largely recovered, and development activity is on the rise. As Salt Lake continues on its trajectory of economic growth, we are seeing more businesses and homebuyers looking to relocate to our marketplace to capitalize on the area’s favorable business climate. In addition, consumer confidence continues to hold strong, in part as a result of Utah’s low, 4-percent unemployment rate. Salt Lake and its surrounding areas boast unique access

82 July 2014 RISMedia’s REAL ESTATE

to world-class outdoor recreations as well as a thriving business ecosystem, which makes it a tempting place to own a home. Overall, the local market remains healthy and shows potential for consistent future growth.

How do you stay ahead of the competition?

By taking a long-term, strategic approach to business growth and continuing to improve the marketing and technology tools we provide our agents. Our marketing, transaction support, and agent development personnel have a depth of experience that is unmatched by other brokerages.

Not only do we have a very strong reputation for integrity, trust and professionalism, which is central to the success of the company, the firm operates on a strong, inclusive culture. Agents understand they can address questions or issues with any one of our staff members.

What strategies do your agents utilize to stand out to clients and achieve customer loyalty?

At the end of the day, it all comes down to the quality of service, guidance and knowledge our agents provide. Not only do we enjoy a significant lead over our next closest competitor when it comes to marketshare, but in Park City alone, 17 of the top 25 producers are with our firm. We also enjoy a long history of market leadership that extends back to the company’s founding in the 1970s by Bill Coleman. We’ve been heavily involved in the development activity that’s taken place in and around Park City over the years, and as a result, our agents have insider knowledge of Park City’s everevolving real estate landscape. Our agents possess the greatest understanding of the marketplace and have the requisite skills to communicate their superior knowledge to clients.

How are you successfully incorporating technology into the mix?

We’re very excited about what we’re seeing from Berkshire Hathaway in relation to new digital marketing tools. We have launched a new push to ensure that our agents have the latest tools to appeal to buyers and sellers online. In addition to the technology offered through our new brand affiliation, we provide our agents with strategic support and training in e-marketing and social media. We also employ a videographer and visual media director who produce high-quality photographic and video content, which allow agents to keep up with expectations of consumers who increasingly rely upon visual imagery when making real estate decisions.

How do you see the market evolving throughout the next year?

2013 saw significant market improvement over 2012, and I believe the market has stabilized. While we are not going to see the same increase in sales volume in 2014, we’re headed in the right direction just at a slower growth rate. That being said, Salt Lake and Utah are in the midst of an economic boom, and it is likely that our real estate marketplace will continue to experience greater than average growth as a result of our rapidly expanding business community.

You recently transitioned over to Berkshire Hathaway HomeServices. What was it about the brand that attracted you?

Finding the right flag for our agents, not just in name but also in character, was very important to me. As an owner, I am always asking, “What can I do over time to improve supportive offerings to agents?”

When weighing the brand, I recognized that we needed some of the characteristics of

Prudential, but we also needed a brand that was both fresh and established in the business community. The new Berkshire Hathaway HomeServices brand comes with new ideas but also conveys a sense of stability.

Warren Buffett and his company command tremendous name recognition and respect, and I believe that Berkshire Hathaway HomeServices will inspire confidence in buyers and agents. I couldn’t think of a better brand for our brokerage.

Building Better Relationships through Legendary Service

by Paige Tepping

Ed Forman President Watson Realty Corp.

Jacksonville, Fla.

Years in real estate: 42 Number of offices: 41, with our 42nd set to open in the next 30 days (at press time) Number of agents: 1,200 You have 41 residential sales offices.

There aren’t many independent companies of this size. How has the organization continued to flourish since 1965?

Bill Watson, who founded the company, took pride in providing legendary quality service, and that has served us well over the years. Whether it’s providing top-notch service to consumers, sales associates or our team, Watson laid the foundation by creating a culture that’s centered around treating people well. We’ve been able to retain these values that have served us well

RISMedia’s REAL ESTATE July 2014 83

in the past, and will continue to do so in the future.

Has technology been a big part of your success?

Absolutely. We’re continuing to invest in technology and marketing so that our agents have the tools they need to stay competitive in today’s market. One example is our interactive Watson Digital Presentation product that helps agents create CMAs jointly with the consumer. When it comes to technology, we’re always looking to provide our agents with tools that give them the flexibility to no longer have to be tied to the office.

How do you get traffic to your own site?

Do you have your own capacity to manage Search Engine Monetization?

We have a team of dedicated staff assigned to driving traffic to our website in addition to third-party companies who analyze our website and make recommendations regarding SEO enhancements. Another source of traffic is Google AdWords, and our dedicated staff spends hours every day analyzing traffic patterns and adjusting our campaigns. Our marketing department does an outstanding job advertising our website on social media sites and in local print media. Our TV and radio advertisements also go a long way toward driving traffic to our corporate site.

What about tying the big lead systems into your organization. Have you found a way to manage high lead volume?

We have a lead system that not only handles all leads coming from the broker site as well as sites that feature our listings, it also sends out status update requests on each and every lead. While our goal is to provide legendary service to clients, when it comes to follow-up, agents must reply to

84 July 2014 RISMedia’s REAL ESTATE

“While our goal is to provide legendary service to clients, when it comes to follow-up, agents must reply to a lead within 15 minutes, or it’s passed along to someone else.”

– Ed Forman President, Watson Realty Corp.

a lead within 15 minutes, or it’s passed along to someone else.

Are you considering tools that’ll allow agents to follow-up more easily while out of the office?

Yes, we’re currently looking at adding a CRM package that will allow agents to work on any device.

What are the best practices for agents to be successful with online leads?

Finding success in this area is all about responding to leads quickly because consumers will move on to the next agent if they don’t get a quick response. Agents must provide the information the consumer is looking for while making a good first impression by establishing themselves as the expert for the area.

Let’s use realtor.com® as an example. Do your agents get training on how to manage Web listings and leads?

We just completed a two-month live webinar series customized to Watson agents.

The goal for this training was to improve the ways realtor.com® can help our agents get more leads, and at the same time, agents learned how to improve the quality of the listings posted on realtor.com®. We also provide monthly training classes, conducted by our e-business manager, on how

to work Internet leads.

Would you consider yourself “agentcentric?”

We’re as agent-centric as you can get. In fact, two years ago, I made the decision to remove the company contact button on our listings on realtor.com® so that only the agent’s information is displayed, driving business directly to them. We also encourage our agents to partner with us—to buy zip codes and do some personal marketing on realtor.com®— since we enhance all the listings.

You mentioned you are considering Top Producer?

We’re in the evaluation phase with this product, but one of the reasons we like the Top Producer system so much is because of a new system they have that bubbles up five fresh people each day to make contact with in your database so you know who to talk to and what to say. Not only will it help agents stay in touch with clients, it’ll also enable them to spend more time with those who are closer to purchasing or selling.

What’s your next big idea?

Continuing to grow and ensuring we have the best leaders and sales associates in place. Not only did we add two offices this year, we’re focused on bringing in additional sales associates and attracting the best talent in the country. Dedicated to being the best we can at everything we do, we’re staying abreast of things we can do to position ourselves for success moving forward.

For more information, please visit www.marketing.realtor.com.

Delivering Tangible Results

by John Voket

David Caveness President Carpenter REALTORS®, a member of Leading Real Estate Companies of the World® Indianapolis, Ind.

Region served: 13 counties in central Indiana Years in business: Since 1970 Number of offices: 2 Number of agents: 620 Biggest challenge in your market: Finding quality, capable management at both the local and regional level.

Can’t live without tech tool: Our mobile/ tablet app suite with proprietary content developed for us by MRA (Mobile Realty Apps).

Best tip for dealing with difficult customers: I assure them that they’ve reached the right person, then encourage them to tell me their side of the story. I also take notes, review key points and promise an approximate follow-up time. Then I handle the issue.

What strategies are most effective when it comes to recruiting?

We’ve built a culture that offers our team members things that none of our competitors do, such as paying for marketing that delivers tangible results. We also provide advertising through multiple vehicles, including magazines, online, TV and direct mail. This systematic exposure to the public is instrumental when it comes to making calls and inquiries pop. In addition, our hiring center—run by Tidemark—is one of the best partnerships we’ve ever formed.

They handle all the back office mechanics

RISMedia’s REAL ESTATE July 2014 85

and bring in candidates who are not only perfect for our company, but also match our cultural profile.

How does your marketing spend break down between print and online, and how has this ratio changed in recent years?

Print is not dead for us. In fact, we own the major metro Sunday Real Estate section and have for years. Not only are we on the front cover, we also have a presence on the following three or four pages every week – in addition to ads that tease the real estate section, driving people to us. Today, local papers, our own magazine printed by the paper and outside ads command about 45 percent of our budget. We also co-brand the “Good Morning America Home of the Day” and host a weekly television Showcase of Homes on Saturday mornings—initiatives that we devote 20 percent of our marketing budget toward. This ratio has been consistent in recent years.

nity. A faith-based medical and dental care network, Gennesaret Free Clinics started with one doctor looking to provide medical health support to the homeless community in his spare time. Now they have six locations and a mobile clinic. In our 21 years hosting a golf tournament for them, we’ve raised over a million dollars, and many of our team members volunteer their time and financial support to the agency.

Building Relationships that Matter Most

by Zoe Eisenberg

Colleen Holmes Broker Engel & Völkers Lake Placid Lake Placid, N.Y.

How do you deal with the negative effects of the media?

We’re known for being transparent, which begins with showing our team what’s happening when they start seeing negative publicity. In addition, we update our sales force monthly about trends in the marketplace, and we counsel our agents weekly through meetings with up-to-the-moment knowledge so they can counter uninformed reporting and inaccurate analysis of real estate data.

Region served: Lake Placid and the Adirondack Mountains in New York Years in real estate: I belong to a multi-generational real estate family. My father, myself and my son represent three generations of real estate expertise in Lake Placid. Our family has been in the business since 1968; I’ve been a broker for 10 years and have had my license for 20.

Number of offices: 1 Number of agents: 8 Average time on market: 7 months Average sales prices: $530,000

How do you keep your company top-ofmind in the eyes of clients and in the communities you serve beyond your own self-generated ads and promotion?

Our premier philanthropic initiative, which is 20-years strong, goes a long way toward supporting our sustainability in the commu-

Favorite way to connect with clients: Our clients are primarily second-home buyers who know the area as a vacation destination. But as their broker, I offer the insider’s point of view of all the beauty Lake Placid and the Adirondack Mountains have

86 July 2014 RISMedia’s REAL ESTATE

to offer. Instead of driving clients around in a car, I take them out to see properties on six wheelers, snowshoes and boats to show them views most have never seen.

In this way, we connect through a shared passion for the area. I then maintain contact through our marketing efforts, which include professionally designed newsletters, emails, telephone calls and the fact that they stop by our shop whenever they return on vacation.

Best time-saving secret: Having a talented, experienced and committed team, which includes an office manager I’ve been working with for years and a marketing director who has extensive creative expertise that is instrumental in managing the quality of the materials we produce.

What are some of the most difficult challenges buyers face today?

For our second-home buyer clients who typically have the resources to ensure a smooth transaction process, the challenge is time. For other clients, the challenge often centers around arranging the finances to fully achieve their real estate goals.

How is your company helping buyers overcome these challenges?

The expertise and relationships we have built in this market allow us to deliver a high degree of information, options and services for those looking to move quickly.

Those same great relationships with the area’s bankers, attorneys, insurance and title companies help provide flexibility and options for clients who require assistance with organizing their finances.

How are you implementing technology?

We have access to world-class technology tools that have been developed by Engel &

“Our top, summer-selling strategy is the same as our strategy year-round, which is to work hard to provide the best service possible, maintain our relationships and to always be prepared to meet new visitors to our market.”

– Colleen Holmes Broker, Engel & Völkers Lake Placid

Völkers and used by market-leading agents and brokerages in markets around the world. We have a gorgeous website, mobile app, and a marketing technology platform that produces high-quality print materials.

All are consistently branded across the board. Through the E&V network, we recently closed on a property purchased by a family in Singapore all through technology. While they haven’t physically seen the property, we were able to provide a virtual tour using an iPad. What is your top tip for keeping expenses down while remaining ahead of the competition?

We have the expertise and talent that allows us to produce high-quality marketing materials and provide excellent service for a fraction of the cost. We also have technology that allows us to accurately track our results and apply our resources where we’ll see the greatest impact.

What is your top summer selling strategy?

Our top, summer-selling strategy is the same as our strategy year-round, which is to work hard to provide the best service possible, maintain our relationships and to always be prepared to meet new visitors to our market. We’re in a market that receives two million visitors a year, and our national and international network as an Engel & Völkers brokerage helps leverage opportunities from afar.

RISMedia’s REAL ESTATE July 2014 87

Promoting Positivity

by Paige Tepping

KC Cyga Managing Broker Realty ONE Group Scottsdale, Ariz.

Region served: Scottsdale Years in real estate: 27 Number of offices: 1 Number of agents: 500 Favorite way to connect with agents: One-on-one. This is the best way to get to know what truly motivates each individual agent.

Top tip for thriving in today’s market: Determination. And be passionate about making people’s homeownership dreams come true.

What are the current market conditions in your area, and how have your agents had to adapt to meet them?

We’re on a bit of a roller coaster as the market has transitioned from being busy to flattening out, to finally picking back up. When it comes to adapting to the current market conditions, I’ve been working with my agents to help them turn negatives into positives.

What strategies/practices have you found most effective when it comes to agent training?

The best way to train agents is to work in small groups and focus on different skills, from presenting in front of people to handling objections. It’s important that agents be themselves when working with clients and that they enter each situation with confidence.

How are you using technology to better serve your clients?

Technology is one of our strongest differen-

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tiators. As a company, we offer our agents a wide range of technology and tools to help support them whether they’re out in the field or in the office. Our Smarter Agent app is a prime example. Not only does it allow agents to access any home that is for sale within a certain radius of where they are using a GPS search, it can also be sent to clients—with the agent’s contact information—so they can search the MLS and find their next home. Those leads go straight to the agent.

How are you encouraging your agents to stay in touch with clients?

The biggest thing we’re focused on today is not losing touch with the human element.

There’s so much automation today that I encourage my agents to have one-on-one contact with their clients in order to get to know them and their home-buying or -selling goals. It’s important to be face-to-face with clients, especially today. This is a people business!

In what ways is the company able to stay flexible and current?

We’re always thinking outside the box and looking for new ways to help our agents build their business. We’re not afraid to change or take risks. We’re creating the change our industry needs.

How are you preparing your agents for the future of real estate?

By staying abreast of what’s going on with both the National Association of REALTORS® and the economy itself. We never know what’s going to change tomorrow or where we’re going to be since we have no control over the economy. Therefore, I always tell my agents to do the best they can do today; to be honest and to have integrity. RE

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Left to Right: Move EVP of Sales Ray Picard; Move CEO Steve Berkowitz; ListHub EVP of Industry Platforms Luke Glass

90 July 2014 RISMedia’s REAL ESTATE

Targeting

Consumers,

Serving

REALTORS

®

#AccuracyMatters: realtor.com® Amps up Its

Value Proposition for All

by Maria Patterson

W

ith the word ‘REALTOR®’ embedded in its DNA, realtor.com® was clearly born and bred in the real estate industry, for the real estate industry. And to that end, as the real estate business has evolved, so has

realtor.com®. By balancing the changing demands of the modern-day real estate consumer with the needs of brokers and REALTORS®, realtor.com® is moving forward with a strategy that brings value to everyone in the real estate lifecycle—and they have the right team in place to do just that. Here, Move CEO Steve Berkowitz, ListHub Executive Vice President of Industry Platforms Luke Glass, and MOVE EVP of Sales Ray Picard, share the thought process that helped lead to a game plan where everyone wins.

RISMedia’s REAL ESTATE July 2014 91

Value for All Steve Berkowitz, CEO Maria Patterson: In the past five years, we have seen you reframe your agreement with the National Association of REALTORS® (NAR) and also get more involved with the industry in general. How is the relationship between you, NAR, and REALTORS® overall?

Steve Berkowitz: The relationship with NAR is in a really strong and healthy place. Support from NAR is at its highest level ever. In fact, they’re tagging all of their advertising with a call to action to go to realtor.com®. We work closely with NAR, state and local associations, brokers, REALTORS®, third-party solution providers and MLSs. We also balance REALTOR® needs with consumer needs and expectations. Frequent and transparent communication is key so that all parties are informed and understand our actions. We’re seeing more collaboration between us and all our various business partners, and as a result, we’re seeing more productive outcomes.

MP: Can you give me an example of how you balance the needs of these groups and still add value to the various constituencies?

SB: The expanded content agreement with NAR is a good case in point. We heard encouragement from REALTORS® and NAR to keep realtor.com® competitive. Maintaining a leadership position in the online environment mandates we listen to and respond to partners, consumers, and customers. To keep buyers and sellers returning to realtor.com®, we created a more comprehensive inventory of properties and partnered with NAR, brokers, and MLSs to do

92 July 2014 RISMedia’s REAL ESTATE

so. We are the only major portal that focuses on, and provides, a value exchange with all entities in the value chain.

We conducted numerous consumer research studies that told us again and again that our audience values accuracy, timeliness, and comprehensiveness above all else. And of course, they expect this in a mobile experience as well.

Being the only national portal that updates listings every 15 minutes, removes listings immediately upon sale, and does not take FSBOs, is part of our differentiation and enormous value on the consumer front.

Once people find a home on our

“The role for realtor.com® is to be the partner in the online arena that gives the broker a seat at the table where outside entities would seek to crowd them out.”

-Steve Berkowitz, CEO, Move

website or mobile apps, they can be assured it is still available for sale.

We also don’t provide estimates on homes for sale since we believe REALTORS®are the best people to work with to determine the asking price.

We bring the best of what data-rich online information can do and combine it with the human aspect of a REALTOR® to provide a robust and comprehensive experience; from content to connection to close.

When consumers are ready, realtor.com® connects them with a REALTOR® who can help them with the home-buying or -selling process.

REALTORS® add a tremendous amount of local and neighborhood information, and can help negotiate the best deal for the consumer. They also perform a great deal of work on behalf of consumers before, during, and after any transaction. Additionally, REALTORS®work on an ongoing basis with lobbying and advocacy to protect the homeowners’ investment in their property. Maintaining the right balance between what is good for consumers and what serves the needs of REALTORS® takes cooperation and understanding. It is our ultimate goal and we take it very seriously.

MP: Does the industry make a distinction between realtor.com® and other online aggregation websites?

SB: More of our industry partners now understand that we support the REALTOR® brand, “their brand,” and we continue to be recognized as a better REALTOR® advocate than other sites. It’s in the interest of REALTORS® to help build a brand that is tied to being a REALTOR®. Realtor.com® is the REALTORS®’ brand in a digital world. Having the name REALTOR® positioned in the consumer’s mind as the “go to” name when buying, selling or renting is a good thing for the industry. Where can you search for homes? Through REALTORS® and realtor.com®. Who has the most accurate information and the local market expertise? We are the only site whose name is on every REALTOR® business card, so we can introduce consumers to the concept and value of a REALTOR® long before a consumer is ready to meet with one.

MP: How are you making sure this information is getting out there?

SB: Our brand marketing campaign, Accuracy Matters, is one way we’re driving these messages home. Consumers are learning that you can search for homes on realtor.com® and then when you’re ready, contact

a REALTOR® for the expertise and human touch. Algorithms, estimates and data cannot replace this human element. In fact, we supply more than 5 billion impressions for the brand name “REALTOR®” each year— something that would cost millions to duplicate by purchasing impressions in the online marketplace. We don’t want to displace REALTORS®or brokers in the transaction like other sites suggest. We know how important it is to consumers to have a professional on their side in the middle of this large transaction.

We also value the role the broker and MLSs play in the real estate ecosystem. We’ve worked together successfully as an industry in the past to provide tools and information to them and continue to enhance this value. Luke Glass can explain how.

Safe and Sound Data Luke Glass, Executive Vice President of Industry Platforms, ListHub MP: Luke, you founded ListHub, a primary vehicle many brokers use to distribute listings to multiple websites. As a result, I am sure you get into the center of what, at times, are passionate discussions on how broker data is displayed and used.

What kind of support do you offer to brokers so that they can control how their listings are treated?

Luke Glass: First, brokers are in control. They control every aspect of listing distribution in the ListHub platform, and have the authority to give certain controls to their agents if they so desire. This is a differentiation from our competitors who allow agents to syndicate through various means. The industry continues to deal with accuracy issues because of the hundreds of feeds that are being used to distribute data to third-

party advertising sites.

ListHub is focused on accuracy and data protection. ListHub primarily accesses data from our MLS partners, and in some cases, back-end systems of large brokerages or franchises. If you’re using ListHub, the data is accurate. In most months, we have less than 150 support cases related to accuracy, while we syndicate over two million listings per day to over 130 destinations. As it relates to data protection, ListHub has negotiated with each publisher the data protection that the industry has requested of us. We outline all of those protections at www.listhubnews.com/mlsguide. ListHub has set the standard in data protection for listing content.

No company has provided more tools and training for brokers to make informed decisions on their listing distribution strategy…everything from broker ratings to detailed screenshots of how the data is displayed on specific sites. We believe there’s still a lot of room for more education, which is why we recently launched our Wise Advertise program. Wise Advertise is a complete program that begins with surveying members to understand their level of knowledge and then moves into intensive training and exit surveys to understand the value of the training.

It’s gaining amazing traction in only the first few weeks.

We’re really excited that nearly 2,300 brokers joined the platform in Q1 2014 and over 35 MLSs. This not only represents growth, but accelerating growth—it’s the fastest broker growth rate in over a year. We also announced our partnership with SEI to add 100 MLSs over the next year.

MP: How do you view the exchange of value between the brokers who provide listing content and the thirdparty advertising sites?

LG: I believe this is the most misunderstood part of the ListHub busi-

ness. As advertising has moved online, it creates an opportunity for the industry to measure consumer engagement at levels not possible before. When a broker provides listing content to an advertising portal, they need to measure the results of that distribution, from search impressions to detail page views, to lead forms completed. They need to understand how their brokerage, agents and listings are performing online. The measurement of returns is a critical component in any advertising vertical.

ListHub provides an aggregated dashboard comparison of the thirdparty advertising portals, realtor.com®, the broker website, and an MLS/ Franchise website. Our vision is to track every single consumer behavior on every single website that a listing exists. While brokers can access reports from each site individually, the power of ListHub is the ability to see these metrics in an apples-to-apples comparison across sites, and ultimately create a single report for agents to share with sellers.

“Having all the information where it can be managed is critical and is what will give the REALTOR® control of their future.”

-Luke Glass, EVP of Industry Platforms, ListHub

MP: How do you see ListHub evolving as the industry is looking at best practices for syndicating their data?

LG: The industry needs to view the issues around data as a collective problem. ListHub has grown because brokers saw a need, and over 50,000 brokers representing nearly 72 percent of the listings in the United States are on the platform. This provides the industry with an amazing foundation to create a single

RISMedia’s REAL ESTATE July 2014 93

pipeline of data not only to third-party advertising sites, but to help the thousands of vendors who continue to deal with data anomalies across the industry.

Broker pain points around data cause delays in implementing new systems, higher data aggregation costs, and less interoperability among existing systems. A single platform for that broker solves their problems. ListHub will offer these brokers a single listing clearinghouse to power all of their data needs; a single metrics clearinghouse to store all of the associates metrics related to the distribution of those listings; and a lead clearinghouse to scrub, store, score and route those leads. This ecosystem will allow brokers to truly begin tracking ROI on their investments.

That’s where this gets interesting and most rewarding—giving brokers tools they themselves manage to increase results and return on investment.

Engaging Customers Ray Picard, EVP of Sales MP: Ray, you came to Move from the enterprise software industry about a year ago. How would you describe your first year?

Ray Picard: It’s been a great year for me and for Move.

Revenues for our most recently closed quarter are up 7 percent over the same period last year. More importantly, we delivered approximately 19 percent more connections between consumers and our customers during the 12 months ended March 31, 2014, as compared to the 12-month period ended March 31, 2013. This illustrates the success of our continued commitment to not only deliver valuable information to consumers, but

94 July 2014 RISMedia’s REAL ESTATE

more importantly, to connect them with real estate professionals who can provide the local expertise consumers want when making homerelated decisions.

MP: How has your previous career experience impacted how Move engages with brokers and agents?

RP: My enterprise software industry experience definitely shapes the way we interact with brokers and agents.

Let me give you three ways it has impacted our customer engagement:

across Audience Engagement; Lead Generation; Lead Response; Cultivation; and Referral/Repeat Business or by filling in the gaps that they have, thereby complementing what’s already in place.

MP: Please describe for us the Move Broker Value Chain and why this is a critical part of your game plan.

RP: Working with brokers large and

Third, we tailor the right solutions

small, national franchises to single offices, we have recognized a common set of value drivers critical to brokerages scaling their business and attracting and retaining top agents.

This Broker Value Chain spans six key areas of a broker’s business— and they are the areas in which they can drive business growth and create value. We have also started partnering with brokers to do Digital Strategy Studies—a free service we now offer to qualifying brokers. In these extensive studies, we come alongside brokers and their leadership teams and using both qualitative and quantitative analysis, we determine how they can generate the most value from these six areas—and we create a plan for moving their businesses forward. Only Move has this strategic offering and the breadth of products and services spanning this value chain, and it’s extremely gratifying to be able to partner with our customers in this way. RE

and best practices to each broker’s needs. Since we have an end-to-end solution suite, we can help them

For more information, please visit www.marketing.REALTOR.com.

First, we seek to understand the business strategy and operating models unique to each brokerage firm. There are significant differences across the industry and we want to take a complimentary not competing approach to each unique business with our Brand & Exposure, Lead Conversion and Agent Productivity solutions.

Second, we partner with brokers to assess their digital strategy and to identify what’s performing well, what are the areas for highest potential improvement and how we can put a plan together to drive results. We do this by leveraging over a decade of accumulated experience, enhancing the digital strategies of thousands of brokers.

Move Broker Value Chain BRAND & EXPOSURE

LEAD CONVERSION

AGENT PRODUCTIVITY

LS150

{Ask the Experts}

Vik Raghavan CEO GrayRoost www.grayroost.com

Q:

What online marketing tools should real estate professionals add to the mix in order to successfully grow their business?

A:

Online marketing is one of the most important areas in which to grow your business. Some available tools for online marketing include Google, forms of social media marketing, and email marketing.

Two ways to leverage Google’s traffic are by using search engine optimization (SEO) and search engine marketing (SEM). Both of these search engine tools are complex enough to take years to specialize, yet simple enough to understand the fundamentals fairly quickly. Additionally, both deliver powerful results.

If you’re new to SEO, find easy-touse, SEO-friendly technology that allows you to create a standalone listing page and a “Contact Us” form. WordPress can be a great tool to create simple listing pages with almost no technical expertise needed. Then, create an SEO-friendly page, highlighting your listing. Make sure you indicate page titles using good, clean tags, and accurately describe the Web page’s content. Always use brief but descriptive titles, and make use of the description meta tag.

SEM also involves keywords, but in order to promote those keywords, you have to invest money upfront for paid ads. Start your SEM journey by creating a marketing budget and allocating enough funds to last for two weeks, which is typically how

96 July 2014 RISMedia’s REAL ESTATE

long it takes ads to catch steam.

Then, research keywords that are most likely to appeal to your target audience. For example, an urban condominium may appeal to young professionals who are looking for pedestrian-friendly housing options, whereas a family with school-age children might be more interested in properties within good school districts. Over time, it’s easier to figure out which keywords work and which don’t, so your SEM can become much more cost-effective as you gain experience in this area.

Social media marketing is yet another powerful online marketing tool.

Sites like Facebook, Twitter and Pinterest make it easy to market your listings to your existing network and also to specific audiences that may be interested in those homes.

Paid ads on Facebook are a great way to reach your target audience.

The more specific the targeting, the more effective your ad campaign.

If you make your ad less specific, you may reach a wider audience.

But it’s important to balance the effectiveness of the ad with the potential reach of the campaign.

Facebook allows you to target audiences based on a wide variety of factors, such as interests, marital status, income demographics and personal likes and dislikes.

Twitter is most effective when you have a following built up. This can be achieved by tweeting real estate facts, which position you as a real

estate expert, or by tweeting otherwise interesting information, which makes you seem more personable.

Remember to highlight your listing’s one, key attribute in your tweets.

And don’t forget, the old adage “location, location, location” is especially relevant here, as you have to remember to highlight something unique about the property’s location in your tweet.

Pinterest is all about creating interesting boards and having great pictures. Does your property have a remodeled kitchen or bathroom? If so, have the property professionally photographed and create an interior design board that showcases and highlights the unique design features of the property.

When it comes to email marketing, your existing email list will contain your warmest leads. Remember to email your audience whenever you have a new listing.

Even if they’re not in the market right now, someone on your list may know someone else who most certainly is ready to buy. Take the time to personally reach out to everyone located in the same city as the listing, since they’ll be the ones most likely to know someone else looking in that particular market.

With just a little effort and creativity, all the aforementioned tools can be used to better market your listings, close more transactions and expand your network. RE

Facebook allows you to target audiences based on a wide variety of factors, such as interests, marital status, income demographics and personal likes and dislikes.

Home Rental Interest Rises, Apartment Rentals Still Reign: Survey

T

he amount of renters in the U.S. has expanded significantly nationwide since the burst of the housing bubble. As the market continues to swell and demand for both home and apartment rental properties increases, Homes.com® and sister site, ForRent.com®, conducted a survey to gauge the mindset of today’s renter. The leading multifamily and real estate websites delved deep into what today’s renters are looking for in order to determine and compare what those across the nation prioritize. In order to better cater to renters, the survey garnered genuine consumer insight, finding the majority of today’s renters to be single females and an even split of millennials and those over the age of 50. While home rental interest has increased, amongst those surveyed, apartment units remain the most popular choice.

Convenience, location and safety topped the list of priorities over amenities among home and apartment shoppers.

“The vacancy rate nationwide continues to decrease, new construction on apartment units is up and rental rates have increased 3 percent in the last year,” says Terry Slattery, president of Homes.com and ForRent.com. “This swell in rental

demand is directly attributed to the increase in home prices throughout the country and tight lending restrictions, among other factors.

Keeping that in mind, renting is becoming more attractive to a broader spectrum of consumers, making it imperative to understand today’s renter and provide customized tools and resources when navigating the market.”

Of the nearly 2,200 consumers that participated in the comprehensive rental insights survey, 80 percent were female, with millennials (ages 18-33) making up 34 percent of respondents. Baby boomers, those ages 50 and over, accounted for 29 percent of survey participants. Those living alone made up more than 45 percent of respondents, with those that are married, living with a domestic partner or sharing space with roommates or children making up 44 percent. Desire for apartment units outweighs the desire for residential rental properties with 53 percent of all respondents noting a preference to rent traditional apartments. Among top priorities for choosing a rental location, 51 percent of participants identified proximity to school or work as the most important facet of a potential neighborhood. The second most important priority was safety and accessibility to family.

Homes.com and ForRent.com polled the types of social media outlets most popular among respondents. Results produced an astounding preference for Facebook, as 80 percent of contributors ranked the website their most used social platform. Twitter, Pinterest and Instagram captured the attention of 44 percent of consumers, while 31 percent prefer Google+.

Digging into what consumers desire most in home amenities, 45 percent of participants expressed limited concern for specific features, 25 percent seek assigned parking and 24 percent require potential rentals to include washer/dryers or laundry units, central cooling and heating, utilities and pool access. RE To view the full renter profile insights report, visit bit.ly/RenterProfileInsightsReport.

RISMedia’s REAL ESTATE July 2014 97

{Life in Mobile}

Consumer Change Brings Beneficial Ad Opportunities for Agents

by Seth Kaplan

T

he glaring changes that have taken place over the past six years are becoming ever more apparent every day within real estate as the industry continues its path of recovery. One of the biggest changes that’s taken place is the shift from the desktop to mobile devices; no secret there of course, as tablet sales are growing 52 percent faster than PC sales ever did. With that has come the giant mobile advertising opportunity, which continues to grow and which experts view as largely untapped. However, in real estate today, one firm is taking advantage of the mobile advertising opportunity like no other and it’s not a real estate agent or broker, but rather a settlement service provider called Primary Capital Mortgage.

Industry experts estimate that the average American consumer spends anywhere from 20-30 percent of their media time on mobile devices. In contrast, at present, only 4 percent of ad spend flows to mobile advertising. This makes for a huge differential, one which Primary Capital Mortgage is working to close with their new, innovative mobile advertising campaign, which focuses on real estate agents and active homebuyers, all via mobile and all at the most opportune times during the transaction.

This innovative new mobile advertising campaign is groundbreaking for a number of reasons. Most notably, it signals a shift in how lenders (and all settlement service providers) must change the way they engage with real estate agents who refer them business in order to be compliant from a RESPA regulations standpoint, as well as with updated 98 July 2014 RISMedia’s REAL ESTATE

new rules by the CFPB. Second, it capitalizes on the agent’s mobile strategy and the interactions they garner with consumers in their market when presenting their brand and their listings to engage with consumers. “Helping our agents with a mobile strategy and leveraging the best-of-breed mobile technology easily, opens up additional opportunity to create high-quality relationships,” says Joe Dahleen, senior vice president of Marketing, Primary Capital Mortgage. “This advertising solution makes that possible.”

“As the market continues its recovery, everyone who works within it is forced to re-evaluate and adapt to the shifts that have occurred in both technology and consumer behavior due to the advances in technology,” says John Lim, CEO of Mobile Real Estate, a mobile marketing and technology company focused on serving the real estate indus-

try. “Consumers have gone mobile, brokerages are changing how their offices are set up and designed, real estate agents operating in local markets not only need to be mobile, but need to engage consumers via mobile. If they can utilize a suite of products that gives them a complete mobile marketing strategy at a minimal cost because it’s ad supported, what’s wrong with that? Millions of people enjoy Pandora Radio with ads and they enjoy it for free. I think it’s great!”

Mobile advertising and the gap between time and money spent on mobile will close over the coming years and the stats show will close quickly. Early adopters in the real estate industry, such as Primary Capital Mortgage, will simply have a head start when it comes to utilizing this medium to recruit and retain the best talent in their market, create and maintain new referral relationships and build brand affinity with consumers. RE Seth Kaplan is president of Mobile Real Estate. For more information, visit www.mobilerealestateid.com.

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Index of Preferred Providers The leading companies providing services to the real estate and relocation industries ABR®..................................................................................... 101 American Home Shield........................................................... 101 Bank of America Home Loans................................................. 101 Berkshire Hathaway HomeServices......................................... 101 Better Homes and Gardens Real Estate LLC............................ 101

By Design Publishing.............................................................. 101 Carrington Real Estate Services.............................................. 101 Centralized Showing Service................................................... 101 Century 21 Real Estate LLC.................................................... 101 Certified New Home Specialist................................................ 101 Citibank................................................................................. 101 DocuSign............................................................................... 102 ERA Franchise Systems, LLC................................................... 102 FeedbackCentral.................................................................... 102 Home Warranty of America, Inc............................................... 102 HomeFinder.com.................................................................... 102 Homes.com........................................................................... 102 HomeSmart International....................................................... 102 HSA Home Warranty............................................................... 102 Hubzu®.................................................................................. 102 Leading Real Estate Companies of the World®........................ 102 Lumentus Social.................................................................... 103 Mobile Real Estate................................................................. 103 National Association of REALTORS®........................................ 103 Norman-Spencer Agency, Inc.................................................. 103 On The Move, Inc.................................................................... 103 The Personal Marketing Company........................................... 103 Pillar To Post Home Inspectors................................................ 103 Pinnacle Quest Consulting...................................................... 103 Point2.................................................................................... 103 Prudential Real Estate ........................................................... 104 Radian Group Inc. ................................................................. 104 The Real Estate Book............................................................. 104 Realogy Holdings Corp........................................................... 104 realtor.com®.......................................................................... 104 Realtors Property Resource®.................................................. 104 Realty Executives International, Inc......................................... 104 Realty ONE Group.................................................................. 104 RE/MAX, LLC.......................................................................... 104 RentalRoost, Inc..................................................................... 104 RIS Consulting Services......................................................... 105 SharperAgent......................................................................... 105 Showing Beacon.................................................................... 105 Stewart Title........................................................................... 105 Top 5 in Real Estate............................................................... 105 Top Producer® CRM................................................................ 105 Verl Workman Seminars.......................................................... 105 VScreen................................................................................. 105 Weichert, Realtors.................................................................. 105 WellcomeMat......................................................................... 105 zipLogix.................................................................................. 105

100 July 2014 RISMedia’s REAL ESTATE

RREIN Service Providers Ascent Real Estate, Inc........................................................... 106 Berkshire Hathaway HomeServices Alliance Real Estate.......... 106 Berkshire Hathaway HomeServices Ambassador Real Estate... 106 Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....106 Berkshire Hathaway HomeServices, Florida Network Realty..... 106 Berkshire Hathaway HomeServices Florida Realty................... 106 Berkshire Hathaway HomeServices Fox & Roach, Realtors®.....106 Berkshire Hathaway HomeServices Georgia Properties............ 106 Berkshire Hathaway HomeServices Nevada Properties............ 107 Berkshire Hathaway HomeServices Select Properties.................107 Berkshire Hathaway HomeServices The Preferred Realty............107 Better Homes and Gardens Real Estate Mason-McDuffie........ 107 Better Homes and Gardens Real Estate Rand Realty............... 107 Calcagni Associates Real Estate............................................. 107 CENTURY 21 Affiliated............................................................ 107 CENTURY 21 Alliance.............................................................. 107 CENTURY 21 Award................................................................ 107 Century 21 New Millennium................................................. 107 CENTURY 21 Scheetz............................................................. 107 Coach Realtors®................................................................. 108 Coldwell Banker Advantage..................................................... 108 Coldwell Banker D’Ann Harper, REALTORS®............................. 108 Coldwell Banker First Realty.................................................... 108 Coldwell Banker High Country Realty...................................... 108 Coldwell Banker Hunter Realty................................................ 108 Coldwell Banker Kappel Gateway Realty.................................. 108 Coldwell Banker Platinum Partners......................................... 108 Coldwell Banker Prime Properties........................................... 108 Diane Turton, Realtors®....................................................... 108 Fillmore Real Estate............................................................... 108 First Team® Real Estate.......................................................... 109 Five Star Real Estate.............................................................. 109 GARDNER, REALTORS®........................................................... 109 Gloria Nilson & Co. Real Estate.............................................. 109 Harry Norman, REALTORS®..................................................... 109 HJN Team Real Estate............................................................. 109 J. Rockcliff Realtors®........................................................... 109 Jordan Baris, Inc., Realtors®................................................ 109 Kinlin Grover Real Estate Real Living....................................... 109 McCOLLY Real Estate.............................................................. 109 Page Taft Real Living............................................................... 110 Patterson-Schwartz Real Estate.............................................. 110 Prudential California Realty.................................................... 110 Prudential Lancaster.............................................................. 110 Prudential Towne Realty.................................................................110 Randall, Realtors® Real Living...................................................110 Real Estate Teams, LLC..................................................................110 Real Living Lifestyles Real Estate...................................................110 RE/MAX 440 and RE/MAX Central......................................... 110 RE/MAX of Boulder, Inc.......................................................... 111 RE/MAX Crossroads............................................................... 111 RE/MAX Gateway................................................................... 111 RE/MAX Premier Group ......................................................... 111 RE/MAX Professionals............................................................ 111 RE/MAX Suburban................................................................. 111 RLS, REALTORS®.................................................................... 111

ABR® (800) 648-6224 • www.rebac.net • Chicago, Ill. • Marc Gould 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. That training gives an agent knowledge and confidence to navigate the current market.

American Home Shield (800) 735-4663 • www.ahs.com/realestate American Home Shield, a subsidiary of The ServiceMaster Company, founded the home warranty industry in 1971 and remains the industry leader. Servicing more than 1.3 million customers across 49 states, the company also issues and administers preventive maintenance contracts on major home systems and appliances in 48 states. The Memphis-based company operates three customer service centers, employs approximately 1,600 people and has a national contractor network made up of more than 10,000 independent home-service contractors.

Bank of America Home Loans www.bankofamerica.com/agentresources At Bank of America, we’re focused on creating real, meaningful connections with individuals, businesses and communities to help them connect with what matters most. Everyday, we’re proud to partner with our customers, bringing them our skills and expertise, in order to help make their financial lives better. AR4ACD29.

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.

BETTER HOMES AND GARDENS REAL ESTATE LLC (866) 616-4224 • Madison, N.J. • Sherry Chris, President & CEO Better Homes and Gardens Real Estate LLC, the newest Realogy brand, launched its international franchise system in the residential real estate marketplace in July 2008. In October 2007, Realogy, a global franchising with company-owned real estate brokerage operations doing business under its franchise systems as well as relocation and title services, entered into a 50-year agreement to license the Better Homes and Gardens® Real Estate brand from Meredith Corporation, one of the nation’s leading media and marketing companies.

For more information, visit the “company facts” section at www.realogy.com/media, or participate on the company blog at www.bhgrealestateblog.com.

By Design Publishing (877) 423-4567 ext. 600 • www.bydesignpublishing.com

By Design Publishing brings expertise and a singular emphasis on helping real estate professionals distinguish themselves from the competition through high-quality personally branded content pro-

grams. Since 2002, savvy real estate agents have relied on us for customizable marketing tools that develop their personal brand and propel their business to the next level. By Design Publishing delivers award-winning print and online personally branded content solutions that help real estate agents convey their unique brand story.

Carrington Real Estate Services (877) 330-2773 • Carringtonrealestate.com/Join Carrington Real Estate Services is one of the 18 companies under the Carrington Holding Company, LLC. Together, these businesses cover virtually every aspect of the single-family residential real estate transaction, including investment in U.S. real estate and mortgage markets, loan origination and service, asset management and property preservation, rentals, title and escrow services. By leveraging our family ties, we have grown to be one of the largest residential real estate brokerages in the country in just five short years. Join our network of more than 1,200 sales professionals serving 26 states.

Centralized Showing Service (877) 688-SHOW (7469) • www.showings.com • Overland Park, Kan. Established in 1994, Centralized Showing Service is one of the nation’s premier home-showing, appointment-setting services, with six call centers that service 70+ markets across the country. Each year, more than 15 million showings are scheduled for their more than 139,000 agent members. Agents can compile detailed showing reports and enter feedback into reports that can be given to sellers to keep them informed on their home and let them know what they need to improve.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is the franchisor of the world’s largest residential real estate sales organization, with approximately 7,100 independently owned and operated franchised brokerages and more than 102,000 real estate professionals in 77 countries and territories worldwide. Technology initiatives include both English and Spanish-language consumer websites, www.century21.com and www.century21.com/espanol, a recently redesigned intranet site, www.21Online.com, and the CENTURY 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

Certified New Home Specialist (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 Walsh’s have established Certified New Home Specialist™ as the #1 brand of training and support products for new home sales success. To learn more contactus@sellnewhomes.com.

citibank (877) 847-2484 At Citibank, we align our strategic objectives with real estate organizations who share our client-centric vision. Our unique approach redefines the traditional boundaries of the home purchase mortgage process by coherently addressing all of the relevant steps from the point of early online shopping to the loan closing. We have tailored our sales process and fulfillment approach to provide best-in-class

RISMedia’s REAL ESTATE July 2014 101

mortgage solutions; thus enabling you, as real estate agents, the opportunity to achieve optimum profitability, while receiving unparalleled service execution and client satisfaction. To learn more, contact us at 877-847-2484 or retailpartnership@citi.com.

Docusign (866) 219-4318 • www.docusign.com/nar • Seattle, Wash.

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

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Charlie Young, President & CEO Since 1971, ERA Franchise Systems, Inc., 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 approximately 31,000 brokers and sales associates throughout the United States and 33 other countries and territories. ERA Franchise Systems, Inc. is a subsidiary of Realogy Holdings Corp.

FeedbackCentral (366) 369-3215 • www.feedbackcentral.com • Bedford, Texas FeedbackCentral.com contacts showing agents on behalf of sellers or listing agents to collect the feedback necessary to more effectively communicate buyer reaction to their homes. This service is available in two plans. FeedbackCentral.com Online is an automated email system in which showing agents are contacted to provide online feedback. FeedbackCentral.com Voice takes this concept a step further by utilizing FBC representatives to contact showing agents via telephone to gather information on showings.

HOME WARRANTY OF AMERICA, INc. (888) 492-7359 • www.hwahomewarranty.com • Lincolnshire, Ill. • Marc Roth, President • David Sobel, Vice President, Sales Home Warranty of America™ (HWA™), the Orange Home Warranty Company, is one of the nation’s most respected and fastest-growing home warranty companies in the industry. Real estate professionals loyally recommend HWA because of its dedication to customer service and the many benefits HWA provides to them, such as the only 13-Month Warranty Plan in the industry, six months of Free Seller’s Coverage (where available), a Free Client Follow-up Program, an Advertising Reimbursement Program and a money-back guarantee.

HomeFinder.com (866) 920-9493 • www.homefinder.com/agents-and-brokers • Chicago, Ill. • Kelly Faso HomeFinder.com is a leading online real estate search site and provider of strategic digital marketing solutions such as Single Property Websites and Enhanced Listings. The 20,000 real estate agents that comprise the HomeFinder.com advertising network utilize a unique suite of product offerings, including a patent pending Single Property Website. Through a national affiliate network of 375 online newspaper partners, HomeFinder.com is the only real estate search

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site to also provide relevant listing content to homebuyers through local online newspaper portals.

Homes.com (866) 697-3308 • http://connect.homes.com/ Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly! With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites.

Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HomeSmart International (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastest growing real estate companies in the nation with 66 offices in 14 different states, two countries and more than 7,500 agents.

HomeSmart International strives on the fundamental principles of efficiency and innovation by offering the systems and technologies necessary to stay on the leading edge of success in today’s real estate industry.

HSA HOME WARRANTY (800) 367-1448 • www.onlinehsa.com • Madison, Wis. • Mike Clear, President HSA Home Warranty provides home warranty coverage in 48 states and E&O insurance in all 50 states. The HSA Home Warranty repairs or replaces mechanical systems and appliances that fail due to normal wear and tear during the coverage period. With HSA Home Warranty, real estate professionals minimize their risk by lowering their exposure to liability. Their clients are protected from the financial burden that comes with unexpected mechanical failures in their home. They avoid post-sale disputes about who should pay for the repair, and they can get the problem fixed quickly and conveniently by making just one call to HSA.

Hubzu® www.Hubzu.com Hubzu is the premier online residential real estate marketplace. We take the industry to new heights by helping agents, brokers, investors and consumers buy and sell homes online. Our innovative platform provides an easy, transparent experience—from listing to marketing to transaction management—and offers fast, efficient home sales through auction and traditional sale methods. With over 350,000 users and more than 75,000 homes sold, Hubzu is the future of real estate. Hubzu is a trademark of Altisource Solutions, S.à r.l. and is part of the Altisource Portfolio Solutions S.A. family of businesses. Visit hubzu.com.

Leading Real Estate Companies of the World® 312-424-0400 • www.LeadingRE.com Leading Real Estate Companies of the World® is a global network of over 500 premier real estate firms with 4,000 offices and 120,000 sales associates in over 40 countries around the world.

The company’s luxury marketing program, Luxury Portfolio International®, markets over 25,000 of the world’s most remarkable homes annually and attracts over three million high-net-worth visitors a year to its award-winning website, LuxuryPortfolio.com.

Its corporate relocation company, RELO Direct®, Inc., provides global employee mobility services to corporations worldwide.

Lumentus Social contact@lumentussocial.com • www.lumentussocial.com Lumentus Social for Real Estate is an easy to use online solution that helps agents and brokers make their social media assets more effective. By posting from our blend of relevant stories—including community news—real estate professionals can always remain top-of-mind among clients. Our simple solution ensures that your network receives the kind of news and information they want to read and share within their own social networks, and this helps drive leads.

Mobile Real Estate (877) 720-0988 • www.MobileRealEstateID.com · Seth Kaplan, National Sales Director Mobile Real Estate is a mobile marketing and technology company that helps real estate agents, brokers and real estate-related firms power their mobile initiatives. Our suite of products for real estate professionals allows them to incorporate complex mobile technology throughout their existing marketing mix to reach consumers on all mobile devices. Mobile Real Estate will ensure real estate professionals are positioned to promote their brand and listings to buyers and sellers across all mobile devices.

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.REALTOR.org • Chicago, Ill. • Dale Stinton, Chief Executive Officer • B ob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • K enneth Burlington, VP, Strategic Alliances, Business Development, and Product & Sales Management • Karen Bebart, VP, Marketing • Matt Lombardi, VP, Conventions • Marc Gould, VP, Business Specialties • Constance Freedman, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the NATIONAL ASSOCIATION OF REALTORS®, and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.REALTOR.org/RealtorBenefits. And, for a lifetime of learning, REALTOR® University can take your career to the next level, with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.com. The REALTOR® Store features print and ePublications including top-sellers the “Social Media for REALTORS® VIP 4-Pack,” and the “2013 NAR Profile of Home Buyers and Sellers.” Visit www.REALTOR.org/Store.

Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s membership. Visit www.secondcenturyventures.com. For a complete listing of the benefits of NAR membership, visit www.REALTOR.org.

Norman-Spencer Agency, Inc. (800) 477-9192 x.6001 • www.norman-spencer.com/toptier Norman-Spencer Agency, Inc. is recognized as a nationally acclaimed provider of property and casualty insurance services.

Our Top Tier Real Estate Errors and Omissions Insurance Program is designed to address the specific needs of the largest real estate firms in the industry. We’ll work with your existing

insurance agent or refer one to you who is familiar with our Top Tier Program. Please call us at 800.477.9192 x.6001 or visit www.norman-spencer.com/toptier.

On The Move, Inc. (800) 645-9949 • www.onthemovetrucks.com • Boerne, Texas • Susan Nash: President/CEO • Sylvain Mallaise: Director of Sales • CJ Steen: Marketing Director On The Move’s trucks are moving billboards personalized with your company’s graphics and can be used for free by your clients. This moving billboard can be driven around town by drivers you do not have to pay, using gas you do not have to provide, while making thousands of visual impressions daily. A billboard can cost more than $1,000 per month. For less money you can obtain a rental truck for your clients to use and to even donate its use for community goodwill.

THE PERSONAL MARKETING COmpany (800) 458-8245 • www.tpmco.com • Lenexa, Kan. The Personal Marketing Company creates marketing systems for agents to become known in their market and attract clients for long-term success. Our marketing development team brings proven marketing expertise, cutting-edge technology and personal service to develop customized marketing solutions which can include: direct mail, email marketing, contact management, prospecting and farming, newsletter programs, FSBO and expired campaigns, client follow-up systems and marketing planning services. We offer corporate partners enterprise solutions for their brands.

PILLAR TO POST home inspectors (800) 294-5591 • www.pillartopost.com • Tampa, Fla. · Jay Gregg, Marketing Founded in 1994, Pillar To Post is now the largest home inspection company in North America with over 400 franchisees, located in 47 states and 8 Canadian provinces. The Pillar To Post difference includes printing a computer generated report on-site at the time of the inspection, all inspectors must carry $1 million in E+O insurance that covers both the agent and the broker and we offer three unique home inspection packages designed to better suit the individual needs of our clients. For more information, please visit www.pillartopost.com.

Pinnacle Quest Consulting (801) 410-0466 • www.PinnacleQuest.com • Salt Lake City, Utah · Brent Gray, President & CEO/Founder · Verl Workman, VP of Sales/Founder · Scott Schreyer, Vice President of Business Development Pinnacle Quest Consulting assists companies in setting up and streamlining their processes, systems and sales strategies, thereby helping them achieve greater adoption of their products and services into specific vertical markets. Specializing in operations, sales force building, compensation and project management, Pinnacle Quest’s executive-level talents are utilized by both major companies and emerging start-ups.

Point2 (888) 955-7900 • www.Point2Agent.com • Saskatoon, Canada • Linda Moola (lmoola@point2.com) Point2 (www.point2.com) provides real estate marketing and lead management software to brokers and agents in North and South America, Europe, Asia, Australia and Africa, as well as listing data aggregation and syndication solutions to real estate MLSs, Boards and Associations across the U.S. and Canada. Point2’s solutions also include the consumer real estate listings portal, Point2

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Homes, as well as end-to-end property management software for small to medium size organizations, managing up to 1,000 units.

Point2 is a Yardi Systems Inc. (www.yardi.com) brand.

PRUDENTIAL REAL ESTATE (800) 999-1120 • www.prudentialrealestate.com • Irvine, Calif.

• Lou Gonzalez, Senior Vice President, Franchise Sales Prudential Real Estate, with more than 1,400 offices and 47,000 agents, represents one of America’s largest real estate brokerage franchise networks. In July 2013, Prudential Real Estate was ranked highest for customer satisfaction in three of the four segments included in J.D. Power and Associates’ annual Home Buyer/Seller Satisfaction Study.

Radian Group Inc. (877)-RADIAN1 (723-4261) • www.radian.biz • Philadelphia, Pa. Radian Group Inc. (NYSE: RDN) provides private mortgage insurance and related risk management products and services to mortgage lenders nationwide through its principal operating subsidiary, Radian Guaranty Inc. These services help promote and preserve homeownership opportunities for homebuyers, while protecting lenders from default-related losses on residential first mortgages and facilitating the sale of low-downpayment mortgages in the secondary market. Additional information may be found at www.radian.biz.

THE REAL ESTATE BOOK (770) 962-7220 • www.realestatebook.com • Lawrenceville, Ga. The Real Estate Book/RealEstateBook.com provides integrated media advertising that stands out locally and delivers real results.

Monthly home shoppers read 8 million color home catalogs.

Agents and brokers also gain premium online exposure on the top-ranked real estate site, RealEstateBook.com, and a network of other highly trafficked real estate sites.

REALOGY HOLDINGS CORP. (973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems, as well as relocation and title services. Realogy’s brands and business units include: Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, NRT LLC, Cartus and Title Resource Group. Collectively, Realogy’s franchise system members operate approximately 13,600 offices with 247,000 independent sales associates doing business in 104 countries around the world.

Engage with REALTOR.com® (800) 878-4166 Realtor.com® is real estate’s most accurate site, with listings pulled directly from over 850 MLSs, and most listings updated every 15 minutes. Realtor.com® does not allow FSBO listings on the site.

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®.

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Realtors Property Resource® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, Senior Vice President of Operations/Industry Relations Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

Realty executives international, inc.

(800) 252-3366 • www.RealtyExecutives.com Realty Executives International, Inc., one of the fastest growing real estate franchises in the United States, boasts nearly 10,000 sales associates and more than 500 franchises worldwide in 26 countries. Since 1965, Realty Executives International has built a culture of top producers by offering an environment that is truly agent-centric and designed to best support the professional real estate practitioner. Publications like Entrepreneur, Success and Inc. magazines have ranked Realty Executives Intl. as a leader based on growth, management stability and financial soundness.

Realty ONE Group www.RealtyONEGroup.com • (888) 461-0101 Realty ONE Group is a full-service real estate brokerage with more than 4,000 associates. It focuses on providing ethical, professional and results-oriented services to property owners and prospective real estate buyers. Since its inception in 2005, the company has grown to become the No. 1 real estate brokerage in Nevada and the fastest-growing real estate company in Arizona and California.

For more information, visit www.RealtyONEGroup.com.

RE/MAX, LLC (303) 770-5531 • www.remax.com • Denver, Colo.

RE/MAX was founded in 1973 by Dave and Gail Liniger, who still manage the company today. From a single office in Denver, Colo., RE/MAX has grown to be a global real estate franchise network with nearly 90,000 Sales Associates working in over 80 countries. RE/MAX University offers extensive training, available on demand through a number of platforms. 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.

RentalRoost, Inc. (925) 357-3783 • www.rentalroost.com • Pleasanton, Calif.

• Nitin Shingate, CEO & Co-founder • Vikram Raghavan, President & Co-founder • Harini Venkatesan, COO & Co-founder • Gabriel Balanag, Director of Business Development • Silvia Englert , Marketing Manager RentalRoost, Inc. is a technology-based rental search and recommendation engine that utilizes social media data and proprietary algorithms to help match users with rental properties that meet their lifestyles and needs using Big Data. Unlike traditional housing search engines, RentalRoost focuses on the users’ livability in each property they search, including how kid-friendly, pet-friendly, and commute-friendly a property is. Additionally, RentalRoost also helps users find rental properties by proximity to entertainment, arts, dining, and other popular locations. RentalRoost was founded in 2012 with searches limited to the San Francisco Bay Area. In November 2013, RentalRoost launched nationally.

RIS CONSULTING SERVICES (203) 852-4304 • Norwalk, Conn.

• John Sculley, Managing Dir. • Peg Guinta, Projects Dir. RIS Consulting Services is an independent relocation consulting firm dedicated to designing and implementing comprehensive solutions to mobility issues. We deliver a full range of consulting services to our diverse corporate and relocation service company clients. The executives of RIS Consulting utilize their industry and specialty knowledge to analyze your situation, develop strategic options and implement designed solutions.

SHARPERAGENT (866) 614-9372 • www.SharperAgent.com • Denver, Colo.

• Brian Wildermuth, President SharperAgent delivers the industry’s most powerful contact marketing system, designed exclusively for real estate professionals, that combines direct mail and email marketing into one easy-touse system. SharperAgent subscribers can distribute personalized newsletters, greeting cards, local marketing cards, sports schedules, flyers and much more via traditional mail, HTML email (no attachments or links), or post to their personal website. One of the more powerful features allows the subscriber to run complete promotional and follow-up drip email campaigns through a proprietary online Customer Management System.

Showing Beacon (877) 277-6622 • www.showingbeacon.com • Lenexa, Kan. The Showing BeaconTM is a revolutionary showing notification system that alerts sellers when they can return to their residence after a showing. This patent pending, wireless device can be placed on a counter or tabletop, or hung on the inside of the front door.

At the conclusion of the showing appointment, the agent simply pushes the red button as they leave the residence and a text or voice message is immediately sent to the seller’s mobile device.

Stewart title Stewart is a customer-focused, global title insurance and real estate services company offering products and services through our direct operations, network of approved agencies and other companies within the Stewart family. Stewart offers personalized service, industry expertise and customized solutions for virtually any type of real estate transaction. Real estate services include title insurance; mobile applications; eco-friendly closings; SureClose® document management system; specialty insurance services; commercial and global expertise and more. For more information, visit www.stewart.com.

Top 5 in Real Estate (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.

Top Producer® CRM (800) 821-3657 Top Producer® CRM is the super-fast, super-easy real estate marketing system that makes it a breeze to build your loyal client base.

Top Producer® CRM allows you to connect to dozens of popular

lead sources, making it easy to prioritize incoming prospects, close current business and build referrals for future business. Keep your sales pipeline running smoothly, follow-up automatically, and manage your business in minutes with real estate’s most intuitive CRM application, Top Producer® CRM. Visit TopProducer.com

Verl Workman Seminars (801) 410-0466 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager · Miriam Valere, Coaching & Events Coordinator For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. His empowering presentations and coaching programs have helped thousands of agents reach their goals. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work, in order to achieve top performance and industry excellence.

vscreen (866) 720-0204 • www.VScreen.com • Info@VScreen.com Winter Park, Fla. • Stephen Schweickart, Co-Founder VScreen’s primary emphasis lies in providing and distributing tightly focused, branded videos for the real estate industry. Also included are video tours, profiles and content designed specifically for broker and agent education. Our unique VScreen program allows for the distribution of multiple video channels via website, electronic newsletter or email by means of a single, wide-screen, interactive player.

Weichert, Realtors 1-800-USA-SOLD • www.weichert.com Since 1969, Weichert, Realtors has grown from a single office into a leading provider of homeownership services. A family of full-service real estate and financial services companies, Weichert helps customers buy and sell residential and commercial real estate, and streamlines the delivery of mortgages and home and title insurance. Weichert leverages its website to offer quick, easy access to listings and the services of its real estate professionals nationwide. Weichert franchised offices are independently owned/operated.

WellcomeMat www.new.wellcomemat.com WellcomeMat was founded in the summer of 2006 and represents the most proven video content marketing platform and filmmaker network in real estate. WellcomeMat enables real estate companies and professionals to pay better prices for professionally-created content, reach more consumers with every video and help make connections offline using online video! WellcomeMat maximizes the value of real estate companies video assets, ensuring the highest possible ROI for video investments.

zipLogix (866) 693-6767 • www.zipLogix.com With more than 20 years of experience developing real estatefocused software solutions and used by more real estate professionals than any other program, zipLogix has been established as the industry standard. This experience delivers a completely integrated real estate solution system that is led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®. With solutions available for individuals, brokers, and associations, contact zipLogix at (866) 693-6767 to speak with a specialist.

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RREIN Member Profiles Ascent Real Estate, Inc. (619) 325-4100 • www.ascentrealestate.net Owned and operated in San Diego since 2005, Ascent Real Estate embodies an enviable combination of entrepreneurial energy, comprehensive industry experience, and local market knowledge.

This mix lets Ascent “out national” its local competition, thanks to its exceptional professional team and world-class infrastructure, and “out local” the national competition, thanks to its laser-like focus on the specific markets in which it operates. Our highly productive sales team of approximately 140 agents has elevated Ascent as a leader in marketshare in the Metro San Diego areas that we service. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as the exclusive San Diego affiliate of Leverage Global Partners, Ascent Real Estate is a hyper-local brokerage with a global reach.

Berkshire Hathaway HomeServices Alliance REAL estate (800) 325-7700 • www.bhhsall.com For over 35 years, Berkshire Hathaway HomeServices Alliance Real Estate has served the Greater St. Louis metropolitan area, earning a highly respected reputation for quality service and state-of-theart technology. Known for its growth throughout the region, the company operates seven branch locations with over 375 agents in four major counties, making it the 2nd largest residential real estate brokerage in the area. Berkshire Hathaway HomeServices Alliance Real Estate offers a full range of complementary services, including corporate relocation, new homes marketing, commercial sales, and mortgage, title and home warranty products.

Berkshire Hathaway HomeServices Ambassador Real Estate (402) 493-4663 or (800) 477-7653 agents@BHHSamb.com • www.BHHSamb.com Berkshire Hathaway HomeServices Ambassador Real Estate is dedicated to providing progressive, quality real estate services in Nebraska’s metropolitan Omaha and Lincoln surrounding areas. We service all types of markets: single-family residential, new construction, condos, corporate relocation, third-party relocation, acreages and commercial real estate. With approximately 400 licensed agents, we have an agent to meet your needs regardless of the style, price or age of the property you are looking for. We look forward to helping you sell your home or find that dream home you are looking for. We believe in each other and ourselves. We understand that trust is earned and that good, professional service is an essential part of that.

Berkshire Hathaway HomeServices C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally owned and operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Upstate, South Carolina since 1964. With more than 275 agents on board and nine offices serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients, while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

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Berkshire Hathaway HomeServices, Florida Network Realty (904) 296-1906 • www.FloridaNetworkRealty.com or www.BHHSFloridaNetworkRealty.com Since 1988, Founder, President and CEO Linda H. Sherrer has led a team of more than 300 real estate professionals in eight branch offices in the buying and selling of residential property throughout Northeast Florida. The company also operates a corporate REO and relocation division, a builder sales and marketing division, a title company, a referral company and is in mortgage partnership with EverBank. During the past decade, the company has sold more than 31,000 homes valued at more than $8.5 billion.

This year, the company is celebrating its 25th anniversary and is giving back to the Northeast Florida community in a big way. For every listing and home sold, the company is making a donation to Dreams Come True, a nonprofit organization that makes dreams come true for children battling life-threatening illnesses in Northeast Florida. In honor of its 25th anniversary, Prudential Network Realty has a goal of contributing $25,000 in the next year.

Berkshire Hathaway HomeServices Florida Realty (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Prudential Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the 5th largest brokerage in the nation among the affiliate Network brokers and offers residential and commercial services, seasonal rentals, property management, REO & Foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. BHHS Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001. For more information, 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, the company has 4,000 Sales Associates in 65 sales offices throughout the Tri-State area. These two legendary companies have joined forces to begin a new era in real estate. 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 on Berkshire Hathaway HomeServices, go to www.foxroachfuture.com. Visit our website at www.foxroach.com.

Berkshire Hathaway HomeServices Georgia Properties (770) 992-4100 • www.BHHSGeorgia.com BHHS 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. BHHS Georgia Properties is ranked No. 1 in homes sold, buyers represented and overall transactions for 2014, 2013, 2012, 2011 and 2010 for the Greater Metro Atlanta area.

Berkshire Hathaway HomeServices nevada Properties

CENTURY 21 Affiliated

(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.

(800) 238-4646 • www.Century21Affiliated.com • Dan Kruse, President, dankruse@c21affiliated.com For more than thirty-five years, CENTURY 21 Affiliated has maintained a reputation for excellence. Founded by Bill Kessler in 1977, CENTURY 21 Affiliated quickly emerged as a leader within the CENTURY 21 system. The business philosophy states to treat the public fairly, treat the agents as customers, be assertive and proactive, be positive, be professional, and be state-of-the-art. With this philosophy, CENTURY 21 Affiliated has grown into Illinois, Indiana, Michigan, Minnesota, and Wisconsin with more than 56 locations and 1,200 top professionals. We are ranked as of the of top 50 real estate companies in the world and No. 1 within the CENTURY 21 system!

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, BHHS Select ranks as the No. 1 locallyowned real estate firm in St. Louis. BHHS Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and takes pride in being recognized in the community for high standards and ethics.

Berkshire Hathaway HomeServices the Preferred Realty As one of southwestern Pennsylvania’s largest real estate companies, Berkshire Hathaway HomeServices The Preferred Realty provides quality service, care and expertise. No matter what your real estate needs, Berkshire Hathaway HomeServices The Preferred Realty’s team of expert and experienced real estate professionals can help. As a full-service real estate company, BHHS The Preferred Realty provides real estate buying and selling services, mortgage and financing, title and settlement, property management, insurance, relocation services and more.

Better Homes and Gardens Real Estate Mason-McDuffie (888) 971-4636 • www.bhghome.com Founded in 1887 as Mason-McDuffie Real Estate and transitioning to the Better Homes and Gardens Mason-McDuffie Real Estate name in 2010, we are the 17th largest real estate services firm in the nation (RISMedia), No. 1 in the San Francisco East Bay (SF Business Times), and a leading innovator of real estate technology solutions to our agents and clients. With 29 offices and 1,700 agents, we bring a fresh approach to the business through the universal awareness of the Better Homes and Gardens brand.

Better Homes and Gardens Real Estate Rand Realty info@randrealty.com • www.randrealty.com Better Homes and Gardens Rand Realty, founded in 1984, is the No. 1 real estate brokerage serving the northern suburbs of New York City, covering the counties of Westchester, Rockland, Orange, Sullivan and Putnam in New York and Bergen and Passaic in New Jersey. Rand has more than 850 sales associates, a commercial real estate company (Rand Commercial Services) along with title, mortgage, and insurance services (Hudson United).

The companies can be found online at RandRealty.com, RandCommercial.com and HudsonUnited.com.

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

CENTURY 21 Alliance (215) 757-2121 • www.c21alliance.net CENTURY 21 Alliance is the most decorated company in the history of CENTURY 21, and recognized with the triad of their top honors, including the 2100 Cup, Cartus Cup and Technology Award.

With over 15 billion sales since 2000, the company’s 500 associates are armed with the latest technology tools and systems. A major company strength is their relocation division—a perennial Platinum broker serving as a primary Cartus broker in the Delaware Valley.

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

CENTURY 21 New Millennium (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium, www.c21nm.com, is a full service real estate brokerage company specializing in residential and luxury properties. In addition to its newest Washington D.C. location, the Virginia locations are in Alexandria, Centreville, Culpeper, Fredericksburg, Gainesville, McLean, Stafford, and Woodbridge. The Maryland offices are located in Annapolis, Columbia, Dunkirk, La Plata, Lexington Park, Lusby and Waldorf. Its core services include: mortgage financing, investing, settlement services, property management, property insurance, global relocation assistance, and commercial real estate.

CENTURY 21 Scheetz (317) 844-5111 • www.c21scheetz.com CENTURY 21 Scheetz has serviced the Metropolitan Indianapolis Market since 1976 and is the No. 1 CENTURY 21 office in the Indiana/Ohio region as well as one of the top 10 companies in the CENTURY 21 System. CENTURY 21 Scheetz Company was awarded the 2011 CENTURY 21 Art Bartlett 2100 Cup, the most coveted company award in the CENTURY 21® System. It is presented annually to the company that demonstrates the highest level of proven leadership within their community. The CENTURY 21 system continues to evolve and change and is not afraid of new ideas and innovative ways of doing business, excels in customer service and professionalism, as well as embraces all of the CENTURY 21 tools and systems.

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Coach Realtors®

Coldwell Banker Hunter Realty

(800) 321-7356 x139 • www.coachrealtors.com · LP Finn, Operating Officer, LP@coachrealtors.com Coach Realtors® is a Long Island-based, full-service real estate company with 18 office locations and over 600 sales associates serving Nassau and Suffolk counties, N.Y. Coach Realtors® is an exclusive affiliate of Christie’s Great Estates, a division of the famed auction house, a member of Leading Real Estate Companies of the World and has been recognized by Who’s Who in Luxury Real Estate for over 14 years.

www.cbhunter.com With 16 sales offices throughout Northeast Ohio’s 11-county area, Coldwell Banker Hunter Realty has emerged as one of the Midwest’s largest, nationally linked real estate firms and among the region’s top producing real estate companies. Coldwell Banker Hunter Realty distinguishes itself by offering unparallel service by its extensively trained sales associates, specializing in residential and commercial real estate sales and leasing, relocation services, new construction, land sales and one-stop service for mortgage, title, escrow and home warranty. Coldwell Banker Hunter Realty has been presented the highly acclaimed Coldwell Banker Chairman Circle award yearly since 1991. Visit us online at www.cbhunter.com.

Coldwell Banker Advantage (800) 274-5345 • info@AdvantageCB.com Coldwell Banker Advantage is a leading real estate company in the Fayetteville/Triangle area of North Carolina and is a nationally ranked Coldwell Banker office serving the communities of Fayetteville, Fort Bragg, Pope Air Force Base, Cary, Raleigh, Wake Forest, Creedmoor, Clayton, Durham, Benson, Southern Pines, Pinehurst and Lake Gaston. Coldwell Banker Advantage represents the highest levels of experience, knowledge and customer service. Our full-service office can assist with mortgage financing, insurance, title insurance and in-house Concierge Service.

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 servicing the metropolitan San Antonio, Texas, market. Since opening in 1986 and specializing in corporate relocation, the company has become a trusted name in the real estate industry. With almost 350 sales associates and 7 offices, the company’s extensively trained representatives have the knowledge and expertise to service all aspects of the real estate business. Its core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing. The company has earned the prestigious Coldwell Banker Chairman Circle award continuously since 1990.

COLDWELL BANKER FIRST REALTY (800) 676-3626 • www.fmrealestate.com • Fargo, N.D. • Mark D. Vanyo, President/CEO • Barbara Grande, Secretary/Managing Broker Residential Sales Coldwell Banker First Realty is the largest full-service real estate company in the Upper Midwest. Carrying on the same tradition of quality, integrity and the highest standards of business ethics that Colbert Coldwell and Benjamin Banker started in 1906, Coldwell Banker First Realty is locally owned and operated and offers a complete network of real estate services to their clients.

With a team of 65 educated and experienced sales associates and a skilled support staff, their dedication and teamwork led them to achieve the 2011 Number One Office in North Dakota within The Coldwell Banker® System.

COLDWELL BANKER HIGH COUNTRY REALTY (800) 307-0777 • www.cbHighCountry.com Coldwell Banker High Country Realty is the leading regional real estate firm serving the Blue Ridge Mountain resort markets in North Georgia, Western North Carolina and Tennessee. Our specialties include second- and vacation-home lifestyles, retirement living, investment property, land, commercial real estate, reo and asset management and relocation services. Lifestyle dreams and memories start with Coldwell Banker High Country Realty.

For more information, visit www.cbHighCountry.com, call us at (800) 307-0777, or email juneslusser@tds.net.

108 July 2014 RISMedia’s REAL ESTATE

Coldwell Banker Kappel Gateway Realty (800) 426-0898 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc and beefs up Coldwell Banker’s presence along the Interstate 80 corridor between San Francisco and Sacramento. Both firms, founded in 1972, are the market leaders in Solano County, combining for more than $600 million in sales dollar volume in 2012. Welcoming more than 240 agents in seven offices serving Solano County 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. Call (800) 426-0898 or log on to our website at www.KappelGateway.com. Our website offers all properties in Northern California.

Coldwell Banker Platinum Partners (800) 505-8111 • www.mycbpp.com Coldwell Banker Platinum Partners is a full-service real estate firm spanning from Beaufort, S.C., through Savannah to St. Simons Island, Ga. Contact us today if you or someone you know is interested in listing or selling residential real estate. Coldwell Banker Platinum Partners also provides services in commercial real estate, property management, relocation, specialty markets, real estate education and mortgage lending. Please call (800) 5058111 or visit us online at www.mycbpp.com.

Coldwell Banker Prime Properties (866) 323-2277 • www.ColdwellBankerPrime.com With 15 sales offices and 500+ full-time real estate professionals, Coldwell Banker Prime Properties is the No. 1 Coldwell Banker affiliate in New York State. Coldwell Banker Prime Properties is a full-service brokerage dedicated to meeting and exceeding the needs of their clients, customers and sales associates. If you want a successful career in real estate, call us today.

DIANE TURTON, REALTORS® (877) DTURTON • www.dianeturton.com Founded in 1986, Diane Turton, Realtors® is a full-service real estate company with 16 offices throughout Monmouth and Ocean counties in New Jersey. Whether you’re looking to buy, sell or rent in New Jersey, you’ll receive service that will surpass your expectations. Diane Turton, Realtors® consistently ranks in the top of the markets it serves. The firm also provides a full range of financial services through Turton Signature Services, including home mortgages, property and casualty insurance and title insurance.

Fillmore Real Estate (800) 528-6673 • www.fillmore.com Fillmore Real Estate is the New York Metro area’s largest independently owned real estate broker. Specializing in Brooklyn, Staten

Island, Bronx and parts of Westchester, Fillmore has residential, commercial and rental divisions. For more information, visit us at www.fillmore.com or call us at (800) 528-6673.

work of independent residential real estate firms, with 600 members representing 5,000 offices and 150,000 associates across the U.S. and in more than 35 countries.

First Team® Real Estate

HJN 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.

(605) 339-4456 • www.hjnteam.com HJN Team Real Estate was established in 1973 on the foundations of training, technology, team effort and, most of all, trust. Our success over the years has proven that adhering to these foundations ensures long-term success for our clients. Our passion isn’t selling homes, it’s helping our clients achieve their dreams. HJN Team Real Estate continues to work as a team to provide the best customer service from start to finish of all real estate transactions.

Whether residential or commercial, HJN Team Real Estate has the REALTOR® to meet your needs.

Five Star Real Estate (616) 791-1500 • www.fivestarmichigan.com Five Star Real Estate is leading the way in the real estate industry by surrounding ourselves with professionals that strive each day to provide excellent customer service. Contact us today to discover for yourselves why we are preferred by the public as their trusted advisor for a smooth real estate transaction. Five Star...building relationships for a lifetime. Call us today or visit us at www.fivestarmichigan.com.

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 & leasing, relocation and corporate services, asset management/REO, and property management; plus, the convenience and added value of one-stop shopping for mortgage, title, and home warranty services. We are proud to be home grown, locally owned and internationally known. Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER REALTORS and The Gertrude Gardner Foundation.

Gloria Nilson & Co. Real Estate (732) 450-2300 • www.glorianilson.com Founded over 30 years ago, we are one of the leading real estate brokerages in central New Jersey with 15 offices servicing Mercer, Monmouth, Ocean and Middlesex counties. Headquartered in Red Bank, N.J., we’re owned by SCS Realty Investment Group LLC and led by 40-year real estate veteran, Dick Schlott. We are a full-service brokerage offering real estate, title and mortgage services. Our success is built on a commitment to redefining personal service.

HARRY NORMAN, REALTORS® (404) 504-7300 • www.harrynorman.com Founded in 1930, Harry Norman, REALTORS® is Atlanta’s oldest and largest residential real estate firm with 12 sales offices, various franchise and satellite offices, and more than 1,000 real estate professionals. Harry Norman, REALTORS® is a wholly-owned subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate. HomeServices is the second largest, full-service, independent residential real estate brokerage firm in the U.S. with 17,000 sales associates spanning 20 states. Harry Norman, REALTORS® is the exclusive Atlanta affiliate of Christie’s International Real Estate and achieves additional international exposure through membership in such exclusive real estate networks as Leading Real Estate Companies of the World®, the largest net-

J. Rockcliff Realtors® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff Realtors®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff Realtors® is the fastest growing real estate company in the East Bay. Our offices are located in Danville, Blackhawk (2), Pleasanton, Livermore, Walnut Creek, Orinda, Lafayette and Montclair/Piedmont (Oakland Hills). In 2010, we closed over 2,400 sales, resulting in sales volume of $1.8 billion.

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

Kinlin Grover Real Estate Real Living 508-420-1130 • www.kinlingrover.com Kinlin Grover has 16 real estate offices covering Cape Cod from the bridges to Provincetown, specializing in the marketing and sale of waterfront, village, commercial properties and fine homes.

From the very beginning, the Kinlin Grover mission has remained constant: “To help our clients make the best real estate decisions and to uphold the highest standards of ethics and professionalism.” In addition, Kinlin Grover Vacation Rentals is the largest real estate firm on Cape Cod with over 600 privately owned Cape Cod Vacation Rental Homes. We value every client and pledge to deliver unsurpassed service as trusted advisors, expert facilitators and skilled negotiators.

McCOLLY Real Estate (800) 348-2100 x206 • www.mccolly.com Since 1974, thousands of families in Northwest Indiana, Chicago Southland and Daytona Beach Shores, Fla., have trusted their home-buying, selling and relocation needs to the more than 500 sales professionals at McCOLLY Real Estate. We’ve created a oneRISMedia’s REAL ESTATE July 2014 109

stop shopping environment to save you time and money with our inhouse mortgage, title and rental services.

agement, commercial and luxury home divisions.

Page Taft Real Living

401-364-3388 • www.randallrealtors.com Randall, Realtors® Real Living has been a consistent leader in the marketing of Southern New England properties for more than 28 years. Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating and are among the most highly trained anywhere in New England. 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.

203-453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with clients, based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

Patterson-Schwartz Real Estate (877) 456-4663 • www.pattersonschwartz.com • pattersonschwartz@psre.com Patterson-Schwartz Real Estate is Delaware’s largest independent REALTOR® with 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With seven offices and 350 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental; relocation services and property management.

Prudential California Realty (714) 998-7250 • www.prudentialcaiforniarealty.com Prudential California Realty is a market leader operating in Orange, Riverside and San Bernardino counties. We set the standards for leadership and, with over 600 agents, we are one of the nation’s premier real estate companies. Contact us today to find out how we can help you with all of your real estate needs. Call (714) 9987250 or visit www.prudentialcaiforniarealty.com.

Randall, Realtors® Real Living

Real Estate Teams, LLC (301) 695-3020 · www.realestateteams.com Real Estate Teams, LLC provides professional real estate services to clients in Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. We specialize in residential, new construction, land, commercial, relocation and rental properties. Our agents have sold more properties than any other real estate office in Frederick County since 2004. Professionally trained agents take advantage of today’s technology to help their clients realize a bright tomorrow. Contact us today for more information about our real estate services. Call (301) 695-3020 or email info@realestateteams.com. Free online property searches are available at www.realestateteams.com.

Real Living Lifestyles Real Estate

(717) 291-9101 • www.PrudentialLancaster.com When you work with Prudential Lancaster Real Estate, you can count on a specialist who can answer your questions, apply indepth knowledge of current market conditions, and access extensive resources that can expedite the sale of your home. Call us today for your real estate needs!

(877) 433-9469 • www.RLLifestyles.com Real Living Lifestyles offers clients a suite of Integrated Real Estate Services. Our sales associates are supported by an expert staff of professionals who specialize in a variety of fields, including: real estate marketing, home financing, contracts & negotiations, home insurance, and new construction. Through our collaborative business model, clients enjoy smoother transactions and better communication. Stop by one of our eight San Diego offices.

Prudential Towne Realty

RE/MAX 440 and RE/MAX Central

Prudential Lancaster

(888) 737-9246 • www.prudentialtownerealty.com Prudential Towne Realty is a dynamic and progressive real estate company that is dedicated to excellence, integrity and professional service. All of our agents are full time REALTORS® that are trained and committed to staying ever aware of our local market conditions and trends. Prudential Towne Realty offers an extensive line of services throughout Hampton Roads and Southeast Virginia including resale, new homes, relocation, property man-

(215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tskiffington@remax.net 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 of Boulder, Inc.

RE/MAX Premier Group

(800) 825-7000 • www.BoulderCO.com RE/MAX of Boulder has been a long-standing real estate icon in Boulder County, Colo. Established in 1977, it was one of the first RE/MAX franchises in the country and has been a model of success. RE/MAX of Boulder offers one-stop shopping for the benefit of its clients and customers with a mortgage broker, an independent insurance agent and a title company all under one roof. A recognized leader in real estate sales for over 30 years, RE/MAX of Boulder prides itself on its involvement in the community. RE/MAX of Boulder specializes in relocation.

(972) 867-7900 • www.homesforview.com Serving the Dallas, Texas, Metroplex, including 35+ nearby cities. We strive for exceptional customer service for our clients and their referrals. We are a privately-held, broker-owned company with many tenured agents specializing in Luxury Homes, REOs and foreclosures, residential and commercial sales and listings. Let our experience, knowledge, technology and marketing skills work for you in one of the most important decisions you will make. Whatever your real estate needs, we will work hard to earn your trust and satisfaction.

RE/MAX Crossroads

RE/MAX PROFESSIONALS

(800) 887-7444 • www.remaxneo.com • Dennis Steed, ABR, CRB, CRS, GRI, e-Pro, Broker/Owner, dsteed@remax.net RE/MAX Crossroads is locally owned and operated with 7 locations in the greater Cleveland and Akron/Canton area. Serving their communities with 120 licensed REALTORS, RE/MAX Crossroads is the largest RE/MAX Company in Ohio. 100% of their associates choose to contribute a portion of each transaction to Children’s Miracle Network Hospitals (CMN). Since the company’s inception in 1993, RE/MAX Crossroads has contributed over $500,000 to CMN. Crossroads’ outstanding associates closed nearly 3,000 transactions in 2012, helping buyers and sellers achieve their goals.

(303) 455-3300 • www.homesbythepro.com RE/MAX Professionals boasts the finest Realtors® in the Denver metro area. For more than 30 years we have led the industry in sales, technology and professionalism. Recently RE/MAX Professionals was recognized as the fastest growing RE/MAX in the world with nearly 400 licensed agents.

RE/MAX Gateway

RLS, REALTORS®

(703) 652-5760 • www.gateway2realestate.com The real estate market is ever changing. It takes constant evaluation, review of recent trends to forecast a potential future and education of agents through mastermind groups and real estate information exchanges. These are areas in which we excel at RE/MAX Gateway. Contact us today if you are looking to advance your career in real estate through a multitude of educational experiences and resources, or if you need real estate advice in order to make informed decisions when buying and selling houses.

RE/MAX SUBURBAN (847) 577-9888 • www.remaxsuburban.com RE/MAX Suburban is the leader in the Chicagoland Northwest Suburbs of Illinois market. The company has seven offices and over 180 sales associates.

(908) 221-1244 • (973) 543-1000 • www.rlsrealtors.com Opened in March 2010, and sister company to Gloria Nilson & Co. Real Estate, RLS, Realtors® services the needs of homebuyers and sellers in Somerset and Morris counties in New Jersey.

RLS is owned by SCS Realty Investment Group LLC and led by 40-year real estate veteran Dick Schlott. We are a full-service brokerage, offering real estate, title and mortgage services. We are an experienced team of sales professionals committed to redefining personal service.

Your Broker-to-broker source for Referrals from Real Estate’s Leading Residential Brokerage Companies california

Ascent Real Estate Inc. 410 Kalmia Street, San Diego , CA 92101 Contact: Client Services Tel: (619) 325-4140 Email: info@ascentrealestate.net URL: www.ascentrealestate.net Coverage areas: San Diego Offices: 7 • Associates: 140 Better Homes and Gardens Mason-McDuffie Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) 916-488-3749 (Fax) Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Suite 110, Rancho Santa Margarita, CA 92688 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: Orange County Offices: 15 • Associates: 1,200

CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Drive, Suite 300, San Diego, CA 92108 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: San Diego, Southern Riverside Offices: 15 • Associates: 1200 Coldwell Banker Kappel Gateway Realty 750 Mason Street, Ste. 101, Vacaville, CA 95688 Phone: (707) 427-5344 or (800) 426-0898 Fax: (707) 446-9830 Contact: Loretta Neubert E-mail: relo@kappelgateway.com URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Dixon, Fairfield, Rio Vista, Suisun City Vallejo and Winters, Calif.

Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Avenue, Suite 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services URL: www.firstteam.com Toll Free Phone: (855) 858-8028 E-mail: gayleglew@firstteam.com Coverage areas: Southern California counties of Orange, Riverside, Los Angeles,

RISMedia’s REAL ESTATE July 2014 111

San Bernardino and San Diego Offices: 36 • Associates: 1865 J. Rockcliff Realtors® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (O) 925.251.2501, (C) 925.324.1323, (TF) 877-JRCKCLF (572-2523) 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 Prudential California Realty 22800 Savi Ranch Parkway, Suite 100, Yorba Linda, CA 92887 Tel: (714) 998-7250 Email: agentservices@mailpcr.com URL: www.prudentialcaliforniarealty.com Coverage areas: Anaheim Hills, Brea, Corona, Rancho Cucamonga, Riverside, Yorba Linda Real Living Lifestyles Real Estate 16236 San Dieguito Road, Bldg. 4, Rancho Santa Fe, CA 92067 Contact: Dee Emerson • Tel: (888) 557-2289 Email:Dee.Emerson@realliving.com URL: www. RLLifestyles.com/Relo Coverage areas: North San Diego County Offices: 8 • Associates: 400

COLORADO

RE/MAX of Boulder, Inc. 2425 Canyon Blvd. #110, Boulder, CO 80302 Contact: D.B. Wilson, CDPE, SFR, CRS, GRI Broker Assoc./Mgr., Relo. Svcs.

Tel: (303) 449-7000 • Toll Free: (800) 825-7000 • Fax: (303) 449-8554 • Email: dbwilson@BoulderCO.com URL: www.BoulderCO.com Coverage areas: Boulder, Longmont, Louisville, Lafayette, Broomfield, Niwot, Nederland, Lyons, Superior, Westminster, Erie, Firestone, Frederick, Jamestown, close in mountains and the entire Boulder Valley. Covering much of Adams, Larimer, Weld, Denver, Jefferson, Gilpin and all of Boulder and Broomfield counties Offices: 1 • Associates: 85 RE/MAX Professionals 390 Union Boulevard, Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (office) • (303) 887-5159 (mobile) Email: bradwhitehouse@remax.net URL: www.homesbythepros.com Coverage areas: Denver and surrounding areas Offices: 8 • Associates: 380

CONNECTICUT

Calcagni Associates Real Estate 330 South Main Street, Cheshire, CT 06410 Contact: Steven Calcagni, President Director of Relocation: Camille Urbano Tel: (203) 272-1821 ext. 368 Email: Camille_Urbano@calcagni.com URL: www.calcagni.com Coverage areas: New Haven County, Central Connecticut Offices: 3 • Associates: 100

112 July 2014 RISMedia’s REAL ESTATE

Page Taft Real Living 89 Whitfield Street, Guilford, CT 06437 Contact: Karen Stephens, Executive VP Tel: (203) 453-6511 Email: kstephens@pagetaft.com URL: www.pagetaft.com Coverage areas: Connecticut Offices: 3 • Associates: 60 Randall, Realtors® Real Living 4009 Old Post Road, 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, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Patterson-Schwartz Real Estate 7234 Lancaster Pike, Suite 220B, Hockessin, DE 19707 Contact: Marjorie Murray, RCC, Relocation Manager Office: (302) 234-3600 • Direct: (302) 234-3605 • Toll free: (800) 443-2295 Email: mmurray@psre.com URL: pattersonschwartz.com Service area: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 8 • Associates: 350

FLORIDA

Berkshire Hathaway HomeServices, Florida Network Realty 4190 Belfort Road, Suite 475, Jacksonville, FL 32216 Contact: Linda Lindenmoyer, Dir. Relocation, Referral Services and Bus. Dev. Tel: (800) 456-8036 • Direct: (904) 296-6400 ext. 313 Email: Linda.Lindenmoyer@Prunet.com URL: www.prudentialnetworkrealty.com or www.BHHSFloridaNetworkRealty.com Coverage Areas: Northeast Florida including: Jacksonville, Avondale, Ortega, San Marco, Riverside, Neptune Beach, Arlington, Southside, Atlantic Beach, Jacksonville Beach, Ponte Vedra Beach, Mandarin, St. Johns, World Golf Village, St. Augustine, St. Augustine Beach, Crescent Beach, Orange Park, Fleming Island, Middleburg. Serving Clay, St. Johns, Duval, Flagler counties Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy, Suite 400, Sunrise, FL 33323 Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Contact: Rei Mesa, CRS, CRB, President, CEO Email: ReiMesa@BHHSFloridaRealty.com URL: www.BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs sharonsapp@BHHSFloridaRealty.com Serving 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans, 1031 exchange services!

Offices: 39 • Associates: 1,350

McCOLLY Real Estate 800 Deer Creek Drive, 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: Daytona, Daytona Beach, Daytona Beach Shores, Flagler, Holly Hill, New Smyrna Beach, Ormond Beach, Ponce Inlet, Port Orange, South Daytona Offices: 15 • Associates: 550

georgia

ham, Calumet City, Channahon, Chicago, Chicago Heights, Chicago Ridge, Clearing, Coal City, Country Club Hills, Crestwood, Crete, Dolton, Evergreen Park, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homer Glen, Homewood, Joliet, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manhattan, Manteno, Markham, Matteson, Midlothian, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Forest, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Plainfield, Posen, Richton Park, Riverdale, Romeoville, Roseland, Sauk Village, Shorewood, South Holland, St. Anne, Steger, Tinley Park, University Park, Worth Offices: 15 • Associates: 550

Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Road, 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

RE/MAX SUBURBAN 330 East Northwest Highway, Mount Prospect, IL 60056 Contact: Layla El Said, layla@laylaelsaid.com Email: layla@laylaelsaid.com URL: remaxsuburban.com Coverage areas: Northwest suburbs of Chicagoland Offices: 7 • Associates: 180

Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.)

Offices: 4

indiana

Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, Vice President of Relocation Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com URL: www.MyCbpp.com Coverage areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150

CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfield, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com url: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfield, Zionsville, Greenwood, Brownsburg, Avon, Plainfield, Cicero, Fortville, McCordsville, Franklin, Greenfield, Sheridan, Trafalgar, Lebanon

Harry Norman, REALTORS® 532 East Paces Ferry Road NE, Atlanta, GA 30305 Contact: Patsy Alston, patsy.alston@harrynorman.com Tel: (404) 504-7950 Email: patsy.alston@harrynorman.com URL: www.harrynorman.com Coverage Areas: Atlanta, Ga. Offices: 12 • Associates: 1,000

McCOLLY Real Estate 800 Deer Creek Drive, 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, Burns Harbor, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, East Chicago, Fair Oaks, Gary, Griffith, Hammond, Hebron, Hessville, Highland, Hobart, Kentland, Kouts, La Crosse, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Lowell, Merrillville, Michigan City, Morocco, Munster, Ogden Dunes, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, Shelby, St. John, Sumava Resorts, Thayer, Valparaiso, Wanatah, Westville, Wheatfield, Wheeler, Whiting, Winfield Offices: 15 • Associates: 550

illinois

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan.

Offices: 56 • Agents: 1,200 McCOLLY Real Estate 800 Deer Creek Drive, 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, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burn-

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan.

Offices: 56 • Agents: 1,200

louisiana

GARDNER, REALTORS® 3332 N. Woodlawn Avenue, Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • Cell: (504) 402-9567 • Toll Free: (800) 256-5677 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 RISMedia’s REAL ESTATE July 2014 113

Maryland

CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com URL: www.c21nm.com Relocation Contact: Scott Becker, Director, NM Relocation • URL: move@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 50 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director • Main Office: (301) 695-3020 Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

Massachusetts

Kinlin Grover Real Estate Real Living 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com URL: www.kinlingrover.com Coverage areas: Southeastern Massachusetts Offices: 16 • Associates: 275

Michigan

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan.

Offices: 56 • Agents: 1,200 Five Star Real Estate 4601 Lake Michigan Dr., Grand Rapids, MI 49534 Real Estate/Relocation Services Contact: June Bergsma, Director of Relocation Toll Free: (888) 791-2526 • Direct: (616) 988-1428 URL: www.fivestarmichigan.com Coverage Area: West Michigan – Ottawa, Kent, Allegan counties Offices: 6 • Associates: 200

Minnesota

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Jennifer Wagner, Relocation Director Tel: (608) 223-2797 • Cell: (608) 751-2576 Email: Jennifer.Wagner@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan.

Offices: 56 • Agents: 1,200

mississippi

GARDNER, REALTORS® 3332 N. Woodlawn Avenue, Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • Cell: (504) 402-9567 • Toll Free: (800) 256-5677 Email: NHarmann@GardnerRealtors.com 114 July 2014 RISMedia’s REAL ESTATE

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 Alliance Real Estate 17050 Baxter Road, Ste 200, Chesterfield, MO 63005 Contact: Patty Viliocco • Telephone: (800) 325-7700 • Fax: (636) 537-4875 Email: pviliocco@bhhs.com URL: www.bhhsall.com Coverage Area: Greater Metropolitan St. Louis area including St. Louis and surrounding cities; St. Louis County; St. Charles County; Jefferson County; Franklin County; Lincoln County; Warren County Offices: 7 • Associates: 375+ Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Road Suite 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 Direct (314) 835-6050 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 and 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., Suite 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com URL: www.BHHSNV.com Coverage areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050 Better Homes and Gardens Mason-McDuffie Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 • (800) 451-3131 • Fax: (916) 488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offices: 35 • Associates: 2,000

NEW JERSEY

Berkshire Hathaway HomeServices Fox & Roach, Realtors® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del.

Offices: 65 • Associates: 4,000 Diane Turton, Realtors® 511 Forman Avenue, Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Diane Turton, Realtors Relocation Services • Tel: 1-877-DTURTON Email: dturton@dianeturton.com URL: www.dianeturton.com Coverage areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate and RLS, REALTORS® 826 Alexander Road, Princeton, NJ 08540 Contact: Pat Renner, Director of Business Development Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 Email: prenner@glorianilson.com URL: www.glorianilson.com Coverage areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties Offices: 17 • Associates: 600+ Jordan Baris, Inc., Realtors® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Office: (973) 736-1600 • Toll Free: (800) 4-JBARIS • Fax: (973) 736-5159 Email: relocation@jordanbaris.com URL: www.jordanbaris.com Coverage area: 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

NEW YORK

Better Homes and Gardens Rand Realty 10 Schriever Lane, New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: More than 800 Coach Realtors® 66 Gilbert Street, Northport, NY 11768 Contact: Elaine Elish, Inbound Referral Coordinator, (800) 321-7356 x138, Email: elaine@coachrealtors.com URL: www.coachrealtors.com/buying-and-selling/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; Elaine Elish, Kathy Brandofino and Roseanne Tourto. These 3 professionals draw upon more than 50 years of combined relocation experience in order to make client transition a comfortable one.

Offices: 18 • Associates 618 Coldwell Banker Prime Properties 10 Osgood Avenue, Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Sales Associates: 500 No. 1 Coldwell Banker affiliate in New York State

Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com URL: www.fillmore.com Coverage areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

NORTH CAROLINA

Coldwell Banker Advantage 7610 Six Forks Rd. Suite 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation and Referral Services Tel: (800) 274-5345 • Direct (919) 846-3330 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 Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.)

Offices: 4

NORTH DAKOTA

Coldwell Banker First Realty Number 1 Coldwell Banker Company in North Dakota 2731 12th Avenue S, Fargo, ND 58103 Contact: Amber Olsen, Relocation Director Tel: (800) 676-3626 • Office: (701) 293-3423 Email: aolsen@fmrealestate.com URL: www.fmrealestate.com Coverage Areas: North Dakota cities - Casselton, Fargo, Grand Forks, Harwood, Horace, Kindred, Larimore, Mapleton, Mayville, Northwood, Reynolds, Thompson, and West Fargo. Minnesota cities – Barnesville, Crookston, Dilworth, East Grand Forks, Glyndon, Hallock, Hawley, Moorhead, and Oslo. Covering all of Cass and Clay counties. Offering mortgage, title, commercial real estate, and property management services.

Offices: 1 • Associates: 65

ohio

CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfield, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com url: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfield, Zionsville, Greenwood, Brownsburg, Avon, Plainfield, Cicero, Fortville, McCordsville, Franklin, Greenfield, Sheridan, Trafalgar, Lebanon Coldwell Banker Hunter Realty 24600 Detroit Road, Suite 265, Westlake, OH 44145 Contact: Jean Strelou, Relocation Director Office: (216) 899-2544 • (800) 777-0793 Email: cbhunter@coldwellbanker.com URL: www.cbhunter.com Coverage Areas: Northeast Ohio including the following counties and cities: Ashtabula, Cuyahoga (Cleveland), Erie (Sandusky), Geauga, Lake (Mentor), RISMedia’s REAL ESTATE July 2014 115

Lorain, Medina, Portage, Summit (Akron), Stark (Canton) and Wayne (Wooster) Offices: 16 • Associates: 320 Cutler Real Estate 4618 Dressler Road NW, Canton, OH 44718 Contact: Terri Shoemaker, Relocation Director Tel: (800) 444-8999 Email: Relo@CutlerHomes.com URL: www.CutlerHomes.com Coverage Areas: Greater Cincinnati including the counties of Hamilton, Clermont, Butler and Warren, Northern Kentucky, and Southeastern Indiana, Northeast Ohio including the counties of Summit (Akron), Stark (Canton), Portage (Kent), Medina, Carroll and Wayne (Wooster).

Offices: 12 • Associates: 290 RE/MAX Crossroads 17149 SouthPark Center, Strongsville, OH 44136, Northeast Ohio Contact: Dennis Steed, Broker/Owner, Tel: (800) 887-7444 Email: dsteed@remax.net URL: www.remaxneo.com Coverage areas: Northeast Ohio, Akron, Canton, Medina, New Philadelphia, Rocky River, Stow, Fairlawn, Strongsville, including Carroll, Cuyahoga, Medina, Lorain, Summit, Stark and Tuscarawas counties.

Offices: 6 • Associates: 123

Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates RE/MAX 440 and RE/MAX Central 701 West Market Street, Perkasie, PA 18944 Contact: Tom Skiffington: Broker/Owner, Email: tskiffington@remax.net Tel: (215) 453-7653 • (215) 643-3200 URLs: www.pahomesforsale.com and www.lehighvalleyrealestate.com Coverage areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

rhode island

Randall, Realtors® Real Living 4009 Old Post Road, 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

PENNSYLVANIA

Berkshire Hathaway HomeServices Fox & Roach, Realtors® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Berkshire Hathaway HomeServices The Preferred Realty 9401 McKnight Road, Pittsburgh, PA 15237 Contact: Elaine DeBildt • Tel: (412) 261-4800 Email: edebildt@thepreferredrealty.com URL: www.ThePreferredRealty.com Coverage areas: Southwestern Penn., including the following counties, Allegheny, Beaver, Butler, Armstrong, Westmoreland, Washington, Lawrence, Fayette and Somerset Offices: 18 • Associates: 650 CENTURY 21 Alliance 4370 Main Street, Philadelphia, PA 19127 Contact: Ron Clarke, President & CEO Office: (215) 757-2121 • Mobile: (267) 475-8900 URL: http://c21alliance.net Coverage Areas: Greater Philadelphia area and its suburbs, including the surrounding counties of Bucks, Chester, Delaware, and Montgomery Offices: 14 • Associates: 500+ Prudential Lancaster 100 Foxshire Drive, Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: 717 -393 -2336 Contact: Sandy Zercher Email: sandy@lancrealestate.com URL: http://PrudentialLancaster.com Coverage Areas: Lancaster County, Pa. Offices: 1 • Associates: 33 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Office: (301) 695-3020 116 July 2014 RISMedia’s REAL ESTATE

south carolina

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Drive, Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, ktaylor@cdanjoyner.com, (864) 678-5244 Jo Anne Conner, Network Mgr., jconner@cdanjoyner.com, (864) 678-5227 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: 9 • Associates: 275+ Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, VP of Relocation, Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com URL: www.MyCbpp.com Coverage Areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150

south dakota

HJN Team Real Estate 101 W. 69th St., STE 101, Sioux Falls, SD 57108 Contact: Doug Nelson Tel: (605) 731-2660 • Fax: (605) 271-4806 Email: doug@hjnteam.com URL: www.hjnteam.com Coverage area: Sioux Falls, Brandon, Hartford, Madison, Humboldt, Harrisburg, Tea, Lennox, Dell Rapids, Canton, Canistota, Garretson, Baltic, Beresford, Centerville, and Parker Offices: 4 • Associates: 78

tennessee

Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net URL: www.cbHighCountry.com

Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.)

Offices: 4

Texas

Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Parkway, Ste. 301, San Antonio, Texas 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Toll Free: (800) 521-1408 • Direct: (210) 483-7035 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. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 7 • Associates: 350 RE/MAX Premier Group (Serving the Dallas-Ft. Worth Metroplex) Contact: Brenda M. Kroll • Tel: (972) 867-7900 Email: brendakroll@remax.net URL: www.homesforview.com Coverage areas: Dallas, Plano, Frisco, McKinney, Allen, Carrollton, Texas. State, national and international referral system to better serve your real estate needs.

Offices: 3 • Associates: 150

Virginia

CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com URL: www.c21nm.com Relocation Contact: Scott Becker, Dir., NM Relocation, Email: move@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 50 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Prudential Towne Realty 600 22nd Street, Virginia Beach, VA 23451 Contact: Darlene Lamb, Director of Corporate Relocation Services Toll Free: (757) 296-0003 • Direct: (757) 709-2947 Email: relocation@prudentialtownerealty.com URL: www.prudentialtownerealty.com Coverage areas: Southeast Virginia/Hampton Roads: Virginia Beach, Norfolk, Portsmouth, Chesapeake, Suffolk, Smithfield, Newport News, Hampton, York County, Williamsburg and Gloucester.

Offices: 18 • Associates: 400 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia & Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

William E. Wood and Associates, Realtors® 800 Newtown Road, Virginia Beach, VA 23462 Contact: Deborah Knight Tel: 757-490-0022 Email: dknight@williamewood.com URL: www.williamewood.com Coverage areas: Portsmouth, Suffolk, Chesapeake, Norfolk, Virginia Beach, Williamsburg, Newport News, Hampton, Franklin, Poquoson, Smithfield and Northeast North Carolina Offices: 20 • Associates: 600

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 Email: move@c21nm.com URL: www.c21nm.com Relocation Contact: Scott Becker, Dir., NM Relocation, Email: move@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 50 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

west virginia

Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

wisconsin

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Jennifer Wagner, Relocation Director Tel: (608) 223-2797 • Cell: (608) 751-2576 Email: Jennifer.Wagner@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan Offices: 56 • Agents: 1,200

RE/MAX Gateway 4090B Lafayette Center Drive, Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • Cell: (703) 727-6900 Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

RISMedia’s REAL ESTATE July 2014 117

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I found your seminar extremely captivating and walked away with more confidence in my career, knowing that with a few paradigm shifts, I can achieve great success.

Thank you again.”

– Kelley A. Dettloff

Real Events. Real Results. Real World.

Marketing that produces more listings. Technology that provides real solutions. Insights, ideas, strategies and systems that make a difference and make your competitors nervous.

They’re all part of our Elite Agent program – but they’re not for the faint of heart.

Sound aggressive? Good.

Sound like you? Even better.

It’s time to get Verl.

Ask your event planner to book him. Now. Verl Workman Seminars 801.410.0466 Speaking@VerlWorkman.com

index of service providers ABR®.....................................................................................8

Mobile Real Estate..................................... 41, 65, 110, IBC

American Home Shield...................................................25

National Association of REALTORS®..........................10, 29

Bank of America Home Loans........................................19

On The Move, Inc. ...........................................................51

Better Homes and Gardens Real Estate LLC..............5, 7

The Personal Marketing Company..........................72, 95

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

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

BuyerMLS...........................................................................57

Point2.................................................................................89

Carrington Real Estate Services.....................................31

Prudential Real Estate Affiliates, Inc...............................15

Centralized Showing Service........................................119

The Real Estate Book.......................................................71

Century 21 Real Estate LLC...............................................1

Realtors Property Resource®...........................................27

Corcoran Consulting & Coaching.................................62

Realty ONE Group............................................................35

Engel & Völkers.................................................................17

RE/MAX, LLC.....................................................................12

ERA Franchise Systems, LLC............................................18

RentalRoost/Houserie.com.............................................34

Homes.com......................................................................23

RISMedia’s Real Estate Information Network®

HSA Home Warranty...................................................... IFC

(RREIN)...............................................................................48

Leading Real Estate Companies of the World ............9, 11

RISMedia’s Top 5 in Real Estate Network®...............47, 99

Lumentus Social...............................................................53

Stewart Title.......................................................................36

Market Leader..................................................................38

Verl Workman Seminars.................................................118

®

The Key To Success: Manage showings more efficiently

Give your agents a competitive edge.

Showings Made Easy!

We are dedicated to each call. Excellent answer times and accurate information from well trained representatives is only part of what we do. Combining exceptional personal service with our state-of-the-art website (Showings.com) plus enhanced security provides busy agents with the tools needed to succeed in a competitive real estate market.

Agent | Broker | Company | MLS

Showings.com

info@Showings.com

877.688.7469

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© 2014 Centralized Showing Service, Inc., Showings.com, and the CSS brandmark are trademarks of Centralized Showing Service, Inc. All rights reserved.

{re: Real Estate} Realtor.com® Helps REALTORS® Connect with Consumers through Industry-Leading Content and Technology

W

hen consumers are searching for properties, two of the most important things they are looking for are accurate listing data and immediate access to a competent real estate professional who can help them acquire their dream home. At the same time, brokers and their agents want their property listings to reach the largest number of qualified buyers who are ready to make a move. Both consumers and REALTORS® want listings to be easy to search for and locate online and that is where realtor.com®comes in.

Matching the needs of consumers and REALTORS® is a key reason why realtor.com® consistently ranks as one of the top sites in consumer engagement as well as one of the most-visited real estate sites on the Internet.

The site records more than 75 million visits each month from 22 million unique visitors who are the most likely to make a home-buying or -selling decision in the near future.

High-Quality Consumer Content that Is Easy to Navigate Realtor.com®gives buyers what they want in real-time— accurate property listing data, more and larger photos, online videos, mapping features and comprehensive neighborhood information. More than 90 percent of listings are updated every 15 minutes directly from MLS data to give consumers the most current and accurate information available. Users frequent the site because searching for data is made easy through a series of simple checklists that help them identify matching listings and REALTORS® quickly.

Focus on REALTOR® Branding One of the core goals of realtor.com® is to ensure that a REALTOR® participates in every residential real estate transaction. As a member benefit, realtor.com®provides all NAR members with a variety of free tools they can utilize to market themselves and their services to consumers. These include a personal REALTOR® profile; agent and broker contact information on all listings; a collaborative mobile search app that can help build a loyal customer base; a mobile-listing website builder that helps brokers and their agents easily create QR

120 July 2014 RISMedia’s REAL ESTATE

codes for listings, and more.

Brokers should encourage their agents to claim and update their REALTOR® profiles to leverage another free benefit from the site. Claimed profiles include the REALTOR® logo on the listing next to the agent’s name and a hyperlink directly to their profile page, making it easier for consumers to identify them as a trusted real estate professional, and to make immediate contact.

National Advertising Campaign Realtor.com® recently launched a new national advertising campaign, “Accuracy Matters,” to educate consumers about the site’s unique strength, delivering the most accurate property listings, and to showcase the value that REALTORS® bring to the transaction. NAR’s latest advertising campaign will also support realtor.com®messaging and further promote the power of the REALTOR® brand.

Mobile and Renter Features Because of the rising popularity of searching for listings across mobile platforms, realtor.com® has taken the lead in mobile access with its awarding-winning real estate search apps available on all major platforms, including iOS® (iPhone®, iPad®), Android™, and Windows 8. Now, younger and more mobile buyers and sellers have the most accurate information connecting them to REALTORS® right at their fingertips.

Today’s renters are tomorrow’s buyers, representing a high-potential market segment. Realtor.com®’s expanded display of rental listings makes it even more likely that a consumer who has used the site for a rental search will use a REALTOR®when they are ready to buy.

By constantly adding new features and functionalities to the site, realtor.com® continues to enhance the connection between NAR members and consumers and ultimately keep REALTORS® at the center of every real estate transaction. RE

Re:sources 8 Visit www.realtor.com/engage to take advantage of all the free tools available to REALTORS® 8 View the latest national consumer advertising campaign at http://marketing.realtor.com/consumerads/

Real Estate Agency Brand of the Year: Berkshire Hathaway HomeServices

The 2014 Harris Poll EquiTrend® names Berkshire Hathaway HomeServices the highest ranked real estate agency brand by consumers.

Not even a year old, the brand credits its namesake, Berkshire Hathaway Inc., and the top quality affiliates and agents who represent it for the honor.

Berkshire Hathaway HomeServices received the highest numerical Equity Score among real estate brands included in the 2014 Harris Poll EquiTrend® Study, which is based on opinions of 41,806 U.S. consumers ages 15 and over surveyed online between January 3 and February 31, 2014. Your opinion may differ. “Highest Ranked” was determined by a pure ranking of a sample of real estate brands. ©2014 BHH Affiliates, LLC. Real Estate Brokerage Services are offered through the network member franchisees of BHH Affiliates, LLC. Most franchisees are independently owned and operated. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Equal Housing Opportunity.