Real Estate Magazine - RE/MAX United, May 2017

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RE/MAX United:

Where Productivity Is Priority – Page 88

Tracie and Tom Rich, Broker/Owners

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

This is home.

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It’s home because your clients feel positive and sure about the choice they’ve made. In partnering with you, they place their trust in your advice, counsel, and expertise to lead them there.

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pillartopost.com Each office independently owned and operated.

{Contents} May 2017/Vol. 33, No. 5 • www.rismedia.com

{On the Cover} 88 RE/MAX United: Where Productivity Is Priority

43

88

Whether it’s the local inventory shortage or the state of the national economy, Tom Rich doesn’t spend a lot of time trying to predict the future—and for good reason. With a company culture that revolves around agent training, collaboration and access to leadership, the broker/owner of Rockford, Mich.-based RE/MAX United has created an environment where productivity can happen regardless of market conditions.

In this month’s cover story, Rich shares the philosophy and formula that keeps RE/MAX United and its agents on the path to success.

{Highlights} 28 A Strong Economy Spurs Real Estate Success in Germany In this month’s Global Spotlight, we’re traveling all the way to Germany for a lesson in success.

101

32 Looking Ahead

{Headliners} 15 P olicy Matters: Flood Insurance

43 B log Spot: Bookworms: Here’s

Critical for a Vibrant Housing Market

Where to Move If You Like to Read

16 N AR Power Broker Roundtable:

45 T rading Up Costs $450 More a

Reading Today’s Economic Climate: Is Your Strategy Changing?

18 R EBAC Report: Redefining Leadership

20 Executive Appointments 24 W here the Cards Are Stacked Against Millennial Homebuyers

25 D own Payments the No. 1 Obstacle for Would-Be Homeowners

Month, With Exceptions

47 B e a Star at the REALTORS® Legislative Meetings & Trade Expo

61 I nvestment Home Sales Dominate Second-Home Market in 2016

71 W ebinar Recap: 7 Secrets to Working in a Luxury Real Estate Market

Take a closer look at John Peyton’s storied background, and what he hopes to bring to the table as CEO of Realogy Franchise Group.

64 Leading Into the Future: A Purposeful Transition Here, learn how ERA Colonial Real Estate is gearing up for the future.

96 Trending: What Trump’s ‘Big Number’ on Dodd-Frank Means for Brokers In this exclusive feature, real estate professionals weigh in regarding what Trump’s plan for Dodd-Frank means for the industry at large.

RISMedia’s REAL ESTATE May 2017 3

{Features} 50 P ower Broker Perspectives: Geoffrey Bray and Lindsay Bacigalupo, Dean A. deTonnancourt, Glenn “Chip” Gardner 55 D rilling Into Real Estate With a Data-Focused Lens 56 Strategies: American Home Shield; Quicken Loans; Realtors Property Resource® 62 Protect Your Home, Protect Your Business 68 Providing Clients a Full-Service Experience Key to Continued Success 72 Pushing Boundaries to Achieve Success 77 5 Things to Check Before Moving Into Your New Home 88 RE/MAX United: Where Productivity Is Priority 98 RISMedia’s Great Spaces 102 Ask the Experts: Creating a Safe and Less-Expensive Space; Staying in Touch During the Spring Selling Season

77

72

23

92 Daniel Cottingham, Cottingham

79 Verl Workman - 6 Steps

Chalk Hayes, REALTORS® 93 Mickie Andrews, WEICHERT, REALTORS® – The Andrews Group 94 Anne M. Lusk, Lusk & Associates Sotheby’s International Realty 94 Joe Miller, Old Colony, REALTORS® 95 L isa Larkin, Esq., RE/MAX Excalibur

to Massively Improve Your Marketing and Branding 80 C leve Gaddis - The Secret Formula for Creating a Brand 81 Rick Geha - Quick Marketing and Branding Tips 82 Bob Sokoler - Spending Your Money Wisely Leads to Success

{Experts}

6 RISMedia Online 9 Publisher’s Desk 12 Did You Know?

105 Service Profiles 114 Referrals 120 RE: Real Estate—–Join the

23 Martin Morzynski - Harnessing the Real Power of Data

{Interviews}

39 Desirée Patno - The Future of

30 Jeanette Schneider, RE/MAX of

40 Terri Murphy - Get Smart About

Southeastern Michigan 86 Jeff Rensch, NP Dodge 92 Lou Gonzalez, Realty ONE Group Affiliates

Prospecting for Big Profit 67 Brian Buffini - Your Game Plan for a Lucrative Business Minus the Burnout

4 May 2017 RISMedia’s REAL ESTATE

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Stay Social!

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

...and So Many Shares! #PowerBrokers took to social media to share their thoughts on this year’s Report

5 DIY Projects You Can Take on With Your Significant Other

DIY projects can bring you and your sweetie closer than before. Here are a few suggestions!

Tips to Assess and Evaluate the Real Estate Market in Your Area Real estate is dynamic and fluctuates constantly. Here are some essential tips to make a smart analysis of your local real estate market.

What Are the Best States for Millennials?

A Comprehensive List of Fictional Real Estate Agents

Decorating Dos and Dont’s for the 30-YearOld Homebuyer

Here’s to hoping you feel better represented and less alone.

The answer may surprise you...

The 2017 RISMedia Power Broker Report may have been issued April 1, but the findings were no joke.

- @ERARealEstate

...because your 20s are OVER.

With 162 of the top 500 #realestate brokerages by closed volume, Keller Williams extends its lead as the No. 1 Power Broker by brand! - Kristen Howard

Connect with RISMedia @RISMediaUpdates

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6 May 2017 RISMedia’s REAL ESTATE

We close 47 percent more transaction sides than the industry average according to RISMedia’s 29th Power Broker Report - @REExecutivesNY

NAR: My Advocate For real estate Business disciplines

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

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

{Publisher’s Desk} Positioned for Success With the Right People in Place

A

s the spring selling season gets underway, real estate professionals and brokerage firms alike have their sights set on the future.

Generate More Business from Social Media!

While peeling back the layers of your business and committing 100 percent to focusing on the tried-and-true strategies that have kept you one step ahead of the competition is critical, there’s more at play than ever before as the market continues to heat up.

In fact, having the right people in place is paramount to success as we move forward.

And that’s just what Realogy Franchise Group has done in choosing to position John Peyton at the helm as president and CEO. “Changing demographics, emerging technology and new business models will always be there and force the continued real estate evolution, yet I am extremely confident in our leadership stance,” says Peyton, who is excited about everything the future holds for the Realogy brands. In this month’s cover story, beginning on page 32, take a closer look at how Peyton plans to step into the shoes previously filled by Alex Perriello, as Perriello transitions into a senior advisory role.

Leadership isn’t just about being able to step in when necessary, though. It’s more about anticipating the needs of others and being prepared with options. Be sure to check out Marc D. Gould’s column on page 18 to learn how he’s redefining leadership in today’s environment. “I start every day with a plan of what I hope to accomplish, but also think about the immediate priorities of the organization,” says Gould.

“Understanding the strategy and vision of the organization is critical for long-term success.” As executive director of REBAC, Gould continues to apply much of what he learned over the course of his military career to his civilian career today.

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If you’re looking to up the ante even further, don’t miss RISMedia’s 2017 Real Estate CEO Exchange. Taking place at the Harvard Club of New York on September 12 and 13, the day-and-a-half-long event will provide a first-hand glimpse into what some of the country’s top brokers, franchise executives and industry leaders are doing to cement their positions at the top of the leaderboard. Contact Randi Vannucchi (randiv@rismedia.com) for more information.

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©2017 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 17_166476

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

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

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

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

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{Did You Know?} #REalityCheck

According to the National Association of Hispanic Real Estate Professionals’ (NAHREP) 2016 State of Hispanic Homeownership Report, 90 percent of Hispanics would prefer to own a home than rent one in the future, and 62 percent are more likely to buy a home than rent one for their next move.

Trade-up homeowners can expect to spend an average $447 more each month if they move from a home with two bedrooms to one with three, equating to 50 percent more tacked on to a monthly mortgage payment.

Source: Zillow’s Cost of Moving Up Analysis

According to Ellie Mae®’s Millennial Tracker™, the average time it takes millennial mortgage borrowers to close a loan tapered off to 44 days in February 2017, the shortest time period since March 2016..

12 May 2017 RISMedia’s REAL ESTATE

Housing inventory hit a new low in the first quarter of 2017, bottoming out from the early days of the recovery from the recession, according to Trulia’s quarterly Inventory and Price Watch. Supply overall fell 5.1 percent year-overyear, dragged down by an 8.7 percent decrease in starter home supply and a 7.9 percent decrease in trade-up supply.

Premium supply dribbled down just 1.7 percent.

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{Policy Matters} Flood Insurance Critical for a Vibrant Housing Market This column is brought to you by the NAR Real Estate Services group.

by Sarah Young

E

ach year, the federal government spends billions of dollars on disaster relief to flood victims—all at taxpayer expense. While floods claim more lives and property than any other natural disaster, it’s important to note that flood disasters have been declared in every state in the past five years alone. Floods are not only coastal issues, either—they can occur along rivers, lakes and creeks. In fact, 25 percent of flood losses come from outside “flood zones.”

If more properties were insured for flood damage, fewer owners would turn to taxpayers for disaster relief after the next major flood.

The National Flood Insurance Program (NFIP), which is up for renewal in 2017, provides an insurance market alternative to taxpayer-funded disaster relief. NFIP flood insurance is purchased by homeowners through private insurance companies, but is administered by the Federal Emergency Management Agency (FEMA), which sets rates and coverage terms. The NFIP averts billions of dollars in property damage each year because communities must adopt and enforce flood building codes and standards as a condition for joining the NFIP. Flood insurance is required for a federally related mortgage where there’s a 26 percent chance of

flooding over 30 years (i.e., a 1 percent annual risk).

From 1986 - 2005, the NFIP was self-sufficient, bringing in more premiums than it paid out. Then Hurricane Katrina struck, and the program has had to borrow $25 billion from taxpayers in order to cover several catastrophic loss years in a row. The program wasn’t designed for losses of this magnitude and is now making minimum interest payments of $400 million per year at an average of 50 basis points. Terminating the program will not wipe away the debt; therefore, a major focus of reauthorization will involve pushing as much risk to the private market as possible.

When the NFIP was created, there was no private market, but now, several private flood insurance companies are writing firstdollar coverage in higher-risk flood zones. These private companies will charge rates that better align with the individual property risk, while the NFIP charges national average rates that are too high for some and too low for others. On the other hand, private companies will not be able to insure all 5 million NFIP properties, so they’ll be more selective, which may lead to raising rates or dropping coverage

after floods. Also, the NFIP considers this a “coverage lapse,” so properties won’t be eligible for a lower rate if they leave the program and a private market policy doesn’t work out.

When REALTORS® arrive in D.C. for NAR’s Legislative Meetings & Trade Expo, they’ll encourage federal lawmakers to renew and strengthen the long-term viability of the federal flood insurance program, as well as maintain funding to update and improve the accuracy of flood maps.

The NFIP program must be reauthorized every five years, and NAR urges Congress to reauthorize the program before it expires at the end of September 2017. REALTORS® also support the creation of a vibrant private flood insurance market to provide a variety of products to property owners looking to meet their individual flood insurance needs.

NAR supports the Flood Insurance Market Parity and Modernization Act, which unanimously passed the House of Representatives but was not considered by the Senate, as a solid first step in the development of private market options for property owners. RE Sarah Young is the director of Real Estate Services, National Association of REALTORS®.

RISMedia’s REAL ESTATE May 2017 15

{The NAR Power Broker Roundtable} Reading Today’s Economic Climate: Is Your Strategy Changing?

MODERATOR:

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

Nelson Zide EVP, ERA Key Realty Services, Framingham, Mass.

Chris Kutzkey Broker/Owner, John L. Scott Real Estate, Yreka, Calif.

Linda Formella Broker/Branch Manager, Michael Saunders & Co., Holmes Beach, Fla.

J.D. Rinehart Broker/Owner, Rinehart Realty, Rock Hill, S.C.

terms of low inventory. Changing economics aside, our focus is still on listings. We want our agents out there showing people that they can afford to move—that they have more equity than they think they do—and that the longer they wait, the more it’ll cost.

are generally not a problem. Also, we put a lot of time and effort into targeted marketing, so as long as rates don’t rise dramatically, we see no reason to change our strategy.

Chris Kutzkey: What’s decided in

Nelson mentioned, many owners now have more equity than they realize.

We’re pushing our agents to get out in the community and educate both buyers and sellers.

D.C. has a definite impact, and there are a lot of Congressional unknowns at the moment that could affect rates and loans. For the most part, though, our strategy is not yet changing. We have a rather indecisive market in our area, and it’s vital that we train our agents to know the differences between far-flung communities and go after the elusive listings we know are out there. Buyers and sellers think they know everything because so much information is available online, so it’s necessary to know your market, to get out there and knock on doors, and to be immediately responsive.

J.D. Rinehart: There’s no question inThe Power Broker Roundtable is brought to you by the National Association of REALTORS® and Robert Bailey, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Robert Bailey: According to a recent

survey by Business Roundtable, rising optimism about the nation’s economy is putting smiles on the faces of conservative corporate leaders in a wide variety of businesses. What does it signify for the real estate market? We surveyed some of our own industry leaders to get their take on the state of the market and whether their business strategies are changing in response. Nelson, what’s it look like in the Northeast?

Nelson Zide: You put your finger on the crux of it, Robert, especially in

16 May 2017 RISMedia’s REAL ESTATE

terest rates will go up, but life events still keep people moving—and the simple fact is that in 90 percent of the United States, it’s cheaper to buy than rent. We want our agents spending 99 percent of their time reaching out to their sphere of influence. In a sense, the new “knocking on doors” is social media, but great marketing, no matter how you do it, is more important than ever.

Linda Formella: On the West Coast of

Florida, we’re looking at an uptick in available properties, but with summer coming, our busiest season is over and sellers are a bit more anxious.

We’re making certain our agents do careful price analyses to be sure the pricing is right. As for loans, we’re not really a first-time buyer-friendly area.

Our appeal is to retirees and secondor vacation-home buyers, so loans

RB: What about underwriting?

CK: It’s calmed down a little, and as

JDR: That equity means a lot of people can afford more move-up house than they thought—and part of the process of educating consumers is helping buyers understand how to set themselves up for the loan process.

LF: The real estate market is always cycling, but overall, lenders are more approachable than they were even a year ago. So long as rates rise slowly and the home interest deduction is preserved, I think we’re looking at a very encouraging real estate climate.

RB: As you know, both of those issues are at the top of NAR’s Congressional watch list. It’s good to know they’ve got our backs in protecting American homeowners.

NZ: The good news is, millennials are out there looking in greater numbers. They’re picky, and they know what they want, but we’re seeing as many as 40 - 50 people at some of our open houses. In most cases, these first-time buyers do have the resources, and they’re coming in fully pre-approved, so the emphasis for us is getting sellers off the fence and finding more inventory. RE

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

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{REBAC Report}

Redefining Leadership

by Marc D. Gould

I

n May 1990, I was commissioned as a Second Lieutenant in the United States Army—third-generation American, third-generation member of the armed forces. I earned this commission after completing four years of Reserved Officers Training Corps (ROTC) coursework and training during college…and that was just the start of my military education. I learned a great deal over the course of my military career and have been able to apply much of that knowledge to my civilian career.

In observance of Memorial Day, I’d like steer away from the topic of buyer agency and share how I’ve applied more than 10 years of lessons learned in the military to my industry experience.

Everybody Is Watching From that first day of putting on my uniform, I was conscious that everyone— subordinate or superior— was watching and evaluating. The soldiers under my command wanted to know if I had their best interests in mind and if I had any common sense. While being under a microscope can be stressful, I quickly learned what was important to those around me. An old sergeant once told me to know the mission 18 May 2017 RISMedia’s REAL ESTATE

and take care of the troops. If the team understands the goal and is taken care of, they will work until the mission is accomplished. Today, I do my best to ensure my team understands not just what we’re trying to accomplish, but why.

Ranking officers watched to determine if I had the capacity to make good decisions. I’ve learned that in most scenarios, any decision is better than no decision at all. To this day, I take a mindful approach to decision-making that involves asking questions, articulating my proposed decision, then asking for feedback.

Asking for feedback is critical as it allows others to weigh in, giving everybody a sense of ownership. Make no mistake: I own the decision and take responsibility for the outcome.

Manage Up The best commander I ever had shared with me the fact that I need to know his job almost as well as my own. It’s not just a matter of being

able to step in, but rather, it’s anticipating the needs of my manager and being prepared with options. I start every day with a plan of what I hope to accomplish, but also think about the immediate priorities of the organization. Understanding the strategy and vision of the organization is critical for long-term success. Anticipating the tactical needs of leadership allows me to focus on what I need to accomplish and quickly fulfill unanticipated requests from others.

Managers want solutions, not problems. In the army, when a subordinate comes to a commander with a challenge, they present the issue and offer three unique solutions for consideration. The recommended solution is presented first and with the most detail, with the alternative solutions following. I’ve modified this format, but always come prepared with at least one solution. Having a proposed solution shows that I’m mindful, and also allows for thoughtful discussion. I ask the same of those that work with me.

Military management doesn’t always translate to success outside the uniform. I had to unlearn some habits, and modify others. Regardless of applicability, my time as a soldier showed me that there are men and women willing to put service ahead of self. This Memorial Day, I hope that our members of the armed forces live in safety and freedom. RE Marc D. Gould is the executive director of REBAC. Marc spent 11 years as an officer in the United States Army Reserves in various command and staff assignments. He is a third-generation officer in the U.S. Armed Forces.

Congratulations to our 2016 U.S. #1 Award Winners European-based premium real estate brand Engel & Völkers honored its top-performing individuals and shops that exemplify the core values of the brand through its 2016 North America Awards Program. Award recipients were announced during the annual Exchange event, hosted at the Fontainebleau Miami Beach Resort.

Engel & Völkers Cup: Engel & Völkers Minneapolis

Engel & Völkers Brand Advancement Award (Advisor-Level): Carol Sollak, Engel & Völkers Wellington Engel & Völkers Community Service Award (Shop-Level): Engel & Völkers Dallas Southlake

Engel & Völkers Community Service Award (Advisor-Level): Page George, Engel & Völkers Richmond Engel & Völkers Competence Award: Engel & Völkers Minneapolis Engel & Völkers Passion Award: Engel & Völkers Savannah

Top Producing Shop (United States) – Closed Sides: Engel & Völkers Buckhead Atlanta Top Producing Shop (United States) – Closed GCI: Engel & Völkers Park City

Top Producing Advisor (United States) – Closed Sides: Shirley Gary, Engel & Völkers Buckhead Atlanta

Top Producing Advisor (United States) – Closed GCI: Carol Sollak, Engel & Völkers Wellington

Top Producing Team (North America) – Closed GCI: Mercedes/Berk Team, Engel & Völkers New York City

Top Producing Team (North America) – Closed Sides: Lawson Team, Engel & Völkers Park City

Proud Champions of Special Olympic Play Unified Campaign - Special Olympics Awards Play Unified Champions: Engel & Völkers Intown Atlanta

Local Spirit Partner Awards: Engel & Völkers Minneapolis

Volunteer Extraordinaire: Katrina DeWit, Engel & Völkers Minneapolis Downtown Special Olympics Champion: Engel & Völkers Hilton Head Island

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

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

{Executive Appointments} Joe Horning,

president of Shorewest REALTORS®, has been elected to a two-year term as chairman of the board of Leading Real Estate Companies of the World®. Horning is a thirdgeneration leader of the Shorewest Family of Companies, which includes Wisconsin’s largest real estate company, Shorewest REALTORS®. He succeeded his father as president of the company in 2002. An articulate industry spokesperson and innovator on critical online issues, Horning is LeadingRE’s youngest chairman to date. He also serves on the boards for Upstream, the Greater Milwaukee Association of REALTORS®, Wisconsin Homeowners Alliance and the Wisconsin Real Estate Exchange, as well as participating in the NAR MLS Consolidation Resources Work Group.

In other company news, Leading Real Estate Companies of the World® has named new officers and members to its Advisory Council.

Pam Metzger, director of Relocation and Corporate Services for WK Real Estate in Boulder, Colo., has been named chairperson for a oneyear term, and Allison Rybarczyk, associate broker and relocation director for Arizona Best Real Estate in Scottsdale, Ariz., has been named vice chairperson, assuming the role

of chairperson next year. New members of the Council include Kimberly Barkoff of Halstead Real Estate in New York, N.Y.; Andrea Bowles of Blanchard & Calhoun Real Estate in Augusta, Ga.; Jo Lay of Baird & Warner in Chicago, Ill.; and Catharine Pappas of Dickens Mitchener in Charlotte, N.C.

Douglas Elliman Real Estate recently named Stephen Kotler president of its Western Region operations. Kotler, a 26-year veteran at Douglas Elliman, will be responsible for driving the company’s West Coast expansion while also overseeing its California and Colorado offices. Kotler, who joined Douglas Elliman in 1991, was instrumental in launching the company’s alliance with London-based Knight Frank Residential in 2014.

ERA Real Estate recently announced its Hall of Fame inductees for 2016.

The inductees include ERA Pre-

ferred Properties Real Estate in Hanover, Pa.; Ann Davis of ERA

Central Realty Group in Cream Ridge, N.J.; Janice Miller of ERA First Advantage Realty, Inc., in Newburgh, Ind.; Sherry McGrath of ERA Priority Real Estate in Gillette, Wyo.; and Steve Simmons of ERA Fernandina Beach Realty in Fernandina Beach, Fla.

Weichert, REALTORS® recently announced the promotion of Carlo Siracusa, a 17-year veteran of the real estate industry, to head of Residential Sales. Most recently regional vice president, Siracusa will be responsible for leading Weichert, REALTORS®’ salesforce growth and sales production. Siracusa joined Weichert as a sales associate in 2000. In 2005, he was named sales manager in Clifton, N.J. In 2007, he was promoted to lead the corporate headquarters sales team, becoming a repeat recipient of the Manager of the Year award. In 2015, he was promoted to regional vice president.

In other company news, Weichert Commercial Brokerage, Inc. has named Thomas Semler senior vice president and sales development manager; Weichert Financial Services has named Bob Groody president; and Weichert Development Company has named Mark Calabro vice president of Acquisitions. RE

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

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Harnessing the Real Power of Data Commentary by Martin Morzynski

A

s the real estate industry continues to ebb and flow at a feverish pace, pinpointing exactly where the market’s headed is a challenging proposition for real estate professionals across the board, even those who pride themselves on having a pulse on the market 24/7.

While we haven’t been able to track down that elusive crystal ball that would undoubtedly point us in the right direction, we’ve taken the challenge into our own hands at HouseCanary and have built something that I feel is even more powerful.

Stemming from the notion that data has changed the way real estate professionals do business— and the fact that consumers have come to expect nothing less from their agent—we’ve harnessed the power of data in a significant way.

While it’s been nothing short of a huge undertaking, we’ve developed the deepest dataset in the

industry to provide insights not previously possible. From threeyear projections of a home’s value to the “why behind the value”—including market demand, monthsof-supply, macroeconomic data and rental values—we’ve built an incredibly valuable resource for real estate agents and brokers alike.

In fact, our platform measures price movements on every residential block in the country, allowing for precise valuations today and three years into the future.

Taking this one step further, our algorithms combine 40 years of history, 1 billion residential trans-

actions and hundreds of proprietary calculations influencing home values, such as capital markets, jobs, traffic and views from a property’s backyard.

As buyers become more sophisticated, our datasets and insights provide an opportunity for progressive agents and brokers to deliver the information that buyers are desperately craving. Drilling down even further, data science has enabled us to accurately value and forecast over 18,000 U.S. residential markets and 100 million properties.

Resolving the inaccurate data dilemma was another important facet that couldn’t be overlooked.

By applying complex algorithms to ingesting, scrubbing, organizing and analyzing data on 100 million U.S. residential properties, we’ve created a single source of reliable, accurate insight, providing a competitive advantage among real estate professionals who can now use the same information used by lenders and appraisers.

Quickly forging new roads for real estate agents, we’ve already established ourselves with lenders, real estate investors and appraisers. In that vein, we recently announced a collaboration with Google Cloud Platform Commercial Datasets. Not only will this allow us to add our home price indices to Google’s service providing premium data to financial institutions, but it will also solidify our position as the most accurate provider of real estate data in the business. RE Martin Morzynski is CMO of HouseCanary. For more information, please visit www.housecanary.com.

RISMedia’s REAL ESTATE May 2017 23

Where the Cards Are Stacked Against Millennial Homebuyers

The best and worst states for firsttime buyers, based on each indicator assessed in the report, include: Affordability Best 1. Iowa 2. Ohio 3. West Virginia Worst 1. Hawaii 2. California 3. Oregon Credit Accessibility Best 1. Alaska 2. Minnesota 3. Nebraska Worst 1. West Virginia 2. Mississippi 3. Louisiana

T

he cards are stacked against millennial homebuyers—and the deck is high in the country’s most coveted markets.

A new report by Bankrate.com identifies the states where affordability, credit accessibility, employment, the homeownership rate and supply pose challenges to millennial buyers. The report, drawing data from sources including CoreLogic, the National Association of REALTORS® and the U.S. Census Bureau, ranks the following states “tough” for millennial buyers: 1. California 2. Hawaii 3. New York 4. Louisiana 5. Mississippi 6. Rhode Island 7. Texas 8. Colorado 9. Oregon 10. Massachusetts

24 May 2017 RISMedia’s REAL ESTATE

“Tight market conditions and unaffordably high prices really plague what many young Americans feel are the most desirable places to put down roots,” says Claes Bell, an analyst for Bankrate.com.

Two major factors are at play in California: all-but-absent affordable stock, and a low homeownership rate for millennials, according to the report. Markets in sought-after states in the top 10—Colorado, Oregon and Texas—are hard to break into for similar reasons.

There are “easy” markets for millennial buyers, however: Iowa ranks at the top in the report, No. 2 for its millennial homeownership rate and No. 10 for its millennial employment.

Utah, Minnesota, Kansas, Missouri, North Dakota, South Dakota, Wyoming, Vermont and Nebraska round out the top 10.

Millennial Employment Best 1. North Dakota 2. South Dakota 3. Utah Worst 1. Alabama 2. West Virginia 3. New Mexico Millennial Homeownership Rate Best 1. Minnesota 2. Iowa 3. Utah Worst 1. Hawaii 2. California 3. New York Supply Best 1. Alaska 2. Vermont 3. New Mexico Worst 1. Colorado 2. California 3. Texas RE Source: Bankrate.com

Down Payments the No. 1 Obstacle for Would-Be Homeowners

E

ven though a mortgage payment is more affordable than a rent payment on a monthly basis, renters say they can’t buy a home due to the pricey down payment, according to the first Zillow® Housing Aspirations Report™ (ZHAR).

• Over half (63 percent) of renters are confident that they will be able to afford a home someday, with 25 percent planning on buying in the next three to five years.

Almost 70 percent of renters surveyed cite the down payment as a greater barrier to homeownership than debt, job security and qualifying for a mortgage. Just over half of renters cite qualifying for a mortgage as a barrier to homeownership, and half say debt is holding them back. Almost 40 percent of renters say job security is keeping them from buying a home.

The U.S. homeownership rate is near an all-time low and has been falling since 2004, although members of the largest generation of Americans—millennials—are coming of age and starting to think about buying a home and settling down. Rents are also at record

• Millennial renters are more confident than any other generation that they will be able to afford a home someday, with 34 percent planning on buying in three to five years. Almost a quarter (22 percent) said they plan to buy in one to two years, and 2 percent of millennial renters said they never plan on buying a home.

highs, costing almost 50 percent of the median income in some cities. Making a monthly mortgage payment is cheaper than a monthly rent payment in all but two of the 35 largest U.S. metros, but first, renters need to save enough money for a down payment.

The Zillow Housing Aspirations Report, a semi-annual survey sponsored by Zillow and conducted by IPSOS, asked 10,000 renters and homeowners in 20 metros across the country about their views on homeownership and their personal housing expectations going forward.

Here are some highlights from the report:

• The majority of respondents (66 percent) believe owning a home is necessary to live the American Dream, and 72 percent believe owning a home increases your standing in the local community—millennials believe these two statements more than any other generation.

RISMedia’s REAL ESTATE May 2017 25

With home values across the country at their highest point since June 2007, cobbling together a 20-percent down payment on a home costs more than twothirds of the U.S. median household annual income.

In pricier markets like San Jose and Los Angeles, buyers must come up with more than 180 percent of the median annual income, making a home purchase out of reach for many aspiring homeowners.

“With home values close to record highs, it’s no surprise renters are concerned about coming up with enough money to buy a home,” says Zillow Chief Economist Dr. Svenja Gudell. “Rising rents are also a factor; it’s extremely difficult to save when you’re paying record-high rents. While it is possible to put down as little as 3 percent on a home, the trade-off is a higher interest rate and costly private mortgage insurance, a financial tradeoff that may make sense for some buyers. But with interest rates rising in 2017, it’s important to remember that a lower interest rate can save buyers thousands of dollars over the life of their loan. For those trying to save for a

down payment, it’s important to set realistic goals and realize it may take a few years. Also, consider working with a reputable financial advisor to help set a budget that works for you.”

San Jose, San Diego and Los Angeles had the greatest share of renters say affording the down payment is the No. 1 barrier to owning, at over 72 percent. Women (72 percent) were more likely than men (62 percent) to select the down payment as the top barrier to homeownership.

One-third of buyers used more than one source of funds for their down payment, including gifts and loans from family, according to the Zillow Group Report on Consumer Housing Trends. Over half of buyers saved by setting aside a little money at a time.

Mortgage rates on Zillow ended the month of March at 3.94 percent, down from a high of 4.13 percent in the middle of the month. RE

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

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{Global Spotlight}

A Strong Economy Spurs Real Estate Success in Germany

A

ccording to Daniel Ritter, CEO of Von Poll Immobilien/Von Poll Real Estate, Germany has a lot to offer real estate investors, including a strong economy, low unemployment, an excellent infrastructure and a ‘reliable and functioning political and legal system.’ In the following interview, Ritter shares what makes his firm successful, strategies that mirror those of America’s most successful brokers: technology, training and professionalism.

DANIEL RITTER CEO Von Poll Immobilien Germany www.von-poll.com Real Estate magazine: Please tell us about your firm.

Daniel Ritter: Von Poll Immobilien (operating abroad as Von Poll Real Estate) was established in 2000 in Frankfurt am Main in Germany. Presently, we are comprised of more than 250 offices and a total of more than 1,000 sales agents. We mainly serve Germany, but in recent years have expanded into Austria, Switzerland, Spain, Croatia, the Netherlands, Luxembourg, and Portugal.

28 May 2017 RISMedia’s REAL ESTATE

RE: Please describe your current housing market.

DR: The German housing market is a strong seller’s market, especially in popular cities of all sizes with an appealing infrastructure. The average home price that we sell is around 400,000 Euro. On average, a home will be on the market for two to three months.

RE: What have been some of the most significant changes in your market in recent years?

DR: The seller’s market has become stronger. The market has become quite dynamic over the past seven to eight years, and attractive towns and cities have become very popular. In many areas, the demand is higher than the supply. Prices have, therefore, gone up. In Frankfurt, condominiums cost 70 percent more than 10 years ago, and in Berlin, they’re 95 percent more. In smaller cities, increases are often more moderate. The low interest rate policy by the European Central Bank (ECB) in recent years has had an influence, too. The situation leads people to look for the best way to invest their money without it losing value—real estate is presently the favored solution.

RE: What are the various types of properties available in your market, and which is most popular?

DR: There is a whole mix of property types: detached and duplex houses, terraced houses, villas, country homes, holiday homes, condominiums. Families in the countryside would probably prefer a detached house with a

garden, while cosmopolitan city dwellers might prefer a condominium in an apartment block.

RE: How prevalent is new construction/development currently in your market?

DR: There is a lot of new construction going on. The majority of these projects are based on private investment and being built for a clientele with a stable economic background. Brokerage of such new homes is a part of our business. Traditionally, our focus lies on portfolio property. New construction is much needed in another market segment: the lack of affordable municipal housing for people with very little income.

RE: Please tell us about the buyers you work with.

DR: Buyers have mostly been local in the past, but there is an increasing share of international buyers. In holiday areas along the North German coasts and in the Alpine region, buyers come from all over Germany, some also from neighboring European countries. Interest from abroad has risen in recent years, especially for upmarket and luxury homes and condominiums in large cities, with Berlin and Frankfurt at the top.

RE: What type of financing options are available to foreign investors?

DR: Long-term home loans at fixed interest rates are a very popular option.

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

DR: Due to the rising demand and costs of housing in attractive cities, the focus of buyers is partly shifting toward suburban areas. Public transportation into the cities is mostly very good in Germany, so this is a valid alternative to living in the center of town. Urban re-densification is on the agenda, too, including building residential highrises in top locations in cities such as Frankfurt. Communities are also searching for ways of identifying suitable land to develop completely new residential areas.

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

DR: One of the challenges is the future development of interest rates, as this will determine the development of supply, demand, and prices. The lack of affordable housing for people with a modest financial background is a huge challenge for municipal governments. The fact that this country is a safe haven both politically and economically creates a large opportunity. Investors can trust in the stable framework that Germany offers: a strong and thriving economy with low unemployment and a high purchasing power, a reliable and functioning political and legal system, and an excellent infrastructure.

Von Poll Immobilien serves real estate consumers in its native Germany, but has expanded into countries like Switzerland, the Netherlands, Croatia and Portugal.

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

DR: We concentrate on the digital transformation, being quite aware that it is important to be at the forefront when it comes to the use of modern technology for presenting listings, communicating with customers and organizing processes in the background.

We also trust in a strong network and have considerably increased the number of shops during recent years.

Professionalism and constant training is another core part of our success. We also believe in effective marketing tools such as our glossy customer magazine BESTE LAGE/BEST LIVING. RE: How does being part of Leading Real Estate Companies of the WorldÂŽ (LeadingRE) help advance your business?

DR: LeadingRE enables us to reach even further than Germany and Europe. The global network they offer gives us the opportunity to present our real estate offers globally, and to present to our customers at home attractive residential real estate worldwide. As a large professional brokerage firm with a strong brand in our home market, it is very important for us to be part of a professional international network. RE For more information, please visit www.von-poll.com.

RISMedia’s REAL ESTATE May 2017 29

{ACE Spotlight}

I’ve had—what a blessing it’s been.

MP: What region(s) does the firm serve? How many offices and agents do you have?

JS: We are the regional headquarters for RE/MAX of Southeastern Michigan—we cover four counties including the metro Detroit area. We have nearly 1,000 agents in more than 50 offices.

MP: How would you describe current market conditions?

JS: We’re seeing inventory in very

Training and Technology Arm Agents With Relationship-Building Tools for Today’s Market

by Maria Patterson

Jeanette Schneider

Vice President of Management Services RE/MAX of Southeastern Michigan www.remax-semichigan.com Facebook: @remaxsemi

Maria Patterson: How did you first get into real estate, and what led to your current position at RE/MAX of Southeastern Michigan?

Jeanette Schneider: Back in 1990, my husband came out of the service and we relocated to the metro Detroit area where I took a job as an admin in a RE/MAX regional office. To be honest, it wasn’t my first choice, but I never could’ve dreamed back then what it would become. I’ve held almost every position here. The people I’ve met and the opportunities

30 May 2017 RISMedia’s REAL ESTATE

short supply in all corners of the market. There’s activity in the market—people are looking at homes; but there’s not a lot of homes out there to show. The good news is we haven’t seen prices driving too high at this point, and we are starting to see some new construction. Additionally, interest rates are ticking up. If all those dynamics continue to play well together, we’ll see moderate price increases.

MP: What are some of the biggest challenges your firms and agents are facing?

JS: The inventory shortage is certainly one. Peeling it back a bit more, I’d have to say the cost to operate business is rising. There’s an overwhelming number of resources and services to choose from. Whether it’s safety, technology, marketing, or any niche, there are so many providers today. It gets overwhelming for agents who may purchase or sign up for things they never end up taking advantage of.

We don’t necessarily need more tools. Everyone wants to see their company being progressive, but we need people to actively use what’s currently there and use it more effectively, beyond just surface usage.

MP: What are some of the biggest obstacles to homeownership among consumers in your area?

JS: Due to low inventory, first-time homebuyers are having trouble finding a house—and first-time homebuyers make up a decent percentage of the business. They have the desire, but savings continue to be a problem. Millennials are a major factor and many are carrying student loan debt. They’re trying to save for a down payment, but they’re usually in their first job and working their way up financially.

MP: Given these various challenges, what business strategies are yielding the best results for your firm and agents?

JS: We’ve put a big focus on consistent training with our folks. We feel it’s our responsibility to train and educate them. We really put a focus on that last year and created a calendar of events where we hold them accountable. As a result, we saw higher transactions. For our newly licensed agents, the up-and-coming generation, they definitely have the desire and the expectation for education, and they want it to be ongoing and diverse. This group is very digital and wants on-demand as a supplement, but not the only option. This generation wants the camaraderie of live training.

MP: What are you doing creatively in terms of marketing?

JS: On May 7, we’re having a RE/MAX Open House Day with hundreds of agents across the area holding open houses. This is creating a bit of a buzz in the community. We’ve been pushing this on social media, and we’re very excited.

MP: What’s the biggest challenge in

“The challenge with social media is time and consistency. It’s not that agents don’t have the desire, but it comes down to finding the time and relevant content to build a calendar.”

– Jeanette Schneider Vice President of Management Services, RE/MAX of Southeastern Michigan

figuring out the best way to facilitate and maximize social media?

JS: Social media is where people are, and we want to be part of that conversation. We want to be in the room with them. If someone reaches out to their friends on Facebook and says, “Hey, I’m looking for a local contractor or REALTOR®,” we want to be in that conversation and be very visible. The challenge with social media is time and consistency. It’s not that agents don’t have the desire, but it comes down to finding the time and relevant content to build a calendar.

MP: How is RISMedia’s ACE (Automated Content Engagement) helping you with your social media strategy?

JS: We absolutely love it. We were attracted to it because we know agents have the desire, but the execution is lacking, when it comes to social media. ACE solves that problem. They can sign up and walk away and it gets done for them with good, relevant content, but not the same thing every day. One day it might be a video, another day, an infographic— it gives them variety and a system where agents aren’t having to figure things out.

MP: How do you advise your agents to make the most of ACE? JS: We still want the agent to engage and comment with local flavor. We don’t want them to wash their hands of it. They should rely on ACE to do the heavy lifting, but social media is about engagement and it’s always

been about the relationship. ACE is providing content without the agent having to—ACE takes it right out of their hands. The agents who are more engaged in understanding how social media works are loving it and have really embraced it. For those who aren’t as comfortable with social media, we are providing more education.

MP: What are your predictions for your business, and for real estate as a whole in the year ahead?

JS: Tight inventory will lead the pack. We also think home values will continue to rise. The good news is, it doesn’t seem to be negatively impacting buyers—they’re not taking themselves out of the market.

They’re learning that they must move quickly. Millennials will be a big part of the first-time homebuyer market and agents need to be able to track, service and communicate with millennials. Many veteran agents have gotten used to doing things one way, but 60 percent of the first-time homebuyer market is coming from a different generation. You must make sure you know how to service them.

Interest rates are probably going to rise further, but mortgage companies know it’s coming and are adjusting in advance. I would like to believe that strong consumer confidence and employment will help it all balance out. RE For more information, please visit www.remax-semichigan.com. To learn more about ACE, please visit ace.rismedia.com.

RISMedia’s REAL ESTATE May 2017 31

Looking

AHEAD John Peyton Takes Charge at Realogy Franchise Group

by David Siroty

J

ohn Peyton was out for a walk with his wife, Allison, and their two dogs when a newly familiar phone number popped up on his phone. It was Alex Perriello, CEO of the Realogy Franchise Group (RFG), congratulating him on the good news. Peyton had just been chosen as president and chief operating officer of RFG, the franchise arm of Fortune 500 Realogy. A little more than six months after coming on board in October 2016, Peyton succeeded Perriello as CEO when the latter became RFG’s chairman emeritus in April 2017.

Peyton seemingly comes from the leadership central casting office. He is an affable franchise veteran with senior marketing and operations experience at Starwood Hotels & Resorts Worldwide, the franchisor of iconic brands Regis, The Luxury Collection, W Hotels, Westin, Le Meridien and Sheraton, among others.

“The interview process was daunting, but right away I could tell it was a good fit,” says Peyton. “I had been in an industry where brands were front and center, and was looking for another position where branding would also play a central role. The Realogy Franchise Group is clearly it. You can’t drive down a street without seeing a yard sign for one of our brands. And I was enamored with Alex. Our initial discussion, which was scheduled for one hour, went three hours.”

Peyton now leads the Realogy Franchise Group portfolio of brands, which includes Better Homes and Gardens®Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, ERA® and Sotheby’s International Realty®.

“John has brought a fresh perspective to our company from his tenure as a global branding leader in the hospitality industry, and I am confident in his ability to continue leveraging his valuable insight on behalf of our leading real es-

32 May 2017 RISMedia’s REAL ESTATE

tate brands,” says Richard A. Smith, chairman, CEO and president of Realogy Holdings Corp. “He is the right business leader to focus our efforts and execute our plans for continued strategic growth and innovation at the Realogy Franchise Group.”

Peyton arrived at Realogy’s global headquarters in Madison, N.J., in October and began “drinking from a firehose,” with an immersion in Realogy operations and its brands, the state of the real estate industry, refining the short- and long-term strategic plans for the Realogy Franchise Group and, most importantly, meeting as many people as possible.

“Alex is truly one of the real estate industry’s legends, and he has been incredible in guiding me to this point,” Peyton says. “In every meeting and experience I have shared with him, I see why he has been so successful.

His presence commands a room, his knowledge is incredible and his passion for people is even greater. I am so fortunate that he will continue to be there for me in an advisory capacity.”

Management by Design Peyton grew up in Villanova, Pa., a suburb along Philadelphia’s Main Line. He went on to attend the University of Pennsylvania, where he spent most of his free time working at the Ivy League school’s Daily Pennsylvanian (DP) newspaper.

“I had a fine arts and graphic design background and really loved working at the DP,” he says. “Looking back, it was my first exposure to management because I eventually was named the art director. We published the paper five days a week, and I would work 7 p.m. to 2 a.m. It was basically a full-time job during college.”

Peyton graduated and moved to New York City to work at PricewaterhouseCoopers (PwC) and continue his studies at NYU’s Stern School of Business, where he earned an MBA. He worked in several divisions over his 10 years with Pricewaterhouse-

Peyton is a franchise veteran who spent 17 years with Starwood Hotels and Resorts Worldwide.

RISMedia’s REAL ESTATE May 2017 33

Coopers, starting with the auditing group before moving into management consulting services, where his client focus was on process improvement and change management.

“Consulting taught me how to define and solve problems, along with how to plan and manage large projects,” he says. “It was also a tremendous training ground for learning how to communicate effectively and to become a quick study. You essentially join a project, ramp up and go.”

The wide range of consulting assignments within PwC prepared Peyton well for his entry into the world of franchising.

“I got to experience so much in that job, but it was not ideal for someone with a young family,” Peyton explains. “I was never home, and we had our kids, Caroline (now 19) and Scott (now 16). I recognized that we needed more stability. I needed a job where I could drive to work and be home at a somewhat reasonable hour. I had to improve my work-life balance.”

Franchising and Operations, Hospitality Style Peyton was recruited by Stamfordbased Starwood in 1999 and bought a home in Weston, Conn. While he would “settle down” in his home life, spending the next 17 years at the company, Peyton rarely stood still in his career, earning nine different titles in a variety of areas within the company.

Starwood initially recognized Peyton’s previous consultancy experience with such clients as Delta Airlines, Proctor & Gamble, and Prudential Insurance, and hired him as director of Project Management. He earned a Six Sigma Master Black Belt certification, the gold standard in process improvement, and helped bring immediate changes to the organization.

Peyton stayed in that role for three years before ultimately earning such critical positions as chief operating officer, North America, senior vice 34 May 2017 RISMedia’s REAL ESTATE

“Right away I could tell it was a good fit. I had been in an industry where brands were front and center, and was looking for another position where branding would also play a central role.

The Realogy Franchise Group is clearly it. You can’t drive down a street without seeing a yard sign for one of our brands.”

– JOHN PEYTON, President & CEO, Realogy Franchise Group

president of Global Initiatives and chief marketing officer.

“One of my earliest positions was serving as vice president, Owner Services,” he recalls. “That was my first true franchising position, and I was responsible for developing and maintaining relationships with the owners and leadership of the managed and franchised hotels. It was the beginning of my love affair with branding and franchising.”

Peyton remains steadfast in having a positive work-life balance and enjoys being active in the community, with a focus on children. He is a board member of the Child Advocates of Southwest Connecticut, a group devoted to assisting neglected children. He is also on the board of Full Court Peace, which works to unite communities through basketball, including frequent work in connecting towns across Connecticut with communities in Cuba.

“My wife and I recognize that we have been fortunate in what we have been able to provide for our kids, and we know not all kids have that type of support,” he explains.

“Because of that blessing, it has been important to me to help kids who really need it. Allison is a social worker, and she also participates in Child Advocates of Connecticut. Our son, Scott, has been involved, too.

It’s rewarding on so many different levels and I’ve been fortunate to have been to Cuba twice with Full Court Peace.”

Brand-Savvy Entrepreneurs “I have had the privilege of having leadership roles with some of the most amazing brands in the world,” Peyton says. “The Realogy brands are iconic, and each stands for so much. They have a distinct story to tell, yet, like all successful brands, they share functional, emotional and societal benefits.

“Our brands play a crucial role in helping so many in their home-buying and -selling needs with our affiliated agents helping to educate and guide their clients through one of the most significant financial transactions of their lives,” he adds. “Finally, we take great pride in the role our affiliates play in enriching the communities where we work and live.”

Peyton arrived in Madison ready to expand upon his experiences running a global multi-brand franchisor.

“The similarities between these industries are striking,” Peyton remarks, citing how both real estate and hospitality have been, and will continue to be, impacted by technology, the empowerment of portals, and the explosion of data and advanced analytics, along with the arrival of the younger generation as customers, employees and agents.

“The largest difference is that real estate is truly an industry for entrepreneurs,” he continues. “The hotel world is filled with franchisees who are often public companies and REITs that own and manage dozens of properties and can have valu-

ations in the billions. Our Realogy franchisees, even those with the largest firms in our brands, are often self-made, having grown familyowned businesses by being savvy business people.”

Since starting the job, Peyton has made it a point to hit the road and meet with his customers, conducting monthly office visits and taking a main-stage presence during the Realogy brands’ respective annual conferences. He marvels at the energy real estate practitioners have, and is inspired by it.

“Alex was right,” he says. “Real estate professionals are the ultimate ‘people people,’ and the leaders I have met have created incredible businesses and demonstrate loyalty to their brands, along with an incredible dedication to their agents and employees.”

Demographics and Data – A Powerful Combination Peyton, ever the quick study, already speaks effortlessly about the real estate industry and is now wellversed in market trends affecting the franchise systems under his watch.

But he’s even more intrigued with societal shifts, and how the industry will adapt.

“Everything we read—research, data and anecdotal reporting—suggests that the younger generations are not abandoning homeownership,

but simply delaying it for a variety of reasons,” Peyton says. “But we shouldn’t be surprised. The question then becomes how our industry alters our behavior to welcome them as renters and engage with them as customers for life.”

He points out that the big data revolution will allow real estate professionals to more easily connect with consumers not currently in the home-buying phase. He is excited that Realogy has a head start with the implementation of Zap, Realogy’s proprietary CRM platform, which uses predictive analytics to score potential leads, providing affiliated agents with previously untapped marketing opportunities.

“I think the real estate industry is on the cusp of taking even greater advantage of big data and analytics,” he says. “We will all start doing a better job in predictive modeling, sourcing leads and fully understanding the ROI of different emerging marketing activities. But clearly, these types of activities require major capital investments. Realogy’s investment in Zap demonstrates that it has both the capital resources and the commitment to leverage that capital for future growth.”

A big smile emerges as he pulls out a chart showcasing how effective Zap has been for an initial core group of thousands of agents with at least a full year on the platform.

The stats show that frequent users are increasing their annual productivity at a rate greater than what the National Association of REALTORS® (NAR) reported for year-over-year average agent sales production growth last year.

“I am used to the company or brand driving leads,” says Peyton.

“I came from an industry where 65 percent of leads were generated by Starwood’s brand websites, corporate initiatives and the loyalty program. Real estate has largely been the opposite, with agents driving that type of interest. While I don’t believe an agent’s sphere of influence will diminish, it certainly can be greatly enhanced with better and higher quality leads. It’s no secret that our industry is heading that way.”

Peyton realizes there’s another major implication these generated leads could have on the future of real estate.

“I envision our industry attracting more recent college graduates who might have been previously turned off by the generally assumed sixmonth ramp-up time,” Peyton says.

“There will be a day when newer agents will still work their sphere of influence and do the old-fashioned door-knocking and cold-calling, but they will also have immediate access to technology-generated leads.

This will allow them to join our industry knowing they have an ability to quickly generate an income. We will all benefit from this younger generation bringing a fresh perspective.”

Setting Audacious Goals Peyton admits that he likes to think big, and he often tells stories about BHAGS—big, hairy, audacious goals.

He can reel off one BHAG example after another. He recites from President John F. Kennedy’s “moon challenge” speech: “This nation should commit itself to achieving the goal, before this decade is out, of landing a man on the moon and returning him safely to the earth.”

He talks about Microsoft vowing to RISMedia’s REAL ESTATE May 2017 35

put a computer on every desk and Amazon vowing to have every book ever published in every language available online in 60 seconds or less.

“What blows me away isn’t just how audacious these goals are, but that they’ve also been so simple, clear and inspiring,” says Peyton.

“But they are also scary because you can’t achieve audacious goals by doing the same old thing.”

Peyton, not one for staying status quo, wants to further empower the talent in the Realogy Franchise Group by embracing risk-taking, entrepreneurship, creativity and debate.

“I learned such an important lesson in my final project at Starwood,” recalls Peyton. “I was responsible for leading the transition when Marriott acquired us. The Marriott group was interested in our millennial strategy—but we really didn’t have a defined strategy. Instead, we had hired these millennials and let them go at it. They taught us how to best address their peer group, and our more experienced employees were then able to add additional value in the execution of our targeted efforts.

That type of culture reaps incredible rewards.”

Peyton is looking forward to the future.

“Changing demographics, emerging technology and new business models will always be there and force the continued real estate evolution,” says Peyton, “yet I am extremely confident in our leadership stance. Our brands are focused on innovation and programming that moves the needle. We have Realogy’s leadership and resources. We have local brokerage operators and affiliated agents with incredible knowledge and entrepreneurial drive.

“I feel good that we have a winning combination.” RE For more information, please visit www.realogy.com.

36 May 2017 RISMedia’s REAL ESTATE

Legendary Leader Alex Perriello Leaves Strong Legacy ALEX PERRIELLO, NOW CHAIRMAN EMERITUS OF THE REALOGY FRANCHISE GROUP, IS NOT ONLY A REAL ESTATE VETERAN; HE IS A REAL ESTATE LEGEND. The positive impact he has had on Realogy, its employees, franchisees and affiliated agents—along with the entire industry—will be his legacy.

After much personal reflection and consulting with his wife, Jerri Lynn, who has been at his side for the past 38 years, Perriello decided to give up the day-to-day oversight of the Realogy Franchise Group, effective April 1.

“I’ve spent a long time in real estate, almost all with Coldwell Banker and Realogy in a variety of roles,” says Perriello. “I had been thinking about when it would be time to move on to the next chapter of my life. Hiring John Peyton was a big step, and once I saw how strong he was, I knew the right time had come. I am so proud of what we’ve accomplished in the Franchise Group, but also with Realogy as a whole. We have built one of the world’s greatest companies and have helped improve the lives of so many. I’m looking forward to staying involved in a senior advisory capacity.”

Perriello’s tenure as CEO of the Realogy Franchise Group began in 2004, and in that role, he presided over the launches of the Sotheby’s International Realty® and Better Homes and Gardens® Real Estate brands. He also helped spearhead the acquisition of ZipRealty and the subsequent repositioning of its technology arm as ZapLabs—Realogy’s hub for innovation and development.

Including its other leading brands, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial® and ERA®, Realogy’s total market presence has grown to approximately $473 billion in total U.S. home-sale transaction volume in 2016 and over 273,000 affiliated agents worldwide doing business in 112 countries.

“Alex has made a lasting mark on the residential real estate industry and all those who know him,” says Richard A. Smith, Realogy’s chairman, CEO and president. “We are deeply grateful to him

for his visionary leadership and service to Realogy and our franchise brands for the past 34 years. Alex is a true gentleman, and a leader whose integrity and class is widely acknowledged in our industry. We look forward to Alex’s continued guidance in his new role as chairman emeritus for RFG.” Perriello started his career in retail sales, entered real estate in 1977 and became a Coldwell Banker agent in 1983, working from a Sears store in San Diego.

Within two years, he was running all 220 Coldwell Banker Sears locations. That was the first of many promotions that eventually saw him named Coldwell Banker president and CEO in 1997, a job he held for seven years until earning the Franchise Group position.

“Before my wife Jenny and I left New Jersey, Alex and Jerri Lynn would come over on summer weekends,” recalls Jim Gillespie, who succeeded Perriello as Coldwell Banker CEO before retiring in 2012. “No matter the business pressure he was under, I was amazed at how calm, cool and collected he could become out of the of-

Paying Tribute We asked the Realogy Franchise Group brand presidents to share their thoughts about Alex Perriello in the form of a tweet—short and sweet: SHERRY CHRIS: Like a guardian angel, Alex has helped us all grow and thrive. A #mentor to so many in this industry. We will miss Alex’s storytelling, he is one of #thebest!

RICK DAVIDSON: The man, a legend, a real estate maven…#friend, #mentor, industry #icon. So fortunate to have had this time under your leadership. What a ride it’s been!

FRED SCHMIDT: Alex is always there when you need him. He is always there to support you. He is always there to provide encouragement. He is #AlwaysThereForYou. PHILIP WHITE: It’s been a great 13 years together & I appreciate your support! Will miss your humor & advice.

Wish you many sunny days on your boat! #wellplayed SUE YANNACCONE: Thank U Alex. Your support of ERA & me has been invaluable. Your storytelling 2nd 2 none! U will be missed #leader #visionary #oneofakind CHARLIE YOUNG: Congrats on an amazing career, Alex! You are an industry legend, icon & mentor. You have influenced so many. #ColdwellBankerSalutesAP! #Innovator

fice. He could do that because he was so creative that he could seemingly always find solutions to very difficult and complicated situations. The guy is so smart and never got rattled.”

Gillespie, who has known Perriello for 30 years, knows his friend will remain an industry icon.

“Despite the incredible demands his position required, he was always active and passionate about serving the National Association of REALTORS®,” says Gillespie. “His involvement has had a major impact on those who work in our business, as well as consumers.

I know he will stay involved in our industry.”

Mike Good also worked with Perriello for 30 years in multiple roles at Coldwell Banker before serving as CEO of Sotheby’s International Realty from 2004 to 2012.

Good has factual evidence to support his claim that Perriello was 20 years ahead of his time when they worked together on the mid-1980s “Home Tour” kiosks situated in five Tampa-area Sears stores.

“He figured out how to capture consumer traffic by displaying homes for sale on 25-inch touchscreen computer monitors,” Good says. “People actually lined up in the store to search for available properties. You chose the area in town and price point you were interested in and got Coldwell Banker listings with color photos and agent contact information. You could even print a copy of what you saw on the screen. It had a mortgage calculator, too. It was truly amazing.”

Good believes one of Perriello’s most recent projects at Realogy may have been his best.

“While so many of us were trying to figure out the best ways to assist our aging brokers with transitioning ownership to the next generation, Alex had already mapped out what would become our Ascend program,” says Good, who just began leading the third cohort of Ascend. “It’s an ongoing 46-week succession-planning program for future leaders of companies affiliated with the Realogy brands. It showcases the joint power of Realogy and the brands, and is the most robust real estate leadership program I’ve ever seen.”

Leveraging the size, scale and vast resources of Realogy across all the RFG brands was Perriello’s passion.

He would frequently say, “It’s our job to make certain the rising tide raises all our boats in the harbor.”

“Alex is the quintessential brand leader, and there has never been anyone better as a brand president’s partner than Jerri Lynn and the way she helped him build lasting relationships with franchisees,” Good says. “You look at the leadership around our industry today and almost every organization is filled with people who would call Alex a mentor and friend. We have all learned from the best.”

David Siroty is founder and CEO of Imagine Productions, an integrated communications firm based in Westfield, N.J. RISMedia’s REAL ESTATE May 2017 37

Lead the way. Be a PSA. Take the guesswork out of pricing homes.

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This brand-new certification will make you an invaluable resource for your clients by: • Creating Comparative Market Analyses (CMAs) • Working with appraisers • Using the latest technology • Addressing home pricing misperceptions Determine a home pricing strategy with confidence. Learn the skills that result in accurate prices.

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The Future of Small Businesses Commentary by Desirée Patno

W

ith limited employees, capital and resources, small businesses are hit the hardest by rigorous regulations, and the expense of compliance often poses sustainable growth roadblocks for the entrepreneurs who need it most. The following months could prove especially pivotal for small business owners due to the growing possibility of new legislation and regulations.

Access to Credit A vital decision on the horizon is the possible repeal of the DoddFrank Wall Street Reform and Consumer Protection Act, which has constrained some small businesses and homebuyers seeking access to credit. As data from the Federal Reserve Bank of St. Louis show, in the six years prior to Dodd-Frank, small bank lending surpassed large bank lending by more than 150 percent.

In the six years after the bill’s passage, small bank lending sits nearly 80 percent below lending from large banks.

The bill’s stringent credit qualifications have limited Americans in their personal and professional lives, increasing the difficulty to access busi-

ness capital and home loans. The possible repeal of Dodd-Frank could mean easier access to credit for millions of businesses, an increase in homebuyers and a stimulated economy.

Tax Reform Lowering tax rates for small businesses, which pay taxes at a higher rate than corporations, could also be a huge helping hand to millions of entrepreneurs across the country.

Recently introduced bipartisan legislation by Senators Bill Nelson (D-FL) and Susan Collins (R-ME) aims to do just that.

Most small businesses are categorized as pass-through companies for which profits are taxed at indi-

vidual income rates; the maximum individual tax rate is 39.6 percent, while the corporate tax rate rests at 35 percent. Under the proposed bill, income for pass-through businesses would be taxed like income from corporations.

This would mean more money in the pockets of small business owners to grow their companies and invest back into their communities.

The revitalization of struggling businesses and cities around the country could provide a boost to the recovering American economy.

Increased access to credit and lower taxes would allow small business owners to build wealth and accumulate higher purchasing power to invest in their companies and homeownership, translating to a more balanced professional field and a healthy housing market.

From entrepreneurship to homeownership, it all comes full circle.

The success of small business owners translates to the success of the country as a whole. By the same token, if we fail to help small business owners succeed, we’re jeopardizing the backbone of the economy, as well as the lives of millions of people.

In today’s market, it’s essential to leverage your unique tools and opportunities for success. With our Small Business Sustainability Care Package, NAWRB equips small business owners with preventive guidelines for long-term success. Whether current regulations help or hurt your company, the establishment of sound business practices can be the difference between closing your doors and living to fight another day. RE Desirée Patno is president and CEO of the National Association of Women in Real Estate Businesses (NAWRB). For more information, please visit www.nawrb.com.

RISMedia’s REAL ESTATE May 2017 39

Get Smart About Prospecting for Big Profit

ule the daily time slots strictly for prospecting to specific groups of prospects. When you organize how you prospect and to whom, not only is it more efficient and effective, but it will help you stay consistent and measure results. For example, schedule your B leads (those 30 - 90 days from a buying or selling decision) by setting aside a specific day during the first and third week of every month to call them.

Schedule your C leads (those more than 120 days from making a decision) for the second week of every month. Plan to contact your Top 50* Referral Elite Network once a month and immediately schedule the next month’s followup call. Plan a monthly touch with this group so you don’t slip up and miss the opportunities within this resource-rich group.

by Terri Murphy

3

W

ant to boost your bottom line and see the results in just 90 days? If you’re unhappy with the number of pending transactions or the lack of listings in your pipeline, you might need better prospecting habits.

Most agents get caught in the cycle of working with buyers, getting the transaction to closing and then having to start the process over to keep the commissions rolling in. To avoid the peaks and valleys of the sales cycle, it takes smart prospecting strategies and a commitment to daily discipline to avoid those dry spells.

Successful agents understand the power of regularly scheduled daily activities that result in more sales more often. When planned, prospecting becomes a success habit that without question is part of a daily routine. Before you protest that you’re “too busy,” stick with me to discover the simple steps that make prospecting easy (and fun), delivering impressive results. Here are three of the most efficient pros40 May 2017 RISMedia’s REAL ESTATE

pecting initiatives; remember, you need to get the most from the energy you devote to prospecting:

1

Think daily.

Well-coached agents understand that a disciplined prospecting process is part of the daily routine. Start planning a productive week by blocking out on the calendar the specific dates and times you’ll devote to prospecting. If you don’t schedule it, you won’t do it. Should you have a face-to-face appointment with a buyer or seller, you can always schedule around that time to avoid losing a sale.

2

Target your prospecting to specific groups on specific dates. When you’re planning your productive week in advance, sched-

Plan your events in advance for the year. The months will slip away fast, so take the time now to schedule the dates for each of your quarterly events. When you block the dates well in advance, you’re then able to plan backwards and schedule all the activities leading up to the event for a stress-free outcome. Block your Thanksgiving Pie promotion giveaway, your summer client appreciation parties and your wine and cheese events.

Scheduling these important live events will keep you top of mind all year long.

Prospecting is so much more than cold-calling, emailing or automated messaging. Set yourself up to prospect for real profits with a schedule that works for you. RE *Contact Terri for a complimentary Top 50 eBook and monthly checklist.

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

Opportunities to Grow The new ERA® Zap® platform and innovative technology solutions enable brokers and agents to take their business to the next level.

We’re moving real estate in a whole new direction. ©2017 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.

Learn more at teamERA.com/Welcome

{Blog Spot} Bookworms:

Here’s Where to Move If You Like to Read

by Gabrielle van Welie

I

t’s a universal truth that bibliophiles are big on bookstores and libraries. If you identify with this group and feel your current city is failing you in the reading department, here are some pointers as to where you might want to plant new roots.

If you don’t have access to enough places to buy books, what kind of life are you even leading? According to Publishers Weekly, these are the states with the most bookstores per capita:

the amount of bookstores present.

In addition, Amazon* ranks the top 20 well-read cities around the states every year. These were the chart toppers for 2016:

1. Montana

1.

Seattle, Wash.

2. Wyoming

2.

Portland, Ore.

3. Vermont

3.

Washington, D.C.

4. Alabama

4.

San Francisco, Calif.

5. Tennessee

5.

Austin, Texas

6. Nebraska

6.

Las Vegas, Nev.

7. Arkansas

7.

Tucson, Ariz.

8. Colorado

8.

Denver, Colo.

9. Kansas

9.

Albuquerque, N.M.

10. Missouri

10.

San Diego, Calif.

11. Alaska

11.

Baltimore, Md.

12. Iowa

12.

Charlotte, N.C.

13. Minnesota

13.

Louisville, Ky.

14.

Washington, D.C.

14.

San Jose, Calif.

15.

South Carolina

15.

Houston, Texas

16. Mississippi

16.

Nashville, Tenn.

17.

17.

Chicago, Ill.

18. Georgia

18.

Indianapolis, Ind.

19. Indiana

19.

Dallas, Texas

20.

20.

San Antonio, Texas

West Virginia

North Carolina

While you would expect places like New York and Massachusetts to appear on this list, they don’t because there are just too many people for

*Keep in mind that Amazon gets their numbers from the amount of Kindle and Amazon purchases made, but they also include magazines and newspapers in the lot.

And last, but not least, you may want to consider a move (or a visit) to the homes of the nation’s prettiest libraries: New York, N.Y. New York Public Library/ Morgan Library & Museum Boston, Mass.

Boston Public Library Washington, D.C. Library of Congress New Haven, Conn.

Yale’s Beinecke Rare Book and Manuscript Library/Sterling Library Ridgefield, Conn.

Jay Walker’s Private Library Salt Lake City, Utah Salt Lake City Public Library Baltimore, Md. George Peabody Library Exeter, N.H. Phillips Exeter Academy Library Being surrounded by other bibliophiles is like setting yourself up for positive peer pressure. RE Gabrielle van Welie is RISMedia’s editorial intern.

Email her your blog topic ideas: gvanwelie@rismedia.com.

This article originally appeared on RISMedia’s blog, Housecall.

Visit us at blog.rismedia.com.

RISMedia’s REAL ESTATE May 2017 43

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Trading Up Costs $450 More a Month, With Exceptions

T

here are many benefits to trading up to a home with more square footage, especially for growing families—but with more house comes more cost, and, as a recent analysis by Zillow reveals, it can vary by location.

Trade-up homeowners can expect to spend an average of $447 more each month if they move from a home with two bedrooms to one with three, according to Zillow’s Cost of Moving Up Analysis, or 50 percent more tacked on to a monthly mortgage payment.

In several markets, trading up from two bedrooms to three adds less expense to a monthly mortgage payment than the average—in some cases, a lot less. In Cleveland, Ohio, trading up from two bedrooms to three will cost a negligible $74 more each month, while trading up in Philadelphia, Pa., will cost only $77 more. Trade-up homeowners in Indianapolis, Ind., Baltimore, Md., and Kansas City, Mo., will pay below-average costs,

as well: $103, $105, and $112, respectively.

Trading up from two bedrooms to three in high-priced markets, however, comes at a steeper cost: above average at $2,224 more each month in San Jose, Calif.; $1,660 more in San Francisco, Calif.; $1,033 more in Los AngelesLong Beach-Anaheim, Calif.; $928 more in San Diego, Calif.; and $601 more in Denver, Colo.

The analysis also calculated the cost of trading up from homes with one bedroom to two, three bedrooms to four, two bedrooms and one bathroom to two bathrooms, three bedrooms and one bathroom to two bathrooms, three bedrooms and two bathrooms to three bathrooms, four bedrooms and two

bathrooms to three bathrooms, and four bedrooms and three bathrooms to four bathrooms.

“While deciding whether to move is a personal choice, understanding how certain characteristics like size, location, or number of beds and baths can impact a home’s price can be hugely important when determining if a particular home is the right fit for you and your family,” says Dr. Svenja Gudell, chief economist at Zillow. “Even though many families may be prepared to spend extra for a larger home, just how much more may come as a surprise, especially for those living in coastal markets.”

Knowing what to expect in terms of trade-up costs could give prospective spellers the push they need to put their homes on the market. RE

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

RISMedia’s REAL ESTATE May 2017 45

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888-515-5198 | hometeam.com/realestate Each office is independently owned and operated. ©2017 The HomeTeam Inspection Service, Inc. All rights reserved.

Be a Star at the REALTORS® Legislative Meetings & Trade Expo

8 Take 10 percent off every purchase and receive a free Swanepoel Trends Report when you spend at least $30 at the REALTOR® Store.

8 Shop for REALTOR®-branded merchandise with the REALTOR Team Store®, a REALTOR Benefits® Program partner.

Commentary by Bob Goldberg

8 Take the latest Member Value Plus (MVP) action to earn the brand-new webinar, How to Reach Millennials Through Instagram and Snapchat, as well as a chance to win one of five grand prizes.

8 See how the REALTOR® Party works to advance local, state and federal issues, and learn about REALTOR® advocacy.

8 Tour your personal dashboard on the new Member Center, including a consolidated calendar of events from your national, state and local associations.

O

ne of my favorite events of the year is the REALTORS® Legislative Meetings & Trade Expo, a time when members unite in their shared voice as advocates for the real estate industry, while also celebrating their individual contributions. For brokers, it’s also an excellent opportunity to explore the latest resources to support your success and meet other industry leaders from across the country.

Helping You Shine While you’re at the Trade Expo on Wednesday, May 17 and Thursday, May 18, be sure to visit the REALTOR® Pavilion to explore all the latest tools and benefits included in your NAR membership while enjoying a sweet treat. Stop by on Wednesday between 10:30 and 11:00 a.m. and you’ll have a chance to meet the stars of NAR’s leadership team.

The REALTOR® Pavilion makes it easy for you and your agents to access benefits that help your business reach the stars. At the heart

of the REALTOR® Pavilion is the NAR Booth No. 1707. Here, you can learn about several featured NAR initiatives and resources, and members can: 8 Take advantage of savings and special offers from over 30 carefully selected industry-leading partners from the REALTOR Benefits®Program, your official member benefits resource.

8 Get their FREE .REALTOR web address, or purchase an email address and get a set of FREE Bluetooth headphones.

8 Help your business thrive with member services and resources developed specifically for commercial real estate professionals.

8 Learn about valuable resources and expertise such as eBooks, library research, business letter templates, and more, from Information Services.

8 Ask about programs and resources available to train volunteer leadership.

8 Discover how RPR® (Realtors Property Resource®) provides REALTORS® comprehensive data, powerful analytics, and clientfriendly reporting at Booth No. 1708.

8 Hear about the “Drive Now, Pay Later” auto loan from REALTORS® Federal Credit Union, a Division of Northwest Federal Credit Union.

You can also apply for a REAL-

RISMedia’s REAL ESTATE May 2017 47

TOR® Credit Card and learn about the full range of financial products and services designed especially for REALTORS®at booth No. 1706.

8 Learn about smart home and renewable energy technology and other innovations impacting real estate from the Center for REALTOR® Technology (CRT) labs.

More Ways to Make Your Business Shine Brighter As you know, knowledge is power.

Visit the Center for REALTOR® Development Booth No. 1813 to learn about the many online continuing education courses offered by NAR, including those for official NAR designations and certifications. Stop

by REALTOR® University Booth No.

1819 to learn how the Master of Real Estate Degree program allows you to focus your passion and take your professional specialty to the highest level—and come celebrate the graduating class of 2017 on Friday, May 19 at 1:30 p.m. in the Blue Room of the Omni.

Looking to update your website with new resources? Be sure to visit Booth No. 1805 to learn about the Real Estate Today Radio Show and how you can easily add the audio player to your website. It’s another great marketing resource to communicate real estate information and knowledge with your clients.

Finally, talk face-to-face with the REach® Class of 2017 at Booth No. 1729. The REach® technology accelerator program was developed

by NAR’s strategic investment arm, Second Century Ventures, to connect members who want to take their business to the next level with innovative technology companies. Stop by to see REach® company demos and find out more about these rising stars and their offerings.

The REALTOR® Pavilion offers a star-studded lineup of NAR resources to support your success and make your business shine.

For more information about the REALTORS® Legislative Meetings & Trade Expo in Washington, D.C., visit www.NAR.realtor/Midyear.nsf.

See you there! RE

Bob Goldberg is NAR Senior Vice President, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions.

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{Power Broker Perspectives}

by Keith Loria

Geoffrey Bray and Lindsay Bacigalupo

Providing a New Real Estate Experience

In 2015, Geoffrey Bray and Lindsay Bacigalupo partnered to establish Engel & Völkers Minneapolis Downtown, a Minneapolis, Minn.based brokerage, with Bray serving as the firm’s managing broker.

Since its inception, the Minneapolis/St. Paul market has been strong.

“Some would consider 2016 a seller’s market, and that continues to be the theme in 2017,” says Bray.

“However, as we all know, with historic low interest rates, it’s still a great time to buy. One of the biggest reasons our business has grown over the past year is because we hire great people who want to help great people. We do everything in our power to make sure that if there’s a home out there that one of our clients wants, we’re one of the first people in the door so that our hat gets put in the ring. With less than half the inventory on the market than there should be, swift and professional action goes a long way.”

As a relatively new company, the firm isn’t looking

50 May 2017 RISMedia’s REAL ESTATE

Engel & Völkers Minneapolis advisors pose during their yearly Fall Soireé, a way to say thank you to their clients and to raise money for Special Olympics.

to expand simply for the sake of expanding. With plans in place to grow by advisor count and possibly opening a few more shops in 2017, Bray notes this will only happen if they find the right people who want to take a step forward in their career.

“Our culture and our people are what matter most to us. If we’re taking care of them, they’re taking care of the clients,” says Bray. “One misstep in hiring an agent that doesn’t understand that they’re part of something special here could set us back a long way.”

The Engel & Völkers Minneapolis Downtown way is

Having opened in June 2016, Engel & Völkers Minneapolis’ most recent shop is located on Hennepin Avenue in Northeast Minneapolis.

VITALS: Engel & Völkers Minneapolis Downtown

Years in business: 2 Size: 3 shops, 45 advisors, 6 staff Regions served: Minneapolis/St. Paul and all surrounding suburbs 2016 sales volume: $120 million 2016 transactions: 410 www.minneapolis.evusa.com

different than other firms out there, as it’s part of an international brand that’s more than just houses, yachts and planes.

“We’re connected to some of the best real estate advisors in the world, and the relationships we form with them are invaluable,” says Bray. “We choose not to spend our marketing dollars on billboards or radio ads because that isn’t focused on our current clients who have already chosen to work with us. We like to tie our marketing dollars to experiences and events.”

For example, this summer, the firm is sponsoring a music festival featuring artists such as the Goo Goo Dolls and Phillip Phillips. Clients will be invited to the event, with the belief that this will lead to more business.

On a simple level, it’s one of the only companies in the market that requires professional photography on every single home it lists, no matter the price point. On a larger level, they now offer virtual reality on every listing.

“We keep the bar high.

We don’t think we’re better than anyone else in any way. We simply think that as a company, we can try to do this job better than anyone else,” says Bray.

“Engel & Völkers has a lot of gusto behind its three core values of competence, passion and exclusivity, and we hold that last one in high regard. We

deTonnancourt opened a second Rhode Island location earlier this year.

aren’t for everybody, and that’s okay with us. But for those professionals that get us, it’s the perfect fit. We’ll go to battle with and for our people, and do everything in our power to make them successful.”

Dean A. deTonnancourt

Succeeding with a ‘SharingBased’ Environment

With 28 years of experience in the real estate industry, Dean A. deTonnancourt, broker/ owner of HomeSmart Professionals Real Estate in Warwick, R.I., has a lot of know-how to offer those who work for him, and he’s always thrilled to share his experiences.

“I’ve enjoyed personal sales success on many levels during my career,” says deTonnancourt. “What I now love most is working with our associates and helping them achieve unlimited levels of success.

We celebrate everything at HomeSmart Professionals Real Estate. Regardless of

the associate’s goal, we’re going to celebrate their accomplishments.”

Last year was a strong one for the firm, as business increased from 484 transactions to 852 transactions, thanks to a continued growth in agent count, as well as increased personal productivity among the firm’s individual associates.

“What’s setting us apart in the marketplace right now is the energy and excitement of our associates,” says deTonnancourt. “Call it culture, call it camaraderie, but our associates display a sharingbased attitude where all associates support each

“Call it culture, call it camaraderie, but our associates display a sharingbased attitude where all associates support each other in individual and mutual success.”

– Dean A. deTonnancourt Broker/Owner, HomeSmart Professionals Real Estate

RISMedia’s REAL ESTATE May 2017 51

other in individual and mutual success. The mindset is contagious.”

Business is expected to rise again in 2017, thanks to some recent expansion.

“We just opened our second location at the beginning of the year in Northern Rhode Island,” says deTonnancourt. “Our growth projection includes increased agent count as well as additional branch locations throughout Rhode Island and nearby Massachusetts and Connecticut.”

The market in Rhode Island is currently displaying a record-low inventory, causing a highly competitive marketplace. deTonnancourt notes that more competition, coupled with lower listing inventory and multiple-offer scenarios, are now a regular occurrence.

“With a larger salesforce, we’re seeing an increased marketshare and brand awareness,” he says. “Consumer confidence is critical in any market, and HomeSmart has quickly become known as a leader in the Rhode Island marketplace.”

The firm’s compensation model is new and unique to the marketplace, attracting associates at every level of production.

“With associates working harder against increased competition, the awareness for income retention is heightened. Associates are realizing more and more that at the end of the day, it’s not about what

52 May 2017 RISMedia’s REAL ESTATE

HomeSmart Professionals’ growth plans include more agents and additional offices.

you earn; it’s about what you keep,” says deTonnancourt. “Our compensation model recognizes this specific theory and puts the associate in more control of their finances, ultimately benefiting the consumer.”

Of course, deTonnancourt’s experience has taught him that every consumer responds differently to the marketplace, and associates need to be equipped with education and resources specific to the needs of the individual.

“HomeSmart was founded on technology. Our proprietary technology platform allows our associates to remain on the cutting edge with innovative tools and customizable marketing pieces,” says deTonnancourt. “Our monthly educational calendar focuses on the core principle of running an individual real estate business, rather than

VITALS: HomeSmart Professionals Real Estate

Years in business: 28 Size: 2 offices, 150 associates Regions served: Rhode Island and nearby Massachusetts and Connecticut 2016 sales volume: $190 million 2016 transactions: 852 www.therhodehome.com what most would consider a sales job. Conversations related to timely topics in a classroom setting or busi-

ness-meeting format aid our associates in competing in any market.”

Glenn “Chip” Gardner

Moving a Louisiana Legend Forward

As Vice President of Operations and Special Initiatives for Metairie, La.-based GARDNER REALTORS®, Glenn “Chip” Gardner has proven that the family DNA runs strong.

“We’re the most successful local (non-franchised) real estate company in our region that’s consistently recognized as a Top Workplace with both the third and fourth generations of our Gardner family—Dad, Mom, sister and me—leading the organization,” says Gardner. “While we’re the local experts in a sea of franchised competition, we also have global connections to the very best real estate brokers through Leading Real Estate Companies of the World® and Luxury Portfolio International®, which provides us with world-class marketing

and resources, allowing us to provide clients the very best service.”

Metro New Orleans has seen prices rise by 5 percent over the last year. In addition, the market had slightly less inventory with steady buyer demand in 2016, which is directly correlated to ranking No. 3 in Major U.S. Cities Population Growth, along with recent accolades such as No. 1 Business Climate, No. 1 Most Economical City and No. 1 Brain Magnet in America.

“For the third straight year, we’re the only real estate company recognized as a Top Workplace in our market by Nola.com/The Times Picayune. This is attributed to the guiding principles instilled in our real estate family by our founder, Mrs. Gertrude Gardner, who was affectionately referred to as ‘The Grand Dame of Real Estate,’” says Gardner. “Also, this past year, we rolled out our agent benefits program through Dergalis Associates, so our REALTORS® now have access to vision, dental, life and short- and long-term disability insurance, along with tax and financial planning.”

While GARDNER REALTORS®continues to attract agents to the firm and remain open to acquiring quality firms, its primary focus is to grow marketshare through increased productivity.

“Through a combination of live and online training

“While we’re the local experts in a sea of franchised competition, we also have global connections to the very best real estate brokers through Leading Real Estate Companies of the World® and Luxury Portfolio International®.”

– Glenn “Chip” Gardner Vice President of Operations and Special Initiatives, GARDNER REALTORS®

classes, which provide insight into these specific consumer mindsets, we keep our agents up-to-date on everything,” says Gardner. “Our Gardner Institute—powered by Leading Real Estate Companies of the World®—ranked No. 3 across all industries worldwide in Training Magazine’s Top 125 award winners and has complimentary on-demand classes that we utilize.”

And as members of The Enterprise Network by booj, the firm’s “Gardner Ecosystem,” including websites, mobile apps, a CRM, and more, remains on the cutting-edge through its constantly evolving technology platform, which includes market exclusivity.

“We’re also augmenting our in-house training through our partnership with Ninja Selling, a system focused on increasing a real estate professional’s income per hour, increasing the client’s satisfaction, and improving the real estate professional’s quality of life,” says Gardner. “As The Ninja Company of our market, our staff and leadership are also on the Ninja Path, so our entire organization is in alignment.”

In Gardner’s mind, the company’s success is measured by building relationships, providing a path to personal mastery and life purpose, and giving back to worthy causes, such as The New Orleans Mission. RE

VITALS: GARDNER REALTORS® Years in business: 74 Size: 24 offices, 850 REALTORS® Regions served: Metro New Orleans/Greater Baton Rouge/Mississippi Gulf Coast 2016 sales volume: $1.143 billion 2016 transactions: 4,920 www.gardnerrealtors.com

RISMedia’s REAL ESTATE May 2017 53

Be in business for yourself, not by yourself.

With Technology.

Weichert.com is one of the top 5 real estate broker websites* attracting over 41 million visitors a year** Weichert® Lead Network connects incoming leads to participating agents in minutes.

Weichert® Mobile App helps consumers find open houses & listings from wherever they are.

Online tools, like our proprietary CRM, make it easy to manage your clients, your marketing and your transactions.

Looking for a change? Ready to take your career to new heights? Join our team.

Call your local Weichert® office today or 800-301-3000, or visit jobs.weichert.com. *Among traditional real estate brokers. Experian Hitwise 1/2016. **Average based Google Analytics, 7/2016. © 2017 Weichert Real Estate Affiliates, Inc. Weichert® is a federally registered trademark of Weichert Co. All other trademarks are the property of their respective owners.

REALTORS® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics. Each WEICHERT® franchised office is independently owned and operated.

Drilling Into Real Estate With a Data-Focused Lens HOUSECANARY’S DATA AND PREDICTIVE TOOLS PROVIDE REAL ESTATE PROFESSIONALS A NEW WAY TO LOOK AT REAL ESTATE

by Paige Tepping

F

or Arrian Binnings, a REALTOR® with Pacific Union Real Estate in San Francisco, Calif., tracking his local market to see what types of changes are occurring is a daily task that can’t be ignored. While open house traffic and information shared among colleagues is easy to come by, Binnings’ partnership with HouseCanary has opened his eyes even further, providing him with the ability to look at the market in a whole new way.

“Having built the most comprehensive real estate dataset in the marketplace, HouseCanary’s data infrastructure aggregates thousands of data elements from a broad set of data sources. Tracking the most specific details about a given property, the broadest economic factors—and everything in between—HouseCanary is preparing real estate professionals for the future with great data and predictive tools alike.

“What HouseCanary is doing is something I’ve never seen before,” says Binnings. “They’re adding a lot of value to my daily work of being able to use data for market projections.”

Fitting into his daily workflow, HouseCanary is bringing to the table data Binnings wouldn’t be able to collect on his own. “On an individual property level, having a source where I can pull data and look at not just data about the property, but projections and forecasts for the market area, in addition to zip code- and census-level data, is truly unique,” says Binnings.

But it doesn’t end there. “The level of data and forecasting for small pockets is very valuable, as it helps me with micro-level analysis, which can then be expanded out to the greater neighborhood zip code, city and metro market level,” says Binnings. “HouseCanary provides a different view into the data, no matter which level you want to use to analyze the market.”

With so much data at his disposal, Binnings goes on to explain that HouseCanary’s comps analysis tool has proven to be a true game-changer.

“By drilling down into raw market movement, HouseCanary has eliminated one of the major obstacles to pulling

comps,” says Binnings. While comps that are older than six months are typically tossed out due to data that’s no longer relevant, HouseCanary has uniquely sidestepped this obstacle by paying attention to market appreciation, allowing the price of a comp to be adjusted to the tune of today’s market reality. “This is a huge differentiator, as it’s opened my eyes to other comps I wouldn’t normally consider.”

While the comps resonate most with Binnings, data related to where properties sit on the bell curve within a specific market area—in addition to the platform’s ability to forecast into the future—are most beneficial for his clients.

“When I present clients with all this data, they’re very impressed,” says Binnings. Taking a hands-on approach to walking clients through the data he’s compiled for them, Binnings is able to paint a clear picture as to where the market currently stands— and where it’s headed. “I simply take the data HouseCanary has and marry it with the narrative I want/need to tell based on the specific property. It augments what I’m already doing,” adds Binnings.

A big believer in the fact that understanding the value of a home is a real estate professional’s No. 1 advantage, Binnings believes that using HouseCanary as a tool to help both himself and his clients understand value and trends is ultimately what the product is all about.

“No one has a crystal ball, and real estate professionals are going to continue dodging questions when it comes to predicting the market,” concludes Binnings. “But with HouseCanary, we have another place to point the finger to show that this isn’t just REALTOR®rhetoric.” RE For more information, please visit www.housecanary.com/ris.

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{Strategies} Improving the Real Estate Experience for Agents and Brokers QUICKEN LOANS STREAMLINES THE MORTGAGE PROCESS FOR ALL PARTIES INVOLVED

by Nick Caruso

F

or agents and brokers trying to deliver smooth transactions for clients, having a mortgage partner that gets it is crucially important. Not all buyers and sellers are made alike; with varying degrees of techsavviness, having a trusted mortgage partner that can comply with any client’s needs takes the cake for a company like Berkshire Hathaway HomeServices New York. And it’s this commitment to service that has cemented a nearly 12year relationship between the brokerage and its lender of choice: Quicken Loans.

According to Dennis Levandowski, a broker at Berkshire Hathaway HomeServices New York, working with Quicken Loans has been a smooth process.

“You can get in contact with somebody pretty quickly over there. We have a dashboard where we can get updates and communicate back and forth, and the response and service is above and beyond the competition,” he says.

Levandowski’s company utilizes Quicken Loans for every mortgage product available to clients, in addition to loans submitted through Rocket Mortgage, the company’s paper-free, customizable mortgage solution that helps customers receive the latest news and mortgage rate information in just a few minutes. The company’s inhouse bank attorney is also on hand to keep the process flowing, communicating and coordinating with the buyer’s or seller’s attorney to make sure transactions stay on track.

“I think Quicken Loans is on the cutting edge, and they seem to be leading the way,” says Levandowski. “Their Agent Insight dashboard allows users to go right to the site to check the latest updates, whereas with local lenders, one would have to talk to a person. I don’t think

56 May 2017 RISMedia’s REAL ESTATE

“I think Quicken Loans is on the cutting edge, and they seem to be leading the way.”

- DENNIS LEVANDOWSKI Broker, Berkshire Hathaway HomeServices New York

there’s any type of program like this where you can go if it’s late at night and you want to get an update.”

Having the high-level functionality of Quicken Loans on hand helps Levandowski’s clients by providing them with the information they seek around the clock, which goes a long way toward helping Berkshire Hathaway HomeServices New York better serve buyers and sellers who are hungrily seeking answers to their real estate questions.

As for agents, Quicken Loans sends a dedicated Market Manager out to individual offices to answer any additional questions that may arise.

“Our dedicated Market Manager, Munt Alhussain, regu-

larly visits our office to see how things are going. We have a good working relationship with him, and it helps to see a face behind the whole thing. Over the years, there’s been a great culture and great interaction between Quicken Loans and ourselves,” says Levandowski, whose 60+ agents have closed a significant amount of business with the mortgage provider.

With an attentiveness to agents’ needs and progressive technology that helps customers apply for a loan with a few clicks of a button, Quicken Loans is streamlining the way Levandowski’s agents complete transactions while concurrently providing buyers and sellers with the flexibility to transact in whatever way they choose, conventionally or digitally.

And that’s a level of service that can’t be replicated.

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

A Streamlined Approach to Real Estate Success NEW AGENT QUICKLY LEARNS TO LEVERAGE THE POWER OF REALTORS PROPERTY RESOURCE®

by Keith Loria

A

fter spending nearly 15 years as a 911 dispatcher for the Las Vegas Metro Police, Erika Bentley needed a change.

Having lived in the area for more than 40 years—working at the Treasure Island Casino for nine years—Bentley’s sphere of influence was nothing short of solid. In April 2016, she obtained her real estate license and joined Berkshire Hathaway HomeServices Nevada Properties.

“I’ve developed a large network, so the transition was

RISMedia’s REAL ESTATE May 2017 57

“RPR has been a game-changer for me. By using it, I can present myself as someone who really knows the area.”

- ERIKA BENTLEY Berkshire Hathaway HomeServices Nevada Properties

easy,” says Bentley. “I closed eight deals in my first six months, and I’m currently working with another half-dozen buyers and sellers.”

This past March, Bentley booked her first luxury listing, a property she expects to go rather quickly.

One of the keys to her success has been the utilization of NAR’s Realtors Property Resource® (RPR®) , the largest database of parcel-centric property information that provides agents with one streamlined system obtained from multiple sources.

“Right after I got licensed and joined Berkshire Hathaway HomeServices Nevada Properties, one of the firm’s brokers brought it up to me during a class, so I looked at it and showed it to my business partner who helps me with my marketing. We dug through it and knew I had to use it,” says Bentley. “RPR has been a game changer for me. By using it, I can present myself as someone who really knows the area.”

Bentley notes that she uses RPR on every property she deals with, showing clients comps, property details and other listing information. If she’s at a property and hasn’t had a chance to run the numbers, RPR allows her to easily do so from her phone.

“If I’m at a showing and the client doesn’t like the house, but they like the area, I can use RPR to see what else is listed for sale nearby. We can also see if there are any foreclosures or distressed properties in the area, in addition to anything else that’s notable,” says Bentley.

“It’s a visual aid for them, too,” she adds. “They can see that I’m not just spouting off numbers and statistics.

Another key feature is the fact that RPR’s reports are fully customizable. “They can be as detailed or as brief as you want. You can leave sections out that your client might not understand, and for those who are more detailoriented, you can include graphs and charts within the report. It’s an ideal tool,” concludes Bentley.

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

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Keeping Pace With the Ever-Evolving Needs of the Real Estate Industry GEORGIA REALTOR®KNOWS THE IMPORTANCE OF AN AMERICAN HOME SHIELD®(AHS®) HOME WARRANTY

by Keith Loria

A

35-year veteran of the real estate business, Julie Altenbach—a REALTOR® with Harry Norman, REALTORS® in East Cobb, Ga.—and her buyer and seller clients understand the importance home warranties play in the real estate process.

Having established a relationship with American Home Shield® (AHS®) 20 years ago, Altenbach has witnessed the benefits associated with its home warranty products for buyers and sellers alike.

“All homes can have issues from time to time, even newer homes,” says Altenbach, “and American Home Shield covers so many items that frequently need repair in the typical home. AHS home warranties are especially useful for a property that has all systems working well at the time of purchase, but are at an age approaching the

“Not only does AHS prevail over other warranty companies that come and go, but it’s at the forefront of change and is constantly looking to service the ever-evolving needs of the real estate industry.”

- JULIE ALTENBACH REALTOR®, Harry Norman, REALTORS®

end of operational expectancy.”

Altenbach recently went on a listing appointment that was already covered by an AHS home warranty, and during her presentation, a question related to if the coverage should be extended when the home was placed on the market arose. “The seller had been reluctant to extend the warranty as a money-saving measure for expense of sale,” says Altenbach. “However, as the seller and I were walking through the home, we discovered the hot water heater was beginning to leak, potentially causing major damage to a high-end finished terrace level. Calling AHS for service was all the proof the client needed to extend the warranty, and she agreed on the spot.”

In other cases, buyers and sellers have been reluctant to take advantage of everything AHS home warranties have to offer until they learn how all homes—old or new—have components that may need repair, and how

an AHS home warranty can assist homeowners like the one above.

“American Home Shield has made many dramatic improvements over the years; It’s not the typical warranty homeowners may have experienced in the past,” says Altenbach. “I have personally covered my home for over 10 years with an American Home Shield home warranty.”

One of Altenbach’s favorite things about AHS is the attention she and her clients receive from Rhonda Poitevent, their local account executive.

“Phenomenal is the best word to describe her,” says Altenbach. “Rhonda has rescued many of my clients’ situations. I’ve actually given examples of her excellent service to other agents in my office during our weekly sales meetings.”

Many at Harry Norman, REALTORS® share Altenbach’s feelings for AHS, and the warranty plan is the go-to choice for most clients.

“Most agents in my company feel that American Home Shield is the most comprehensive and best service-oriented warranty company available in the marketplace today,” concludes Altenbach. “Not only does AHS prevail over other warranty companies that come and go, but it’s at the forefront of change and is constantly looking to service the ever-evolving needs of the real estate industry.” RE For more information, please visit www.ahs.com/realestate.

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Investment Home Sales Dominate SecondHome Market in 2016

I

nvestment home sales dominated the second-home market in 2016, off the charts by 4.5 percent to total 1.14 million, according to the National Association of REALTORS®(NAR) recently released 2017 Investment and Vacation Home Buyers Survey—but vacation home purchases plunged, down 21.6 percent to a total 721,000.

NAR Chief Economist Lawrence Yun attributes the vacating of vacation home sales to low supply and unaffordability—the same issues plaguing the housing market overall.

“In several markets in the South and West—the two most popular destinations for vacation buyers— home prices have soared in recent years because substantial buyer demand from strong job growth continues to outstrip the supply of homes for sale,” says Yun. “With fewer bargain-priced properties to choose from and a growing number of traditional buyers, finding a home for vacation purposes became more difficult and less affordable last year.”

Vacation home sales, according to Yun, are now 36 percent below

their 2014 peak. The median vacation home price was $200,000, a 4.2 percent increase from 2015, with the share of all-cash purchases down to 28 percent from 38 percent in 2015. Vacation home sales totaled 12 percent of all transactions in 2016—the lowest share since 2012.

The median investment home price, to compare, was $155,000, an 8 percent increase from 2015, with the share of all-cash purchases down to 35 percent from 39 percent in 2015. Investment home sales totaled 19 percent of all transactions in 2016, unchanged.

“Sales to individual investors reached their highest level since 2012 (1.20 million) as investors took advantage of record-low mort-

gage rates and recognized the sizeable demand for renting in their market as renters struggle to become homeowners,” Yun says. “The ability to generate rental income or remodel a home to put back on a market with tight inventory is giving investors increased confidence in their ability to see strong returns in their home purchase.”

What motivated investment- and vacation homebuyers? According to the survey, 42 percent of investors bought a property with the purpose of generating rental income, and 16 percent of investors bought for potential price appreciation.

Forty-two percent of vacation homebuyers bought for “a family retreat” or vacation use, and 18 percent bought for retirement.

Many investment- and vacation homebuyers, in addition, rented their property short-term—less than 30 days. RE For more information, please visit www.nar.realtor.

RISMedia’s REAL ESTATE May 2017 61

Protect Your Home, Protect Your Business

by Bob Goldberg

I

t may be impossible to eliminate life’s risks, but you can reduce their impact. Fortunately, members of the National Association of REALTORS® (NAR) can rest easier while also enjoying substantial discounts on home warranties, home-

owners insurance, errors and omissions insurance, and other insurance protection offered through the REALTOR Benefits® Program.

62 May 2017 RISMedia’s REAL ESTATE

Home Warranties Home systems and appliances eventually break down from everyday wear and tear, but a home warranty from American Home Shield® can help you protect your budget.

“Real estate professionals across the country trust our home warranties to help protect their clients from unforeseen budget hits during the listing and buying process,” says Trafford Seymour, vice president of Real Estate Sales for American Home Shield. “By purchasing one of our warranty products for your own investment, you can experience that value first hand.”

Unlike homeowners insurance, an AHS home warranty is a service contract that covers routine breakdowns of essential appliances and

We’ve Got You Covered with NAR’s REALTOR Benefits® Program Learn more about savings for members.

Home Warranties: www.NAR.realtor/ RealtorBenefits/AHS Homeowners Insurance: www.NAR. realtor/RealtorBenefits/LibertyMutual Errors and Omissions Insurance: www.NAR.realtor/RealtorBenefits/ Schinnerer

home system components. It’s an excellent complement to help cover gaps left by traditional homeowners insurance. Choose among three plans for your own home or any other residential property you may own: 8ShieldEssentialSM covers the most critical home systems that are the most expensive to repair and replace.

8ShieldPlusSM covers the most critical home systems, plus many common major household appliances.

8ShieldCompleteSM offers the most comprehensive coverage, including the items in ShieldEssential and ShieldPlus combined, plus some additional home items like garage door openers and doorbells.

Don’t let a broken refrigerator spoil your day. These home warranties from American Home Shield help protect your appliances and include plan features that were previously only available as part of a real estate transaction.

Best of all, NAR members enjoy $50 savings on the first coverage year of whichever home warranty plan you select. Use priority code NAR50 to claim your discount. Learn more at www.NAR.realtor/RealtorBenefits/AHS. Homeowners Insurance Liberty Mutual, NAR’s exclusive auto, home and renters insurance provider, offers quality coverage and exclusive savings of up to 10 percent for NAR members.1 Expert agents can help you determine the best insurance options to fit your needs and protect your home, possessions and personal liability.

In addition to great discounts on excellent coverage, Liberty Mutual fits your lifestyle, offering convenient payment options, 24-hour claims assistance and a mobile app that simplifies the claims process.

To enjoy all your Liberty Mutual benefits, be sure to mention that you’re an NAR member when speaking to an agent. Learn more at www.

NAR.realtor/RealtorBenefits/LibertyMutual.

Errors and Omissions Insurance Victor O. Schinnerer & Company and NAR have partnered to provide a firstclass errors and omissions (E&O) insurance program to REALTOR® firms and members.

Several premium credits are available, as allowed by state law, including a credit for being an NAR member, holding select NAR desig-

nations, continuing education, use of standard contracts, use of home warranties, risk management programs, etc. Longevity credits are also available.

Schinnerer has also compiled numerous “war stories” that brokers can download and distribute at sales meetings to illustrate various ways E&O insurance can protect a real estate professional who might be “caught in the crossfire.” To learn more about the Schinnerer program for REALTORS®, and to read the war stories, visit www.NAR.realtor/RealtorBenefits/Schinnerer.

Discover Your Benefits These special discounts and benefits are open to all NAR members; however, individual program availability and eligibility may vary by partner program. See partner websites for details, terms and conditions.

Designed with you in mind, the REALTOR Benefits® Program is your official (NAR) member benefits resource, bringing you savings and special offers just for REALTORS®.

Program partners are carefully selected, so you can be assured they understand the unique needs of real estate professionals and are committed to your success. Make www.NAR.realtor/RealtorBenefits the first place you stop when you shop for your professional and personal needs. RE Bob Goldberg is senior vice president, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions, for the National Association of REALTORS®.

Discounts are available where state laws and regulations allow, and may vary by state. To the extent permitted by law, applicants are individually underwritten; not all applicants may qualify.

1

RISMedia’s REAL ESTATE May 2017 63

Leading Into the Future: A Purposeful Transition

by Zoe Eisenberg

W

hen a 30-year-old company thinks about the future, it’s always important to reflect on the past. For ERA Colonial Real Estate, based in Harker Heights, Texas, that process

involved a series of conversations between father and son.

64 May 2017 RISMedia’s REAL ESTATE

Dennis DeWine founded the firm in 1987 and worked tirelessly to build his business.

His son, Tom DeWine, started his career in medical sales and marketing and was doing very well when Dennis made him an interesting offer.

“When my dad asked me to not only join the company, but to eventually lead it, I had to think long and hard about that,” says Tom. But he leveraged his business acumen and applied his experience to help bring the firm to the next level. When Dennis started thinking about moving on to the next phase of his life—retirement— he and Tom took a very thoughtful and purposeful path to establishing Tom as the successor. With the help of ERA Real Estate, Tom engaged in a number of programs and initiatives that brought his leadership knowledge to the next level, making him more than a legacy choice.

As a member of ERA’s National Advisory Council, Tom participated in high-level strategy sessions with ERA colleagues and brand leadership to set the course for ERA’s future—one that best met the needs of ERA companies across the country.

He was also a charter member of ERA’s Young Leaders Network, which was launched in 2012 as a way to bring together ERA professionals showing highly-engaged and collaborative characteristics early in their careers, in an effort to further develop their leadership skills. Members are mostly made up of millennials and Gen Yers who leverage this supportive community to discuss overcoming challenges and formulating business solutions.

The next step in Tom’s leadership development was through the ERA Leadership Academy, a nine-month “master class” in management and accountability.

His leadership studies culminated with a year-long executive leadership program called Ascend.

According to Tom, the five-year journey he embarked upon was essentially a road map to leadership.

“We saw this as a very purposeful transition, rather than a passive one,” says Dennis. “As we prepare for the next generation of leadership of our company, we are also very attuned to the needs of the next generation of agents, as well as buyers and sellers, always looking for new ways to connect and transform the way we do business.”

The ERA Colonial succession story aligns with the overall strategic direction of the ERA brand, which is keenly focused on building a strong leadership bench for the future of the brand and the industry as a whole.

From left to right: Dennis DeWine, Sue Yannaccone, Tom DeWine and General Manager Linda Starr

“Our new culture of execution has created a tremendous momentum for the company, and I am excited to lead our team into the future of real estate.”

– TOM DEWINE Broker & COO, ERA Colonial Real Estate

“In creating this deep cohort of up-and-coming entrepreneurial visionaries, we are looking at generational issues across many levels and the cascade of our value proposition from the brand to our brokers, from our brokers to their agents, and from agents to their clients,” says Sue Yannaccone, president and CEO of ERA Real Estate.

Over the past 11 years, Tom has gradually taken on more leadership responsibility and became the primary face of the company as broker and COO. He resolved to leverage all of the ERA brand’s tools at his disposal to create what he calls his “unfair advantage” in the marketplace.

In 2014, eager to apply his leadership learnings and move the company to the next level, he embarked on a company-wide goal-setting and accountability initiative built on the foundations of the Four Disciplines of Execution.

Like many things in life, it wasn’t easy. While the company had great results, Tom didn’t sugarcoat it.

“Ideas are the easy part, but implementation is hard,” he remarks. “On a positive note, our new culture of execution has created a tremendous momentum for the company, and I am excited to lead our team into the future of real estate.” RE

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

RISMedia’s REAL ESTATE May 2017 65

Your Game Plan for a Lucrative Business Minus the Burnout

by Brian Buffini

3

Keep your skills sharp. Sign up for seminars and training courses that not only boost your knowledge and help you navigate the changing market, but also help you manage your business and yourself. The more you learn, the better equipped you’ll be to guide buyers and sellers.

4

Adopt good habits. We all have habits that may hold us back from achieving success. You know what you need to do each day to generate leads and serve your clients, but it’s easy to get sidetracked.

When you adopt productive habits, you schedule time to focus on and complete your daily activities.

5

T

he real estate industry is a great industry; its low barrier to entry and unlimited income potential, plus the fact that you can be your own boss, is what ultimately attracted me to the business.

So, why do many agents struggle to find their footing for the first few years and end up leaving the industry? And why do their more seasoned counterparts get burned out and do the same? From my years working as an agent and now helping folks create lucrative, sustainable businesses, I’ve found that you have to have an effective game plan to generate leads, build relationships and grow your business.

If you’ve been working hard and feel like you’re not getting anywhere, it’s time to up your game.

1

Have an effective strategy. Working by referral is a timeless and effective strategy for generating consistent, high-quality leads. Instead of chasing down every cold lead, serve and provide value to your current clients, people in your network and

their referrals. By consistently providing value to the people you know, you continue to build relationships.

2

Implement your system. Once you have a strategy, commit to it fully and implement your plan.

Do the work by sending marketing items and notes, connecting with your database, delivering small gifts to your top clients, hosting a client party, etc. The harder you work to build relationships, the more leads you’ll generate, the more sales you’ll close and the more money you’ll have. Most importantly, a system will help you incorporate periods of active rest so you can achieve a better work-life balance. Active rest doesn’t mean taking a break, but rather, it’s the time spent serving your clients and harvesting the rewards of your focused lead generation.

Be confident. Sharpening your skills and adopting good habits will increase your confidence, which will not only help you make the right decisions, but will also teach you to learn from challenges. You’ll also be more receptive to feedback and able to analyze ways to improve. Similarly, you’ll begin to value all of your experiences as opportunities for growth.

When you follow these five steps, you’ll move from struggle to success. You’ll develop strong relationships with your clients, increase your profitability, and have the confidence to run a business you enjoy. RE Brian Buffini was born and raised in Dublin, Ireland, and immigrated to San Diego in 1986, where he became the classic American rags to riches story.

After becoming one of the nation’s top REALTORS®, he founded Buffini & Company, an organization dedicated to sharing his powerful lead-generation systems with others. Based in Carlsbad, Calif., Buffini & Company has trained over 3 million business professionals in 37 countries and currently coaches and trains more than 25,000 business people across North America. Today, Brian reaches over 1 million listeners a year through his popular “Brian Buffini Show” podcast. For more information, please visit www.buffiniandcompany.com.

RISMedia’s REAL ESTATE May 2017 67

Providing Clients a Full-Service

Experience Key to Continued Success

by Paige Tepping

Michael Lunden Broker/Owner Sellstate Realty Pros Greenwood Village, Colo. www.ssrealtypros.com

Region served: The south metro area of Colorado Years in real estate: 20 Number of offices: 1, with two slated to open this summer Number of agents: 30 What is it about the Sellstate model that truly attracted you to join the brand?

While Sellstate Realty Pros opened in February 2014, I’ve been with Sellstate for just over six years, and I’d have to say that a little bit of everything went into my decision to join the brand. From their training and technol68 May 2017 RISMedia’s REAL ESTATE

A collection of the Sellstate Platinum Awards recently given out for outstanding performance in real estate.

ogy to the culture within the Colorado region and their good commission splits, Sellstate is unique in that it is truly a broker-centric organization that at the same time can also be viewed as agent-centric. There’s no pressure to fit into a specific model, but rather, it’s all about the individual.

What are some of the main things that differentiate Sellstate—and Sellstate Realty Pros specifically—from the competition?

In addition to the areas mentioned above, Sellstate’s partnership with Homes.com is instrumental when it comes to setting the brand apart. Striving to provide valuable tools and resources that help real estate professionals successfully grow their business, the Sellstate Power Suite—a branded version of the Homes Connect marketing platform with other additional benefits—is a big draw for agents. The most complete and comprehensive technology offering, the system allows

agents to remain in control of their business whether they’re in the office or out in the field. Drilling down even further, the culture within our office is another key point of differentiation. Our office culture centers on the premise of everyone being there to help one another, from experienced agents all the way down to those just beginning their real estate careers. We also offer an online school for agents interested in getting their license, in addition to a continuing education online training center that can accommodate 50 people at any given time.

We’re truly a well-rounded office. In fact, this particular office provides the majority of the marketing tools for the entire Colorado region. Not only have we created presentation folders customized with the partners that work within the Sellstate offices, but we’ve printed and distributed them to the other offices in the area in order to build the brand within the Colorado region.

From your perspective as broker/owner, what are you most proud of?

My office has produced the Colorado Rookie of the Year every full year we’ve been in business. Not only did we have the Rookie of the Region, but these agents were also silver award winners their rookie years before moving on to be platinum award winners the next year.

I’m also proud of our involvement within the community. Not only do all the offices within the region donate funds to a local food bank, but we’re also in the process of working with our local Dress for Success chapter, an organization that empowers women to achieve economic independence. And lastly, I’m extremely proud of the individuals that make up my Board of Advisors.

When putting together the team, which includes Beth Anne Demeter, Jordan Kump, Tawn Miller, Matt Sumner, Angela Tyus and Jenna Osborne, I was very focused on selecting individuals that would bring a specific task to the table.

In what ways do clients benefit by working with a Sellstate real estate professional?

Clients benefit through our belief in providing a full-service experience and the fact that we build a relationship with the client, rather than simply focusing on the transaction. That being said, when a client comes in, we work directly with them to ensure that they’re qualified. If their credit needs to be repaired, we have an individual on our team that they can work with and stay in constant contact with until they’re ready to buy. From there, the client is connected with an agent who can guide them through the process. Our partnerships with title companies, lenders, home warranty providers and inspection companies are yet another way we show clients that they’re fully partnered with us.

Top: The entrance to Sellstate Realty Pros encompasses the clean, elegant design common across the Sellstate system.

Bottom: Sellstate Realty Pros Board of Advisors with Sellstate President Neil Cresswell (left) and Sellstate Colorado Regional Owner John Werkmeister (right).

Please describe the training/education provided to your agents.

We’re a little bit unique in that our agents are required to do training with us. In fact, we partnered with a Denver-based real estate school that’s been around for 25 years so that agents can complete the 168-hour licensing course online. In addition, we provide a two-hour test prep class every Saturday. Not only does this give agents the opportunity to come in and get their questions answered, but it gets them ingrained in the company culture from the get-go. Once an agent is licensed, we have our own site they can visit for continuing education. And last, but not least, we partnered with a local doctor to come in every week for health and wellness Monday. By carving out time for yoga, meditation and workplace stretching, we’re making sure our agents are happy and healthy.

Looking ahead, what’s on the horizon?

As we make our way through 2017, I’m most excited about opening our two new offices. While I can’t go into specifics, we’re looking at different office styles that are more modern in appearance than the typical brick and mortar buildings of the past. RE For more information, please visit www.sellstaterealty.com.

RISMedia’s REAL ESTATE May 2017 69

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

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

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Webinar Recap:

7 Secrets to Working in a Luxury Real Estate Market

by Nick Caruso

T

rying to get in with the high-end clients in your market? It might not be as hard as you think…

As part of the latest RISMedia ACE Webinar Series sponsored by The Entrust Group and moderated by Cleve Gaddis—leader of one of the top 10 real estate teams in Georgia and coach with Workman Success Systems—attendees learned some top tips for taking business to the next level in the webinar “Listing Mastery: 7 Secrets to Working With High-Net Worth Clients.”

According to Anthony Marguleas, broker/owner of Amalfi Estates in Los Angeles, and Julie Toon Timms, broker-in-charge of Hilton Head Island Real Estate Brokers, Inc., those seven secrets are: 8C are about what they care about.

8B e consistent and keep in touch.

8 Know the market.

8R emember that they’re regular people, too.

8 Have the right tools for the job.

8 Advocate for them.

8K now that it’s not about the gimmicks, but the investment of time.

To appeal to the higher-end market, Marguleas said you have to up your game all around, especially in the marketing department. His company sends direct mail to every home in the community, showing photos of the luxury homes that sold and educating potential clients about what the market’s doing, which could possibly throw a potential buyer or seller into action.

Your apparel may make or break you as well. “Dress how your clients are going to dress. In Malibu, wear a shirt and tie. If you’re work-

ing with people in the entertainment industry, you can be a little casual,” said Marguleas.

“It really comes down to confidence,” added Marguleas. “They’re not an expert in real estate. When you bring confidence to the table, they really respect it. Once you can sit down and educate them, they’ll treat you as one of their trusted advisors.”

“People are not any different than anybody else,” Timms said.

“Many of them, if not all of them, have families, dreams, desires… there’s no point in being intimidated. If you talk to people and understand them and what their goals are, surely you can answer their questions.”

Timms also explained that it’s important to avoid having “commission breath”—clients can smell it right away.

“You just have to build relationships with people. They really don’t care what you know until they know that you care,” she said.

Another piece of sage advice: Listen well, but not to respond. Listen to understand.

Knowing the numbers will forever make or break you. “Luxury clients didn’t get to be luxury clients by making poor financial decisions,” said Timms. “Give them the information and back it up with real numbers.”

Contact prospects 3-4 times per year, send out a newsletter to keep people informed, and respond quickly to questions. Also, getting testimonials that showcase your negotiation skills is important.

“People like to hear from third parties, and not just from you, about how good you are,” said Timms. RE To view the webinar in full, visit www.bit.ly/7secretstosuccess.

Nick Caruso is RISMedia’s senior editor.

RISMedia’s REAL ESTATE May 2017 71

Gino Blefari, CEO of Berkshire Hathaway HomeServices, congratulates Mike McCann of Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.

McCann’s team placed first in the network for units sold and GCI.

Pushing Boundaries to Achieve Success

by Paige Tepping

Berkshire Hathaway HomeServices 2017 Sales Convention brings members together to network, educate and celebrate

Vince Leisey, broker and president at Berkshire Hathaway HomeServices Ambassador Real Estate, accepts the award for top office in the Berkshire Hathaway HomeServices network for both closed units and GCI.

T

his past March, 4,000 Berkshire Hathaway HomeServices network members came together for the brand’s 2017 Sales Convention in Phoenix, Ariz., to connect with other affiliates, grow their referral networks, attend educational sessions, gain insight into what’s happening at the brand level and celebrate the accomplishments of their hard-working colleagues.

“Sales Convention is a vital time of year for our Berkshire Hathaway HomeServices network family when we get together to show our appreciation for all the hard-working agents and real estate professionals we serve every day,” says network CEO Gino Blefari. “It’s a chance for network members to learn, to grow, to meet new people 72 May 2017 RISMedia’s REAL ESTATE

Gino Blefari welcomes keynote speaker Johnny Bench, the Hall of Fame catcher who played for the Cincinnati Reds.

and solidify relationships, and, most importantly, to celebrate and connect at an event unlike any other.”

According to network members, from a networking and bonding perspective, no other industry event comes close to the annual Sales Convention.

“I go to Sales Convention because I can network with people across the brand,” says Maxine Gellens of the Maxine & Marti Gellens Team with Berkshire Hathaway HomeServices California Properties, who hasn’t missed a Convention since the first one back in 1989. “I make so many connections and network friends. If I missed a Sales Convention, I feel there would be a sales void in my year.”

Valuable from many different perspectives, the 2017 Sales Convention kicked off with inspirational and informative keynote addresses from Blefari and Stephen Phillips, COO of HSF Affiliates, which owns and operates

the network. While Blefari zeroed in on 10 keys to unleashing one’s full potential, Phillips updated attendees on the 2017 Berkshire Hathaway HomeServices national advertising campaign, in addition to shedding light on new tools and products being rolled out network-wide.

For David Mussari—managing partner with Berkshire Hathaway HomeServices Professional Realty in West Chester, Ohio—it’s these areas that translate most closely to his world. “I get more out of the keynote addresses and motivational speakers than most because that’s my role within my organization,” says Mussari. “I have to be a bit of a keynote speaker myself and give broad, inspirational and motivational messages.”

Working with Corporate Magic, a production company based out of Dallas, Texas, Denise Doyle—vice president of Conference and Meeting Services with HSF Affiliates— notes that pre-planning and meticulous preparation are integral to the success of the annual Sales Convention.

and diverse.”

While education is an important aspect of the annual Sales Convention, acknowledging, congratulating and celebrating the accomplishments of the network’s award winners is another critical component.

Some of this year’s award winners include: Top 10 Agent - Unit: Berkshire Hathaway HomeServices All American Homes, Danny Davis Jr. Top 10 Agent - GCI: Berkshire Hathaway HomeServices California Properties, David Offer Top 10 Team - Units & GCI: Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, Mike McCann “The Real Estate Man” & The McCann Team Top 10 Office - Units & GCI: Berkshire Hathaway HomeServices Ambassador Real Estate, Vince Leisey Berkshire Elite Circle (Top 50 Companies): Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, Larry Flick IV, Gerry Griesser, Joan Docktor and Larry Flick V Ten-K Club (Top Companies with over 10,000 CRU): Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, Larry Flick IV, Gerry Griesser, Joan Docktor and Larry Flick V Top Five Commercial Companies: Berkshire Hathaway HomeServices California Properties, Mary Lee Blaylock Sunshine Kids Top Contributor: Berkshire Hathaway HomeServices Ambassador Real Estate, raising $342,000

“We’re laser-focused on offering high-quality education, networking opportunities, top-notch speakers, entertainment and fun,” says Doyle, who goes on to explain that the amount of classes offered this year was double that of years past, with industry experts presenting on everything from the best listing presentations to the most innovative digital marketing strategies. “In addition to building our education track around what the market is currently doing, we also focused more on panels this year, as our franchisees are eager to learn from one another.”

In fact, 95 percent of the feedback Mussari receives from his agents centers around the educational sessions they attend. “Sales Convention is the one game changer for us every year,” says Mussari. “Their educational sessions are phenomenal, insightful, motivating

25-Year Legend: Berkshire Hathaway HomeServices Utah Properties; Berkshire Hathaway HomeServices California Realty, The Reece Team, Chin MacQuoid Fleming Harris, Kim Senecal

Berkshire Hathaway HomeServices Fox & Roach, REALTORS® was named the network’s top brokerage in 2016. Brokerage leaders (from left) Gerry Griesser, Larry Flick V, Joan Docktor and Larry Flick IV were recognized on stage.

RISMedia’s REAL ESTATE May 2017 73

(Inset) Pat Monahan, lead singer of GRAMMY® Awardwinning band, Train, performs at the 2017 Sunshine Kids Benefit concert at Sales Convention. Network professionals ringed the stage for a closer look at the band.

Mark Your Calendars!

Sales Convention 2018 will take place March 4 - 6, 2018 in San Antonio, Texas

Capping off the two-day event, Sales Convention 2017 closed out with a bang with a Sunshine Kids Benefit featuring Grammy Award-winning group Train. Since 1981, the network has raised $28.4 million ($2.14 million in 2016) for The Sunshine Kids, an organization that provides trips and group activities—as well as emotional support—for kids with cancer. Proceeds from this year’s benefit totaled $40,000, with Berkshire Hathaway HomeServices Ambassador Real Estate, led by President Vince Leisey, claiming the top fundraising spot, raising $342,000 to benefit the organization.

“Convention is fun and informative,” adds Gellens.

“In Phoenix, I heard Johnny Bench (former professional baseball catcher) and other great speakers and received

74 May 2017 RISMedia’s REAL ESTATE

first-hand all the great things coming from our network. The event is a great way to take a break, and all of us in the business need a break from time to time.”

Not willing to rest on their laurels, the team is already hard at work preparing for the 2018 Sales Convention.

“I look forward to Sales Convention every year, and we’re already working on next year’s event in San Antonio,” says Blefari. “It’s going to be a terrific production.”

Pushing boundaries is the name of the game when it comes to raising the bar year in and year out. “For an event to go from ordinary to extraordinary, you have to keep pushing the boundaries of what people expect and what you think you’re capable of,” concludes Doyle. “We continue to be successful because we have a clear vision for the event, and everything we do in the planning, strategizing and execution phases of Sales Convention keeps that vision in mind. When our Sales Convention attendees are having a good time, we know it’s a job well done.” RE For more information, please visit www.berkshirehathawayhs.com.

Looking for prospects?

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

There are better ways.

Let us help.

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LIST

2017 TOP MORTGAGE ORIGINATORS

LIST

2017 TOP PRODUCER

AREAA’S A-LIST APPLICATIONS NOW OPEN! AREAA National is now accepting applications for the 2017 AREAA A-List. The annual A-List are a reflection of the organization’s diverse and talented membership. The lists recognizes top producers serving Asian American homeowners and communities. The award is open to all active AREAA members.

To get more information and fill out the required application, please visit areaa.org/a-list

5 Things to Check Before Moving Into Your New Home

By Kara Masterson

B

uying a new house is an exciting process that marks a new chapter in life. For many people, it’s fun to shop around and tour different properties. When you’re serious about purchasing a home, there are a few important parts of the property to check before you move in.

The Neighborhood You should feel comfortable with the quality of the neighborhood, which will influence the value of your home. Look at the condition of the other homes and check to see if people are loitering at different times of the day. The house should also be in proximity to your job or nearby schools if you have children. Some individuals who don’t have a family may want to purchase a home in a good school district due to the impact it’ll have on the value of the property.

Storage Space The storage space that is available in the home influences how much clutter will be left out in

the open. Look for plenty of storage space in the bedroom closets and the kitchen to ensure you can comfortably fit everything you own without feeling cramped.

Plumbing System Run the faucets to inspect the water pressure and ask the current owners if the pipes are insulated. Hire professionals to ensure the radiators are working and whether the hot water tank needs to be replaced.

The Roof One of the most costly features of the home, the roof protects the interior setting from damage due to environmental elements. Hire a professional roofer to determine

the lifespan of the roofing material and if it needs any repairs. The tiles or shingles should be secure on the roof deck, and there shouldn’t be any leaks present.

Sufficient Drainage Many buyers make the mistake of overlooking the drainage on the property, but this one feature can cause issues if it isn’t in good shape. Insufficient drainage can lead to severe structural problems within the home.

Although it can be easy to fall in love with a house, there are several areas to check before making an offer to ensure that you don’t run into problems down the road.

By taking the time to inspect each part of the property, you can have peace of mind knowing you’re making a good investment. RE

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

RISMedia’s REAL ESTATE May 2017 77

Some

Agents Just

Get It. Do You Belong?

Sign up for Top 5 in Real Estate today at

Top5inRealEstate.com

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Top 5 Agents Get What They Want.

If you’re a top producing agent, the truth is you could still be getting more. As a member of RISMedia’s Top 5 in Real Estate Network, you enjoy exclusive access to an array of personal branding, professional networking, multi-media marketing and technological resources few others could ever match.

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

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

{Power Teams}

6 Steps to Massively Improve Your Marketing and Branding

“Study, learn, and become a true student of real estate if you want your brand promise to have real value.”

by Verl Workman

L

ooking to take your marketing and branding to the next level? The following tips will help get you there.

Know Your Audience Begin by asking yourself who your target client is, and have that person or family in mind when building your branding and marketing strategy. Do you work with luxury clients, first-time or vacation-home buyers, or families of five? Knowing who makes up your target audience is critical so that your message will resonate with the buyers and sellers you’re targeting.

Be Personal As real estate professionals appeal to the emotional side of sales, we often find that people want to be able to relate to their agent.

You may be the most qualified agent for the job, but if prospective clients don’t connect with you on a personal level, all the great slogans and marketing you create won’t work. Share your personal experiences and build a relationship based on mutual trust and respect.

Don’t sell for the sake of making commissions, but rather, take the time to understand what your audience wants and needs, put yourself in their shoes as you search, and move toward a listing or sale.

Share personal experiences and be open in your communication so you and your brand flourish.

- Verl Workman Founder and CEO, Workman Success Systems

Incorporate Your Values and Beliefs Who you are and what you believe will come out in your brand. Experts suggest surveying your clients to see what they value most in you and your service. As you gather these experiences, post them on various review sites, because prospective clients look to reviews and testimonials—in addition to asking around—when choosing an agent to represent them. This one small step will make it clear that your actions speak louder than your words.

Make Your Slogan Catchy and Memorable Catchy slogans that speak to the client not only help build your brand, but also keep you top of mind. Phrases such as “Turning Goals Into Reality,” “Go Gaddis.

And Let’s Get Moving” and “We Put You in a Perfect Place” have a story and value behind them. For Anthony Marguleas at Amalfi Estates, “We Make a Life by What We Give” speaks to what the company is. In fact, Marguleas gives 10 percent of his commissions to one of five local charities. It’s who they are, and their clients love and remember them for their charity.

Be Exceptional You can’t fake expertise—either you have it, or you don’t. Become

a true expert, do your market research, know your inventory, ask for help from more experienced agents and brokers, and, most of all, never stop learning about your business. Expertise creates the wow factor in any interaction with clients. Study, learn, and become a true student of real estate if you want your brand promise to have real value.

Think of Marketing as a Strategy, Not an Ad What you send and when you send it is part of your marketing strategy.

Your marketing strategy should include a minimum of these things: 1.

2.

3.

4.

Direct Mail Social Media Email Marketing Website(s)

The most successful agents and teams have a marketing strategy thoughtout in advance for the year. From there, it’s simply about following through with what you’ve already created. If you want to be seen by your target clients, invest in a marketing plan and strategy, and commit to following it.

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

RISMedia’s REAL ESTATE May 2017 79

{Power Teams}

The Secret Formula for Creating a Brand

by Cleve Gaddis

J

ohn Pemberton, the inventor of Coca-Cola, is known to have shared his original formula for the iconic soft drink with four people before his death. Asa Candler purchased the rights to the formula from Pemberton’s estate before making some changes and improvements to ensure that anyone who got their hands on Pemberton’s formula didn’t have the real thing. Today, the Coca-Cola company has sales totaling approximately $11 billion per quarter—and it all started with a secret formula.

Did the brand become iconic because Coca-Cola tastes better than any other soft drink? Or could it be the marketing instead? What do you think of when you hear the words “Can’t Beat the Real Thing” and “Good to the Last Drop?” I think of Coca-Cola when I hear the

former, and Maxwell House Coffee with the latter. Believe it or not, both slogans were used by CocaCola. Of the 55 slogans used by the company in the last 116 years, very few were effective enough to be memorable today.

If the bulk of Coca-Cola’s marketing messages weren’t effective enough to be remembered, how did Coca-Cola build the brand? Could it be the fact that it wasn’t the specific messaging that was important, but rather, the consistency of the messaging? I believe that’s exactly what it was. CocaCola never stops reminding people of their product. Wherever you go or whatever you do, you’ll nearly always see a Coca-Cola logo or sign.

Start doing the same and focus on being consistent in marketing to your clients and others…without spending a fortune. Here are some tips to consistently remind your database that you’re ready, willing and able to help them, or anyone they know, buy or sell a home.

Stay on top of the details.

Keep your database updated every week by properly categorizing all prospects and clients. Once everyone has been categorized, put together a follow-up plan.

Stir the pot.

This can be as simple as having everyone in your database set up on a drip email campaign or sending out postcards six to 12 times per year. The important thing is to communicate, communicate, communicate.

Provide reasons to reconnect.

Whether it’s a Thanksgiving pie giveaway, Valentine’s Day gifts or customer appreciation parties, provide opportunities for some faceto-face time.

Connect on social media.

Regardless of your preferred online networks, connect with those in your database and interact with them online.

Keep things simple.

The best marketing messages are simple, so don’t get analysis paralysis about what you’re sending out. More importantly, make sure your database sees your name, face, phone number and website each time they receive something from you. By doing this, you’ll end up being in the right place at the right time.

Whatever you decide to do to keep in touch with your database, be consistent, as this one thing will set you apart from nearly everyone else.

Cleve Gaddis of Gaddis Partners, RE/MAX Center learned sales the hard way selling vacuum cleaners door-to-door, and now his real estate team closes $60 million in sales annually in Atlanta, Ga. He loves to share his sales strategies and to see others succeed. He’s the host of the Call Cleve Atlanta Real Estate Show which can be heard on NewsTalk 1160 WCFO every week. Contact him at Cleve@ GoGaddis.com.

80 May 2017 RISMedia’s REAL ESTATE

{Power Teams}

Quick Marketing and Branding Tips

by Rick Geha

T

oo often, in this fast-paced business, organization and forethought in marketing and branding are overlooked or forgotten completely.

More than anything, it’s vital that your marketing and branding be consistent. At some point in your career, you will most likely change real estate companies, your company will be sold or change names, or become affiliated with a franchise or drop a former affiliation. One company I worked for changed names and colors three times in less than nine years. If your brand is consistent, the company won’t matter; consumers and the industry at large will continue to know it’s you just by the look of the pieces and collateral you distribute.

Plan for your business to grow by anticipating growth. Wouldn’t it be great if you could build a huge, sustainable business that’s not dependent on you or your name?

If you put your ego aside, you’ll find that the answer is yes. Many people are gravitating away from referring to their team based on their own name—an idea I wish I’d thought of when I started my team over 35 years ago. Do the research and you’ll find that with most large teams in the country, you have no way to guess the main point person. If you anticipate this kind of growth and plan from the beginning, your branding can stay con-

sistent no matter what.

Colors, logos and slogans are also vital. Colors, as you’ve probably already guessed, need to be inviting and attractive.

Whether you get help from professionals or simply look around the web to see what’s inviting and attractive to yourself and others, don’t be afraid to

“More than anything, it’s vital that your marketing and branding be consistent.”

- Rick Geha, The Rick Geha Real Estate Team

seek out people more experienced in this field. For me personally, colors and logos are two of the main things I have continually sought help with through the emergence of my brand over the years.

When it comes to slogans, it’s important to be original. “A House SOLD Name” was a slogan I saw used in seven different states

during one of my speaking tours in 2005. Your slogan can play off your name, your background, your previous career, or your passions.

It could also be none of those—in fact, I have a friend who worked as an engineer in the high-tech world of Northern California, and when she became a real estate agent, she used “Engineering Your Success in Real Estate” as her slogan.

I could write volumes about the massive subject of branding; however, use these quick tips as a starting point before going out and looking for more knowledge on the topic. As my friend Dave Jenks, a famous author, once said: “You want to be first in the mind of your consumer public when they think of real estate.”

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

Contact him at Rick@RickGeha.com.

RISMedia’s REAL ESTATE May 2017 81

{Power Teams}

Spending Your Money Wisely Leads to Success

“The key to getting to the top is maximizing profits by only spending money on things that work.”

- Bob Sokoler, RE/MAX Properties East

by Bob Sokoler

F

or many real estate professionals, the dream is to be the best there is by becoming the No. 1 agent in their specific market. Why is it that some agents achieve this goal, but most don’t? It comes down to knowing the correct path to the goal.

Marketing and branding your name, team and reputation are at the heart of achieving that goal: 1.

2.

3.

4.

Create your message Create the content Polish it Get it in front of the public through drip campaigns, websites, traditional advertising (TV, radio and billboards) or social media promotion

The challenge is balancing your budget among what really works and will help you do the job at hand.

It’s easy to waste time and money on worthless products, promotions and sales pitches. My phone rings at least five times a day with somebody pitching a product or website that they claim is exactly what I need to get me to the top. I’m embarrassed to admit that for the first four or five years in business, I actually believed the person calling and bought their pitch.

I’m here to tell you I’ve spent a lot of money on junk. Learn from

82 May 2017 RISMedia’s REAL ESTATE

my experiences so you can save your hard-earned money.

1. Never buy anything from somebody calling to say their company has the latest and greatest “fill in the blank” product. Understand that they may have a good product, but don’t blindly buy the sales pitch and expect results without doing your research.

2. If the sales pitch seems realistic, get some basic information about the product and contact information for the salesperson so you can follow up if you have questions.

3. If you have a coach, your next call is to him/her. I can’t begin to tell you how many times my coaching clients have come to me with questions about a technology tool they just heard about. By discussing a decision like this with your coach, you can have an objective third party help determine if you really need the product. Not only will this prevent you from buying tools that aren’t what the sales pitch says they are, but it will keep you from buying tools you don’t need.

If you don’t have a coach, take advantage of various social media groups to connect with profession-

als who can help you determine if the product you’re interested in really works. Let the experiences of others help guide your decisions on tech tools by joining Facebook groups or the online ActiveRain community.

The key to getting to the top is maximizing profits by only spending money on things that work. There are hundreds, if not thousands, of real estate agents around the country who are willing to tell you the good and bad about a product you’re interested in. Don’t be fooled by a polished sales pitch, demonstration or glowing endorsement from hand-picked (by the company doing the pitching) agents. There’s no credibility unless you get independent verification of the product working from five or more people in the industry. A coach or social media group is your first step to making sure the money you’re spending won’t end up in the garbage can.

It’s also the first step to achieving No. 1 status in your community. RE

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

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{Power Teams}

Priority One: Taking Care of People time, and another thing that separates us from others is the fact that I write each and every person a handwritten note, which shows them that we care.

by Lesley Grand Jeff Rensch The Rensch Group NP Dodge www.omahahomes.com

Years in real estate: 31 Region served: Omaha, Neb. Average market time: Depends on the price point and area, but in general, houses selling for $200k - $400k in very good condition sell in a day.

In most other categories, if the house hasn’t sold in 30 days, it isn’t priced right.

The Rensch Group was named NP Dodge’s top power team for 2016.

Please talk about how you run your team.

Our goal is to be consistent and to treat our clients like gold, like family. In addition to being involved in the community, we’re also involved in charity and volunteer work. We use a consistent marketing approach and our agents mainly focus on properties where they live.

We also use a long-term approach.

86 May 2017 RISMedia’s REAL ESTATE

We’re not using puppy mill tactics to bring in clients via internet ads. For us, it’s all about taking care of the people we work with and earning their referrals.

What is your personal perspective on being successful in real estate?

For me, it’s all about having great administrative staff who are all on the same team, wanting to care for our clients like family. Over the years, I’ve tried to instill in our admin and agents the fact that we have to be nicer to our clients. It’s more about teaching good bedside manner. Buying or selling a home is one of the most stressful things our clients do, so we need to be emotionally intelligent about how we deal with them.

How do you stay out in front of the competition?

For one, I stay on top of technology. We also try to make sure we’re servicing our clients better than anyone else. We don’t stand out there with billboards; we’re more about building on the base of the clients we have. In fact, we have an 8,000-person farm that we farm very selectively. I’m also very selective about the team. I haven’t recruited any of the agents on my team; they’ve come to us. We have six agents, including my wife, Mari, and three support staff members.

I’m out in the field every day. It’s not that I’m the manager of a large group, but rather, we’re more of a coop. I run into people all the

Talk about being part of NP Dodge.

What are the benefits?

NP Dodge is a fantastic brokerage to be with. Founded in 1855, it’s still family-owned and -operated and known for its integrity. Everyone knows about NP Dodge, so I never have to sell the benefits of the brokerage. The company is always there to help us as well.

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{Broker Spotlight}

RE/MAX United:

Where Productivity Is Priority

by Maria Patterson

W

hether it’s the local inventory shortage or the state of the national economy, Tom Rich doesn’t spend a lot of time trying to predict the future—and for good reason. With a company culture that revolves around agent training, collaboration and access to leadership, the broker/owner of Rockford, Mich.-based RE/MAX United has created an environment where productivity can happen regardless of market conditions. In this exclusive interview, Rich shares the philosophy and formula that keeps RE/MAX United and its agents on the path to success.

The RE/MAX United leadership team: Tina Johnson, Director of Agent Development; Tracie & Tom Rich, Broker/Owners; Kim Maggini, Director of Operations

88 May 2017 RISMedia’s REAL ESTATE

photo caption

Education and training are cornerstones of RE/MAX United’s business plan.

Here, the Riches lead the team at the company’s annual three-day, offsite training for agents and staff, this year titled C.E.O. 2017 Creating Efficient Opportunities.

Maria Patterson: Please tell us how you came to lead RE/MAX United.

Tom Rich: My wife, Tracie, has been

MP: How many offices and agents does the firm currently have?

TR: We opened our first office in

a top-producing agent for the past 20 years and I joined her in practice in 2006—right at the peak and just in time to ride the market all the way down. In 2010, I had taken a management position with a large broker and Tracie was an associate broker at another office. We were approached by RE/MAX in 2011 to open a brokerage in our hometown of Rockford, Mich. Just coming out of the recession, I was initially gunshy, but Tracie saw the opportunity right away. The more we talked with RE/MAX, the more we saw an alignment with our vision of real estate: agent-focused, training and education as a priority, and helping others find the promise of a successful real estate career. Mike Metzner, RE/MAX of Michigan owner, had a depth of frontline experience and a passion to help brokers become the best in their markets, and that had great appeal to us. RE/MAX, from the regional and corporate staff to our fellow brokers in the U.S. and around the world, has provided the most encouraging and helpful peers we could’ve asked for.

Rockford in June 2012 with just the two of us and our Operations Manager Kim Maggini. Tracie and I made a list of agents we would want to work with and those we wouldn’t, and went to work recruiting. We organized our budget around the idea that if not a single agent joined us we would be fine—that allowed us to have a mindset of recruiting people we wanted to work with, rather than recruiting to pay the bills. Seven agents joined us in 2012, another eight in 2013, and we filled every desk by the end of 2014 at 28 agents. In 2015, we opened a second franchise in Grand Rapids. At this time, we have 50 agents. We have aggressive recruiting goals and will continue to search for the agents we want to invest in.

Our agents are great advocates for our offices and our best source of recruiting, both from within the industry and outside of it.

MP: What qualities do you look for in agents?

TR: When you find someone with a good, strong work ethic, the sky is the limit. We’ve seen over and over again people who are good sales-

people but do not do well because they’re trying to sell a product rather than build a relationship. If it’s all about the money to you, this isn’t the right place for you. We stress building long-term relationships with clients. At the end of the day, if the client doesn’t trust who they’re working with, there’s nothing you can do to make a deal close. If we get someone who has a transactional mindset, they’re not for us.

MP: How would you describe your firm’s positioning in the marketplace?

TR: This past February, we were awarded RE/MAX of Michigan’s Market Leader award for achieving Top Marketshare for our Rockford market. We are fortunate to have some other great RE/MAX broker/owners in the Grand Rapids market to collaborate with, and our collective share will continue to grow.

MP: What sets your firm apart from the competition?

TR: Instead of writing a mission statement, we chose to operate our brokerage by following our Core Company Values: Compete with each other rather than against each other; attract the right people to the team; retain the right people by ofRISMedia’s REAL ESTATE May 2017 89

fering higher than expected value; and develop—invest in the right programs and processes to elevate the right people.

MP: What most attracts agents to RE/MAX United, and why do they stay?

TR: We invest heavily in our people, whether it’s training, education, technology, or process improvement. We are extremely protective of our culture—our agents know that we will put our collective reputation above production and numbers. Our culture is very collaborative and encouraging. Our leadership team and staff are accessible to the agents—something that isn’t always the case in many brokerages. We celebrate together, break bread together, mourn together, and support one another at every turn. Winning attitudes breed a winning environment, and that has to be inclusive of the leadership team, staff, and agents. Agents that have joined our brokerage from the competition in the past five years have seen an average increase in their closed volume of 62 percent; when you put the right people in the right environment, amazing results will follow. The right environment includes having a top-shelf team to serve the needs of our agents. Kim Maggini has been awarded Administrator of the Year by RE/MAX of Michigan.

Our director of Agent Development, Tina Johnson, has been recognized as Manager of the Year by RE/MAX of Michigan. Tracie and I have been awarded New Franchise of the Year and Broker/Owners of the Year by RE/MAX of Michigan three consecutive years.

MP: How does your culture play a role in attracting agents to your firm?

TR: Attracting agents is always the goal and not to be confused with recruiting. While we do put time and effort into recruiting, it is most re90 May 2017 RISMedia’s REAL ESTATE

RE/MAX United agents completing their annual marketing plans at C.E.O. 2017. Clockwise from left: Jim Connell, Mike Zimmer, Jo Woo, Kim Hensley, Emily Henry, and Jeremy Woodward

warding to get a call from an agent that wants to talk about their career and our brokerage. Those are the moments that validate all the effort we put into running a successful brokerage—that’s true attraction. One of our offices was recently awarded Highest Average Commission paid

by RE/MAX of Michigan for medium density markets—proof that we have insight into how to help agents reach the level of production they desire.

As a collective, our franchises were awarded the inaugural RE/MAX of Michigan’s Esprit De Corp award for outstanding office culture and embodiment of the RE/MAX spirit.

MP: What is your approach to coaching and training?

TR: We include coaching in our value proposition for agents. Agents

that are new to the brokerage meet once a week with Tina, Tracie or me.

Veteran agents can choose their own intervals: weekly, bimonthly, or monthly. The format is agreed upon ahead of time with the agent. Some agents want help with pipeline management, others want accountability partners, some want life counseling sessions. Training and development is a core value for us, and we feel it is our responsibility to provide it.

Last year, we built out a stand-alone training space we call the Professional Development Center, or PDC, in a building separate from our offices to isolate agents from distractions during education sessions. We offer twice-a-month MAX Meetings that include timely content agents can use that day—market statistics, economic trends, legal issues…all the “need to know” topics. We also offer twice-a-week GPS (Goals, Planning, Strategy) classes to educate agents on a variety of topics, including work-

ing with buyers and sellers, lead conversion, and marketing, plus a learning tract we call Structures, which educates agents on everything from how a well or septic system works to architectural styles. As brokers, we take pride in our agents’ knowledge and professionalism. The best compliment I’ve ever received in real estate was from a competing broker who said, “We look forward to working with RE/MAX United agents— they know what they’re doing.”

MP: What’s your strategy for effectively marketing the firm?

TR: Each office is in a distinctively different setting. Our Rockford office is in the downtown area of a picturesque Midwest small-town market.

Community involvement, sponsorship, charitable work, the Chamber of Commerce, and the local newspaper are readily available conduits to get our message out. Our Grand Rapids office is on the transitional edge of Michigan’s second-largest metro area. Without the easy access to a community base, we rely on direct mail, social media, and targeted sponsorships for market presence.

For agent marketing, in 2015, we began divesting six figures from our budget previously allocated to paid lead generation and put the money into agent marketing. We contract top professionals in graphic design, copywriting, photography, videography and other disciplines to provide our agents with unique, high-quality marketing pieces to promote themselves and their listing inventory. Our strategy is to develop agents that can thrive regardless of market conditions. By building strong relationships with their sphere of influence, agents can produce quality referral business and not rely on the ups and downs of paid lead generation.

MP: How do you stay ahead of the curve on technology, online market-

ing and social media?

TR: We’re fortunate to have a great staff that is skilled in technology as evidenced by our past award as Technology Office of the Year for RE/MAX of Michigan. Agents are bombarded daily with the latest and greatest tech, social, and online offerings and are confused as to where to invest.

We take that off their plates. The challenge with electronic marketing is the shelf life—right now Facebook is a fairly priced offering with solid reach and a flexible platform.

Will it remain so? Will the audience fatigue? Those are the questions that keep us on the hunt for platforms and offerings that will give our agents an advantage.

MP: You provide so many resources for your agents—what’s the most important thing an agent can do to succeed?

TR: In our system? Show up. We built our office around an open-plan concept. No agent has a private office. In our second location, we removed all the office doors and put four agents to an office. We didn’t want agents hiding—we wanted them exposed to conversation and camaraderie. This allows us to share ideas and creates a great learning environment. The agents who spend the most time in our office are the ones who are most successful.

“If it’s all about the money to you, this isn’t the right place for you. We stress building long-term relationships with clients.”

- TOM RICH Broker/Owner, RE/MAX United

our secondary priorities—this allows us to focus in on the areas that will be most impactful to our business in the near term while providing a roadmap for the future. For 2017, refining our training, developing our staff and leadership education, enhancing our culture and retention, and adding to our cash reserves are the high priorities. Secondary items include expanding into new markets and acquisitions, ancillary and complimentary services, and improving our public relations execution. We are also building strong relationships with builders and developers to find creative ways to bring new inventory to market. And, of course, to sell a ton of real estate.

MP: What do you consider to be the biggest challenge in the year ahead?

TR: The No. 1 challenge is inven-

MP: What’s on deck for the future of the firm?

TR: We create a comprehensive

tory. No. 2 is economic uncertainty.

Things seem good right now, but will that be the same in 90 or 180 days, or a couple of years from now? To combat this uncertainty, we’ve been moving away from paid lead generation and focusing on teaching agents to establish a referral business. Agents with good, strong relationships will be successful and able to survive and thrive no matter what. RE

business plan each year to guide our business. The plan lays out our highest priorities for the coming year and

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

MP: What do you consider to be your greatest competitive advantage?

TR: The No. 1 thing would have to be the involvement of our leadership team. We are all extremely accessible to our agents—they’re our priority.

RISMedia’s REAL ESTATE May 2017 91

{Broker Best Practices} Franchise Models Provide Alternative to Faster Success Lou Gonzalez President Realty ONE Group Affiliates Irvine, Calif. www.ownaone.com Region served: National Years in real estate: 33 Number of offices: 80 Number of agents: 8,800+ Most effective way to motivate agents: Show them that they can be part of a dynamic lifestyle brand that can generate an income level that gives them the freedom to improve their lives and reinvest in their own future.

What is it about the franchise model that makes this an exciting time to be affiliated with Realty ONE Group? Many real estate professionals involved in traditional real estate models are looking for an alternative to help them reach success faster. Not only do they want a business solution platform that gets them up and running quicker while providing an opportunity for higher levels of production with full support, but they also want a franchise model with a 100-percent

commission structure. Agents are looking for a model that allows them to take the added money they would normally split in a traditional brokerage model to invest in their own development.

Realty ONE Group’s attractive commission model tends to attract teams and high producers—a big win for everyone.

What factors support your recruiting mission? Realty ONE Group was founded by a top-producing real estate professional for other top-producing real estate professionals. We want to help people achieve success faster, so we offer technology platforms, marketing support and training. Another key to attracting and retaining top producers is the fact that our CEO modeled the platform around giving everyone a voice and putting the agent first.

What factors contribute most to your company’s success? The success Realty ONE Group has achieved in its 12-year history is due to exponential growth and the ability to attract top-producing

Learning From the Best

by John Voket

Daniel Cottingham Broker Cottingham Chalk Hayes, REALTORS®, a member of Leading Real Estate Companies of the World® Charlotte, N.C. www.cchrealtors.com Region served: Greater Charlotte, N.C. Years in real estate: 13 Number of offices: 1 Number of agents: 100+ Best tip for dealing with difficult 92 May 2017 RISMedia’s REAL ESTATE

by John Voket

agents across the network.

Third-party sources, including RISMedia’s Power Broker Report, have ranked Realty ONE Group as the fifth-largest brokerage in the country. You don’t get that notoriety and respect if you don’t attract leading professionals.

That being said, what more can you do to improve both client and staff retention and growth? We have a sister company that oversees our core partners—the ancillary businesses under the Realty ONE Group umbrella. Not only have we established an escrow company in California and a title company in Nevada, but we’re also poised to begin national relationships with a major mortgage platform, an insurance company and other entities that can provide added resources for agents in both company-owned and franchise locations. We’re also focusing on gateway cities like New York and Miami, which will lead to growth in international markets.

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

customers: Listen, empathize and advise.

You recently transitioned from the sales side of the business to a role in management. How would you describe the process? Things have gone really well, and I think that’s because we spent a lot of time planning the transition. I focused on evaluating everything we do, making slight tweaks if necessary, and intentionally avoiding any sweeping changes. Some things seemed so obvious from the sales side, but when I switched hats, the issues were more complex.

The biggest challenge came on

the personal front. Being in the office all day is much different than being out in the field with buyers and sellers. I was used to the highs and lows of the sales side, and I’ve had to find other outlets to feed my competitiveness.

What are the two most important aspects of your company’s culture that will propel your team to the next level? The Golden Rule is at the heart of everything we do. Our agents understand that we’re fully committed to doing the right thing and to helping them accomplish their goals. As a result, they share that commitment among each other and their clients. It’s servant leadership at its best, and it’s why prospective agents call us, and, ultimately, why buyers and sellers call our agents.

How do you go about recruiting, and in what ways does your company culture help you qualify the best prospects? Everyone we interview initiates the conversation. We don’t reach out to agents at other firms or students in licensing classes, so when they come in to talk, they generally have an understanding of our brand and our culture. My goal is to be a resource to help them navigate the process and find the best fit.

What sets your training program apart, and how does it position agents for success right out of the gate? Our training program is probably the best representation of our servant leadership culture because it’s taught almost exclusively by our top-producing agents. They volunteer their time to come talk about a variety of topics ranging from open houses and staging to negotiating and community involvement. As a new agent, it doesn’t get much better than learning from the best.

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

Providing Superior Service Every Step of the Way

by Paige Tepping

Mickie Andrews WEICHERT, REALTORS® – The Andrews Group Nashville, Tenn. www.weichertandrewsgroup.com Region served: Nashville and its six surrounding counties Years in real estate: 21 Number of offices: 2 Number of agents: 80 What do you like most about the region in which you work? Its Southern charm and hospitality, the level of diversity within our communities and businesses, and the growth we’ve experienced over the last five to 10 years In what ways do you use technology to better serve your clients? We believe that technology only works with follow-up and follow-through.

The Weichert® Lead Network is a great example of technology and follow-through coming together to create exceptional results. Not only does Weichert drive internet traffic to weichert.com, but our sellers’ listings are prominently displayed. Incoming leads are screened and connected immediately to an agent via our call center, providing superior service.

How does your company make its agents’ jobs easier? Our leadership team and support staff consider our agents’ success to be our No. 1 priority, guiding our decision-making when it comes to the services we provide, some of which include: • A full-service, in-house marketing department •P reparation of property-specific customized listing presentations and individualized buyer consultation portfolios •A paperless transaction management system • Coaching and accountability •W eekly educational sessions simulcasted between offices • How-to videos

How does your company stay current and flexible? Through our culture. Our offices are designed and laid out with open spaces for agent, management and staff collaboration. Around our ping pong/conference room-style table, agents discuss what is and isn’t working. The latest tools and techniques are organically discussed and implemented, ultimately becoming part of our company’s program (or not) based on the experience of our agents.

What is the biggest challenge your market currently faces, and what are you doing to overcome it? Our biggest challenge is our lack of inventory. With homes selling within days of being listed, our goal is to

RISMedia’s REAL ESTATE May 2017 93

find listings before they come to market. Our strategy is to educate homeowners before they start thinking about selling. If we capture their attention before they go online or call a friend for a referral, our agents win. We do this by searching our databases for people experiencing life-changing events and neighborhoods with high market demand. We pride ourselves on doing the hard stuff, like canvassing neighborhoods by knocking on doors and providing a face-to-face market/neighborhood update. We also make cold calls, which works when you’re calling with valuable, useful and timely information.

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

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

Preparing for Success

by Gabrielle van Welie

Anne M. Lusk Owner Lusk & Associates Sotheby’s International Realty Lancaster, Pa. www.annelusk.com Region served: Central Pennsylvania Years in real estate: 26 Number of offices: 1 Number of agents: 40 Favorite way to unwind: Walking my dog What factor has the largest influence on the real estate industry today? The media, as it can sway the minds of consumers, and what we talk about, we bring about.

When the media is talking about the market being bad or slowing down or it being a hard time to sell, the consumer’s mind is swayed toward negativity.

When there’s a lot of positivity being reported, people seem to believe it, and there’s often a rush to buy.

What is one of the challenges your market faces, and what are you doing to overcome it? There is inventory in central Pennsylvania, but it might not be the right inventory for what the current consumer is desiring. Our rental market is very tight. In a market of under 250,000 people, consumers desire to buy 94 May 2017 RISMedia’s REAL ESTATE

between print, the internet and your personal sphere of influence. I feel like Homes & Land has been excellent for me because it offers various technologies. It has print, an online presence, and even gives consumers the ability to text for more information on specific properties.

because it’s actually cheaper than renting, and they get to own the home and get a tax benefit. To overcome this, we’re taking the time to seek out good inventory that we can offer our client base before it even hits the market.

When it comes to dealing with picky buyers, what’s your best tip?

It all comes down to communication and finding out what’s best for the buyer, so begin with a consultation in your office to discuss their real needs and determine what their housing goals are. The reason buyers are picky is because they have fear. If you can alleviate that fear, it makes the process more enjoyable for them and you.

What is your top strategy for closing a transaction? Preparation. When you’re properly prepared, you can easily reach your destination. While I spend a lot of time preparing for whatever I do, whether it’s going out to list a house or meet with a buyer, a lot of agents don’t take the time to prepare for success. If you take the time to prepare, you will have no problem getting that transaction to the finish line.

You use an integrated marketing strategy, including print and, specifically, Homes & Land. How does it benefit you? Homes & Land benefits me because in Central Pennsylvania, people still like print.

You need to have an integration

Using Compromise to Create Happy Homebuyers

by Zoe Eisenberg

Joe Miller President Old Colony, REALTORS®, a member of Leading Real Estate Companies of the World® Charleston, W. Va. www.oldcolonyrealtors.com Region served: West Virginia Years in real estate: 40 Number of offices: 7 Number of agents: 200 Favorite way to connect with agents: Face-to-face. Beyond that, I like talking on the phone.

What is the first thing you do when you get to the office every morning?

I’m not a person with an absolute set routine, so some days it’s checking social media and others it’s looking at office numbers from the previous day. My mornings are usually spent socially, checking in with those in the office and seeing how they’re doing.

Please describe your best tip for boosting productivity. It may not be that original, but every morning I identify one thing I can do that day that will have the biggest impact on my personal productivity and peace of mind. Then I look at my to-do list to see if it’s on there and make sure it’s No. 1.

What are some of the biggest challenges in your marketplace? We have offices in four markets, some as far as three hours apart, so they’re quite diverse. One is in an economically challenged part of the state, so their economy is in rough shape with unemployment in the double digits. On the other end of the spectrum, we have a presence in a university city where unemployment is 3 percent. Despite the variety, inventory is a common problem for all our markets. It’s not just the quantity of inventory, but the quality

of the housing stock. This leads to frustration when buyers can’t find something exciting that meets their needs.

Upping the Ante With 3D Tours

Is this something you only do for higher-end/luxury properties? I started with luxury properties only, but found it’s a good tool to screen buyers and make sure the seller’s time isn’t being wasted.

The last home I sold using 3D was just under $200,000. We required every [buyer] to view the tour in advance and ended up selling the home in about 10 days. I don’t know if it was the 3D tour that sold the home, but it met the seller’s needs, so that was a win.

by Zoe Eisenberg

Lisa Larkin, Esq. Managing Partner, Tucson Office Team Leader, The Larkin Ekrut Team RE/MAX Excalibur Tucson, Ariz. www.excaliburrealestate.com Region served: Tucson, Ariz., and surrounding areas Years in real estate: 31 Number of offices: 4 Number of agents: 24 in Tucson, 180 company-wide What ultimately led to your decision to begin using 3D tours to sell homes? We are in a luxury market.

My business partner Howard Lein is always on the lookout for tools to help our agents serve the luxury client. He brought a Matterport 3D service provider to an office meeting last year in order to demonstrate the technology. I was blown away and immediately sought out a local provider to do a 3D tour for a new home I had listed that we consider to be part of the RE/MAX Collection (the higher end of the real estate spectrum at RE/MAX).

How is your team tackling this challenge? Our solution is to point out the progressive nature and wealth-building opportunity of housing and the importance in making some compromises. We also try to get available houses upgraded and help the seller and buyer collaborate to make repairs.

What sets your team apart from other firms in your area? We’ve been around for 73 years and have established what we think is an excellent reputation, one that’s well recognized in our market. We have a high level of professionalism and are very tuned in to our communities. Our agents are well-trained and not only do we keep our team current and up-to-date, but also we keep their values and level of service on track.

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

How do these tours help you on the buying side? One of our co-op agents had a great experience with a buyer in November 2016. The buyer bought one of our listings sight unseen the day after it was listed, just because of the 3D tour.

The buyer was on his computer in another state and was asking his agent to go into rooms and open up cabinets, etc. It was like they were there together.

Are 3D tours a big differentiator for you and your agents? Not only are they a huge point of differentiation for our agents, but sellers love how they will help them avoid showings

among people who don’t like their home. Selling a home is a lot of work and the screening process eliminates a lot of unnecessary showings.

In what ways are virtual tours and 3D/Matterport different? With Matterport, it’s just like you’re walking through the house; you’re in control.

How do buyers find your 3D tours?

They can find our 3D tours through the virtual tour link on the MLS, realtor.com®and remax.com. I was surprised and delighted to see that realtor.com®has implemented these 3D tours to automatically show up with a special icon on the realtor. com®site and that they’re now incorporated in their mobile application.

Through the RE/MAX design center, we can create a free single-property website that links directly to the 3D tour. We even created our own site, Tucson3DTours.com, and we advertise that on our sign riders. We can text or email tours, but I prefer to buy a domain named after the property and point the domain to our free property website, where we can link our 3D tour.

For more information and to see samples of these 3D tours, please visit www.realtor.com/3d.

RISMedia’s REAL ESTATE May 2017 95

{Trending}

What Trump’s ‘Big Number’ on Dodd-Frank Means for Brokers

by Andrew King

P

resident Donald Trump has promised many changes since

being sworn in a couple short months ago, but one of the more specific—and likely to impact real estate brokers across the nation—is his pledge to “do a big number on Dodd-Frank.”

96 May 2017 RISMedia’s REAL ESTATE

This call to action is a clear shot across the bow to regulators who put new policies in place following the real estate market meltdown of the late 2000s. Much of the president’s stated agenda has been taken with a grain of salt due to his unorthodox approach to communicating with the public. Anyone who follows @POTUS on Twitter knows it’s hard to keep up with what is really being set as a new direction for the U.S. and what is a political sideshow. Yet, there’s something about the dismantling of Dodd-Frank that seems more legitimate than most of the other noise coming out of Washington since Trump assumed the highest office in the land.

But what does this “big number”

mean for real estate?

Most likely, it will include a significant rollback in the hurdles that banks must leap in order to issue a loan. The idea is to spur small businesses and strengthen the economy, so small businesses can expect easier financing, such as smaller cash flows to justify larger loan amounts, and hefty interest rates to go along with it.

With mortgages, it’s a similar dynamic. Big banks and community lenders alike won’t be limited by many of the burdensome rules of Dodd-Frank that brokers have been complaining about for years.

Income-to-debt ratios may become more favorable for borrowers, appraisers might be held to looser standards when analyzing valuations through comparable sales, and brokers might be able to more easily help facilitate a loan for clients who are at a higher risk of paying it back. Plus, the banks themselves might not be audited and stress-tested as much as they have been under the previous administration.

On the surface, any of this would be good for real estate prices in the short term, and brokers are already preparing for the new deregulatory environment.

“I do believe that rolling some things back will allow more people to qualify for financing,” says An-

thony Hitt, CEO of Engel & Völkers North America. “They will buy more properties and prices will go up.”

Hitt, who oversees 2,100 agents in the United States, Canada, Mexico and the Cayman Islands, adds that an overhaul of lending regulations, which would stimulate the housing market in the short term, begs a big question for the long term: “Will we run into the issue where people qualify for loans who shouldn’t have?”

Regardless of the answer, Hitt says he is concerned that many people who went through the previous housing bubble will still be concerned about the question once lending standards are loosened.

Those concerns might be hard to overcome as brokers send their agents out to close new business.

“The one thing we need to pay attention to is that a lot of the buying public was affected horribly the last time we went too far. A lot of people remember that, not only because they qualified for vehicles they couldn’t afford, but because people got into vehicles they could afford, but their property values plummeted,” Hitt says. “The good homebuyers might be concerned, and that could be a new phenomenon.”

Hitt adds that millennials are a key home-buying demographic that needs to be both incentivized to make their first purchase and also protected under any pending deregulation.

“Millennials are a growing category,” he says. “Will they have to go down the same road?”

Coming off the last crisis, the stakes are too high now to make another big mistake and there is a lot of attention on the White House and Congress to see how they address Dodd-Frank and the underlying systemic issues that it attempted to correct.

“My concern as a real estate bro-

ker is that while President Trump has a lot of knowledge of real estate and making deals, I’m not so sure how well versed he is in non-luxury real estate and non-commercial property,” says John Agostinelli, author of “Easy Money and the American Real Estate Ponzi Scheme” and broker/owner of Agostinelli Realty Group based in Massachusetts.

“Dodd-Frank has been very restrictive.

It has tightened lending and made access to capital much harder to reach.”

- LAUREN TAYLOR Founder, Capaven

“President Trump would do well to become educated about the last real estate cycle, its true causes and why many of the systemic issues that brought us to the brink of financial collapse still exist. He needs to be made aware of eroding underwriting criteria, FICO scores and the pressures from the Real Estate Industrial Complex (REIC), their housing activist allies, together with the politicians who push the same wealth redistribution agenda. Failure to recognize these looming issues over the first years of a Trump Administration will only advance the next housing crisis.”

Many say that a smart deregulation strategy would make alternative lending available to more people without qualifying subprime borrowers and inserting their mortgages into investment-grade securities, which endangered the whole credit system when they began defaulting.

The problem, brokers say, is that the government tends to overreact to such panics, and Dodd-Frank had many overreaching aspects to it.

The challenge now is to not overcorrect again, they say.

Lauren Taylor is the founder of Capaven, a brokerage that specializes in single-family investment properties. She says she would like to see the Trump Administration stay out of the housing industry for the most part and establish a “normalcy in interest rates, as the low rates are a false sense of affordability.

“For us in particular, Dodd-Frank has been very restrictive. It has tightened lending and made access to capital much harder to reach,” Taylor explains. “The Act, though well intended enough, was entirely too wide-reaching. We saw regulations pinned on the seller financing sector and capital that was needed many times was unreachable for small businesses and operators.”

Like the other issues that the president is tackling in his first months in office, housing deregulation will be one that people do not agree on 100 percent, even within the broker community. However, there does seem to be a growing consensus that Dodd-Frank could use some updating and that more certainty would probably improve consumer confidence—a major factor that fuels all sectors, but has particular importance for an industry such as real estate.

“Homeownership is definitely something that people crave,” says Hitt. “I just get concerned that we don’t learn from our mistakes.” 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.

RISMedia’s REAL ESTATE May 2017 97

{RISMedia’s Great Spaces}

by Nick Caruso & Zoe Eisenberg

Live Like Country King and Queen Johnny Cash and June Carter The late great Johnny Cash’s property in Hendersonville, Tenn., is currently on the market. Cash purchased the 4.5-acre property along Old Hickory Lake in 1968. The sweet lakeside estate was where Johnny and wife June Carter Cash lived for nearly all of their 35-year marriage.

The home was featured in the hit film “Walk the Line” and served as the location for Cash’s final music video for “Hurt.” The original Cash property, destroyed in a fire in 2007, was once frequented by a star-studded lineup including Paul McCartney, Shel Silverstein, Bob Dylan, Billy Graham, Al Gore and Ronald Reagan.

The estate has since been rebuilt.

Today, it features a swimming pool, garage, tennis court, covered boat dock, guard station and a renovated 98 May 2017 RISMedia’s REAL ESTATE

one-unit studio apartment that June Carter Cash originally used as a wardrobe storage room.

Three years ago, Texas businessman James Gresham purchased the property from Barry Gibb (Bee Gees) with plans to turn the home into an eating disorder recovery center.

Gresham abandoned those plans due to issues with zoning laws. Now, he wishes to sell the property to

someone interested in preserving the legacy of Johnny and June. Any Cash fans out there in the market for a Tennessee getaway? Snap it up fast.

Listed by: Stan Peacock, Crye-Leike REALTORS® Photos by: Stan Peacock, Crye-Leike REALTORS®

“The One Where Phoebe Sells Her Utah Penthouse”

Lisa Kudrow’s Recently Sold Ski Getaway in Park City Located slope-side at the base of Deer Valley Resort, Lisa Kudrow’s Black Diamond Lodge offers a warm and inviting mountain ambiance.

With the ease and comfort of its unique location, this gorgeous two-story ski-in/ski-out penthouse creates the ideal environment for friends and family to enjoy views of the ski resort and lots of natural bright light thanks to floor-to-ceiling windows.

The private deck, located just off the downstairs guest bedroom, is suped up with a hot tub overlooking the slope. On the second level, there’s a private entrance for extra privacy. Another private balcony can be found just off the master bedroom, ideal for viewing Deer Valley summer concerts and winter events.

The Black Diamond Lodge is a full-service complex complete with a front desk, shuttle service, concierge, children’s playroom, fitness room, steam room and ski valet with prep room and individual lockers. Only one mile from Park City’s Historic Main Street, its new owners will find fine dining and boutique shopping just a hop away.

Sold by: Paul Benson, Engel & Völkers Sold for: $3.6 million Photos courtesy of Engel & Völkers RISMedia’s REAL ESTATE May 2017 99

DeGeneres and de Rossi are hawking their beautiful Santa Barbara villa.

Own Ellen DeGeneres and Portia de Rossi’s Santa Barbara Villa Do you want to live with Ellen DeGeneres and Portia de Rossi? Well you can’t, but you can live in their old villa. That is, if you have a spare $45 million roosting in the bank—the posh Santa Barbara pad recently hit the market. Known simply as “The Villa,” the estate boasts a lap pool, sunken tennis courts, a super fancy indoor-outdoor entertaining pavilion for all of your fabulous future parties, and incredible views of the ocean, harbor and mountains.

Originally built in the 1930s, the two-story, 11,395-square-foot spot was created by famed architect Wallace Frost, who modeled the home after a traditional 17th century Italian villa. The six-bedroom, eightbathroom space was featured in Ellen’s 2015 book “Home.”

The comedian/author/talk show host and her Australian actress of a wife bought the place in 2012, gobbling up the properties on either side to make the villa the expansive estate that it is today.

Listed by: Suzanne Perkins, Sotheby’s International Realty Listed for: $45 million Photos by: Photographer Jim Bartsch 100 May 2017 RISMedia’s REAL ESTATE

Suzanne Somers’ Palm Springs Oasis

Somers’ Palm Springs getaway pairs luxury with seclusion—desert style!

Actress Suzanne Somers and her TVhost husband Alan Hamel are one of those rare married couples who know what it’s like to live every day like it’s Valentine’s Day. If environment counts, their romantic Palm Springs home might have a lot to do with it.

With impeccable and elegant good taste, Somers has created a love nest that is voluptuous, tactile and out-and-out sexy.

Originally up for grabs in 2008 for $35 million, the ultra-romantic, private retreat is back on the market for $14.5 million.

Modeled after L’oustau De Baumaniere in Provence, France, the compound sits on 73 acres and is set into the side of a mountain above the valley in Mesa Canyon.

The couple combined their love of nature and elegance by bringing out the best in both with their use of contrast. Crystal chandeliers twinkle against natural rock and reclaimed wood—rough against smooth, soft against hard.

Adding even more intrigue, access to the oasis can only be granted via a private funicular, a golf cart or a hillside of stone steps, but no cars.

There are five buildings to explore, with 8,826 square feet of living space between the pavilions. One houses the master suite, another the dining and living room, a separate tworoom kitchen and wine cellar, and an elegant stone guesthouse designed in the 1920s by Albert Frey. There is also an outdoor amphitheater carved into the mountain that seats 50, a meditation garden, dance floor, pool, spa, hiking trails and natural waterfall that spills musically down the hillside into a pond. Much of the home’s furnishings, collected

by Somers in her world travels, are included in the sale. RE Listed by: Scott Lyle, Teles Properties Listed for: $14.5 million Photos courtesy of Top10RealEstate.com RISMedia’s REAL ESTATE May 2017 101

{Ask the Experts}

If your client feels the need to go this route, it’s vital that you educate them on the importance of calling in a home inspector after closing. A home inspector will be able to spot issues within the home, nipping them in the bud before they turn into larger headaches.

Dan Steward President Pillar To Post Home Inspectors www.pillartopost.com

Q:

What tips can I offer my clients to help make their new home safer and less expensive in the long run?

A:

As the real estate market continues to improve, housing is currently in great demand in many areas across the country. While this is wonderful news for sellers, buyers are often feeling so much pressure to make the deal or lose the home that they’re forgoing the traditional contingency of the home inspection.

Here are some tips: 8 Insulation is often lacking in a home’s attic. A professional can determine if more should be added.

8 Soot builds up in chimneys quickly, which can not only lead to carbon monoxide poisoning, but also pose a fire hazard. A certified chimney sweep should be hired to routinely clean the chimney to prevent buildup.

8 A loose toilet seat, while uncomfortable, may be a sign of a bigger issue. In fact, a seat that rocks could indicate that the seal at the base has failed.

In addition to allowing water to leak, this could lead to significant damage.

8 The electrical outlets within our homes are sometimes incapable of handling the large amount of gadgets we now throw at them. Consult a certified electrician to install additional outlets to handle the increased load.

8 Plants too close to a home’s siding can cause moisture damage and premature wear.

8 Downspouts that discharge water from a home often release against walls, which can cause the foundation to deteriorate and cause water to enter the basement. Redirect these spouts away from the structure.

102 May 2017 RISMedia’s REAL ESTATE

A home inspector will be able to spot issues within the home, nipping them in the bud before they turn into larger headaches.

8 Chimneys, ovens or range filters can become clogged, posing a major fire hazard. Check filters for built-up grease and consult a professional to check the connections to determine if the model needs an exterior exhaust.

8 Seals around kitchen and bathroom sink fixtures can become loose, leading to water damage.

Take the time to examine seals and test and replace any that are loose.

8 Roofs don’t last forever. When purchasing a home, consult a professional home inspector

Q& A

to determine both the age and condition of the roof. Even if you already bought the home, it’s good to know the current shape of the roof. A few minor repairs could be all you need to increase its lifespan.

John Bunker Marketing Director RealEstateCalendars.com www.realestatecalendars.com

Q:

How can I successfully stay in touch with my sphere of influence during the spring selling season?

A:

As we make our way through our 30th year in business, it’s important to look back on some of the triedand-true methods real estate professionals continue to find success with when it comes to staying in touch with those in their sphere of influence.

First and foremost, let’s take a closer look at cold calling, and how real estate professionals can use this method to their advantage in 2017. Cold calling is instrumental in helping to build up your contact list, and getting started is as simple as creating a phone list of your farming area. Not only should this list include phone numbers of the individuals you’ll be calling, but their names, as well. While it may seem like an insignificant detail, asking for someone by their first name typically indicates that a call is coming

from someone they know.

It’s also important to remember that when getting on the phone with a prospect, your No. 1 objective should be to build rapport while setting up a consultation to provide them with the help they need to reach their real estate goals. This can be done by simply inquiring as to whether or not their needs fall under the scope of your services. Once you determine that they’re thinking of selling their current home and buying another property, take the time to walk them through the benefits associated with working with you as their real estate professional. And be sure to remind them that you’re ready and willing to meet with them face-to-face should they be interested in speaking with you to go over the details of buying or selling a home with you at their side.

When picking up the phone to make cold calls, your every word should provide value and help to the person on the other end of the line.

If you have real conviction in the value of your offer—and genuinely want to provide value—then there is nothing to fear. In the end, remember that a cold call is simply a conversational check-in to see if the person on the other end of the line could use a helping hand.

In addition to cold calling, real estate professionals across the board have found continued success by taking advantage of the numerous items we offer to stay in touch with those in their sphere of influence. Now that spring has officially sprung, it’s time to start thinking about this year’s upcoming football season, and how to best

take advantage of one of America’s favorite sports.

By playing off the enthusiasm of fans across the board, football season is a prime time for real estate professionals to get their name and contact information into the hands of local fans all season long. Incorporating football schedule cards into your marketing and communication strategy is a simple way to get your information into the hands (and onto the refrigerators) of local fans in your market area.

Affordable, timely and easy to order, you’re certain to score big with these football-friendly tools in your market area.

These handouts produce results. Not only do consumers hold onto them for the duration of the season, but they share them with others—and sometimes even ask for more. This is a winning combination for any real estate professional in today’s competitive market.

Real estate professionals can also make use of their downloadable PDF counterparts on their Facebook business page. From there, they can offer to mail one to anyone who didn’t receive one, adding them to their mailing list at the same time.

In addition to mailing these items to your farming area to keep yourself top of mind among clients and prospects, you can also order magnetic versions, and even use them for giveaways at open houses, local sports bars and grilles and community events. It’s truly a win-win. RE

Q& A

RISMedia’s REAL ESTATE May 2017 103

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

RREIN Service Providers

ABR®..................................................................................... 106

Ascent Real Estate, Inc........................................................... 110

American Home Shield........................................................... 106

Berkshire Hathaway HomeServices Ambassador Real Estate... 110

Berkshire Hathaway HomeServices......................................... 106

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....110

Buffini & Company................................................................. 106

Berkshire Hathaway HomeServices Florida Realty................... 110

Century 21 Real Estate LLC.................................................... 106

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....110

Certified New Home Specialist ............................................. 106

Berkshire Hathaway HomeServices Georgia Properties............ 110

CRS Data............................................................................... 106

Berkshire Hathaway HomeServices Nevada Properties............ 110

DocuSign............................................................................... 106

Berkshire Hathaway HomeServices Select Properties.................110

Engel & Völkers...................................................................... 106

Better Homes and Gardens Real Estate Mason-McDuffie........ 111

The Entrust Group.................................................................. 107

Better Homes and Gardens Real Estate Rand Realty............... 111

ERA Franchise Systems, LLC................................................... 107

Calcagni Real Estate.............................................................. 111

Homes & Land....................................................................... 107

CENTURY 21 AllPoints Realty.................................................. 111

Homes.com........................................................................... 107

CENTURY 21 Award................................................................ 111

HomeSmart International....................................................... 107

CENTURY 21 New Millennium................................................. 111

HomeTeam Inspection Service................................................ 107

Coach REALTORS®................................................................. 111

HSA Home Warranty............................................................... 107

Coldwell Banker Advantage..................................................... 111

Leading Real Estate Companies of the World®........................ 107

Coldwell Banker D’Ann Harper, REALTORS®............................. 111

Moxi Works............................................................................. 107

Coldwell Banker Kappel Gateway Realty.................................. 111

MRE – Win Local®.................................................................. 107

Coldwell Banker Prime Properties........................................... 112

National Association of REALTORS®........................................ 108

Diane Turton, REALTORS®....................................................... 112

Oakley Signs & Graphics........................................................ 108

Fillmore Real Estate............................................................... 112

The Personal Marketing Company........................................... 108

First Team® Real Estate.......................................................... 112

Pillar To Post Home Inspectors................................................ 108

GARDNER, REALTORS®........................................................... 112

Quicken Loans....................................................................... 108

Gloria Nilson & Co. Real Estate.............................................. 112

Real Living Real Estate........................................................... 108

J. Rockcliff REALTORS®........................................................... 112

Realogy Holdings Corp........................................................... 108

Jordan Baris, Inc., REALTORS®................................................ 112

realtor.com®.......................................................................... 108

Kinlin Grover Real Estate........................................................ 112

Realtors Property Resource®.................................................. 109

Long & Foster Real Estate, Inc................................................ 112

Realty Executives International............................................... 109

Lusk & Associates Sotheby’s International Realty.................... 113

Realty ONE Group.................................................................. 109

McCOLLY Real Estate.............................................................. 113

RE/MAX, LLC.......................................................................... 109

Page Taft................................................................................ 113

TM

RIS Consulting Services......................................................... 109

Patterson-Schwartz Real Estate.............................................. 113

RISMedia’s Top 5 in Real Estate Network®.............................. 109

Randall, REALTORS®.....................................................................113

Top Producer® CRM................................................................ 109

RE/MAX 440 and RE/MAX Central......................................... 113

Workman Success Systems.................................................... 109

RE/MAX Gateway................................................................... 113

Xpressdocs............................................................................ 109

RE/MAX Professionals............................................................ 113

Zillow Group........................................................................... 109 zipLogix.................................................................................. 109

RISMedia’s REAL ESTATE May 2017 105

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

AMERICAN HOME SHIELD (800) 735-4663 • www.ahs.com/realestate American Home Shield, a subsidiary of The ServiceMaster Company, founded the home warranty industry in 1971 and remains the industry leader. Servicing more than 1.3 million customers across 49 states, the company also issues and administers preventive maintenance contracts on major home systems and appliances in 48 states. The Memphis-based company operates three customer service centers, employs approximately 1,600 people and has a national contractor network made up of more than 10,000 independent home-service contractors.

BERKSHIRE HATHAWAY HOMESERVICES (800) 666-6634 • www.berkshirehathawayhs.com Berkshire Hathaway HomeServices is a brand-new real estate brokerage network built for a new era in residential real estate.

The network, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the market a definitive mark of trust, integrity, stability and longevity. The brand, grounded in the financial strength, efficiency and tradition of its HomeServices of America parent company, will change the face of residential real estate.

BUFFINI & COMPANY (800) 945-3485 • www.buffiniandcompany.com Headquartered in Carlsbad, Calif., Buffini & Company is the largest real estate coaching and training company in North America.

Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with approximately 7,300 independently-owned and -operated franchised brokerages and more than 110,000 independent real estate professionals in 77 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easter Seals, to build brand awareness and preference.

Technology initiatives include both English- and Spanish-language consumer websites, www.century21.com and www.century21. com/espanol, a recently redesigned intranet site, www.21Online.

106 May 2017 RISMedia’s REAL ESTATE

com, and the Century 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

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

CRS DATA www.crsdata.com Since 1989, CRS Data has provided you with a wealth of tax data.

Our new, customized MLS Tax Suite integrates seamlessly into your MLS system and gives REALTORS® current tax data, detailed maps and robust features on all browsers and mobile devices.

Find listings and FSBOs quickly, evaluate them effectively and give clients professional presentations. We’re proud to provide a personal customer service experience to support our intuitive MLS Tax Suite. Learn more by visiting www.crsdata.com.

DOCUSIGN (866) 219-4318 • www.docusign.com/nar • Seattle, Wash.

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

ENGEL & VÖLKERS (212) 234-3100 • www.evusa.com ​S​ince its beginning in 1977 as a specialty boutique providing exclusive, high-end real estate services in Hamburg, Germany, Engel & Völkers has become one of the world’s leading companies specializing in the sale and lease of premium residential and commercial property, yachts and private aviation. Engel & Völkers currently operates a global network of over 8,​5​00 real estate advisors in more than 7​50 ​ brokerages spanning g ​ reater than 30​countries across five continents, offering both private and institutional clients a professionally tailored range of luxury services. It established Engel & Völkers North America in 2007 and assembled a team of the industry’s top leaders, performers and real estate innovators to expand operations in the U.S., Canada and Mexico.

Committed to exceptional service, Engel & Völkers supports its advisors with an array of premium quality business services; marketing programs and tools; multiple platforms for mobile, social and web; as well as access to its global network of real estate professionals, property listings and market data​.

THE ENTRUST GROUP

HOMETEAM INSPECTION SERVICE

(800) 392-9653 • www.TheEntrustGroup.com The Entrust Group (“Entrust”) has been the industry leader in account administration services and education of Real Estate IRAs for 35 years. Entrust offers real estate brokers and agents a costeffective, individualized approach to retirement savings using a self-directed IRA account with the AgentIRA Program. As a part of this program, Entrust works with real estate professionals by assisting their clients with the purchase of real estate investments with retirement funds. The AgentIRA Program provides real estate brokers a strategy to attract, develop and retain high-quality talent. Learn more at www.theentrustgroup.com/agentira.

844.HOMETEAM • www.hometeam.com You can depend on HomeTeam for a faster, more efficient home inspection every time. Unique to home inspection companies, HomeTeam brings a team of inspectors on-site. Each team member focuses on his or her area of expertise, which keeps us efficient and saves you time. Fast, Trusted and Accurate. That’s the HomeTeam promise. We invite you to experience the difference the team approach makes. For more information give us a call at 844.HOMETEAM or visit us online at hometeam.com.

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Susan Yannaccone, President & CEO Since 1971, ERA Franchise Systems, LLC, a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes over 2,300 independentlyowned and -operated offices with approximately 37,000 brokers and independent sales associates throughout the U.S and 30 other countries and territories. ERA Franchise Systems, LLC is a subsidiary of Realogy Holdings Corp.

HOMES & LAND (800) 726-6683 • www.HomesAndLand.com Homes & Land, one of the industry’s most trusted and recognized brands, offers real estate professionals a marketing solution that combines the prestige of print and a suite of digital products. With a network of 220+ magazines in communities throughout the U.S. and Canada, Homes & Land connects top agents and brokers with qualified homebuyers and sellers. Publishers provide custom advertising in an upscale magazine, global reach through HomesAndLand.com, and website partners including The Wall Street Journal, The New York Times, duPont REGISTRY and Robb Report. Visit HomesAndLand.com/Magazine-Directory to find your local publisher.

HOMES.COM (866) 697-3308 • http://connect.homes.com/ Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly! With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites.

Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HOMESMART INTERNATIONAL (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastestgrowing real estate companies in the nation with 66 offices in 14 different states, two countries and more than 7,500 agents.

HomeSmart International strives to meet the fundamental principles of efficiency and innovation by offering the systems and technologies necessary to stay on the leading edge of success.

HSA HOME WARRANTY (800) 367-1448 • www.onlinehsa.com • Madison, Wis. • Mike Clear, President HSA Home Warranty provides home warranty coverage in 48 states and E&O insurance in all 50 states. The HSA Home Warranty repairs or replaces mechanical systems and appliances that fail due to normal wear and tear during the coverage period. With HSA Home Warranty, real estate professionals minimize their risk by lowering their exposure to liability. They avoid post-sale disputes about who should pay for the repair, and they can get the problem fixed quickly and conveniently by making just one call to HSA.

LEADING REAL ESTATE COMPANIES OF THE WORLD® (312) 424-0400 • www.LeadingRE.com Leading Real Estate Companies of the World® is a selective global community of the highest quality independent real estate companies. We exist to make our members better by connecting them to opportunities and people around the globe, supporting them with a global referral network, professional development programs, and unique events. For more information on our 500 firms that span over 50 countries with 120,000 sales professionals, visit LeadingRE.com.

MOXI WORKS (206) 673-4591 • www.moxiworks.com Moxi Works is a residential brokerage services company that makes agents significantly more productive and brokerages more profitable by helping them effectively run their businesses. Moxi Works’ integrated tools are centered on a sphere-based selling process that drastically increases agents’ repeat and referral business, while lowering overall technology costs for the brokerage.

Brokerages with Moxi Works collectively sell over $72 billion worth of homes annually.

MRE – WIN LOCAL® (877) 720-0988 • www.MobileRealEstateID.com · Seth Kaplan, National Sales Director MRE – Win Local® is a mobile marketing and technology company that helps real estate agents, brokers and real estate-related firms power their mobile initiatives. Our suite of products for real estate professionals allows them to incorporate complex mobile technology throughout their existing marketing mix to reach consumers on all mobile devices. MRE – Win Local® will ensure real estate professionals are positioned to promote their brand and listings to buyers and sellers across all mobile devices.

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NATIONAL ASSOCIATION OF REALTORS®

PILLAR TO POST HOME INSPECTORS

(800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Dale Stinton, CEO •B ob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research • Matt Lombardi, VP, Conventions •M arc Gould, VP, Business Specialties; Dean, Student Services, REALTOR® University • Mark Birschbach, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.nar.realtor/RealtorBenefits.

NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about.

REALTOR. And, for a lifetime of learning, REALTOR® University can take your career to the next level with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.edu. The REALTOR® Store features print and ePublications, including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®” and the “2016 NAR Profile of Home Buyers & Sellers.” Visit www.NAR.realtor/Store. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

(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 eight Canadian provinces. The Pillar To Post difference includes printing a computer-generated report on-site at the time of the inspection, requiring each inspector to carry $1 million in E&O insurance that covers both the agent and the broker, and three unique home inspection packages designed to better suit the individual needs of our clients.

OAKLEY SIGNS & GRAPHICS (800) 373-5330 • www.OakleySign.com Oakley Signs & Graphics (since 1972) offers real estate yard signs nationwide. They are known for their high-quality, high-gloss signs, fanatical customer service, fastest order turnaround times in the industry, and guaranteed low prices. With over 500 products and an experienced staff who is fanatical about helping their customers, you can’t go wrong working with Oakley Signs for your yard signage needs!

THE PERSONAL MARKETING COMPANY (800) 458-8245 • www.tpmco.com • Lenexa, Kan. The Personal Marketing Company creates marketing systems for agents to become known in their market and attract clients for long-term success. Our marketing development team brings proven marketing expertise, cutting-edge technology and personal service to develop customized marketing solutions which can include: direct mail, email marketing, contact management, prospecting and farming, newsletter programs, FSBO and expired campaigns, client follow-up systems and marketing planning services.

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QUICKEN LOANS (866) 718-9842 • AgentRelations@QuickenLoans.com For more than 30 years, Quicken Loans has been celebrated for providing an amazing mortgage experience. In fact, J.D. Power ranked Quicken Loans highest in client satisfaction for mortgage origination the last seven years. Along with being the second largest mortgage lender, Quicken Loans leads the industry in technology with Rocket Mortgage—the first ever completely online mortgage experience. Whether applying for a mortgage online or with a mortgage banker, Quicken Loans is committed to client experience.

REAL LIVING REAL ESTATE (866) 373-6228 • www.realliving.com Real Living Real Estate is a full-service real estate brokerage network with a comprehensive and integrated suite of resources for franchisees and their sales professionals, as well as the consumers who work with them. The Real Living brand was recognized

by Entrepreneur magazine. Real Living Real Estate is a network brand of HSF Affiliates LLC, majority owned by HomeServices of America, Inc., a Berkshire Hathaway affiliate.

REALOGY HOLDINGS CORP. (973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in residential real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems as well as relocation and title services. Realogy’s brands and business units include Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, ZipRealty®, NRT LLC, Cartus, Title Resource Group and ZapLabs LLC. Collectively, Realogy’s franchise system members operate approximately 14,100 offices with more than 273,200 independent sales associates doing business in 112 countries and territories worldwide.

ENGAGE WITH REALTOR.COM® (800) 878-4166 • www.realtor.com Realtor.com® is real estate’s most accurate site, with listings pulled directly from over 850 MLSs and most listings updated every 15 minutes. Homes for sale on realtor.com® only display the real listing price established between seller and broker, not inaccurate machine-generated estimates. Visit realtor.com®.

REALTORS PROPERTY RESOURCE®

RISMEDIA’S TOP 5 IN REAL ESTATE NETWORK®

(888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

(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.

REALTY EXECUTIVES INTERNATIONAL (800) 252-3366 • www.RealtyExecutives.com • Scottsdale, Ariz.

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

REALTY ONE GROUP (888) 461-0101 • www.RealtyONEGroup.com Realty ONE Group is a full-service real estate brokerage with more than 4,000 associates. It focuses on providing ethical, professional and results-oriented services to property owners and prospective real estate buyers. Since its inception in 2005, the company has grown to become the No. 1 real estate brokerage in Nevada and the fastest-growing real estate company in Arizona and California.

RE/MAX, LLC (303) 770-5531 • www.remax.com • Denver, Colo.

RE/MAX was founded in 1973 by Dave and Gail Liniger, who still manage the company today. From a single office in Denver, Colo., RE/MAX has grown to be a global real estate franchise network with more than 100,000 Sales Associates in nearly 100 countries. The consumer website remax.com is consistently ranked among the most visited real estate websites, and LeadStreet provides referrals to RE/MAX Sales Associates with no fees from RE/MAX. To learn how RE/MAX can take your career to the next level, visit www.joinremax.com.

RIS CONSULTING SERVICES (203) 852-4304 • Norwalk, Conn.

• John Sculley, Managing Dir. • Peg Guinta, Projects Dir. RIS Consulting Services is an independent relocation consulting firm dedicated to designing and implementing comprehensive solutions to mobility issues. We deliver a full range of consulting services to our diverse corporate and relocation service company clients. The executives of RIS Consulting utilize their industry and specialty knowledge to analyze your situation, develop strategic options and implement designed solutions.

TOP PRODUCER® CRM (800) 821-3657 • www.TopProducer.com Top Producer® CRM is the super fast, super easy real estate marketing system that makes it a breeze to build your loyal client base.

Keep your sales pipeline running smoothly, follow up automatically, and manage your business in minutes with Top Producer® CRM.

WORKMAN SUCCESS SYSTEMS (801) 987-0085 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work in order to achieve top performance and industry excellence.

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

ZILLOW GROUP www.zillow.com Zillow Group houses a portfolio of the largest real estate and homerelated brands on the web and mobile. The company’s brands focus on all stages of the home lifecycle: renting, buying, selling, financing and home improvement. Zillow Group is committed to empowering consumers with unparalleled data, inspiration and knowledge around homes, and connecting them with the right professionals to help, and helping real estate agents, lenders and rental professionals maximize business opportunities and connect with consumers.

ZIPLOGIX (866) 693-6767 • www.zipLogix.com With more than 20 years of experience developing real estatefocused software solutions and used by more real estate professionals than any other program, zipLogix has been established as the industry standard. This experience delivers a completely integrated real estate solution system that is led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®.

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RREIN Member Profiles ASCENT REAL ESTATE, INC. (619) 325-4100 • www.ascentrealestate.net Owned and operated in San Diego since 2005, Ascent Real Estate embodies an enviable combination of entrepreneurial energy, comprehensive industry experience, and local market knowledge.

This mix lets Ascent “out national” its local competition, thanks to its exceptional professional team and world-class infrastructure, and “out local” the national competition, thanks to its laser-like focus on the specific markets in which it operates. Our highly productive sales team of approximately 140 agents has elevated Ascent as a leader in marketshare in the Metro San Diego Area. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as an exclusive San Diego affiliate of Leading Real Estate Companies of The World®, Ascent Real Estate is a hyper local brokerage with a global reach.

BERKSHIRE HATHAWAY HOMESERVICES AMBASSADOR REAL ESTATE (402) 493-4663 • (800) 477-7653 www.BHHSamb.com • agents@BHHSamb.com Berkshire Hathaway HomeServices Ambassador Real Estate is dedicated to providing progressive, quality real estate services in Nebraska’s metropolitan Omaha and Lincoln surrounding areas. We service all types of markets: single-family residential, new construction, condos, corporate relocation, third-party relocation, acreages and commercial real estate. With approximately 400 licensed agents, we have an agent to meet your needs regardless of the style, price or age of the property you are looking for. We look forward to helping you sell your home or find that dream home you are looking for. We believe in each other and ourselves. We understand that trust is earned and that good, professional service is an essential part of that.

BERKSHIRE HATHAWAY HOMESERVICES C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally-owned and -operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Upstate South Carolina since 1964. With more than 400 agents on board and 10 offices serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Pruden-

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tial Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the fifth largest brokerage in the nation among the affiliate network brokers and offers residential and commercial services, seasonal rentals, property management, REO and foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001.

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

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

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

BERKSHIRE HATHAWAY HOMESERVICES SELECT PROPERTIES (314) 835-6000 • www.bhhsselectstl.com Since 2002, Berkshire Hathaway HomeServices Select Properties has helped keep the St. Louis real estate market local. With 11 offices in the metro area, Berkshire Hathaway HomeServices Select ranks as the No. 1 locally-owned real estate firm in St. Louis.

Berkshire Hathaway HomeServices Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and in being recognized in the community for

high standards and ethics.

(888) 971-4636 • www.bhghome.com Founded in 1887 as Mason-McDuffie Real Estate and transitioning to the Better Homes and Gardens Real Estate Mason-McDuffie name in 2010, we are the 17th largest real estate services firm in the nation (RISMedia), No. 1 in the San Francisco East Bay (SF Business Times), and a leading innovator of real estate technology solutions to our agents and clients. With 29 offices and 1,700 agents, we bring a fresh approach to the business through the universal awareness of the Better Homes and Gardens brand.

organization providing traditional residential and commercial services, on-site mortgage, title, property management, and access to a vast network of relocation and other real estate service providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 18 locations and approximately 750 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand. It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 hand-selected brokerages in the United States.

BETTER HOMES AND GARDENS REAL ESTATE RAND REALTY

COACH REALTORS®

BETTER HOMES AND GARDENS REAL ESTATE MASON-MCDUFFIE

www.RandRealty.com • info@randrealty.com Better Homes and Gardens Rand Realty, founded in 1984, is the No. 1 real estate brokerage serving the northern suburbs of New York City, covering the counties of Westchester, Rockland, Orange, Sullivan and Putnam in New York and Bergen and Passaic in New Jersey. Rand has more than 850 sales associates, a commercial real estate company (Rand Commercial Services) and title, mortgage, and insurance services (Hudson United). The companies can be found online at RandRealty.com, RandCommercial.com and HudsonUnited.com.

CALCAGNI REAL ESTATE

(800) 321-7356 x139 • www.coachrealtors.com · LP Finn, Operating Officer, LP@coachrealtors.com Coach REALTORS® is a Long Island-based, full-service real estate company with 18 office locations and over 600 sales associates serving Nassau and Suffolk counties, N.Y. Coach REALTORS® is an exclusive affiliate of Christie’s Great Estates, a division of the famed auction house, a member of Leading Real Estate Companies of the World®, and has been recognized by Who’s Who in Luxury Real Estate for over 14 years.

COLDWELL BANKER ADVANTAGE

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

(800) 274-5345 • info@AdvantageCB.com Coldwell Banker Advantage is a leading real estate company in the Fayetteville/Triangle area of North Carolina and is a nationally-ranked Coldwell Banker office serving the communities of Fayetteville, Fort Bragg, Pope Air Force Base, Cary, Raleigh, Wake Forest, Creedmoor, Clayton, Durham, Benson, Southern Pines, Pinehurst and Lake Gaston. Coldwell Banker Advantage represents the highest levels of experience, knowledge and customer service. Our full-service office can assist with mortgage financing, insurance, title insurance and in-house Concierge Service.

CENTURY 21 ALLPOINTS REALTY

COLDWELL BANKER D’ANN HARPER, REALTORS®

(800) 525-7793 • www.C21AllPointsRealty.com CENTURY 21 AllPoints Realty is an award-winning, full-service real estate company with six offices serving Connecticut. We work with buyers and sellers in our own communities and throughout the country, establishing lifelong relationships by delivering outstanding service when it comes to any of their real estate needs.

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

CENTURY 21 NEW MILLENNIUM (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium is a full-service real estate brokerage in the greater Washington, D.C. area. The company, which specializes in residential and luxury properties, joined the CENTURY 21® System in 1998 and has established a sound and successful

(210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company serving the entire greater San Antonio metropolitan area, New Braunfels, Boerne, Bandera, Kerrville, Fredericksburg and Hill Country markets, representing buyers and sellers in all phases of their transactions. Since opening in 1986, the company has become a trusted name in the real estate industry. With eight offices, over 350 sales associates and over 100 support staff, the company’s extensively trained representatives have knowledge and expertise to service all aspects of the real estate business. Core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing.

COLDWELL BANKER KAPPEL GATEWAY REALTY (844) 861-5631 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining more than $600 million in sales dollar volume in 2012 and welcoming more than 240 agents in seven offices, with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from

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returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals.

COLDWELL BANKER PRIME PROPERTIES (866) 323-2277 • www.ColdwellBankerPrime.com With 15 sales offices and 500-plus full-time real estate professionals, Coldwell Banker Prime Properties is the No. 1 Coldwell Banker affiliate in New York State. Coldwell Banker Prime Properties is a full-service brokerage dedicated to meeting and exceeding the needs of their clients, customers and sales associates. If you want a successful career in real estate, call us today.

DIANE TURTON, REALTORS® (877) DTURTON • www.dianeturton.com Founded in 1986, Diane Turton, REALTORS® is a full-service real estate company with 16 offices throughout Monmouth and Ocean counties in New Jersey. Whether you’re looking to buy, sell or rent in New Jersey, you’ll receive service that will surpass your expectations. Diane Turton, REALTORS® consistently ranks in the top of the markets it serves. The firm also provides a full range of financial services through Turton Signature Services, including home mortgages, property and casualty insurance and title insurance.

FILLMORE REAL ESTATE (800) 528-6673 • www.fillmore.com Fillmore Real Estate is the New York Metro Area’s largest independently-owned real estate broker. Specializing in Brooklyn, Staten Island, Bronx and parts of Westchester, Fillmore has residential, commercial and rental divisions. For more information, visit us at www.fillmore.com or call us at (800) 528-6673.

FIRST TEAM® REAL ESTATE (888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately-held real estate company in Southern California with 2,000 agents and employees across 60 locations. First Team wins market share in any economic climate through innovation and proprietary marketing tools, and by successfully targeting the luxury market with First Team Estates®. Contact First Team today to find out how we have helped thousands of families realize their dream of homeownership—and how we can help you find yours.

GARDNER, REALTORS® (800) 566-7801 • www.GardnerRealtors.com Since 1943, GARDNER, REALTORS® continues our tradition of excellence as the leading full-service real estate company in the Southeast Louisiana and Southern Mississippi Region. The GARDNER Real Estate Family includes over 800 real estate professionals in 24 neighborhood offices that serve over 100 communities. Our professional services include residential and commercial sales and leasing, relocation and corporate services, asset management/REO and property management, plus the convenience and added value of one-stop shopping for mortgage, title and home warranty services.

We are proud to be home grown, locally-owned and internationally known. Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER, REALTORS® and The Gertrude Gardner Foundation.

112 May 2017 RISMedia’s REAL ESTATE

GLORIA NILSON & CO. REAL ESTATE (732) 450-2300 • www.glorianilson.com Gloria Nilson & Co. Real Estate, owned by Dick Schlott, has serviced the most discerning buyers and sellers of residential real estate in New Jersey for over 35 years with more than 700 sales associates within our 23 offices throughout New Jersey and Bucks County, Pa. As an exclusive affiliate of Christie’s International Real Estate, along with our luxury lifestyle magazine, we offer our clients and associates the most cutting-edge marketing services both globally and locally. For additional information about Gloria Nilson & Co. Real Estate, please visit www.glorianilson.com.

J. ROCKCLIFF REALTORS® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff REALTORS®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff REALTORS® is the fastest-growing real estate company in the East Bay.

JORDAN BARIS, INC., REALTORS® (800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com Founded in 1952, Jordan Baris Inc., REALTORS® is among the most respected full-service real estate brokerages in Northern New Jersey.

With a team of close to 150 associates, the firm operates offices in West Orange and South Orange, with teams focused on Essex, Morris, Union and Hudson counties. Jordan Baris, Inc. offers real estate brokerage to buyers and sellers of residential and commercial properties, developers, tenants and landlords; title services through JB Title Agency, LLC; and global relocation services through its membership with the Leading Real Estate Companies of the World®.

KINLIN GROVER REAL ESTATE (508) 420-1130 • www.kinlingrover.com Kinlin Grover has 16 real estate offices covering Cape Cod from the bridges to Provincetown, specializing in the marketing and sale of waterfront, village, commercial properties and fine homes. From the very beginning, the Kinlin Grover mission has remained constant: “To help our clients make the best real estate decisions and to uphold the highest standards of ethics and professionalism.” In addition, Kinlin Grover Vacation Rentals is the largest real estate firm on Cape Cod with over 600 privately-owned Cape Cod vacation rental homes. We value every client and pledge to deliver unsurpassed service as trusted advisors, expert facilitators and skilled negotiators.

LONG & FOSTER REAL ESTATE, INC. (866) 677-6937 ∙ www.LongandFoster.com Long & Foster Real Estate, the largest independent residential real estate company in the country, is part of The Long & Foster Companies, which includes Prosperity Home Mortgage, Long & Foster Insurance and Long & Foster Settlement Services. It is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic, and a founding affiliate of

LeadingRE, a prestigious global network that includes Luxury Portfolio International®. Long & Foster represents over 10,000 agents in seven states, plus Washington, D.C.

LUSK & ASSOCIATES SOTHEBY’S INTERNATIONAL REALTY (717) 291-9101 • www.LuskandAssociates.com When you work with Lusk & Associates Sotheby’s International Realty, you can count on specialists who can answer your questions, apply in-depth knowledge of current market conditions, and access extensive resources that can expedite the sale of your home.

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

PAGE TAFT (203) 453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with clients based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

PATTERSON-SCHWARTZ REAL ESTATE (877) 456-4663 • www.pattersonschwartz.com pattersonschwartz@psre.com Patterson-Schwartz Real Estate is Delaware’s largest independent REALTOR® with 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With seven offices and 350 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental, relocation services and property management.

RANDALL, REALTORS® (401) 364-3388 • www.randallrealtors.com Randall, REALTORS® has been a consistent leader in the marketing of Southern New England properties for more than 28 years.

Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating. Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, REALTORS®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

RE/MAX 440 AND RE/MAX CENTRAL (215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tom@tomskiffington.com RE/MAX 440 and RE/MAX Central is a first-class, professional real estate company. Our goal is to provide the most prompt, courteous and professional services to all our customers and clients. We are the leading RE/MAX in Pennsylvania and Delaware with the highest sales volume and transactions. RE/MAX 440/Central has 10 different offices in Bucks, Montgomery and Lehigh counties.

RE/MAX GATEWAY (703) 652-5760 • www.gateway2realestate.com The real estate market is ever changing. It takes constant evaluation, review of recent trends to forecast a potential future and education of agents through mastermind groups and real estate information exchanges. These are areas in which we excel at RE/MAX Gateway. Contact us today if you are looking to advance your career in real estate through a multitude of educational experiences and resources, or if you need real estate advice in order to make informed decisions when buying and selling houses.

RE/MAX PROFESSIONALS (303) 455-3300 • www.homesbythepro.com RE/MAX Professionals boasts the finest REALTORS® in the Denver Metro Area. For more than 30 years we have led the industry in sales, technology and professionalism. Recently, RE/MAX Professionals was recognized as the fastest-growing RE/MAX in the world with nearly 400 licensed agents.

YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180 Better Homes and Gardens Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) • Fax: 916-488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage Areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif.

Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Tel: (855) 858-8028 (Toll Free) Email: gayleglew@firstteam.com URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel

114 May 2017 RISMedia’s REAL ESTATE

Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

COLORADO RE/MAX Professionals 390 Union Blvd., Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (Office) • (303) 887-5159 (Mobile) Email: bradwhitehouse@remax.net • URL: www.homesbythepros.com Coverage Areas: Denver and surrounding areas Offices: 8 • Associates: 380

CONNECTICUT Calcagni Real Estate 330 South Main St., Cheshire, CT 06410 Contact: Steven Calcagni, President Tel: (203) 272-1821 ext. 302 Email: Steven_Calcagni@calcagni.com • URL: www.calcagni.com Coverage Areas: New Haven County, Central Connecticut Offices: 4 • Associates: 140 CENTURY 21 AllPoints Realty 117 North Main St., Southington, CT 06489 Contact: Kelly Peterson, COO • Tel: (800) 525-7793 Email: C21KellyPeterson@gmail.com URL: www.c21allpointsrealty.com Coverage Areas: Southington, Cheshire, Plainville, Bristol, Farmington, Newington, Berlin, New Britain, Waterbury, Watertown, West Hartford, Enfield, Somers, Suffield, Manchester, Windsor, South Windsor, East Hartford, Vernon, Tolland, Granby, New Haven, Branford, Northford, Meriden, Wallingford, North Haven, East Haven, Guilford, Old Saybrook, Orange, Naugatuck, Milford Offices: 6 • Associates: 214 Page Taft 89 Whitfield St., Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage Areas: Connecticut Offices: 3 • Associates: 60 Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Marjorie Murray, RCC, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-3605 (Direct) • (800) 443-2295 (Toll Free) Email: mmurray@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 8 • Associates: 350

FLORIDA Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy., Ste. 400, Sunrise, FL 33323 Contact: Rei Mesa, CRS, CRB, President/CEO Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Email: ReiMesa@BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs Email: sharonsapp@BHHSFloridaRealty.com • URL: www.BHHSFloridaRealty.com Coverage Areas: 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans and 1031 exchange services Offices: 39 • Associates: 1,350

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100

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

INDIANA McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206

Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Beverly Shores, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, Dune Acres, East Chicago, Gary, Griffith, Hammond, Hebron, Highland, Hobart, Kouts, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Long Beach, Lowell, Merrillville, Michiana Shores, Michigan City, Miller Beach, Morocco, Munster, Ogden Dunes, Otis, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, St. John, Sumava Resorts, Thayer, Valparaiso, Westville, Wheatfield, Whiting, Winfield Offices: 18 • Associates: 450+

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

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Coverage Areas: Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

MASSACHUSETTS Kinlin Grover Real Estate 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage Areas: Southeastern Massachusetts Offices: 16 • Associates: 275

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

MISSOURI Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Rd., Ste. 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 • (314) 835-6050 (Direct) Email: aignatowski@bhhsselectstl.com • URL: www.bhhsselectstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County Offices: 11 • Associates: Over 500

NEBRASKA Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation & Business Development Tel: (800) 477-7653 or (402) 547-5137 Email: Katie.adams@BHHSamb.com • URL: www.BHHSamb.com Coverage Areas: Omaha and Lincoln Metropolitan Area, including Omaha, Bellevue, Ralston, LaVista, Papillion, Gretna, Elkhorn, Fremont, Lincoln, Council Bluffs and surrounding communities

NEVADA Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Ste. 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com • URL: www.BHHSNV.com Coverage Areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050 Better Homes and Gardens Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 or (800) 451-3131 • Fax: (916) 488-3749 Email: linda.howard@bhghome.com • URL: www.bhghome.com Coverage Areas: Northern California, Northern Nevada Offices: 35 • Associates: 2,000

NEW JERSEY Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, VP, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

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Better Homes and Gardens Real Estate Rand Realty 10 Schriever Ln., New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage Areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: 800+ Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: 1-877-DTURTON Email: dturton@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NEW YORK Better Homes and Gardens Real Estate Rand Realty 10 Schriever Ln., New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage Areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: 800+

Coach REALTORS® 66 Gilbert St., Northport, NY 11768 Contact: Jose Matos, Inbound Referral Coordinator Tel: (800) 321-7356 ext. 138 Email: jmatos@coachrealtors.com URL: www.coachrealtors.com/buying-and-sellin/relocation.cfm The Coach REALTORS® Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators: Jose Matos, Kathy Brandofino and Roseanne Tourto. These three professionals draw upon more than 50 years of combined relocation experience in order to make the client transition a comfortable one.

Offices: 19 • Associates: 650+ Coldwell Banker Prime Properties 10 Osgood Ave., Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax: (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Associates: 500 Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com • URL: www.fillmore.com Coverage Areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

NORTH CAROLINA Coldwell Banker Advantage 7610 Six Forks Rd., Ste. 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation & Referral Services Tel: (800) 274-5345 • (919) 846-3330 (Direct) Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

PENNSYLVANIA Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Lusk & Associates Sotheby’s International Realty 100 Foxshire Dr., Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com • URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania Offices: 1 • Associates: 40 RE/MAX 440 and RE/MAX Central 701 West Market St., Perkasie, PA 18944 Contact: Tom Skiffington, Broker/Owner • Tel: (215) 453-7653 or (215) 643-3200 Email: tom@tomskiffington.com URLs: www.pahomesforsale.com • www.lehighvalleyrealestate.com Coverage Areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

RHODE ISLAND Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

SOUTH CAROLINA Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Dr., Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, (864) 678-5244, ktaylor@cdanjoyner.com, Jo Anne Conner, Network Mgr., (864) 678-5227, jconner@cdanjoyner.com, URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 10 • Associates: 400+

TEXAS Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Pkwy., Ste. 301, San Antonio, TX 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Tel: (800) 521-1408 (Toll Free) • (210) 483-7035 (Direct)

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Email: ppoitevent@cbharper.com • URL: www.cbharper.com Coverage Areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas Offices: 8 • Associates: 350+

VIRGINIA CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com URL: www.c21nm.com

Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

INDEX OF SERVICE PROVIDERS American Home Shield................................................. IFC

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................27

Asian Real Estate Association of America (AREAA)....76

National Association of REALTORS®............................8, 26

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

National Association of REALTORS® Global.................119

Buyside..............................................................................44

National Association of Women in Real Estate Businesses (NAWRB).................................66

ABR®...................................................................................14

Century 21 Real Estate LLC...............................................1 CRS Data...........................................................................48 Engel & Völkers.................................................................19

The Personal Marketing Company..........................70, 75 Pillar To Post Home Inspectors...........................................2

ERA Franchise Systems, LLC............................................42

Pricing Strategy Advisor (PSA) Certification..................38

Homes.com........................................................................7

Real Living® Real Estate...................................................41

Homes & Land..................................................................49

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

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

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

HomeTeam Inspection Service............................................46

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

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

RRISMedia’s Automated Content Engagement (ACE).....................................................................9, 20, 84-85

HSA Home Warranty..............................................................13 Leading Real Estate Companies of the World®.............. IBC MRE – Win Local®........................................11, 60, 113, 118

RISMedia’s Top 5 in Real Estate Network®.............78, 104 Weichert Real Estate Affiliates, Inc.................................54 Workman Success Systems........................................83, 87

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{re: Real Estate} Join the Celebration of REALTOR® Advocacy This May

E

very member of the National Association of REALTORS® (NAR) shares the goal of revolutionizing the real estate industry and preparing REALTORS® for sustainable future success.

Advocacy plays a critical role in achieving those goals, while also supporting property ownership throughout our communities.

To help demonstrate the importance of advocacy at the national, state and local levels, the month of May has been designated by NAR as a celebration of REALTOR® Advocacy, designed to engage and educate members on the REALTOR® Party—namely Vote, Act and Invest.

As a broker, there are numerous steps you can take to get involved and encourage your agents to follow your example. Starting the week of May 7, each week of the month will follow one of the three key themes: Week 1 – Vote (May 7 - 13) From voter registration drives to learning about REALTOR® Champions, the vote week is an excellent opportunity to educate your team on how to support pro-real estate candidates and issues.

Week 2 – Act (May 14 - 20) The REALTOR® Party revolution requires action. The act week is the perfect time to engage in community outreach projects and visit members of Congress during the REALTORS® Legislative Meetings & Trade Expo (May 15 - 20 in Washington, D.C.).

Week 3 – Invest (May 21 - 27) Help your agents learn about the numerous benefits of the REALTORS® Political Action Committee (RPAC) and political fundraising during the invest week.

How to Get Involved NAR has helped lay the groundwork for associations and REALTORS® to highlight how you use the 80+ programs, services and grants offered by the REALTOR® Party. Stay tuned to your state and local REALTOR® Associations for specific activities, as well as the REALTOR® Advocacy website (www.realtoractioncenter. com/realtoradvocacy) for more information and shareable content.

There are countless ways to get involved, including:

120 May 2017 RISMedia’s REAL ESTATE

8Participate in various local and state events.

8 Attend the REALTORS® Legislative Meetings & Trade Expo to learn more about NAR’s legislative priorities.

8 Organize your own community advocacy outreach project.

8 Encourage support for weekly advocacy-themed activities throughout May in your office sales meetings.

8 Post and share advocacy-related photos and videos of your advocacy efforts on social media using the hashtag #REALTORParty. Be sure to tag REALTOR® Action Center (on Facebook) or @REALTORAction (on Twitter) in your posts.

8 Download and add shareable graphics and social media buttons to your website. Links can be accessed at www.realtoractioncenter.com/ realtoradvocacy/#promotions.

About the REALTOR® Party The REALTOR® Party is the only advocacy group in America that fights exclusively for homeownership, real estate investment, strong communities and the free enterprise system. It speaks with one voice to advance candidates and public policies that uphold private property rights, real property ownership, strong communities and a vibrant business environment.

Since the REALTOR® Party was launched in 2012, REALTOR® Party resources have been put to work more than 13,000 times by more than 1,000 REALTOR® Associations. In recent years, local level activities have increased; REALTORS® have gained political clout through legislative victories in every corner of the country; and state and local REALTOR® Associations have expanded their community and political presence…all because of the actions of the REALTOR® Party.

Now more than ever, it is critical for REALTORS® across America to come together and speak with one voice about the stability a sound and dynamic real estate market brings to our communities. re:Resources REALTOR® Advocacy “National Headquarters” To stay updated on national news, events and shareable content in support of REALTOR® advocacy this May and throughout the year, visit www.realtoractioncenter.com/realtoradvocacy. RE

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