Real Estate Magazine - Keller Williams Realty The Gulf South Group - Sept. 2017

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Meeting Agents Where They Are, Getting Them Where They Want to Go Keller Williams Realty The Gulf South Group – Page 78

Nancy Marcotte and JD Pierce, Operating Partners

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THEY SAY ROBOTS WILL REPLACE US. BUT NO ROBOT HAS THE SAVVY AND SWAGGER OF A CENTURY 21 AGENT, BACKED BY A GLOBALLY-CONNECTED SUPPORT NETWORK ®

ROBOTS DON’T HAVE THE MOST RECOGNIZED NAME IN REAL ESTATE.* AND THEY’RE NOT THAT GREAT AT LEAD GENERATION, UNDERSTANDING CLIENTS’ NEEDS, OR E N V IS IONI NG T H E F U T U R E . R O B O T S S E R I O U S LY L A C K I M A G I N AT I O N .

TAKE THAT ROBOTS ©2017 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21® and the CENTURY 21 Logo are registered service marks owned by Century 21 Real Estate LLC. Century 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each office is independently owned and operated. *Study Source: 2016 Millward Brown Ad Study.

This is home.

It’s a place called amazement.

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

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{Contents} September 2017/Vol. 33, No. 9 • www.rismedia.com

{On the Cover}

90

78 Meeting Agents Where They Are, Getting Them Where They Want to Go Keller Williams Realty The Gulf South Group

78

With the powerful training and technology resources of Keller Williams Realty at their backs, Nancy Marcotte and JD Pierce can turn their full attention toward what matters most: the success of their agents.

Understanding that success means something different to everyone, the operating partners of Louisiana-based Keller Williams Realty The Gulf South Group are there to run alongside each agent, providing whatever it takes to guide them toward their respective goals. In this month’s cover story, find out how this servant leadership approach has led to the company’s growth and profitability…and why there’s no end in sight.

{Highlights} 26 How Mindset and the Attitude of Abundance Create a Great Culture

59

Learn how a resilient mindset and an attitude of abundance can help you wake up every day with passion and purpose.

87

32 The Launch of a Refreshed Icon Take a behind-the-scenes look at the constant spirit of innovation that has lifted RE/MAX to its status as one of the industry’s elite brands.

56 Attracting Top Talent Through a Culture of Community In this exclusive feature, see how one firm stays ahead of the competition.

66 Foreign Buyers Snap Up U.S. Real Estate in Unprecedented Surge Here, take a closer look at what’s driving the influx of foreign buyers to the U.S. RISMedia’s REAL ESTATE September 2017 3

{Headliners} 15 P olicy Matters: Know Before You

30

Owe: A Work in Progress

16 N AR Power Broker Roundtable: Technology Adoption 101: Impact on Office Synergy 18 R EBAC Report: Staying a Step Ahead of the Bad Guys 28 B log Spot: How Brokers Can Use Predictive Analytics to Recruit, Retain Top Agents 64 H ome Staging Cuts Time on Market

89 W ebinar Recap: Prospecting: Online and Offline Lead Sources That Dominate in Today’s Market 90 T rending: 4 Recruiting Tips for Busy Brokers

{Features} 30 Gaining an Edge in NYC 40 Global Spotlight: Cilo Marbella: Luxury Living on the Costa del Sol 43 R iding the Wave in South Carolina 50 Power Broker Perspectives: Eb Moore, Felicia Hengle, Steve Belluomini 59 Upping the Ante With Market Data 60 Strategies: American Home Shield; Buyside; Clareity; HomeTeam Inspection; Quicken Loans 78 M eeting Agents Where They Are, Getting Them Where They Want to Go 92 RISMedia’s Great Spaces

96 Ask the Experts: Home

28

Maintenance Tips; The Impact Recruiting Plays on a Brokerage’s Success; Creating an Effective Recruiting Referral Program

{Interviews} 76 Zelda Heller, Jamie Coley and Leigh Reed, Long & Foster Real Estate 82 Shannon Daniele, HomeSmart Realty Group 82 Terrence Murphy Sr., TM5 Properties 83 Barbara Dunkle, Seacoast Real Estate 84 Nancy Fennell, Dickson Realty 85 John Colvin, CENTURY 21 FM Realty

{Experts} 23 Shawn Krause - Utilizing Technology to Enhance Your Business 24 Desirée Patno - Smart Home Technology Is the Smart Way to Sell

44 Terri Murphy - 9 Tips to Boost the Value of Your Next Client Appreciation Event 47 Brian Buffini - 7 Secrets to Making It Big in America 49 John Wendorff - Getting off the Merry-Go-Round 55 John Bunker - 4 Tips for Mastering Marketing 69 Verl Workman - No More Tickets to the Be-Back Bus 70 Cleve Gaddis - Whose Side Are You On? 71 Rick Geha - Sales Scripts and Objections 72 Bob Sokoler - 5 Steps to Win the Negotiation Battle 87 David Mele - Why Bigger Isn’t Always Better

{Every Issue} 6 RISMedia Online 9 Publisher’s Desk 12 Did You Know?

99 Service Profiles 107 Referrals 112 RE: Real Estate – Making a 92

4 September 2017 RISMedia’s REAL ESTATE

Year-Round Commitment to REALTOR® Safety

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{Online}

Catch the latest buzz

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

Iconic Willis Mills Connecticut Home for Sale

This stunning, iconic Willis Mills property, designed in 1955 and built in 1956, is currently for sale at $2,550,000. Check out the stunning photos here!

On the Cover Proud to be part of this forward-thinking organization!

- Michael Droege, CENTURY 21 Realty Solutions

Trendy Home Decorations to Consider This Year If you’re looking to update your home decoration, here are a few trendy designs to consider this year.

4 Steps to Take after Your Home Has Been Burglarized

Most victims find themselves totally unprepared and at a loss for what to do when their home is burglarized.

Fortunately, there are steps you can take to regain control of the situation.

Reduce Your Stress as a Landlord With These 5 Tips

When you become a landlord, stress levels can run high. Cut your stress by finding ways to reduce or eliminate the many problems that go with renting.

How Brokers Can Use Predictive Analytics to Recruit, Retain Top Agents

“Our future is in good hands.”

See what RISMedia CEO John Featherston had to say about NAR’s new CEO, now on RISMedia.com.

For brokerage owners looking to recruit and retain top talent, predictive analytics can give them a competitive edge.

Connect with RISMedia @RISMediaUpdates

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@HousecallBlog

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6 September 2017 RISMedia’s REAL ESTATE

Pin It! Take a visual tour of the latest in all things homeownership (#Japandi, anyone?) at Pinterest.com/RISMedia.

SAFETY STARTS WITH BROKERS Does your brokerage have safety protocols?

Here are some suggestions to include in yours: Make copies of all clients’ IDs so there’s a record of who agents are working with Require agents to meet new clients for the first time in the office and not at a property Encourage agents to host open houses with a fellow agent, instead of alone Show new clients NAR’s award-winning video “Real Estate, Safety & You” to inform them on safe business practices

REALTOR® SAFETY MONTH SPECIAL: Give your agents “The Little Red Book: Safety Rules to Live By for REALTORS ®”, a booklet of safety tips collected from thousands of REALTORS®.

SAVE 15% in September!

Order yours at www.NAR.realtor/Store

September is REALTOR® Safety Month Find more safety tips and resources at

www.NAR.realtor/Safety

{Publisher’s Desk} A Culture of Change

A

s an industry comprised of professionals whose average age is late 50-something, and top companies that have been around for decades with two to three generations passing through their ranks, residential real estate certainly has the potential to become stale—or worse yet, stagnant. New business models and new technologies use this to their advantage, claiming that established firms and traditional ways of doing business are no longer relevant—no longer meeting consumer needs. That their new way of doing things is the wave of the future.

We understand this dilemma quite well at RISMedia as we head into our 38th year in business. We have a long history of success and a well-earned standing within the industry, so why mess with a good thing? Ask anyone on my team, however, and they’ll tell you that we’re constantly “messing with things”—that we haven’t stood still once in 38 years. We’re continually evolving our existing products, adding new programs and features, exploring fresh ideas and tackling the seemingly impossible.

Why? Because, as they say…change or die.

The point is, just because you’re a company that’s been around for decades or a business leader of a certain age, doesn’t mean you can’t keep things new, fresh and relevant. All it takes is the right company mindset, a team comprised of creative minds, and a commitment to change.

Generate More Business from Social Media!

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Your Company Logo!

Our cover story this month provides the perfect example of such a company, as RE/MAX introduces not only a refreshed logo, but a host of new programs to support what the brand refers to as its “spirit of constant innovation.”

“We’re an established brand with 44 years of history, but still have the mindset of a start-up,” says RE/MAX Co-CEO Adam Contos. “The rebellious spirit that launched the brand is still very much a part of our culture today.” Find out how else RE/MAX is evolving beginning on page 32.

Your Headshot & Contact Info!

Mobile View RISMedia’s Automated Content Engagement

Responsive Design

Your Company Logo!

Remember that a commitment to innovation, change and evolution begins with your company culture. For a great dose of inspiration, please see Vince Leisey’s column on page 26.

Gather your team and take a look at what changes you can make to evolve your business. Not only will this help ensure your success, but a vibrant, exciting culture as well.

John E. Featherston CEO & Publisher

Your Headshot & Contact Info!

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RE/MAX isn’t for everyone, but it is for problem solvers.

Which would explain why nobody sells more real estate than RE/MAX. Others might shy away from daunting circumstances, but we push on. And we succeed.

Find yourself at RE/MAX.

joinremax.com

As measured by total residential transaction sides. Š2017 RE/MAX, LLC. Each office is independently owned and operated. 17_194609

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 Contributing Editors Lesley Grand; John Voket; Barbara Pronin; Keith Loria; Andrew King

INFORMATION TECHNOLOGY Chief Information Officer Edward T. Kingston Web Designer Kevin Kirwan Director, Client Solutions Peter Di Salvo Information Technology Manager James Jones

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

SALES Senior Vice President Anne Kraft Senior Vice President Kara T. Stripay Senior Vice President Paul Purvis Director, Business Development Brett Johnson Director, Business Development Andy MacPherson

ADMINISTRATION Client Relations Manager Patty Sinisko 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

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

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

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

{Did You Know?} #REalityCheck

98

%

of homeowners and 83 percent of renters recently surveyed by Digital Risk perceive homeownership as “a good investment,” with 87 percent of homeowners seeing their home’s value hold or rise.

According to a recently released Trulia survey, 44 percent of respondents look back on the decisions they made about their homes with remorse.

Apartment prices in Manhattan hit records in the second quarter of 2017, reaching an average $2,179,172 and a median $1,205,000.

Source: Halstead’s Second Quarter 2017 Market Report

In year one, first-time homeowners spend two times more than seasoned homeowners. In year two, they spend another $4,500, on average.

Source: National Association of Home Builders (NAHB)

12 September 2017 RISMedia’s REAL ESTATE

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{Policy Matters} Know Before You Owe: A Work

in Progress

This column is brought to you by the NAR Real Estate Services group.

by Christie DeSanctis

T

he Consumer Financial Protection Bureau’s (CFPB) “Know Before You Owe” harmonization of the Truth in Lending Act and the Real Estate Settlement Procedures Act (TILARESPA, or TRID) has been a work in progress for several years, overhauling mortgage disclosure practices to improve clarity with the homebuying process.

With the CFPB’s guidance and willingness to reduce ambiguities, lenders, real estate agents, and settlement providers have finally started adapting to the new system. A National Association of REALTORS® (NAR) Survey of Mortgage Originators revealed that while TRID-related delays may still be occurring, cancellations attributed to the new processes have decreased.

When TRID went into effect in 2015, lenders were reluctant to share the new required Closing Disclosure (CD) with real estate professionals out of fear of liability for disclosing clients’ nonpublic personal information. Lenders claimed that sharing the CD violates federal privacy law (Gramm-Leach-Bliley Act, or GLBA); however, an exception within the GLBA allows lenders to distribute the CD to third parties, including real estate professionals.

In a new final rule issued in July, the CFPB reiterated that TRID did not amend this existing exception and explained that it is “usual, appropriate, and accepted for credi-

tors and settlement agents to provide the combined or separate Closing Disclosure to consumers, sellers, and their agents.” This language gives confidence to those hesitant to share the CD as it is “a confirmation, statement, or other record of the transaction” falling under the GLBA exception. The CFPB further clarified permissible CD modifications when necessitated by applicable state laws.

Access to the disclosure by real estate professionals ensures consumers are avoiding costly slowdowns for their real estate purchases, just as it was before TRID, when real estate professionals had access to the HUD-1. According to the NAR lender survey, only 16.7 percent of respondents reported sharing the CD unconditionally.

More than half indicated increasing fees for consumers to cover TRIDrelated costs, averaging $220 per transaction. When real estate professionals have access to the CD, instrumental oversight is added to the closing process, reducing errors that could result in preventable charges being passed on to consumers.

In addition to the TRID final rule, the CFPB has also issued a new proposed rule seeking feedback on how lenders use a CD to reset tolerances to reflect a valid change in circumstance. The CFPB seeks to minimize transaction disruptions and reduce unnecessary costs by easing restrictions on resetting tolerances after the CD has been provided. Such flexibility should increase lender confidence in addressing issues arising after a CD has been sent to the consumer and ensure smoother closings.

As the leading advocate for real estate professionals and their consumers, NAR supports regulatory reform measures that promote transparency, flexibility and certainty for the industry, striving to help qualified buyers with their real estate purchases. Modifications to TRID must continue to put consumer interests first while eliminating excessive regulatory barriers for those working to further those interests and the benefits of homeownership. RE Christie DeSanctis is a policy representative for business issues at the National Association of REALTORS®.

RISMedia’s REAL ESTATE September 2017 15

{The NAR Power Broker Roundtable} Technology Adoption: Impact on Office Synergy MODERATOR:

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

Mike Pappas CEO, Keyes Co./Illustrated Properties, Miami, Fla.

Dan Forsman CEO, Berkshire Hathaway HomeServices Georgia Properties, Atlanta, Ga.

Tom Skiffington Broker/Owner, RE/MAX 440, Perkasie, Pa.

Chad Ochsner Employing Broker, RE/MAX Alliance, Denver, Colo.

The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Robert Bailey, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Robert Bailey: Business technology is a billion-dollar business, and brokers invest significant dollars each year to ensure their agents are efficient, connected, and competitive. But the adoption and usage of all this new technology can have drawbacks. Some agents are less interested in learning new things. Others are just too busy. And with so many working remotely, what’s the impact on culture? What are brokers doing to ensure a return on their technology investment?

Mike Pappas: When new systems

come in, adoption and engagement are the so-called “special sauce” that can make a critical difference— so we’re laser-focused on getting everyone to see the value and get onboard. At the same time, we’re

16 September 2017 RISMedia’s REAL ESTATE

very aware that everyone learns differently, so we offer a smorgasbord of emails, webinars, one-on-one training and on-site/off-site coaching opportunities so that agents can become familiar with programs on their own time and in their own way.

Dan Forsman: We’re big believers in

communication, and it’s important that what we introduce to our agents is both relevant and exciting. We’ve instituted what we call an “Innovation Council,” made up of leaders from all our offices. They communicate to us what the agents want and need, and they also become the first-line conduits to take new innovations back to them. Then, as Mike indicated, it’s a matter of providing training in enough ways and times to help bring every agent up to speed.

Chad Ochsner: I’ll second that. We host a consistent “Fourth Friday FAST” meeting, which stands for “Fantastic Alliance Services and Tools,” where, among other things, we introduce new systems and programs, in addition to new marketing partnerships our agents want to know about. From there, branch office managers sit down one-on-one to help agents understand and see the value of newly installed technology.

And monitoring is essential to track the usage.

Tom Skiffington: Most of our agents

frequently work out of the office, so it’s especially crucial for them to have a technological edge. But since we’re spending some 20 percent of our outlay on technology, ROI is equally critical. When a new agent comes into the company, we set everything up for them—website, social media pages, search portal profiles, their blog, and our proprietary lead-generation system. Then we sit down and walk them through everything—oneon-one, small group coaching: whatever it takes to be sure they know how to use it to their advantage.

RB: With all these people out of the office, what happens to company culture?

How do we maintain the kind of synergy, mentorship and reward systems that inspire camaraderie and performance?

MP: We take the company culture to them, with social events like “Wind Down Wednesdays” where we buy the first round of drinks at a local watering hole. Or we might reserve a night at a local gallery, where everyone drinks a little wine and gets hands-on painting lessons.

Sometimes a manager will drop in on an agent in the middle of an open house. When it’s quiet, that can be a great time for a casual little one-on-one.

DF: We schedule “Power Lunch Fridays” at various offices, with good food, cool guest speakers and so forth—and they’re often covered live on Facebook, so even those who can’t attend in-person can follow what’s going on.

TS: Social events provide a great opportunity to launch new programs and systems because everyone is relaxed and receptive. But the simple truth is, if some new piece of technology helps make them more profitable and productive, you can bet they will get onboard.

CO: Something that’s been successful for us is a company-wide internal app we install on agents’ cellphones so that we can push out notifications, special messaging and so forth. With some 50 percent of our agents working remotely, it helps everyone stay in touch with what’s happening in the office.

RB: In the end, our job is to provide value to our agents. As they say, “If you build it, they will come.” RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

Coffee lover...

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© 2017 Copyright. All Rights Reserved. Realtors Property Resource, LLC® is a member benefit of the National Association of REALTORS®.

{REBAC Report}

Staying a Step Ahead of the Bad Guys

by Marc D. Gould

D

uring REALTOR® Safety Month in September, most brokers’ thoughts turn to personal safety—for everyone in your office, including your clients. While safety from physical harm is certainly the highest priority, it’s also essential to recognize that personal harm is more than physical, especially in today’s digital world. email to the buyers, directing them to wire their down payment to the criminal’s account. The criminal’s message may come from the hijacked account or from a “spoofed” account using an email address that’s deceptively similar to a legitimate party to the transaction. Buyers may be easily fooled into thinking the message is legitimate.

Internet criminals’ nefarious activities take many different forms, including real estate wire fraud. Even though this scheme has been widely reported since it first surfaced in 2015, victims are still falling prey on a regular basis, making it one of the worst security issues in the industry.

How does it work? First, the criminal gains access to the email account of one of the parties to a real estate transaction and follows the communications between these parties.

Then, as closing approaches, the criminal sends an official-looking

18 September 2017 RISMedia’s REAL ESTATE

Fighting Back Learning that your client, or one of your agents’ clients, has lost their down payment in a wire fraud scheme rates high on the “bad news” list. Not only has your client been severely harmed, but your office will likely bear the brunt of widespread negative publicity, or worse.

What steps can you take to prevent this scenario from occurring?

1

Protect your email account. It’s essential to use a strong, unique password that’s changed periodically. In addition to using solid antivirus software, be sure to keep all your programs up-to-date to reduce the risk of malicious code infecting your system and capturing sensitive information. Avoid public WiFi and always think before you click on a link— whether it’s embedded in a phishing email, or it’s clickbait on a website or social media post.

2

Use encryption tools. Standard email should never be used to send sensitive information, including financial data, contracts, wiring instructions, etc. Instead, use encrypted email, a secure documentsharing platform or a secure transaction-management platform in conjunction with personal phone calls to the client.

3

Talk to your clients. Knowledge is another powerful weapon against internet criminals. Tell every client about real estate wire fraud—how it occurs and what steps you (and they) need to take to prevent it. You may also want to have clients read and sign a notice regarding the possibility of cybercrime hitting the transaction.

4

Consider insuring against cyber risks. In the event of a breach, it’s important to recognize that your firm could be subject to a liability claim if investigators find that access was gained through your company’s email account. To minimize losses, you may want to add cyber liability to your standard errors and omissions (E&O) insurance policy.

Deterring real estate wire fraud and other types of cybercrime doesn’t have to be expensive, but it does require knowledge and vigilance on multiple fronts—not just during REALTOR® Safety Month, but every day of the year. RE Marc D. Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A whollyowned subsidiary of NAR, The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

WE’RE MORE THAN A NETWORK.

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

LeadingRE.com/ OurCompanies

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Utilizing Technology to Enhance Your Business Commentary by Shawn Krause

I

t’s no secret that technology is transforming the way everyone works. Real estate and finance are no exception to this. In fact, Hispanic millennials are more likely to use mobile devices for complex financial transactions, such as purchasing mutual funds or online trading, according to the most recent National Association of Hispanic Real Estate Professionals (NAHREP) State of Hispanic Homeownership Report.

The affinity consumers have toward technology impacts how they want to engage with companies, and will ultimately determine where and with whom they do business.

Mortgage lenders and independent agents with tech services that cater to millennials will clearly have the competitive advantage in housing. At which point do you, as a real estate agent, reevaluate how you’re engaging with your clients? What benefits can you offer to streamline the home-buying process?

What’s more, the rate of homeownership among Hispanics increased to 46 percent in 2016, and Latinos outmeasure all other demographics in their use of mobile technology to access the internet. With the likelihood of Hispanic homeownership

continuing to rise, now’s the time for real estate agents to utilize the technologies their clients are already using.

When Quicken Loans introduced Rocket Mortgage to the country during the Super Bowl in early 2016, we anticipated millennials would flock to the service, and we were right initially. However, as the FinTech service continues to increase adoption, nearly 50 percent of Rocket Mortgage users are not millennials, proving that all age groups are looking for the simplest way to get home financing.

After nearly 30 years in the mortgage and housing industry, I can say that we’re in a precarious position where those who embrace technology will thrive, and those who shun it

will struggle. Rocket Mortgage is the first and only end-to-end completely online mortgage process. It enables users to customize their loan and lock their own interest rate in as few as 10 minutes. Rocket Mortgage is so easy to use that a homebuyer could get approved for a mortgage in the midst of an open house.

Adding to the industry-leading technology of Rocket Mortgage is MyQL Agent Insight, which allows real estate agents to stay up-to-date on their clients’ mortgages and how far along they are in the process.

If a prospective homebuyer uses Rocket Mortgage for fast, accurate approvals and a streamlined mortgage process—and their real estate agent uses MyQL Agent Insight to keep track of the mortgage—it not only allows agents to save time and money, but also gives them the opportunity to focus on other aspects of their job, such as marketing and attracting new business.

The Hispanic market is no longer a small segment of the housing industry. It’s fully recognized for the significant value it adds to the growth of homeownership in the U.S. The American Dream is more alive than ever, and this industry is bringing communities from diverse backgrounds together. Technology has connected us to more opportunities to improve our business strategy, and though it’s a rapidly changing medium, it’s proving to be an important tool to connect with the future homebuyers of America. RE Shawn Krause is the executive vice president at Quicken Loans. With nearly 30 years of experience in the mortgage and housing industry, she leads the company’s government advocacy program in Washington, D.C. For more information, contact the Quicken Loans Agent Relations team at (866) 7189842, or email AgentRelations@ QuickenLoans.com.

RISMedia’s REAL ESTATE September 2017 23

Smart Home Technology Is the Smart Way to Sell Commentary by Desirée Patno

Potential homebuyers are looking to buy smart, even if they have to pay more to do it.

Buying “smart” means purchasing a home with pre-installed smart home technology, a trend that’s reinvigorating real estate. Smart technology refers to devices that are connected to the internet and can be controlled and monitored from any location via your smartphone, tablet or computer.

From single mothers to married couples entering retirement, owners of smart homes spend less time and energy managing their homes and more of their valuable resources on career goals, personal relationships, daily tasks and hobbies. Studies predict that smart homes will be the norm by 2020, and real estate agents need to be well-versed.

According to a recent Coldwell Banker Real Estate Smart Home Marketplace Survey, the four main

24 September 2017 RISMedia’s REAL ESTATE

categories of smart products that are important to homebuyers are security (e.g., locks and alarm systems); temperature (e.g., thermostats and fans); lighting (e.g., lightbulbs and lighting systems); and safety (e.g., fire/carbon monoxide detectors and nightlights).

Homebuyers across the board are most attracted to smart security and temperature. According to the report, Americans prefer security and temperature over smart appliances and entertainment. Older generations are more likely to have these types of smart home technology: 40 percent of homeowners over 65 years of age have smart temperature products, compared to 25 percent of millennials.

Potential homebuyers of all ages and genders are interested in smart home technology. In fact, 45 per-

cent of Americans either have smart home devices or plan to incorporate them. Of respondents who said they have smart products in their homes, 43 percent are millennials, 33 percent are between 33 and 54 years of age, and 24 percent are 55 and older. Of these, 57 percent are male and 43 percent are female.

Agents looking to work with smart homes need to pay close attention to women homebuyers, a fast-growing segment. Smart home technology may be a valuable resource for increasing women’s homeownership as single women, especially those with families, will be attracted to owning a home that makes their lives easier and makes them feel safe.

Not only are smart homes safer, but they also have high value. Homebuyers and sellers are willing to pay more for homes with smart technology. Fifty-four percent of homeowners said they would install smart home products if doing so would ensure they could sell their homes faster. Of these, 65 percent said they would pay $1,500 or more. For millennials, this number increases to 72 percent.

Real estate agents can utilize this information in selling homes at a faster rate and higher price to potential homebuyers who understand the value of smart homes.

Make sure the homes you sell are equipped with eye-catching smart technology, and communicate to potential buyers the increased value these devices bring to their home and the safety they bring to their families. 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.

{Culture}

think you can’t—you’re right.” – Henry Ford “Those who are crazy enough to think they can change the world, DO.” – Steve Jobs

The mural at BHHS Ambassador’s headquarters says it all.

How Mindset and the Attitude of Abundance Create a Great Culture

by Vince Leisey

D

o you have fire? Passion? What’s your drive? What makes you tick? What sets you apart? Do you see the glass as half-full or half-empty? What is it that gets you out of bed early in the morning ready to seize the day? What gets you excited to drive to work and be surrounded by others? Most importantly, what does it take for you to succeed at it all?

Within one’s career, there will always be highs and lows, blessings and sacrifices, but I want to answer these questions above so that the highs last longer than the lows and the blessings always outweigh the sacrifices. I believe there are two crucial practices that should be established each and every day within a company, which create a great culture where everyone can wake up eager to achieve and grow together.

Those two things are mindset and an attitude of abundance.

26 September 2017 RISMedia’s REAL ESTATE

The mind is a powerful tool. Using it correctly, a strong mindset will guarantee success in all aspects of life. I learned once from a professor that personal success is based on 25 percent talent, 25 percent coaching, and 50 percent mindset. This means your mindset alone is more important than any God-given talent or coaching that you have received.

My favorite quotes about mindset come from two of the most successful and historical people in business: “Whether you think you can, or you

These visionaries understood that not only creating, but maintaining a powerful and determined mindset will determine how far you go, and not just in work, but in all areas of life. Muhammad Ali, one of the alltime greatest athletes, said, “Champions aren’t made in gyms. Champions are made from something they have deep inside them: a desire, a dream, a vision…they have to have the skill and the will. But the will must be stronger than the skill.” This champion mindset is unstoppable.

The first step in creating a powerful mindset is to believe in yourself so that others can begin believing in you as well. As we journey through life chasing our dreams, it is important to shield ourselves from what others say to deter us and bump our mindset off the right track. When we don’t live out this practice, others can see right through us, which is why it is essential that deep in our hearts and minds we trust ourselves more than anything else. This type of positive mindset will lead to positive actions, and, ultimately, positive results. Simply put, when we set our minds to the task at hand, greatness lies within us all.

The second practice for creating a great culture is to adopt an attitude of abundance, which is a type of mindset. Having an attitude of abundance means we share openly, encourage each other daily, embrace risk, welcome competition, and are transparent. It means that we don’t live in the past, but instead learn from it, and believe that the best is yet ahead. This attitude THINKS BIG. It is the opposite of an attitude of scarcity, where we keep quiet, give

little, play it safe, have our lenses focused only on ourselves, and dislike the competition.

An attitude of abundance seems like a difficult idea to grasp, especially in our real estate business. We have agents who are independent and paid only by commission who are all competing against each other, but we have learned that despite this, when everyone embraces this attitude, all of us learn, grow, and, most importantly, become a better person. Proof of these benefits is demonstrated in our Mastermind groups, prospecting classes, and collaborations.

The bottom line is that when leadership understands the value of a resilient mindset and an attitude of abundance, then adopts it for their organization, the company will be positively affected in all areas.

These two traits are gamechangers and impactful. Those who embrace them will find themselves waking up every day with a passion, a purpose, and goals to reach. RE

Vince Leisey is the president of Berkshire Hathaway HomeServices Ambassador Real Estate. Share your culturebuilding ideas with Vince at vince.leisey@bhhsamb.com.

Vince Leisey (left) leads with an attitude of abundance.

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{Blog Spot}

How Brokers Can Use Predictive Analytics to Recruit, Retain Top Agents

by Deborah Kearns

Generating Leads, Results

R

eal estate professionals might not have a crystal ball, but predictive analytics come pretty close.

Predictive analytics is used for a variety of hard-to-pinpoint tasks: matching homebuyers with specific properties, showing a prospective buyer how their investment will gain (or lose) value over time, and identifying homeowners who might be ready to sell.

For brokerage owners looking to recruit and retain top talent, it’s a competitive edge. Here are a few ways brokerage owners can use predictive analytics to stand out.

Providing Value to New, Existing Agents Michael Hickman saw the value of offering predictive analytics as a way to stand out in a competitive market. Hickman, CEO, president and broker of Seven Gables Real Estate in Tustin, Calif., provides his agents

28 September 2017 RISMedia’s REAL ESTATE

with access to Totomic, which culls buyer and seller demographical information across numerous consumer database platforms to better match specific categories of buyers to specific properties. Offering this insightful tool helps Hickman’s brokerage stay ahead of market shifts, and, more importantly, appeal to younger, tech-savvy agents, he says.

“An agent with 30 years of experience isn’t going to respond the same way to a recruiting message as a 25-year-old agent who’s in the know about the latest tech offerings,” says Hickman. “I can use predictive analytics to look up a prospect’s address and mine data about him or her. That lets me tailor my [recruiting] message to be more authentic and more likely to align with their interests.”

Jay Macklin, broker/owner with RE/MAX Platinum Living in Scottsdale, Ariz., says it’s not hard to sell prospects and current agents on predictive analytics once they see how easy it is to use.

Macklin offers SmartZip, another predictive real estate tool that identifies serious sellers through major life events (death, divorce, marriage, etc.) in public records. Predictive analytics, he says, is essentially a lead-generation program.

“It’s good for our revenue stream because agents are able to quickly identify people who are more likely to raise their hand and sell a home,” says Macklin, noting that his agents earned 10 listings as a result of using the predictive data in front of sellers.

Hickman admits it can take time for a large brokerage to implement and train agents on how to use predictive analytics properly, but it’s well worth the investment.

“My agents are saying time on market is shorter, and we’re hearing that sellers are excited because they can see quantifiable metrics on the marketing of their homes,” says Hickman. “If you’re not using predictive analysis of some sort in your real estate business, you’re missing the boat.” RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

Deborah Kearns is an award-winning writer based in Denver with more than a decade of experience in corporate communications, news journalism and coverage of the real estate industry.

Greg Carros, Engel & Völkers Vancouver

Paul Benson, Engel & Völkers Park City

Erik Berg, Engel & Völkers Aspen

Sharon Mendosa and Kevin Balboni, Engel & Völkers Concord

Scott Piercy and James Le Blanc, Engel & Völkers Vancouver Island

Mark Everden, Engel & Völkers Calgary

There’s “International Real Estate” and then there’s Engel & Völkers.

Meet the former top-producing agents of an “international” real estate company who

now reach a wider, truly global audience as owners of an Engel & Völkers brokerage in

their markets. With its global headquarters based in Hamburg, Germany and its North America headquarters operating from Park Avenue, New York City, Engel & Völkers owners, brokers, advisors and staff have the support and access to more than 9,000 real

estate professionals representing the brand in 33 countries, 5 continents and in more than 25 languages. That’s truly international.

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

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

Gaining an Edge in NYC NAR Brings Broker Event to the Big Apple

by Maria Patterson

I

n its latest broker-targeted educational event, the National Association of REALTORS® hosted the Broker’s Edge in Midtown Manhattan this past July. The one-day event featured high-level keynote speakers covering a range of issues from cyber security to economic predictions, and panel discussions focused on strategies for recruiting, technology, global expansion and the future.

The event kicked off with a special presentation by the First Secretary of the U.S. Department of Homeland Security and former Governor Tom Ridge. According to Ridge, while global terrorism is a permanent risk that needs to be managed, not enough attention is paid to the risk he refers to as “the digital forever.” With 80 percent of the population expected to be connected to internet devices by 2020, threats related to cyber security will only increase.

30 September 2017 RISMedia’s REAL ESTATE

“The internet offers the potential for good, but that same access creates a perilous and uncertain future as well,” said Ridge. “The internet has no geographic or political boundaries—the same quality that makes it such a powerful tool is also the quality that makes it a means for mischief, misuse and peril.”

Whether we realize it or not, real estate is a digital industry, said Ridge, encompassing a “treasure trove” of valuable non-public, private information.

Ridge advised brokers to put a cyber security and breach policy in place, and to teach employees and agents about “digital hygiene,” including using a secure third-party transaction network to communicate with clients, and installing an antivirus monitoring service for your software.

“It’s about people, process and technology,” said Ridge. “Manage that risk before it manages you.”

A Culture of Recruiting

Ready for the Future

“Shaping the Future of Real Estate.” The panel included: Dan Elsea, president of Broker Services for Real Estate One and chairman of the Upstream Board of Managers; Bob Goldberg, NAR’s newly elected CEO; and Suzanne Zinn Mueller, SVP of Industry Relations for Move, Inc. From helping to move the MLS from print to online to being one of the founding team members of realtor.com® to leading the charge to create the .REALTOR top-level domain, Goldberg described himself as one of the early “disruptors.”

“My passion is not to be afraid of disruptors,” he explained. “We have to be fearless as opposed to fearful.

We need to talk to (disruptors) and influence them before they enter real estate. The threat of new business models is not new in the industry. The challenge is how fast we adapt and create our own model so that we control the answers instead of them controlling us. We have to set the standards and say, ‘Here’s what the consumer expects,’ and help drive that.”

Elsea agreed. “We have to come up with a new way of marketing and showing properties and a new way of communicating with clients,” he explained, emphasizing that real estate professionals need to advance to the role of counselor.

According to Mueller, keeping up with technology will be essential. “You’re not selling homes—you’re selling your services,” she said. “That’s what makes you valuable, and staying abreast of the best tools, technology and data is going to help you be that expert and have that professional service.”

As the real estate industry progresses into the future, Goldberg emphasized the need for NAR to listen to its membership at the grassroots level. “We need to listen to what’s happening in your areas, in your particular situations,” he said, “so we can come up with a macro business strategy to help deal with disruptors and build our own model of disruption.” RE

The Broker’s Edge was capped off with a panel discussion led by NAR 2017 President-Elect Elizabeth Mendenhall,

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

Ridge’s presentation was followed by RISMedia’s Broker Roundtable, “Recruit and Retain the Best With a Winning Culture,” moderated by RISMedia EVP Darryl MacPherson and featuring brokers: Joe Rand, chief creative officer, Better Homes and Gardens Rand Realty; Dottie Herman, president and CEO, Douglas Elliman; and LP Finn, operating officer and principal broker, Coach REALTORS®.

As Herman said, “Culture is one of the hardest things to define. People like to be part of something they believe in.”

“A well-defined company culture has to be a strong part of your recruiting message, and you have to be able to convey it to agents,” added Finn.

According to Rand, recruiting is a lot like dating—you usually know within the first five minutes if the relationship has potential. And while recruiting to your culture should be the goal, it can’t be the final decision-maker.

“It sounds good to say, ‘I’m only going to recruit people who fit perfectly into my culture,’ but in the real world, you’re going to attract GCI in a lot of different ways,” he explained. “You have to look for people you think will be a fit, then go after those people.”

Panelists agreed that the most important part of recruiting involves listening.

“Have an open dialogue,” said Herman. “Tell people what you feel whether it’s good, bad or indifferent.”

“Show a genuine interest in someone,” said Rand.

“Find out what they’re about before launching into what you’re about—then you can frame what you’re going to talk about.”

“We ask people, ‘What is the biggest challenge you’re facing in the market?’” added Finn. “If I can show them how a piece of our company culture will help fix that challenge, that furthers the conversation.”

The Launch of a Refreshed Icon

by Paige Tepping

Updated branding, innovative technology, an energized culture, and the world’s most productive agents are propelling RE/MAX to even greater heights 32 September 2017 RISMedia’s REAL ESTATE

W

hen Taylor Hack joined a RE/MAX brokerage in 2013, he was recently licensed and launching a new

career. Experienced in the mortgage and auto industries, he thought his skill set would serve him well in the real estate business.

In choosing a company, Hack wanted the advantages of a leading brand, a global network, a collaborative environment, a sky’s-the-limit mentality and a forward-thinking culture. He found it all at RE/MAX­‑—and, specifically, at RE/MAX River City in Edmonton, Alberta.

“I stepped into a winning atmosphere from the start,” Hack says. “I know you’re influenced by the company you keep, so I wanted to keep company with top-producing agents. I wanted to learn from the best. Plus, the RE/MAX mindset rewards people who innovate and share great ideas. And that’s what I’m all about.”

Fast-forward to 2017, and Hack’s career is flourishing.

His results have climbed in each of the past three years, and he’s already a member of the RE/MAX Hall of Fame and Titan Club.

“RE/MAX is a major factor in my success. The brand is incredible. When you tell clients you’re with RE/MAX, they have confidence in you and the service you’re able to provide,” he says. “That’s a huge advantage for me when I’m competing for business. The RE/MAX attitude is service-oriented and innovative, which helps me as an agent.”

Charging Ahead Innovation is a prevalent theme at all levels of the RE/MAX network. It’s demonstrated by the entrepreneurial, full-time agents and brokers. It’s part of the organization’s global vision. It’s evident in aggressive digital and social marketing strategies (see sidebar, page 37). It’s apparent in disruptive business expansions such as Motto Mortgage, which launched in October 2016 (see sidebar, page 36). And it’s a clear priority for corporate leaders.

“We’re an established brand with 44 years of history, but still have the mindset of a start-up,” says Adam Contos, who shares co-CEO responsibilities with real estate legend Dave Liniger. “The rebellious spirit that launched the brand is still very much a part of our culture today.

You see it everywhere.”

The spirit of constant innovation has helped lift RE/MAX to its status as one of the industry’s elite brands. In addition to being the only network to top 1 million U.S. transaction sides last year, RE/MAX is No. 1 in brand name awareness (according to an MMR Strategy Group study of unaided brand awareness) and has

Out in Front: The refreshed RE/MAX signage prominently displays the agent name and contact information.

Updated RE/MAX signage gives offices a fresh, new appeal.

The spirit of constant innovation has helped lift RE/MAX to its status as one of the industry’s elite brands. a global footprint unmatched in the industry, with a presence in more than 100 countries and territories.

The power of the brand is most evident in the industryleading productivity of its agents. In the 2017 RISMedia Power Broker Report on the nation’s largest brokerages, RE/MAX agents averaged 16.2 transaction sides each— a figure more than double the 7.5 average of all other agents in the survey.

Productivity is a major edge in a fiercely competitive industry, especially when an agent is competing for the business of a quality-conscious buyer or seller.

“We have the best agents; it’s really as simple as that,” says Dave Liniger, who co-founded RE/MAX with his wife Gail in 1973. “We’ll always be the go-to choice for both top producers and new agents who aspire for greatness. We’re ideal for people with fire in their belly (continued on page 35) RISMedia’s REAL ESTATE September 2017 33

3 Quick Questions for Co-CEO Adam Contos

There’s simply no substitute for the service provided by an experienced, hands-on agent who skillfully guides someone through a complicated process. Most buyers and sellers want an advocate and advisor on their side.

And no technology can fill that role.

RE/MAX has a presence in more than 100 countries and territories. What’s on the global horizon?

Contos: It’s interesting—with the enormous RE/MAX

I

n May, Adam Contos was promoted from RE/MAX chief operating officer to co-CEO. He shares the co-CEO role with Dave Liniger, who’s also chairman and co-founder.

Contos joined RE/MAX, LLC in 2004 after a successful career in law enforcement and security consulting. He has excelled at the many leadership positions he’s held at RE/MAX World Headquarters in Denver, and worked closely with brokers and agents across the globe to help them build successful businesses.

How do you view the role of a real estate agent in today’s tech-filled industry?

Contos: I could go on at length about the many ways technology has benefited the real estate industry and empowered buyers and sellers. Consumers expect a high level of communication and involvement in the home-buying process, and technology certainly facilitates this. Today’s agents are smart to use tech tools and resources to their advantage, as that’s the consumer expectation.

For all the advancements, though, technology hasn’t reduced the value of having a full-time real estate professional in a property sale. If anything, tech has made agents more essential than ever. Clients need a trusted advisor to help them sift through all the information, discern what’s relevant, and provide market expertise based on experience and insight. A home sale or purchase isn’t something to take lightly; the stakes are too high.

34 September 2017 RISMedia’s REAL ESTATE

global growth we’re actually approaching a limit on new countries for expansion. Earlier this year, we had flagraising ceremonies (which celebrate new RE/MAX countries) for Latvia, Macau and Taiwan.

We always have plans for expanding our global presence, but we’re also focusing on growing where we’re already established. RE/MAX affiliates are driving positive industry change in countries around the world. We want to continue this trend and elevate real estate standards on a global scale.

Of course, global growth has huge benefits for our agents—and not just those working in resort towns and international hubs. With each new country or each new office, business opportunities expand. Establishing an international referral network has never been easier, and having a trusted agent on the other end makes the process even smoother. It’s a great thing to be part of.

What advice would you give to those new to real estate?

Contos: The business of real estate is not easy. It takes a dedicated, hard-working professional with an open mind and winning attitude to succeed. There are vital tasks that lead to success, and working alongside experienced professionals is the best way to learn about the intricacies of it all. We always say that you play better golf with better golfers, and RE/MAX enables those that are newer or growing in the business to be part of a team of top achievers.

If you’re driven, professional and striving to establish a long, successful career, you should find an empowering environment where you can thrive. You should seek out a culture that offers the support you need while providing the flexibility to make your own choices and pave your own path.

People from a variety of backgrounds and experience levels have found success in the industry. The knowledge you need can be learned. The key is to do your research to find the right place that sets the stage for a long, successful career.

(continued from page 33)

“I know you’re influenced by the company you keep, so I wanted to keep company with top-producing agents.

I wanted to learn from the best.”

– TAYLOR HACK REALTOR®, RE/MAX River City

and a drive to learn, whether they’re new to the business or not.”

The result when professionals like that come together is that nobody in the world sells more real estate than RE/MAX, based on closed residential transactions. With five consecutive years of growth in agent count, the global real estate leader has no intention of slowing down.

In fact, a recent change will add to the network’s momentum.

A Refreshed Icon A RE/MAX “brand refresh,” revealed at the 2017 RE/MAX Broker Owner Conference in August, impacts all visual aspects of the brand—from yard signs and office signs to logos, and even the iconic RE/MAX Balloon itself.

“We’re charging full steam ahead with the refresh,” says Contos. “This will be a significant upgrade for the entire network. The new designs look great on yard signs and work brilliantly across mobile, social and digital platforms.”

The refresh is a natural, evolutionary step that helps great brands stay current and relevant with customers, preferences and delivery channels, Contos adds. The strategic, data-

Productivity is a major edge in a fiercely competitive industry, and nobody in the world sells more real estate than RE/MAX based on residential transaction sides. driven process took nearly two years and incorporated the opinions of more than 20,000 consumers.

Jennifer Atkisson-Lovett, a Hall of Fame broker/owner with RE/MAX of Stuart in Stuart, Fla., was all-in on the designs from the moment she saw them.

“I love the new look,” says the 22year RE/MAX affiliate, who leads an office of about 40 agents. “It’s light, it’s fresh, it’s more contemporary and modern. It connects to the traditional branding while showing how RE/MAX continues to look forward.”

Brad Whitehouse, co-broker/owner of the multi-office RE/MAX Professionals in metro Denver, is equally enthusiastic.

“I’m really excited about the refresh,” says Whitehouse, a RE/MAX

“It’s light, it’s fresh, it’s more contemporary and modern.”

– JENNIFER ATKISSON-LOVETT Hall of Fame Broker/Owner RE/MAX of Stuart

Hall of Famer who joined the network in 1995. “It’s great to see such a cool, modern version of the iconic balloon, and I love that it’s a very recognizable version of what people already know. It’s going to be a huge success.”

RISMedia’s REAL ESTATE September 2017 35

Importantly, the refresh was developed from a position of strength. Leaders have emphasized that it’s “an evolution, not a revolution.” The intent was to enhance and modernize the brand, not change its identity.

“We’re at the top of our game.

The refresh takes something great and makes it even better,” says RE/MAX President Geoff Lewis. “It retains the strength of the past, and at the same time connects the brand to the tastes and preferences of today’s consumers.”

Whitehouse sees the refresh as a natural step for a forward-thinking brand.

“The RE/MAX brand is always evolving, and the logo redesign is a big part of it,” he says. “The redesign shows everyone­ —consumers as well as people inside our industry­ —that RE/MAX is moving forward with more energy and creativity than ever.”

Opening New Doors for New Agents

R

“It’s great to see such a cool, modern version of the iconic balloon, and I love that it’s a very recognizable version of what people already know. It’s going to be a huge success.”

– BRAD WHITEHOUSE Co-Broker/Owner RE/MAX Professionals

Disrupting Another Industry

W

hen the leaders at RE/MAX see a new opportunity for broker/owners, agents and clients, they act quickly. That’s part of their no-limit mentality­—and the brilliance of a top brand willing and able to evolve.

So in October 2016, RE/MAX Holdings, Inc. launched its newest industry disruptor and the second member of its family of brands: Motto Mortgage.

The complementary business provides a way for an owner of a real estate brokerage to provide a one-stop solution, via a Motto Mortgage franchise, for both homebuyers and borrowers. The broker operates two completely separate businesses—generally within steps of each other—in which real estate agents help find clients the right house, and loan originators work with multiple wholesale lenders to help secure financing.

The concept is simple: Focus on transparency and compliance, anticipate the wants and needs of consumers, and simplify the process. It’s yet another innovation from a company renowned for embracing new concepts.

Several RE/MAX brokers are among the first Motto Mortgage owners.

“We’re part of something dynamic and truly groundbreaking,” says Jack Fry, owner of Motto Mortgage Center in Wyomissing, Pa. “This is a smart step for my business. This would’ve been a massive undertaking to start from scratch myself, but the support from Motto Franchising made it possible.”

36 September 2017 RISMedia’s REAL ESTATE

E/MAX has long been home to experienced agents; a place where agents come after learning the ropes elsewhere.

When they felt ready for the big time, they’d make the leap.

Currently, RE/MAX agents in the U.S. average 15.2 years in the industry, and 8.6 years with RE/MAX. But in the past few years, more newcomers are seeing RE/MAX as a smart place to begin their careers. Passionate, driven and confident, they’re embracing the productive, collaborative environment in RE/MAX offices throughout the network.

Take Corey Casper of Texas, for example. A millennial now in his mid-20s, Casper served in the U.S. Army for five years before joining RE/MAX 1 in Cedar Park, Texas, in 2013.

“When I left the Army, I didn’t have a passion for typical nine-tofive jobs,” Casper says. “I wanted a career I could put all of my energy into and see a real, tangible result from my work.”

Casper’s life took a turn when a friend suggested real estate might be a good option for him. Casper hasn’t looked back since. He’s become a successful agent with a thriving career.

“I’m so glad I chose real estate as my career and joined RE/MAX. I feel a sense of fulfillment with every closing and every happy client.

I can’t believe I’m fortunate enough to have this opportunity,” he says.

“With all the competitive advantages at RE/MAX, why would you start somewhere else?”

Big Advantages in Digital, Social

N

o longer a “nice-to-have,” a comprehensive social media campaign and digital strategy are an essential “must have” for any modern marketing plan. RE/MAX, LLC is an active player in the social and digital space, with effective behindthe-scenes and consumer-facing programs that benefit agents, offices and the brand as a whole.

A FEW HIGHLIGHTS:

Big Benefits

S

ocial: Having a social presence and not staying on top of it is worse than not having a social presence at all. RE/MAX makes it easy for agents to post regularly.

The “We Are RE/MAX” Facebook page offers a steady stream of professionally produced social graphics, consumer tips, videos and other resources.

Agents enjoy similar support on Instagram, LinkedIn and even Snapchat.

D

igital: By analyzing trends and other signals, RE/MAX digital initiatives reveal where a customer may be in the buying/selling process, so agents can then reach out with tailored messaging. Personalized ads for specific

circumstances go a long way in furthering the conversation, building trust and establishing connections. The process lays the groundwork for lifetime business relationships that go far beyond a single home sale or purchase.

Big Initiatives

S

ocial: RE/MAX, LLC—in collaboration with the award-winning Camp + King creative agency— is constantly innovating on social media. A new social portal at remaxhustle.com enables RE/MAX agents to socially connect with consumers in fun, engaging ways. A few examples: They can present customized, digital “Welcome Mats” to new homebuyers, and they can provide real estate tips through a system called “First Flight.” Huge impact. No cost.

Tiny investment of time.

D

igital: The comprehensive digital media plan includes search, display, retargeting, video, content, social advertising, app prospecting, and more. RE/MAX digs deep into data to pinpoint how different marketing efforts impact brand awareness, lead generation and agent results. One initiative involves data-crunching techniques for audience segmentation, with resulting messages tailored to individual demographic, interest group or population segments. RE/MAX has even partnered with BuzzFeed to create content specifically for millennial and Gen X consumers.

RISMedia’s REAL ESTATE September 2017 37

Lead-Driving Machines

T

he RE/MAX online presence attracts millions of visitors and generates an average of 3,000 referral-fee-free leads sent to RE/MAX agents every day.

remaxcommercial.com Features properties from around the globe in all areas of commercial real estate – industrial, land, multi-family, office and more.

RE/MAX Mobile App A convenient way to browse properties on mobile devices. Agents can brand the app with their own information.

And there’s more …

RE/MAX offers a series of free, turnkey sites provided to agents and offices. Modern, robust and completely customizable, sites are available specifically for agents, teams, offices and multi-office brokerages. RE

remax.com The RE/MAX flagship site, remax.com, is real estate’s most visited franchisor website*.

*Source: Hitwise January-December 2016 report of all U.S. real estate franchisors among websites in the “Business and Finance – Real Estate” category

global.remax.com Displays listings in more than 80 countries, with results displayed in over 40 different languages and almost 60 different currencies.

theremaxcollection.com Promotes high-end properties to millions of qualified buyers.

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{Global Spotlight}

Cilo Marbella: Luxury Living on the Costa del Sol

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ocated in the Malaga region of Spain’s famed southern coast, Cilo Marbella Luxury Real Estate was created by two luxury real estate experts, Jason Higgs and Dr. Miguel Horvath. From beachfront apartments to villas in the hills of the Sierra Blanca, Cilo Marbella services a wide variety of international clientele through offices in Marbella, Spain and London. Here, Higgs, the firm’s director, shares insights about the market, the firm’s strategies and the opportunities and challenges that lie ahead.

When was the firm founded?

Jason Higgs: We have been in business for seven years as Cilo Marbella, although I’ve been working in real estate in Marbella for 19 years. We operate within a 30-minute radius of Marbella.

What makes your company different? How do you position yourselves in the market?

JH: We like to think we know the market well from our almost 20 years of experience. We prefer to work with small-volume/high-value clients for sales and rentals.

40 September 2017 RISMedia’s REAL ESTATE

Please describe current market conditions.

JH: The market is still fairly quiet at prices above 500,000 Euros (approximately, $587,000). The worldwide financial crisis hit Spain especially hard. Green shoots are certainly appearing at the lower price levels, and very small levels of growth are starting to show in the middle market as well. Some properties have been on the market for years. This tends to happen when the owner has not faced up to new market realities.

How have home prices fluctuated in recent years?

JH: Prices have stabilized in the past 2-3 years; confidence is slowly returning.

Tell us about the types of properties in your market and which are most popular.

JH: Marbella remains (together with Cannes, St. Tropez, and the entire French Riviera) the leading luxury Mediterranean resort. Accordingly, we have an array of outstanding properties. These include beachfront mansions for 50 million Euros, beachfront apartments for 3 million Euros, gated community mansions for 5-15 million Euros, etc. Apartments under 500,000 Euros are most popular at the moment.

This brand-new contemporary golf villa in La Alqueria, Benahavis, Marbella Spain, is situated in a residential area with 24-hour security service. It is listed

by Cilo Marbella for 3,990,000 Euros (approximately $4.7 million).

Caption

How do you market your listings?

JH: Mostly online through portals. Occasionally, through print as well.

What is the status of new construction in your area?

JH: It is gradually picking up. This is a good barometer that activity is returning to the market.

What types of buyers do you work with?

JH: Our buyers are almost exclusively international.

The Russian market used to be strong, but has dipped due to lower oil prices and imposition of sanctions.

The Middle East remains of interest, but again, not as strong as before. Scandinavians are a strong segment, but they tend to purchase at the lower end rather than the higher end.

What are the needs and expectations of homebuyers and sellers in your market, and how do you serve those needs?

JH: Buyers and sellers alike can be unrealistic in their expectations. Realistic sellers are glad to get offers in the same ballpark as the asking price. Buyers sometimes think they can get “something for nothing.” As ever, it is a case of managing expectations.

What are the firm’s biggest challenges? What role do geopolitics play in your success?

JH: We seek economic and political stability for the European Union (EU). Anything that undermines this is damaging to the real estate market. For example, Brexit was not good for business. While we are not directly impacted

by U.S. politics and economics, if the U.S. follows a more isolationist approach, that will undoubtedly be damaging to the whole European economy.

What are some of your most successful strategies for promoting and expanding your business?

JH: Collaborating with Leading Real Estate Companies of the World® and attending small, private shows. Being part of the network affords us credibility. We also have a strong rental department that allows us to establish relationships with potential future purchasers.

What are your plans for future growth?

JH: Nothing spectacular given current market conditions.

We hope to be in a good position to benefit when the tide turns, which it is gradually starting to do. RE

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

RISMedia’s REAL ESTATE September 2017 41

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Riding the Wave in South Carolina

by Paige Tepping

Eddie Wilder and members of his award-winning brokerage.

A

rising tide lifts all boats, as the saying goes, and for ERA Wilder Realty, this past year has been about cresting an incredible wave of momentum.

According to Eddie Wilder, president and CEO of the Columbia-based firm he founded in 1995, he’s always aspired to be better.

“You’re only as good as the people around you,” he remarks. And to that end, he’s assembled both a dynamic leadership team and an energized roster of sales professionals.

When he affiliated with ERA Real Estate in 2001, it was because the brand’s culture fit so well with his.

“We’re always looking for the best tools, and we try to be an early adopter. We’re not afraid to take a risk in order to grow,” says Wilder.

“ERA Real Estate’s reputation as an innovator fits with our winning mindset.”

This past year, that winning mindset manifested itself in a number of industry accolades recognizing performance, service excellence and commitment to community. As a top 10 company in the ERA®system and a CARTUS Cup finalist for outstand-

ing relocation service, ERA Wilder Realty not only ranked high in production, but the firm also produced the brand’s national Rookie of the Year, was honored with ERA’s Circle of Light Award for Community Leadership and was recognized as one of the top 3 fundraisers for ERA’s signature charity, the Muscular Dystrophy Association.

Commitment to community is an integral part of the company’s culture, complementing a set of core values recently formalized across the entire company of 10 offices and 260 agents.

“Our core values are to approach our profession and each other with a positive attitude; to conduct ourselves in a professional manner as honesty and integrity guide our decisions; to respect each other’s time, differences, perspectives, feelings and opinions; and to embody the spirit of teamwork,” says Wilder.

The company’s core values have

also supported recruitment efforts.

“It’s more than a code,” says Wilder. “It’s a lifestyle that defines our company.”

While success may be a word that has defined ERA Wilder Realty over the years, Wilder wanted more.

To that end, he and his leadership team recently implemented a new approach to running the company based on Gino Wickman’s book “Traction: Get a Grip on Your Business.” Wickman’s Entrepreneurial Operating System suggests simple ways to realign a company to provide the leadership team with more focus, more growth, and more enjoyment.

The process involved taking a hard look at the team’s strengths and weaknesses and putting the right people in the right roles. That meant getting Wilder out of the management weeds and allowing him to focus on being the company visionary, while delegating operator responsibilities to others.

The result has been increased communication and efficiency—a plus for the entire company.

It’s a process that was shared as a best practice during the ERA Young Leaders Network summer retreat, which ERA Wilder Realty hosted in early August. During this three-day event, more than 40 ERA colleagues who are currently in a leadership role—or being groomed for one—immerse themselves in a host company’s business, learning about best practices they can implement in their own business.

“As an example of ERA Real Estate’s core values of collaboration and knowledge-sharing, this event truly embodies the brand’s commitment to being best in class and creating connections that can make that happen,” says Wilder. RE For more information, please visit www.era.com.

RISMedia’s REAL ESTATE September 2017 43

5

Plan and sponsor fun activities like a photo booth or local live bands. If it’s a kid-friendly event, make it fun with balloons, games and prizes.

6

Set up a drawing (get names, emails and mobile numbers) for a fun grand prize drawing. If legal in your area, offer raffle tickets with the benefits going to a local charity, and have a representative for that charity at the event.

9 Tips to Boost the Value of Your Next Client Appreciation Event

by Terri Murphy

H

ave you ever found yourself downright impressed that the company you’ve made a purchase from followed up after the sale with a note thanking you for your purchase?

I’ll bet it caught you by surprise, especially if it was truly sincere and not tied to a gimmick or upsell. Just like you, your customers and past clients enjoy the gift of appreciation.

Now’s the time of year to surprise and delight your customers, clients and referral sources with an invitation to an appreciation celebration.

Such events make prospecting fun and profitable. When you create a connection through an enjoyable event, you ensure the power of faceto-face connections in a social setting. Savvy agents know they can reap the rewards of referrals and customer loyalty by scheduling faceto-face connections.

44 September 2017 RISMedia’s REAL ESTATE

To boost the value and uniqueness of such an event, here are several ideas to consider:

1

Start with a guest list that includes your Top 50 past and current clients, referral sources and strategic partners.

2

Plan the event to occur before the holidays. Unless your intention is to throw a holiday party, avoiding the competition for dates during the busy holiday season may be your ticket to a better turnout. Other great seasonal party ideas include a picnic, a wine tasting or an ice cream social.

3

Consider co-sponsoring the event with your lender partner for the purpose of introductions and to offer options for a “no-obligation annual mortgage fitness review” to interested prospects.

4

Leverage the party to support a local charity. Consider asking for food pantry contributions or items to support veterans, seniors or local animal shelters.

7

Seize the opportunity to take pictures to post on your Facebook business page or Instagram account, or in your annual calendar/ newsletter.

8

Follow up after the event with handwritten thank you or “sorry we missed you” notes. Use the opportunity to anchor the event with a save the date for your next event and include a link to the pictures and videos of the most recent event.

9

Get a few minutes of video to post on both your YouTube account and Facebook page. Be sure to include the date and location of the event.

Everyone loves to be appreciated, and having fun while you prospect and reconnect at an event makes for great repeat business and endless referrals. The currency of the future is your database, and activities like this will help ensure your database is accurate and up-to-date.

Few things are more powerful than staying in touch and recognizing and thanking those you’ve had the privilege of serving. RE *For a free podcast full of tips for your annual event, visit http://bit.ly/2uRQDZQ 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.

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A SENSE OF ENTITLEMENT. We live in an age where many believe they’re deserving of privileges and special treatment. A great way to catch your entitlement is to catch yourself complaining. We complain because we think we’re entitled to something, but most of our complaints are actually “first world problems.”

5

7 Secrets to Making It Big in America

by Brian Buffini

A

ccording to two recent studies, more than half of millennials no longer believe the American Dream is possible and half of baby boomers don’t believe their children will enjoy the same level of success they have. As the living personification of the American Dream, I disagree!

Since America wasn’t built upon a class system, people can dream as big as they wish—regardless of their social class, how much money they have or who their parents are—as long as they put in the work.

In fact, America leads the world in the area of personal growth and development. Authors such as Dale Carnegie, Napoleon Hill, Og Mandino, Zig Ziglar, Jim Rohn and Brian Tracy have influenced millions of people, myself included. If you learn from their work and commit to personal growth, you will go from making a living to earning a fortune.

So, why doesn’t everyone make it big in America? I’ve found seven reasons people don’t achieve success.

1

THEY’VE STOPPED DREAMING. More than half of people don’t think the American Dream is possible. The Founding Fathers guaran-

teed the pursuit of happiness; we’re granted the opportunity to compete.

What are you competing for? What’s your dream?

2

CLOSED-MINDEDNESS. We don’t have news today; we have opinions. To work beyond these opinions and achieve success, we must recommit to being readers, listeners and doers. Renewing your mind isn’t refreshing your screen. Disconnect for a while and use that time to become a student of success.

3

INCONSISTENT WORK ETHIC. Americans are known for having a great work ethic; however, we’re not always consistent. An inconsistent work ethic leads to inconsistent earnings, which leads to fewer opportunities. Fewer opportunities will undermine attempts to build our own fortune.

RISK AVOIDANCE. The more comfortable we become, the more averse to risk we are. There’s a difference between taking risks and managing risks; when you manage risks, you minimize your vulnerabilities and work toward your goals.

6

THE MICROWAVE MENTALITY. Great ideas and great processes get better over time; however, we often fall prey to the “I want it now” mentality. The most successful people are able to defer gratification by resisting a smaller, immediate reward in order to receive a larger, more enduring reward in the future.

7

LACK OF PERSPECTIVE. It’s easy to lose perspective when we’re inundated with news and clickbait on social media. Principles don’t change, but our tactics do.

If you want to learn more about what it takes to succeed in America, visit brianbuffini.com/ee and check out my book “The Emigrant Edge.” 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 September 2017 47

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Getting off the Merry-Go-Round Commentary by John Wendorff

C

hasing down a new client is 12 times more expensive than keeping and developing an existing client—and that’s conservative. Yet many real estate agents fixate on finding new prospects.

Why? Most agents only focus on transactions, not relationships. They measure the value of each client by the commission being generated by that one transaction. Once the commission check clears the bank, they forget about that client and go chase (or buy) more leads. It’s a merry-go-round of chasing, listing, showing, selling, and depositing the check. Round and round we go, never finding the time or interest to invest in building relationships.

It’s a tough job, but that’s the business, right?

It doesn’t have to be.

Don’t get me wrong. I know reaching out to people you’ve never met is important. But if that’s where you’re spending the majority of your valuable time and energy, I have great news for you: you’re doing it wrong.

Turn clients into friends. Start by understanding the potential value each client brings to your business. Not just the first commission—everyone gets that. What about their next move and the friends, relatives and neighbors

they can refer to you? The fact is that for every home event (listing, rental or sale) you handle for your client, you should expect 3 - 6 more deals from their referrals. That’s a ton of revenue that most agents never see…unless they build a relationship with their clients over time. You would think that helping clients find the house of their dreams would be enough for them to remember you, but it’s not. Be attentive, be intentional, and let them know you care in simple ways. Send them mail. Call them.

Stay in touch with them. Gently remind clients that you’d love to take care of any of their friends’ or family’s housing needs.

Your kindness is what they will remember. Ask yourself, “How can I serve my clients today?” Soon, you will find yourself becoming the ultimate connector. Instead of just handing out your own business cards, connect your clients to professionals they need right then—a great house painter, the perfect babysitter, or a trustworthy mechanic. Freely recommend your favorite restaurants, theaters and shops. Be the person everyone wants to know because you know all the best spots in town.

When you become a valuable problem-solver, you become a person who people seek out. You become a person who people want to be friends with. You become a person who people want to work with.

If you’re not spending time developing your client relationships, why not start today? These are the kinds of relationships that can get you off the merry-go-round. RE John Wendorff is chief encouragement officer with The Personal Marketing Company.

For more information, visit www.tmpco.com

RISMedia’s REAL ESTATE September 2017 49

{Power Broker Perspectives}

by Keith Loria

Eb Moore Dedicated to the Consumer Experience CEO Wilkinson ERA Real Estate

Wilkinson ERA has 14 locations throughout the Carolinas—and hopes to expand its office and agent count in 2017.

With 14 locations throughout North and South Carolina, the Wilkinson ERA team managed more than 5,400 real estate transactions last year, generating $1.3 billion. Eb Moore, CEO of the firm, was a big reason why.

Moore first started in the biz in the mid-’70s after he and his wife purchased a home and felt lost throughout the process. He went to a real estate class to figure out what he had gotten himself into, and the broker that sold him the house convinced him to get a real estate license.

“I had no intention of doing it as a career, but I kept getting more and more involved, and more than 40 years later, here I am today,” Moore says.

According to Moore, his market is doing well, but he feels too many REAL-

TORS® compare 2017 to the heyday of 2004-2006, and, therefore, think business could be better. But the numbers tell the real story: Last year, the firm was 25 percent ahead of the previous year, and so far in 2017, Moore is seeing a 10 percent increase in units and a 24 percent increase in gross commission income.

“Like everyone else, we’re a little lean on list-

50 September 2017 RISMedia’s REAL ESTATE

ings, but the market is getting stronger and more solid, and I think there are a whole bunch of people waiting on the sidelines,” he says. “I think there are people who would put their homes up for sale if they thought it would put some bucks in their pocket. As we see the prices rise, I think more of those people will be selling.”

Wilkinson ERA is actively looking for acquisitions and

hopes to be adding to its office and agent count in late 2017. The firm recently did an expansion in the Winston-Salem market, with a 1,800-square-foot coffee bar-style office, which has been great for recruiting.

“We have the best compensation plan in every market we’re in and we won’t be beat,” Moore says.

“Therefore, our agents earn more on every transaction they close with us. That

VITALS: Wilkinson ERA Years in business: 17 Size: 14 offices, 900 agents Regions served: Greater Charlotte area and throughout North Carolina and South Carolina 2016 sales volume: $1.2 billion 2016 transactions: 5,484 sides www.wilkinsonera.com allows them to reinvest in marketing themselves, which, in turn, helps them grow their business even more.”

The company places a great deal of importance on technology, as well, looking at every product and program that can help its sales professionals connect more quickly and effectively with consumers.

“Any time we think we are ahead of the pack, we’re probably just on par with everyone. Our philosophy is that we have to stay out in front,” Moore says.

“The consumer today is more connected to technology in more significant ways and you have to stay on top of that, which we do through our networking and investigating the latest and greatest.”

Of course, the main goal of the firm is to make sure no one feels like Moore did when he was a confused homebuyer.

“We teach our agents not to treat the consumer as an opportunity to make a sale, but to approach every interaction as an educational opportunity,” he says. “A chance to

sit down and help the consumer step by step through the process and make it an experience they will appreciate.”

Felicia Hengle

Setting Agents Up for Success President of Ohio Operations Coldwell Banker Schmidt Family of Companies There was a time when Felicia Hengle was working in the restaurant and entertainment industry, leaving her mark as director of Operations for the Hilarities Comedy Club in Cuyahoga Falls, Ohio, when a chance meeting with a commercial real estate agent changed her life forever.

Hengle was convinced to give real estate a try, and in no time at all, she was on her way to becoming a member of the Mega Million Dollar Club for sales— seven times over. In 2016, she became president of Ohio Operations for Coldwell Banker Schmidt Family of Companies (CBHR).

“I’ve been in this business 20 years and it never gets old,” she says. “We are ‘dream makers.’ It is a gratifying business on many levels. Helping people achieve the dream of homeownership is one side, but the other is helping agents by tying them to a business plan designed to get them to live their dreams.”

Hengle’s firm believes in organic growth by adding agents who are a “cultural fit”—those who are collaborative, professional, prideful and have a servant heart.

“We believe growth is at the heart of everything we do, including recruiting and retention, and helping agents grow their businesses,” Hengle says.

“Whether as a solo agent, or when it’s time to hire an administrator or you’re ready to launch a team, we have the platform to help you succeed.”

The firm is focused on increasing agent count and mergers and acquisitions, primarily within its marketplace.

“We are under new ownership with the Schmidt Family of Companies and that is a great success story to share,” Hengle

VITALS: Coldwell Banker Schmidt Family of Companies

Years in business: 90 Size: 66 offices, 1,300 agents Regions served: Michigan, Ohio, Florida 2016 sales volume: $2.8 billion 2016 transactions: 15,000 www.cbhunter.com

RISMedia’s REAL ESTATE September 2017 51

says. “We brought on 100 new agents in 2016 and already have brought in 73 year-to-date as of July.

Agents want to be part of a winning team and we are offering that platform with all of the state-of-the-art innovation that the Coldwell Banker brand has to offer.”

The outlook in 2017 has been strong. The Northeast Ohio region of Coldwell Banker is up 23 percent and is outpacing the MLS. “We are seeing multiple offers, below-average market time, escalation clauses and a continued shortage in inventory,” Hengle says. “Aggressive agents

need to be at the top of their game to win in this market.”

The biggest opportunity for success right now, she believes, is in establishing builder programs and targetmarketing to high-demand neighborhood sellers.

“In addition, I would say it is a time more than ever to get back to the basics: calling your sphere, working the FSBOs and expireds, and establishing yourself as the local economist of choice, truly educating the consumers on the market and how to position themselves in this market,” Hengle says. “We educate consumers on why they

Coldwell Banker Schmidt Family of Companies is attracting agents with a collaborative culture and state-of-the-art innovation.

52 September 2017 RISMedia’s REAL ESTATE

need an experienced agent to guide them through this process, whether they are a buyer looking to get the best value or a seller looking to optimize their ROI on their home sale.”

One way the firm stands out is by being paperless, a huge advantage when time is definitely of the essence.

“Using digital signature technology can make the difference between sealing the deal and losing the deal,” Hengle says. “In addition, we are positioning our agents in a way to showcase the Coldwell Banker proprietary technology every place we can—ZAP, CBx, CBExchange, Facebook target marketing and digital presentations—to make certain that we have the competitive advantage.”

Steve Belluomini A TrainingFocused Formula President Better Homes and Gardens Real Estate JF Finnegan REALTORS® Steve Belluomini has been a licensed broker for 23 years and joined the JF Finnegan management team in 1999. Today, he serves as president of Better Homes and Gardens Real Estate JF Finnegan REALTORS®, and is one of Northern California’s top real estate managers.

“I was looking for freedom in creating my own schedule so I could do what I wanted to do and have no limit on my finan-

cial future,” he says about choosing real estate as a career. “We have a very competitive market and the local ownership is what makes us stand out.”

In 2017, the firm is experiencing a lack of inventory by well over 1,000 homes compared to the same time last year, while the days-on-market is steady at about 20, with multiple offers on most properties.

“Average sale price went up from around $800 a square foot to $875 a square foot, with homes coming in around $1.8 million,” Belluomini says.

“Offers continue to get over asking, with about 9 percent over asking, so even though the number of sales are down, the volume is up.”

The firm recently grew from three offices to seven, and is planning to grow those offices organically, projecting a 12-month growth of about 200 agents.

“When the opportunity came up to expand, we jumped at it,” Belluomini says. “We’re looking for full-time agents; someone who wants to make a career out of it. When someone is going to spend over $1.5 million, it’s hard to do with part-time agents.”

Agents are attracted to the firm because it’s one of the oldest independent companies in the area, and it’s grown from a 10-person organization to a sizeable, productive firm that gains marketshare each year.

Training is very important to Belluomini, who also acts as a Tom Ferry

coach, helping other brokers and agents.

“I like to stay on the cutting edge of what’s happening across the country,” he says. “I’m also part of the Founder’s Circle, which Better Homes and Gardens Real Estate put together with 14 owners of franchises across the country, and we meet twice a year for that.”

When new agents join the firm, they go through a ramped-up monthly training program. From there, they participate in Ninja Selling, Tom Ferry’s Breakthrough

by Design training, and Buffini & Company’s 100

Days to Greatness, as well as weekly accountability check-ins. “Our goal is to get them productive in the

first 90 days that they are here,” Belluomini explains.

RE

VITALS: Better Homes and Gardens Real Estate JF Finnegan REALTORS® Years in business: 38 Size: 7 offices, 425 agents Regions served: San Francisco to San Jose 2016 sales volume: $1.005 billion 2016 transactions: 1,125 www.gobhg.com

Steve Belluomini (top left) has grown one of the oldest companies in the area to a sizeable, productive firm spanning the San Francisco and San Jose areas.

RISMedia’s REAL ESTATE September 2017 53

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4 Tips for Mastering Marketing Commentary by John Bunker

ing strategies.

Social media provides the perfect place to promote your business and current listings. As you build your online presence, you will undoubtedly attract a bigger audience, which will help spread the word about your listings.

Incorporate Video Into the Mix Video is another great strategy that can help you boost your business.

Typically drawing a larger audience than text-heavy pieces, videos provide a more effective way of building relationships with new and existing customers. In addition, videos offer a more personalized approach to promoting your business or listings.

T

echnology is changing the face of the real estate industry more and more every day, and it’s also changing the way real estate professionals sell homes. While prospective buyers used to simply browse their local newspaper to find their dream home, the internet has changed the game by providing an endless supply of online tools buyers can use to facilitate the process.

Social media in particular has become the go-to medium for home searches around the world. With that in mind, we’ve compiled a few technical considerations that will help you use technology to reach prospective buyers.

Maintain Current Relationships While it’s easy to get caught up in the buzz, it’s important to remember that the relationships you’ve built with current customers are more important than any new web technology, smartphone app or electronic craze. In the end, it’s these relationships that will keep your business growing.

Reinforcing existing relationships with customers is just as important as updating your Facebook status or

pinning on Pinterest. A simple thank you card or personalized magnetic notepad will not only provide a lasting impression and reminder of you and your business, but also go a long way toward keeping you relevant in today’s fast-paced environment.

Build Your Online Presence Take the time to build your online presence in order to keep up with the growing population of buyers who are on social media and perusing websites and other digital sources of information that are relevant to the real estate industry. While building business via grassroots marketing strategies can still work, the potential for doing so online far outreaches any traditional market-

Utilize a CRM System Customer relationship management systems provide you with the tools you need to keep information related to your customers organized and easily accessible. A good CRM will not only ensure you’re always prepared for whatever the situation may require, but it will also help you stay on point by providing the best customer service at a moment’s notice. A CRM system can also help you capture and follow up on more leads than you’d be able to if you weren’t using one.

Technology is becoming more and more essential in the real estate industry, and it’s important that you learn to embrace it and incorporate it into your everyday business activities. Mastering the latest trends in technology and making yourself visible online will not only grow your business, but also help build upon the relationships you’ve already cultivated. RE John Bunker is marketing director at RealEstateCalendars.com.

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

RISMedia’s REAL ESTATE September 2017 55

Attracting Top Talent Through a Culture of Community

by Gabrielle van Welie

Kelly (center) and Vorwerk (center right) celebrate a new office opening.

Gregory Kelly General Manager/Co-owner

Joe Vorwerk Broker Sellstate Next Generation Realty Ocala, Fla. www.sellstatenextgenerationrealty.com

Regions served: Marion County, Lake County, Sumter County, Citrus County, Alachua County Years in real estate: 25 Number of offices: 5 Number of agents: 150

Many top agents work with you. Can you describe what your agent recruitment process is like?

Gregory Kelly: We have several different recruiting strategies, but our focus has always been on attracting the industry’s top talent. We concentrate our efforts on the most respected REALTORS®at the four boards we belong to. In addition, we’ve established ourselves as the most productive office in town, which makes it a lot easier to attract new or less experienced agents. And regardless of their production level, every prospect we visit with sits 56 September 2017 RISMedia’s REAL ESTATE

through our value proposition presentation, a 90-minute, interactive session. We call these “Information Sessions,” and they’re very thorough. Everyone leaves very well-informed, and 95 percent of them come back and sign up. The key is being consistent. The presentation is well-scripted, and our USPs (unique selling points) are always emphasized. We never talk down the competition.

We always take the high road.

What would you say has contributed most to your rapid growth?

GK: When you hire the top producers, the most respected, and the most ethical agents at your local board, you tend to garner a lot of attention. Everyone wants to know what it is you’re offering. Additionally, everything we do with Sellstate is first-class. We have cutting-edge tech-

nology, the nicest facilities, a very talented support staff, and the strongest compensation model in the market. It really just sells itself.

What sets your office apart and makes agents want to stick around?

GK: Our culture. The culture is the key. We don’t have a competing broker/owner and our management team doesn’t actively list or sell residential real estate. This way, our staff is 100 percent dedicated to helping our agents with their businesses. We don’t play favorites either, so every agent receives the same commission split regardless of their production level. Everyone loves the fact that we treat everyone equally.

Finally, we (the owners) don’t make any of the big decisions. In essence, we operate like an Employee Stock Ownership Plan (ESOP). We have a governing board called The Founder’s Club, which is a group of top producers who have been with us since the beginning. We manage our brokerage through consensus-building, and, by doing so, we usually get it right the first time. Our agents also like the fact that they’re participating in the decision-making process.

Kelly and Vorwerk operate through consensus, involving agents in the decisionmaking process.

How have you used the Sellstate brand to better serve the Ocala area?

GK: We deliberately positioned the Sellstate brand to be a cut above our competitors in every conceivable way. Since the brand was new to the Ocala market, we felt this would be critical to our success. Executing that plan and maintaining our high standards takes a lot of work, but it’s worth it. We never round any corners, and we will never compromise our values. Sellstate is a first-class organization, and we’re proud of what our office represents: Mission: To develop the next generation of real estate professionals by leveraging the power of teamwork, togetherness, and technology Vision: To be the No. 1 real estate company in every market we operate in, based on the integrity and ethics of our advisors Values: God first, then family, business and community

What kind of training do you offer your agents?

Joe Vorwerk: For our seasoned agents, we provide indepth training on our marketing and document management platforms. We have classes several times a month to ensure each agent has the skillset needed to be successful.

For our newly licensed or inexperienced agents, we have our Sellstate Career Acceleration Program, or CAP program. The Sellstate CAP program is a comprehensive eight-week, 16-session training program that covers all the subjects that aren’t covered in the licensing class.

This program shows agents how to farm a particular area, perform open houses, prepare listing presentations, distinguish different types of contracts, and more.

Agents are mentored and supported by a seasoned professional to help ensure their success.

You’re known for having a high ratio of successful transactions. What techniques do you have in place to achieve this?

JV: We continue to hone and improve our processes, in particular on the document management side of the business. We spend quite a bit of time training agents on our paperless document management platform to ensure efficiency on their part and compliance on the side of the brokerage. The process includes several interactions between the agent and our administration, resulting in error detection and corrections prior to them becoming bigger issues. Managing the process from contract to closing is critical to the closing ratio. RE For more information, please visit www.sellstaterealty.com.

RISMedia’s REAL ESTATE September 2017 57

Manchester Grand Hyatt September 28 - 30, 2017

Witness AREAA’s Finest Convention in America’s Finest City!

Asian Americans are the fastest growing demographic in the US, and are the most active minority participant in the mortgage market. Foreign investment in real estate from Asia is at all-time highs, breaking records for both total volume invested and individual sales price. Join the Asian Real Estate Association of America in San Diego, CA, September 28-30th, to learn more about connecting your real estate business to the Asian community.

Register today at areaa.org/convention

Upping the Ante With Market Data

by Keith Loria

“HouseCanary enables me to immediately respond with the information leads are requesting and convert them into clients based on the reports.”

- SHANI DAIGLE Broker, Champions Realty

F

or Shani Daigle, a real estate broker with Champions Realty, HouseCanary is a must-have for real estate professionals looking for an easy way to implement

quick CMAs into their marketing campaigns. It’s also proven to be an invaluable tool when it comes to providing busy agents a way to get their foot in the door when marketing to leads.

Immediately recognizing the benefit for local agents, Daigle has been instrumental in the process of introducing HouseCanary to the Southeast Texas market.

“I received a call from Steve Baburaj, who introduced himself and educated me on the benefits of HouseCanary,” says Daigle. “He expressed the desire to introduce HouseCanary to the Southeast Texas market and needed a broker who would petition our local board to allow HouseCanary access to our MLS. At the time, the Southeast Texas area didn’t have an Automated Valuation Model (AVM) that was as accurate and easy to use as HouseCanary.”

What intrigued Daigle most was that HouseCanary was not only simple, taking just a couple of minutes to use, but the reports generated are very professional and detailed, as well.

“It also allows you to make adjustments to the value based on the condition of the property and features, which is something not many AVMs offer,” says Daigle.

“The final report includes your picture and information, which assists in branding you as an expert in the market.”

One way her partnership with HouseCanary is proving beneficial is when she’s conducting internet marketing campaigns using squeeze pages.

“I tend to get a number of leads who want a quick Comparative Market Analysis (CMA) on their property,” she says. “HouseCanary enables me to immediately respond with the information leads are requesting and convert them into clients based on the reports.”

Plus, since most AVMs don’t include a way to make adjustments to properties based on condition and features, Daigle loves the fact that HouseCanary allows her to have input and make adjustments to the property at-hand.

Daigle also appreciates the fact that the reports are easy to understand—a true benefit for her clients.

“Many people are visual learners, and the reports include a number of charts and graphs, as well as maps, making the information easy to comprehend,” says Daigle. “The graphs include a value forecast, a market analysis and risk of decline, enabling the homeowner to not only see what’s going on in their market presently, but what direction their market is headed.”

In her opinion, if an agent is looking for an easy way to implement quick CMAs into their marketing campaigns, HouseCanary is a must-have.

“Of course, no AVM takes the place of a full-blown CMA, which should be done on every property you intend to list,” says Daigle. “If you want an AVM that bases its information off what’s currently in your MLS, therefore giving you accurate information, HouseCanary is your solution.” RE For more information, please visit www.housecanary.com/ris.

RISMedia’s REAL ESTATE September 2017 59

{Strategies} A New Window of Opportunity BUYSIDE PROVIDES NEW AND INNOVATIVE WAYS FOR BROKERAGES TO GENERATE MORE BUSINESS

by Paige Tepping

W

hen it comes to staying ahead of the competition, real estate professionals are pulling out all the stops, focusing on new and innovative ways to generate more business. For the folks at William Pitt and Julia B. Fee Sotheby’s International Realty in Stamford, Conn., a recent partnership with Buyside—a platform that turns buyer data directly into leads and listings—has opened a whole new window of opportunity for the brokerage and its agents at large.

For those not using Buyside? “You’re leaving opportunities on the table,” says Chief Operations Officer Vin Socci, who goes on to explain that agents being able to match buyers with listings and listings with buyers is one of the platform’s biggest benefits.

Leveraging Buyside to tap into buyer data, Socci notes that the product is a boon for agents who already have an active listing, as well as those currently working with a buyer. “Not only can agents with active listings log into the system and match properties to prospective buyers by reaching out to the buyer’s agent, but those who already have a buyer can automatically see which listings match their client’s specific needs.”

While office meetings have traditionally been used to broadcast listings, Buyside is changing the name of the game by providing a platform to elevate this practice on a company level.

One thing that hasn’t changed as the industry continues to evolve at a rapid pace is the age-old question every seller asks: How many buyers do you have for my house?

“Without Buyside, it’s very hard to answer this question,” says Socci, who wholeheartedly believes in the value of being able to see how many buyers there are for a particular market area or property, from the corporate level all the way down to the agent level. “Buyside provides our agents the ability to differentiate themselves by being able to answer this one question.”

But the benefits don’t end there. In fact, the firm is tak-

60 September 2017 RISMedia’s REAL ESTATE

ing advantage of the Buyside platform to generate seller leads by leveraging instant home valuations.

“Visitors to our site have the ability to type in an address and get three valuations of the property in question, with calls to action for lead opportunities,” says Socci. “Our agents can then come in as the experts that they are in order to leverage MLS data and actual comps, providing a great segue from prospective seller to generating the lead opportunity.”

All in all, the experience has been a positive one for Socci and each and every agent on the firm’s roster.

“The team at Buyside has been phenomenal. Not only have they been deeply involved with integrating our system into the product, but they’ve been a resource for us throughout its deployment,” says Socci.

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

Moving the Industry Forward One Step at a Time CLAREITY’S SINGLE SIGN-ON DASHBOARD SIMPLIFIES THE LIVES OF BROKERS IN THE NATION’S HEARTLAND

by Paige Tepping

O

riginally designed for MLSs and associations, Clareity’s Single Sign-On (SSO) Dashboard is modernizing the way subscriber services are delivered, creating significant subscriber convenience, improving communications, driving adoption of third-party applications and centralizing subscriber access under a single login.

For Kipp Cooper, chief executive officer of the Heartland Multiple Listing Service and Kansas City Regional Association of REALTORS®, the decision to integrate Clareity’s centralized platform into the mix boils down to practicality.

“We’re unique in that we

straddle a state line, so half of our members are in Kansas, and the other half are in Missouri,” says Cooper.

“Having a single sign-on dashboard where we can essentially display state-appropriate benefits and tools to the specific member is huge, as there’s nothing more frustrating than going to a site and seeing a tool or service and not being able to get it.”

Early adopters of Clareity’s security solutions, Cooper points to the regionalization and consolidation of MLSs across the country as one major factor that led to the implementation of the company’s centralized platform—a benefit that each and every broker in the nation’s Heartland now has access to.

“By adding Clareity’s Dashboard to the mix, we’re breaking down some of the geographical boundaries we have with our subscribers,” says Cooper, who goes on to explain that having everything in one central location will allow them to track the tools and resources that are most wanted and desired.

Broker branding is another key element that played into the Heartland Multiple Listing Service’s decision to set their brokers up with branded Clareity Dashboards.

“In our market, as with most, it’s important that the broker gets the love. In fact, we believe it’s better for the broker to have the relationship with their agent (more so than us), so we felt it was appropriate for our brokers to be able to individually brand to their agents.”

As the Heartland Multiple Listing Service continues to roll out tools and services, Cooper emphasizes the importance of approaching the process strategically. “We’ll continue to look at opportunities to white-label products and services so that brokers don’t feel we’re competing

with them,” he says.

For Cooper, working together is the name of the game.

“MLSs and brokers are similar in the sense that they have a shared client or customer. We’re also both in the business of providing a service,” says Cooper. “By white-labeling products and services—and putting the broker at the center—we’re building trust within the brokerage community, while providing brokers a platform to not only compete, but to build loyalty and provide the best tools and technology for agents to use in one centralized location.”

With all eyes on innovation and positioning brokers in a positive light, Cooper notes that the experience has been a positive one for everyone involved.

“As a company, one of Clareity’s best attributes is that they’re extremely customer-centric,” concludes Cooper.

“Not only are they willing to listen and try and test new things, but they’re one of the innovators in the space.

They’re truly providing some important pieces for us to move forward as an industry.”

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

Better Serve Your Clients With a Bilingual Mortgage Lender QUICKEN LOANS IS STEADFAST IN ITS COMMITMENT TO SERVING THE HISPANIC COMMUNITY

by Zoe Eisenberg

A

s international investors and foreign buyers continue to stream into the U.S. real estate marketplace, the ability to support clients with diverse language needs is becoming a necessity for many real estate professionals.

Liliana Valencia of Worldwide Select in Miami is no exception. For the past 13 years, she’s been working hard in the South Florida market to help her Hispanic and Latino clients fulfill their dreams of homeownership. For the past two years, she’s been working with Quicken Loans, a national mortgage lender that provides her clients access to a variety of mortgage solutions—all in the language of their choosing.

When it comes to streamlining the loan process,

RISMedia’s REAL ESTATE September 2017 61

Quicken Loans provides Valencia’s buyers with their own bilingual portal access, which not only helps facilitate the uploading of documents, but also enables direct messaging with a Home Loan Expert. “This allows the process to be seamless and helps my clients get to the closing table with confidence.”

Quicken Loans’ large bilingual team is important for fitting the needs of Valencia’s clients. “I work with many Latin buyers,” explains Valencia, “and Quicken Loans has a dedicated Spanish-speaking team of Home Loan Experts.” This helps Valencia’s Spanish-speaking clients feel comfortable, secure and confident during the home loan process. Regardless of their primary language, the needs of Valencia’s clients are taken care of quickly, and efficiently. Whatever Valencia needs, she knows that her dedicated Market Manager, Caroline Isern, is there for her. “I know I can contact Caroline any time, any day, and she will be there to support me. She’s available 24/7.”

The language and communication options aren’t the only boon of working with Quicken Loans; Valencia also points to several unique loan options that Quicken Loans offers the Hispanic community.

Specifically, Quicken Loans’ 1 percent down program has been extremely helpful to Valencia and her clientele.

“My client comes in with 1 percent and Quicken Loans offers a forgivable grant of 2 percent that can go toward the loan or toward the closing costs.” This means Valencia’s clients walk into their new home with 3 percent equity. “The price point of the majority of my clients is a perfect fit for the 1 percent down program,” says Valencia. “I love this program!”

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

Paving the Way to a Smoother Real Estate Transaction AMERICAN HOME SHIELD®(AHS®) SUPPORTS THE NEEDS OF BUYER AND SELLER CLIENTS

by Keith Loria

C

hris Facello of Carolina One Real Estate in Charleston, S.C., joined the firm in 2006 after spending 26 years in the military. In 2007, he was honored as the office’s Rookie of the Year and became part of the National Association of REALTORS® Honor Society. With a background that’s taught him to be prepared for any situation, Facello understands the importance of ensuring his clients are well taken care of throughout the home-buying or -selling process.

In fact, thanks to the firm’s longstanding relationship with American Home Shield® (AHS®), Facello has witnessed the benefits the company’s warranty plans offer to buyers and sellers alike.

“Our clients appreciate that there’s some protection if something happens to the systems of the home,” says Facello, who recently helped a good friend purchase a home. “We knew the HVAC was older, but the seller wasn’t willing to replace it, so we purchased the home warranty for protection. Within a few months, work was needed, and they ended up replacing the entire system.

It was obviously worth every dollar to my client,” adds Facello.

Facello also touts the benefits of the firm’s local representative, Sugie Stout, whose commitment and service is no less than perfect.

“Not only is Sugie great, but she’s very helpful,” says Facello, who goes on to explain that there have been times when Sugie has had to come into the office to help get processes cleared up and corrected so that clients can get what they need.

“Within a few months, work was needed, and they ended up replacing the entire system. It was obviously worth every dollar to my client.”

- CHRIS FACELLO Carolina One Real Estate

62 September 2017 RISMedia’s REAL ESTATE

“There’s no doubt that the warranty is beneficial to our clients,” concludes Facello.

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

Home Inspections a Crucial Piece of the Real Estate Puzzle HOMETEAM INSPECTION SERVICE SEALS THE DEAL WITH TOP-NOTCH INSPECTORS

by Nick Caruso

“W

hether you’re buying something that’s 100 years old or brand new—whether it’s 5,000 square feet or 500—you should inspect. It’s money well spent and it’s about being a smart buyer or seller,” says Larry Wallenstein, a real estate agent with RE/MAX Consultants Realty 1 in Fort Lauderdale, Fla. Wallenstein knows the true value and importance of a home inspection and the effects it can have on his transactions. For the past 17 years, he’s used HomeTeam Inspection Service for all his inspection needs.

“It’s about reality,” he says, noting the significance of always attending inspections. “The inspectors point things out that you can feel and touch…I think that’s very important. If you read something on paper, you don’t always understand it. If an inspector walks you up to something and says, ‘Look at this,’ that makes a huge difference.”

Unique to most inspection companies, HomeTeam sends a team of inspectors onsite, helping to keep inspections and transactions efficient. In fact, HomeTeam of Southeast Florida will send as many as five HomeTeam inspectors. They make sure the job is thorough and the property is well-assessed.

“I’ve never been a believer that somebody can be a jack of all trades. When you use a company like HomeTeam, you get people who are trained in specialties, so you’re going to get a better quality of results,” says Wallenstein.

HomeTeam delivers a robust variety of tech tools to support everyone involved, from online scheduling to text and email reminders about inspection dates. Electronic

reports are also delivered, chock full of photographs reminding buyers about what they saw in-person at the inspection. Working with HomeTeam has proven to be invaluable for Wallenstein and his customers, which is why he’s stuck with the company for so many years.

The local HomeTeam that Wallenstein works with is owned by Colin Conroy. Every time a new category arises in the inspection process (such as when mold and defective drywall became issues), Conroy would personally call Wallenstein to fill him in on the new details.

“When I started in the business I knew nothing. I remember sitting on the floor of an empty house listening to Colin say, ‘This is really important because…’ and ‘This is how we’re going to look at it and how we’re going to explain it to the customer,’ so I respect him tremendously,” says Wallenstein.

Home inspections can save buyers and sellers a lot of time and many headaches along the way. Wallenstein even stresses the value of pre-listing inspections, so sellers can deal with problems head-on rather than having to budge on the price down the road. But whether he’s representing a buyer or a seller, home inspections remain a very important piece of the puzzle, and HomeTeam Inspection Service is always there.

“They’re always responsive,” concludes Wallenstein.

“Working with HomeTeam is about knowledge, it’s about efficiency, and it’s about being accessible for the customer and willing to help them understand.” RE For more information, please visit www.hometeam.com.

RISMedia’s REAL ESTATE September 2017 63

Home Staging Cuts Time on Market

H

ome staging offers a distinct advantage for sellers: a speedy sale.

Sixty-two percent of sellers’ agents believe staging a home cuts down the time it spends on-market, with the majority believing it “greatly” reduces the window, according to the 2017 Profile of Home Staging from the National Association of REALTORS®(NAR). Seventy-seven percent of buyers’ agents believe staging a home helps buyers envision themselves living in it, and 40 percent believe it prompts buyers who first saw the home online to visit it in person.

Staging can also have a positive effect on home value. Thirty-one percent of buyers’ agents and 29 percent of sellers’ agents believe it adds anywhere from 1 to 5 percent, 64 September 2017 RISMedia’s REAL ESTATE

while 13 percent of buyers’ agents believe 6 to 10 percent and 21 percent of sellers’ agents believe 8 to 10 percent. The cost of staging is often fronted by the seller or sellers’ agent.

Buyers’ agents caution, however, that staging is only beneficial if the home is staged to appeal to general, not specific, preferences. Most buyers’ and sellers’ agents believe the living room is a key space to stage, as well as the kitchen, the master bedroom and the yard. They also believe decluttering, depersonalizing and a deep clean—beyond staging— are essential for a show-ready home.

Thirty-eight percent of sellers’

agents stage all of their listings before placing them on the market, while 14 percent only stage listings that require it. A near-even 37 percent do not stage their listings at all.

“REALTORS® know how important it is for buyers to be able to picture themselves living in a home and, according to NAR’s most recent report, staging a home makes that process much easier for potential buyers,” says NAR President Bill Brown.

“While all real estate is local, and many factors play into what a home is worth and how much buyers are willing to pay for it, staging can be the extra step sellers take to help sell their home more quickly and for a higher dollar value.” RE For more information, please visit www.nar.realtor.

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Foreign Buyers Snap Up

U.S. Real Estate in Unprecedented Surge

by Zoe Eisenberg

F

oreign investments in U.S. real estate have surged nearly 50 percent as of late, according to the 2017 Profile of International Activity in U.S. Residential Real Estate from the National Association of REALTORS® (NAR).

The report shows that between April 2016 and March 2017, foreign buyers and recent immigrants purchased over $150 billion in residential property—$153 billion, to be exact. Marking a new survey high, this boost is a 49 percent increase from last year’s $102.6 billion rank.

“In the face of global economic and political uncertainty—that is, Venezuela upheaval, Brexit, Syrian refugees, Russia meddling, and even the very nasty U.S. Presidential election campaigning—people with money were searching for something very safe,” says Lawrence Yun, NAR chief economist and senior vice president of Research. “As a consequence, both the demand for U.S. Treasury bonds and U.S. real estate rose.”

66 September 2017 RISMedia’s REAL ESTATE

While the report shows an influx of buyers from the top five countries, an increase in sales dollar volume from Canadian buyers seems to be the largest driving factor behind the boom. Canadian transactions increased from last year’s $8.9 billion to a whopping $19 billion, a new high for Canada.

But Canadians are far from the only foreign buyers currently slaying the U.S. real estate game. Despite the rising Canadian numbers, China still reigns as the top country for sales dollar volume for the fourth consecutive year.

“Canadians bought vacation homes in warm weather states, driven largely by the huge housing wealth accumulation in Canadian markets like Toronto and Vancouver,” says Yun. “Chinese bought partly because its economy continued to grow at 6 percent or better. Such a growth rate, though light by recent Chinese standards, is enough to crank out a new billionaire every week. Then consider how many millionaires are being created in China.”

While the three states with the highest foreign activity are Florida, California and Texas, other cities are seeing a rise in foreign traffic, too.

In Seattle, Chinese buyers are flocking to the real estate market, drawn by the burgeoning tech scene. “Seattle is one of the hottest markets in the country right now due to new job creation in the tech industry,” says Mark Kitabayashi, managing broker with TeamMark Windermere Real Estate. “That given, our prices are still reasonable when compared to a lot of the larger cities.”

Prices in the heart of the city land around $800,000, but out in the suburbs, you can still score a property for closer to $300,000 - $350,000—a reasonable investment for both foreign and domestic buyers. In fact, the median price in Seattle’s suburbs is comparable to the median price paid by foreign investors throughout the country, which came in at $302,290—an increase of 9 percent from last year’s $277,380.

Another reason foreign investors are flocking to Seattle? The market’s relationship with neighboring Vancouver, B.C. “When B.C. added an additional 10 percent tax, that flocked a crowd here,” says Kitabayashi. Politics factor in, too. “When Trump became president, foreign investors started heading back to B.C. Now it’s evening out,” notes Kitabayashi.

Taxes may also bring certain foreign buyers to the U.S.

“We see that with the Japanese buyers,” says Kitabayashi. “There are certain tax advantages between Japan and the U.S. that might be dissolving in a few years, so we’re seeing Japanese buyers surging before that advantage goes away.”

In Florida, buyers from Colombia lead the way. “The foreign market has always been strong in South Florida, but we’re now seeing an increase in properties searched from Colombia,” says Christine Hansen of CENTURY 21 Hansen in Fort Lauderdale. “While Venezuela, Brazil and Argentina have previously been in the top three, trends are now showing that the Colombian market is starting to spike. Hansen notes that in the tri-county area, Canada takes the top spot of foreign buyers, followed by Venezuela, Brazil, Germany and Italy.

“I feel that the security of the Florida market and the laws that govern homeownership display a strong foundation of security for most foreign buyers,” says Hansen, who has been working in real estate for 30 years. “The draw to Florida is the weather, the affordability in property, the comfortable lifestyle and the beach and waterways.”

Another Florida perk? The low cost of living when compared to other water-side, fair-weather states like California. International buyers entering the South Florida market are paying an average of $570,000 on residential properties. In comparison, domestic South Florida buyers spend about $353,000 on average. “The market is stable and prices are increasing at a strong and healthy pace,” says Hansen. Builders and developers are back, and new construction is once again an option for buyers.

When looking to the future of foreign investments, Hansen addresses the EB-5 legislation, which is currently up for renewal on September 30. The program, which rewards foreign investors with permanent U.S. residency, is currently offered to buyers who spend $500,000 or more. “There has been talk of raising this amount to $1.35 million,” says Hansen. “This would be very detri-

“America offers equal private property rights protection to U.S. residents and foreigners. That’s the big attraction as to why foreigners buy in the U.S.” - Lawrence Yun NAR chief economist and senior vice president of Research

mental to the program’s future viability, and would jeopardize the continued draw of direct foreign investment into the U.S.” To put this in perspective, only 10 percent of foreign buyers paid more than $1 million on a property in the past year. “While the EB-5 program isn’t perfect, reform should be achieved through a legislative process with careful consideration,” stresses Hansen.

“America offers equal private property rights protection to U.S. residents and foreigners,” says Yun. “That’s the big attraction as to why foreigners buy in the U.S. But the drawback is that foreign buyers could be gobbling up properties at the expense of U.S. homebuyers, particularly young, first-time homebuyers. To ensure there’s enough, the policy focus should be about constructing more homes in the U.S., rather than trying to limit foreign buyers.”

So how can real estate professionals hoping to work with foreign buyers move forward with confidence?

“Take the time to educate yourself on their customs and lifestyles,” says Hansen. She notes that foreign clients are generally loyal, and if you’re open to learning about their culture and guiding them through the American buying process, you will likely have a great client for years to come. According to Kitabayashi, it’s also important to learn about real estate practices in the buyer’s culture so that you know where they’re coming from and can help shepherd them through the differences. RE For a range of resources (many of them included in NAR dues) to help you prepare for working with international buyers, visit nar.realtor/working-globally.

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No More Tickets to the Be-Back Bus

by Verl Workman

I

love objections. The reason I’m so passionate about objections is because when someone gives me an objection, it’s an opportunity for me to find out what the real problem is so that we can work to solve it.

Early in my career, I owned hot tub and satellite dish stores, two items that aren’t necessary for survival, but nice to have. As we would work fairs, home shows and other events, we had to learn to move people from the “I’m just looking” phase to the real interest phase, and, ultimately, close the sale. We learned that giving out brochures and business cards were tokens of dismissal and, more often than not, the client would not call back or return, even though they said they would. We started referring to these tokens as tickets to the “be-back bus.” While I’m okay with sincere clients who want to think things over, more often than not, the reason a prospect asks for a card, a brochure or a copy of your

CMA is because you haven’t done a good job establishing your value or truly understanding their concerns.

Instead, they ask for a copy of your material or tell you that they need to think about it, pray about it or talk it over. All of these are awesome ways to get rid of a salesperson you’re not ready to do business with.

Overcoming objections with ease takes time, practice and confidence. I believe if you take the time to truly build a relationship with the client, your ability to be a little more aggressive in dealing with objections increases. When a client says, “I want to think about it,” your response should be thoughtful and practiced so that it doesn’t sound or feel like you’re quoting a script.

Simply say, “I understand how you feel. As a matter of fact, I like to take the time to think things over when decisions impact my family like this.

What exactly do you need to think about?” If there’s no response, follow up with these questions: Are you comfortable with the marketing plan we’ve outlined together? Do

you have a good understanding of how we came up with the list price?

Are you comfortable using me as an agent? As they answer these questions, you can quickly get to the real objection, which might be that another agent is willing to do it for less. That’s the magic of asking questions and having a practiced way of dealing with objections. Now that you know the objection is your price, you can reach into the many scripts you’ve practiced to deal with price objections.

There are no objections we can’t handle if we’re prepared. Watch your business soar as you learn to stop giving out tickets to the be-back bus and start dealing with the real concerns at hand.

Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Sign up today for a free business consult with Verl by sending an email to coach@verlworkman.com. To hire Verl to speak at your next event, email events@verlworkman.com.

RISMedia’s REAL ESTATE September 2017 69

{Power Teams}

Whose Side Are You On?

by Cleve Gaddis

W

hose side are you on? Seems rhetorical, doesn’t it?

But this is the one question real estate professionals must continually ask themselves in order to maintain the highest level of client acquisition. The answer to this deeply introspective question can be defined and practiced in one simple word: empathy.

Empathy is defined as one’s ability to vicariously experience the feelings and concerns of others.

People can sense empathy in others. Our tone of conversation, physical gestures, posture and general presence create a sense of empathy.

Once a prospective client feels we’re genuinely on their side, any objections will be easier to overcome.

Let’s examine the typical sales situation as if the parties are seated at a table, which is most often the case. You’re on one side and your prospect is opposite you. It’s like a face-off; you’re eye-to-eye as though your goal is to conquer the table.

In an effort to get on your prospect’s side of the table, you could physically get up and move, but this would be awkward. Instead, use words of unity to move your client toward action.

The next time you encounter an objection in a professional setting, employ the following words of unity to save the day for both yourself and your client.

70 September 2017 RISMedia’s REAL ESTATE

1.

We. It’s quite common for salespeople to use “I” and “you”, which are words of separation. Whenever possible, use “we” to convey a sense of inclusion and trust. For example, when a seller objects to your fee, instead of saying “Let me show you how I can put more money in your pocket,” flip it around and ask, “Is reducing the expenses to sell the property most important, or is it the total amount of money we get you at closing?”

2.

Feel, Felt, Found. This sales strategy has been taught for generations, and it’s still very effective today. The next time a prospect says, “I’d like to sleep on it” (another way of saying “You haven’t convinced me yet”), try this: “I understand how you feel (I’m on your

side) and many other clients have felt the same way (others are on your side, too), but what they found is that we could confidently move forward because of our firm’s satisfaction guarantee.”

3.

Sure Statements. Talk about the future as if you’re sure about what will happen. Instead of asking the client when they will be ready to proceed, try this: “It will take two days to get marketing in place, so if we’re going to have buyers touring the home on Friday, we’ll need to get started on Wednesday.”

When you use words of unity, the prospect is more likely to pay attention to what you have to say.

After your prospects have experienced your genuineness and true

{Power Teams} sense of empathy, don’t be surprised when you both end up on the same side of the closing table.

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.

Remember to Talk to People

by Rick Geha

A

s I have ventured through my 37+ years as a real estate agent, I have to smile at the fears that kept me from creating more, in less time.

By my 13th year in the business, I had started coaching, speaking and training, yet I was still a student of the business. I would teach a class and attend three other classes.

What I found is that many others thought the way I did, had similar fears, and had the same limiting beliefs. Real estate people—in fact salespeople of all kinds—don’t seem to like doing the most basic thing that will get them more sales.

What is that one very basic thing?

Talking to people. I’m sure that a good 80 percent or more of you will identify with that sentiment.

In 2005, I was told to take a good look at the 2,700 names in my database, then asked a serious question: “Rick, when was the last time you actually spoke to those people?” The question paralyzed me. It had been a while.

So, I began the task of calling, emailing and doing all I could to reach each and every single one of those people. It was exhilarating and

heartbreaking, all at the same time.

Over 1,200 of them had bought or sold something without me, as I had done nothing other than send them a magnetic 12-month calendar at the end of each year. Obviously, this wasn’t enough to keep them committed to me.

It was in that harsh moment of reality that I wrote an apology script, which I still share and use today. I was shocked at how willing I was to use it, in addition to how willing agents all over the U.S. and Canada were to use this script without hesitation. Why? Because at no point in the script do you actually ask for business.

The main point of the apology script is to apologize for having been out of touch for so long. You say it’s your fault, and to make sure it doesn’t happen ever again, you’re going to get down some important details and be in touch regularly. I start by getting their birthdays, their wedding anniversary, children’s

names and ages, and if you can find it online, the anniversary of the date they closed on their home. I also like to make sure I have the proper email and mailing address, home and cell phone numbers, and anything else to make a thorough file.

This script has helped me, and many others, more than I can relate. Remember: “Everything works, and nothing doesn’t!” Either way, start by talking to more people every day than you did today.

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. He is currently a coach with Workman Success Systems.

Contact him at Rick@RickGeha.com.

RISMedia’s REAL ESTATE September 2017 71

{Power Teams}

5 Steps to Win the Negotiation Battle

by Bob Sokoler

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e’ve all been there. Whether it’s negotiating a deal, a repair request or price, both sides are at an impasse. What’s your next step? I’ve been in this situation many times, and have been tempted to simply kill the deal. But ultimately, our goal is to put our client’s interests ahead of our own feelings. Do you do that, or does your temper get the best of you?

Here are five ways to win your next negotiation.

1.

Take a deep breath and walk away from the computer or phone and change your mindset.

Get back on the phone or send an email asking the other agent what would make the deal work for his or her clients. This change in mindset may be enough to win your way into working out the deal.

2.

Consider being a bit more transparent to the other agent. The conversation may go something like this: “I wanted to open up and let you know that this is a tough one for me. My buyers/ sellers see things a little differently, and I’m simply trying to live up to their expectations. Can you help me out?” By telegraphing the fact that you’re being transparent and not giving away too much information, you may shift the negotiations back into your favor.

3.

Try to get into the other agent’s head by asking for

72 September 2017 RISMedia’s REAL ESTATE

their thoughts. A perfect example is a deal I’m currently working on.

We have an appraisal problem, and there’s a difference of $23,000 between the contract price and appraisal. I had a heart-to-heart with the buyer’s agent and found out that his buyer agrees with the contract price, but doesn’t have the money to come up with the difference. I also learned that the buyer is a widower and has four kids.

That gave me enough information to go back to my seller and explain what the buyer is up against.

They’re considering a price drop of $10,000 in an effort to meet the buyer halfway.

4.

In a tough deal with an agent you’ve never worked with, your goal should be to create the same feeling you get when working with a friend or agent you’ve had a good cross-sale experience with. How? Social media. The goal is to learn as much about the other agent as possible. Maybe you have friends in common or attend simi-

lar types of social events. Making a connection like you would with the client could help you win the negotiation.

5.

Slow the negotiations down.

Instead of getting back to the other agent in an hour, wait until the next day (unless you’re under deadline). This helps keep the momentum on your side and timetable. It may not mean much to you, but if you tell your client what you’re doing and prepare them for the slowdown, the other side is caught off guard. The other agent may not care or have a clue what’s going on, but the other agent’s client may start having second thoughts.

It may be enough to move the other agent’s client to a different position. 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 properties in 2016, and more than 340 properties in 2015. Contact him at Bob@WeSellLouisville.com.

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{Power Teams}

Creating Powerful Synergies for Clients scape and make the house very presentable. When we all work together to put the house in the best possible position to sell, we all win.

by Lesley Grand Zelda Heller, Jamie Coley and Leigh Reed The Heller Coley Reed Team Long & Foster Real Estate www.hellercoleyreed.com

Years in real estate: 28 Region served: Washington, D.C. area Average market time: We’re in a very fast market. If the property is priced and staged correctly, it may sell in a day.

Number of team members: 15 Your agent team is an award-winning team renowned for concierge service. What are the most important steps to take in offering such highlevel service?

Zelda Heller: Training and education. In our experience, we see some agents treat real estate as a part-time job, which it isn’t. Real estate is a full-time business—a full-time profession. In fact, some agents come into the business so unprepared that we believe the 76 September 2017 RISMedia’s REAL ESTATE

whole criteria for licensees should be raised. We’re very selective about the agents who join our team. It’s not about how many agents we have—it’s about finding and training agents to be great matches for our team. Therefore, we teach a multitude of lessons to our agents.

It’s also important that the entire aspect of the team be cohesive, so we train agents about what the market is doing, to have the pulse of it always at hand, and to be wellinformed about all aspects of area trends. Group training on a weekly basis is also very important to us.

The best way we find to give superior service is to make sure the people we work with—whether they’re buyers or sellers—work with us as partners. If the seller isn’t motivated—cannot understand the need to price properly, for instance—we don’t usually work with them. We also work with a group of contractors who know how to paint, land-

What are the benefits of having a team versus acting as a solo agent?

ZH: At its roots, we’re great individual agents who are uniting to make an even greater whole. An excellent team with great synergies makes for the best of all worlds. Although the three of us have very different strengths and perspectives, we have great energy together and can cover most bases. We all have very high standards, as well. This means that one of us is always available for our clients. Not only do we want to be there to help our clients from start to finish, but we also want to make sure the whole process is pleasurable. I’m not certain one can give this type of service as a solo agent.

Where do you spend the bulk of your marketing money?

ZH: A lot of our marketing money is spent on direct mailing. We pay two people in-house to cover social media and our various marketing materials. We also do print advertising. And lastly, we may do bulk mailing to one particular neighborhood that we believe we can best service.

What are you most proud of about your team?

ZH: Our reputation—it’s the gold standard. I also enjoy watching our team members come in as young and hopeful and seeing them grow and flourish as REALTORS®. That’s been a terrific reward in and of itself. RE

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{Broker Spotlight}

Meeting Agents Where They Are, Getting Them Where They Want to Go Keller Williams Realty The Gulf South Group

by Maria Patterson

From left to right: Brittney LeBleu, Market Center Administrator; Dean David, Team Leader; Nancy Marcotte, Operating Partner, Lake Charles

78 September 2017 RISMedia’s REAL ESTATE

From left to right: Ben Blasingame, Market Center Administrator, Mobile; Melissa Strickland, Team Leader, Mobile; JD Pierce, Operating Partner; Liz Trump, Team Leader, Alabama Gulf Coast; Carson Breland, Market Center Administrator, Alabama Gulf Coast

W

ith the powerful training and technology resources of Keller Williams Realty at their backs, Nancy Marcotte and JD Pierce can turn their full attention toward what matters most: the success of their agents. Understanding that success means something different to everyone, the operating partners of Louisiana-based Keller Williams Realty The Gulf South Group are there to run alongside each agent, providing whatever it takes to guide them toward their respective goals. In this interview, find out how this servant leadership approach has led to the company’s growth and profitability…and why there’s no end in sight.

Maria Patterson: Please briefly describe your career path in real estate and how you came to lead Keller Williams Realty Premier Partners.

Nancy Marcotte: I got my real estate license in 2001, right before 9/11. I started with Keller Williams in Mandeville, La., and six months later my husband got transferred to Lafayette. I interviewed with some of the other real estate companies there, but they just weren’t Keller Williams.

So, I started Keller Williams Realty Acadiana in Lafayette, La., in 2003.

About five years into it, I hired JD Pierce as my team leader. We then moved into the Lake Charles, La., market very successfully, and from there, JD and I were offered many opportunities to take over failing or stagnant Keller Williams Market Centers. We caught a few folks’ eyes.

Initially, I was operating partner of all the offices, and JD was my partner and general manager. We then decided to split them up; Premier Partners in Denham Springs is one of the Market Centers I kept as operating principal.

MP: JD, how about you?

JD Pierce: I had spent 23 years in the restaurant business as a restaurant executive and owner, and needed a second career. I am now in my 12th year in real estate.

NM: I had a different team leader when I started the business and he and I interviewed JD, who at the time mentioned management.

I called him to see if he was interested in management, and that proved to be a really great choice.

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

NM: PM Partnership, which JD and I started, has six Market Centers and two Business Centers, currently.

With all of them combined, we have a total agent count of 831 as of midJuly, but the number grows monthly.

For example, in January 2017 we started out with 740.

MP: What is the difference between a Market Center and a Business Center?

JDP: A Market Center is a fullystaffed location, and a Business Center is more of a support satellite office. Business Centers help us get into geographic areas where we may not be able to open a full office.

MP: Your growth is very impressive.

What would you attribute that to?

JDP: Our growth is really supported by our culture and commitment to our agents. We have a saying around here: “Yes is the answer; now what’s the question?” We take care of our people first—for us, our primary customer is our agent, and we focus heavily on supporting their dreams, hopes, goals and financial prosperity. We’ve also added so many great people to our team over the years, which has done a real service to our growth.

RISMedia’s REAL ESTATE September 2017 79

Standing (left to right): Matt Hughes, Premier Partners Team Leader; Nancy Marcotte, Operating Partner; Joe Boudreaux, Bayou Partners Team Leader Seated (left to right): Brittany Montpelier, Premier Partners Market Center Administrator; Mary Dubois, Bayou Partners Team Leader

NM: We’ve always been forward-looking and follow the Keller Williams models of growth and productivity.

If an agent isn’t productive, they will not be in the business for long, and we give them every opportunity to become productive. We feel we attract those that are likeminded.

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

NM: We’re very strong in all our markets. In Denham Springs, we’re currently No. 1 in Livingston Parish, and have our sights set on becoming No. 1 in the Greater Baton Rouge Board of REALTORS®. We’re No. 1 in Houma/Thibodaux, La., and neck and neck for the No. 1 spot in Lafayette.

What sets us apart is our training, our culture, our ethics and integrity, and our technology.

MP: Tell me a little bit more about your training.

NM: The production of our agents is really important. We want them to be profitable and make a good living, and we don’t want them to find another career because they’re not doing well. That’s why all our Market Centers offer training. This is not continuing education training, but training about how to run their business—how to go out and get 80 September 2017 RISMedia’s REAL ESTATE

ing that’s all about advancing prosperity for agents. We’re committed to that.

training, and we’re lucky to have that support. Nancy and I go out and get the best training we can, then bring that back to the Market Centers. If there’s new training in another state, we go get that information and bring it back to our agents. We are consistently in the classroom in our Market Centers.

MP: I understand you’re both very involved in coaching…

NM: We both believe greatly in coach-

MP: Can agents also access ondemand training?

JDP: Yes, through KW Connect,

ing and training. We work to have productivity coaches in each Market Center, and we have our associates teach classes that they’re strong in already or would like to get stronger in. JD actually coaches and helps teams for up to six months. I’m working on becoming a Keller Williams University Instructor and have taught CE for the state in the past. We both attend training regionally and nationally. We also have our own mastery coach through KW MAPS, as do all our team leaders, and many of our Market Center Administrators.

which is, in essence, YouTube for Keller Williams agents. They can use this platform for training and education if they’re not in the Market Center. It’s training that’s available 24/7 on whatever topic you can imagine.

There are hundreds of videos on numerous topics shared by top producers all over the country. One of our core beliefs is that together, we all achieve more.

business and how to do things so they can grow their business, and, therefore, grow themselves and their team.

JDP: Every Market Center has train-

JDP: I’m available to coach anyone from point A to point B. I assist agents in jumpstarting a business model, reorganizing what they’re doing now or changing direction altogether to find a new path. Keller Williams is the No. 1 company for

MP: What’s your company culture like?

NM: We do things as a family. Even though our Market Centers are large, we do our best to help everyone feel like they belong. We do huddle-ups and talk about our concerns and look out for each other.

JDP: Our commitment to stay connected to every agent routinely is

curve on technology, online marketing and social media?

NM: Keller Williams does that for

From left to right: Lance Kelehan, Market Center Administrator; Wesley Stonicher, Assistant Team Leader; Tara Bienvenue, Team Leader; and JD Pierce, Operating Partner, Lafayette

part of our system. We stay connected to their goals, their dreams and making sure their business is on the path to get them there.

MP: How do you help your agents become more productive?

JDP: We leverage technology and are part of a franchise that really supports that. We have really high-level technology that’s always advancing, and we’re constantly putting forth new initiatives through the technology piece.

NM: Our agents have access to everything they could want via their intranet site provided by Keller Williams.

MP: That’s great that you have all this cutting-edge technology, but how do you ensure agents take advantage of it?

JDP: Again, that’s training. And we make sure to meet them where they are. One of the things we say internally is that we’ll go as slow or as fast as you need us to. We’ll run right alongside you. Every agent is an independent contractor and is always looking for a better mousetrap.

Some of the best ideas come from agents who are out there exploring and doing a little pioneering.

MP: How do you stay ahead of the

us. They’re introducing several new technology upgrades at Mega Camp in Austin this month (at press time).

They provide websites, transaction management, reports, listing presentations, buyer’s presentations, email, Profit Dash, and so many other things currently. Keller Williams Realty International will be announcing Kelli, cloud-based documents, and other technological advances this month.

MP: What most attracts agents to Keller Williams Realty, and why do they stay?

NM: I think initially they’re attracted by either the training for the newer folks, or the commission splits. They stay for many different reasons: the culture of the company, the technology, and the opportunities.

JDP: Our value proposition is unique to each agent. For one, it may be our high profitability; for another, it might be our culture or compensation model, and for others, still, it may be our education and training.

NM: We look at people as individuals—we don’t have one set of prescriptions for everybody; we figure out what they need.

JDP: What we do really well is meet agents where they are and help them get where they want to go.

MP: Please describe your leadership philosophy.

NM: We believe in the WI4C2TS of Keller Williams. That is: Win-win— or no deal; Integrity—do the right thing; Customers—always come first; Communication—seek first to understand; Creativity—ideas before results; Commitment—in all things; Trust—begins with honesty; Teamwork—together everyone achieves more; and Success—results through people. JD and I are both involved in our Market Centers, and we do our

best to be quick to respond. With Keller Williams Realty behind us, there’s nothing we cannot achieve.

JDP: We have a servant leadership style. Both Nancy and I are in the office daily, and in the classroom training weekly. We’re everywhere, and have our hands in the day-to-day.

We have also hired great leadership teams to support us.

MP: What’s your strategy for effectively marketing the firm and best serving the needs of prospects and clients?

NM: We’re an agent-centric company, and, therefore, we let the agents best decide how to market and sell their properties, and how to best promote themselves. We provide them with a lot of online tools, and they have the opportunity to get 100 percent of their commission dollars, so they will have the funds to promote themselves and their clients.

JDP: We commit very little resources to market our brand. In turn, we spend that time and money to help the agent market themselves as the brand. Because we’re a profit-sharing company, we’ve chosen not to spend that money on brand marketing, but instead, assist agents with their individual marketing.

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

JDP: We’re always looking for opportunities. If there’s an opportunity for us to open another Market Center and support agents in that marketplace, we’ll look into it. In the meantime, we’re going to continue to support the folks currently with us, and maybe add more.

NM: We will continue to grow and provide opportunities. Who knows— there may be another Market Center in our future! RE For more information, please visit www.kwrpp.com.

RISMedia’s REAL ESTATE September 2017 81

{Broker Best Practices} Motivating Agents a Key Driver of Success Shannon Daniele Franchise Partner/Broker/Owner HomeSmart Realty Group Signal Hill, Calif. www.shannondaniele.com Regions served: Los Angeles and Orange County, Calif.

Years in real estate: 18 Number of offices: 1 Number of agents: 90 Best tip for getting the right listing price: Not only is it important to look at comps, but you also need to be aware of what’s currently trending and what’s active.

Favorite part of your job: Motivating agents and getting them to believe in themselves.

You’ve grown your agent count significantly in the past six months. What has contributed to your success in this area? We have the HomeSmart competitive advantage, which allows our agents to take the lead in our local area as the rock stars that they are. When you have that competitive advantage, along with the tools and technology, agents feel like it’s too good to be true. When they join our firm, they’re blown away by our business model, and the fact that we give them everything they need to succeed. It’s not hard to grow when you have all of this.

by Paige Tepping

Please describe the training you offer your agents. While HomeSmart provides training on the backend stuff, we take it a step further and dive deeper into various topics such as 1031 exchanges, listing presentations, text marketing and more.

We’ve even brought in a world-class inspector to do a first-time buyer class to educate agents as to what they can expect with an inspection and how to talk to clients—especially first-timers. In addition to offering a biweekly class that focuses on new, emerging technology, we also spend a great deal of time on social media training. The importance of these sessions is to let our agents know how big a part social media plays in today’s environment, and how they can leverage their time through various platforms.

Can you talk about some of the current trends you’re seeing in your market? We’re seeing a new breed of smart, sophisticated buyers who have taken the time to educate themselves on the buying process.

In addition to knowing what they want, they’re also asking serious questions—which is why we equip our agents with regular training so they can share the knowledge and

expertise those customers demand.

Another major trend we’re experiencing is millennials entering the market.

How does your company stay current and flexible? With HomeSmart, we’re on the front wave of everything. Not only is the technology we have all-inclusive and cuttingedge, but our fee structure acts as another competitive advantage as it allows agents to pick up checks from escrow—something that’s missing from the industry. The training we provide on top of all this is another thing that keeps us flexible and current. In the end, it all comes down to keeping an eye on the competition to see if they’re doing something new or of value.

What sets your firm apart from the competition? One of our office’s defining characteristics is its culture. No one is pretentious or presumptuous. In fact, there isn’t one person in the office who isn’t willing to take the time to help someone else. We also have a lot of fun together. Whether it’s working with local charities or hosting agent appreciation events, it’s truly a family environment.

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

Leading by Example

by John Voket

Terrence Murphy Sr. CEO, Broker & Founder TM5 Properties, a member of Leading Real Estate Companies of the World® Bryan, Texas www.tm5properties.com Region served: Bryan/College Station, Texas Years in real estate: 11 Number of offices: 1 Number of agents: 30+ 82 September 2017 RISMedia’s REAL ESTATE

Best tip for getting the right listing price: Do your due diligence and study the market trends.

Best tip for dealing with difficult clients: Never waver in your integrity. Be truthful, speak the facts, and always respect others.

Most effective way to motivate agents: Lead by example. We maintain a high standard in everything we do at TM5 Properties.

What are some of the most important things you learned as a professional football player that have helped you succeed in real estate? Being a pro athlete gave me a good background for running a good organization. The Green Bay Packers are a billion-dollar company, but I wasn’t just catching touchdowns; I was watching how they maintained a successful organization.

Being in real estate, you work with a lot of agents and brokers, and knowing the numbers and how to read details within contracts are things I learned as an NFL player.

Tell me a little bit about how you develop newlyrecruited agents. Above all, I try to give my agents accountability and responsibility. We’ve created a track record through our training, continually producing newer agents who close 30 to 40-plus transactions per year. By doing this, we’re building a culture around hard-working, persistent people who desire to evolve and grow personally and profession-

ally. Their success speaks for itself.

Do you recruit different agents to represent farm and ranch clients versus luxury market clients? I look to develop core competencies in three areas: luxury/residential, farms and ranches, and property leasing. I tend to recruit agents who find their niche specializing in one of these three areas. We try to coach our agents to get into the business and become an expert in one area at a time because if you try to do it all, it’s much more challenging to become successful. At the end of the day, you become successful because you put in the time and effort to bring value to the clients you represent.

What made you decide to affiliate with LeadingRE, and why has the affiliation been so successful?

I was being courted by a lot of big franchises, but when I decided to become independent, I saw just how hard LeadingRE is working to become one of the leading real estate brands in the world. I find that the company leadership at LeadingRE is really genuine, and they’re willing to pass down their wisdom. They didn’t feel intimidated by me, which has provided the opportunity to sit down and share ideas, helping TM5 Properties achieve a distinct level of success in the markets we serve.

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

Riding the Wave of Momentum

by Paige Tepping

Barbara Dunkle REALTOR® Seacoast Real Estate Portsmouth, N.H. Region served: Rye, New Castle, Portsmouth and North Hampton, N.H. Years in real estate: 25 Best tip for finding success in the luxury market: Be patient and listen to what the client’s needs are.

What do you like most about working in the real estate industry? What I enjoy most is the fact that every transaction is different. Not only that, but it’s an exciting profession to be involved with because you don’t know what you’re going to get into next.

Please describe some of the trends you’re currently seeing in your market. Our market is very active right now, especially in the high-end. That being said, it was slow before, and we don’t know how long this momentum will last.

What are your best strategies for keeping Seacoast Real Estate top of mind with former clients? Staying top of mind with former clients is all about keeping them informed as to what’s currently on the market. We do this through both email and social media. As far as our social media strategy, we have hired someone who is responsible for searching the internet for interesting content that’s newsworthy as far as what the market is doing.

In what ways do you use technology to better serve your clients? It’s critical that I have my iPhone with me 24/7 because people expect an instant response today. Communicating with clients who don’t necessarily use the technology we prefer is a bit more challenging, but at any given time, most of the clients I’m working with prefer to communicate via the same channels we do.

You utilize Homes & Land as part of an integrated marketing strategy that includes print publications. How does that benefit you? Homes & Land is the best listing tool.

In fact, it used to be called the bible of real estate advertising, and some still refer to it as such. Not only does it provide a decent way to represent a property, but our clients are impressed with the publication, and expect to be in it.

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

RISMedia’s REAL ESTATE September 2017 83

{Broker Best Practices}

All Eyes on Real Estate Mastery

by Nick Caruso

fishing. We also have a strong arts and cultural presence. In fact, we have an internationally known museum of art, the only accredited art museum in the entire state. In addition, we have a world-class philharmonic orchestra, an unbelievable chamber orchestra, an opera, a ballet—we are “The Biggest Little City.”

Nancy Fennell President Dickson Realty, a member of Leading Real Estate Companies of the World® Reno, Nev. www.dicksonrealty.com Regions served: Northern Nevada and Northern California Years in business: 32 Number of offices: 9 Number of agents: 275 Best tip for dealing with difficult clients: Keep your calm, do your homework and be a master at what you do.

Most effective way to motivate agents: Listen to them. Figure out what they want to accomplish and what you can do to help them reach their goals.

What do you like most about the region in which you work?

It’s a pretty spectacular physical environment. There’s Lake Tahoe, skiing, hiking, biking and

84 September 2017 RISMedia’s REAL ESTATE

How are you using technology to better serve your clients? I think technology leverages time for agents and companies. We’ve spent a lot of time and energy on having a terrific website that links us up to a CRM and backoffice products. We work with both a national and local digital firm, and I think they’re just killing it. What we want to do is drive people to our website who will then look at our offerings and how we present ourselves, and if they don’t know us, they will want to know us.

What sets your team apart from the competition? We’ve been here for a very long time—since 1973—so we’re part of the fabric of our community. We take leadership roles, working with the Red Cross, the children’s Discovery museum or the university. We take it seriously that if you’re going to do business, you have to be part of making your community the very

best it can be. Secondly, it’s about the people. We surround ourselves with smart and giving employees, and that makes a difference.

What kinds of marketing give you the highest ROI? Digital, digital, digital. I have some highly visible people on social media.

Leveraging social for personal relationships is what takes it to the next level.

Do you conduct a lot of agent training? We do a ton of training. To come to my company, you have to go through a threemonth apprentice program, and that’s three times a week—from nine until noon or nine until four—and then there’s homework. We want people who take real estate seriously. We truly believe in the concept of mastery in real estate.

What social media does your company frequently use? Not only do we do a lot of blogging, but also we’re on Facebook a lot. Our VP of Relocation is a master of digital, and she’s also on Twitter. We’re starting to use LinkedIn for more researchoriented tasks, but Facebook is a dominant force for us.

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

Personal Relationships Reign Supreme John Colvin Broker/Owner CENTURY 21 FM Realty Fargo, N.D. www.fmrealty.c21.com Region served: Greater Fargo, N.D. Years in real estate: 19 Number of offices: 1 Number of agents: 21 Best tip for getting the right listing price: Emphasize the fact that list price is not a negotiation, but a realistic number based on local comps and current market conditions.

Best time management tip: Schedule everything.

Can’t live without tech tool: My tablet. It does everything from communicating, staying in-touch with my sales associates, and scheduling and running meetings to ordering supplies and approving ads.

Best recruiting technique: There’s no amount of technology that replaces a faceto-face meeting and the formation of personal relationships.

How much do you lean on technology to facilitate your agents’ work? Technology is a tool that makes some processes easier; however, it should never replace the personal interaction with our clients. Being face-toface with our clients enables us to physically see when they become concerned or have questions we need to address. Technology should be used to support and enhance our marketing and services, but it should never replace our presence with our clients.

What’s the most exciting thing happening with your company today? In May, we converted from an independent company that’s been in this market for 16 years to a franchise affiliate of

by John Voket

Century 21 Real Estate LLC, and then acquired another local franchise on June 1. We’re also in a unique spot because our market hasn’t suffered at all going back to before the housing bubble burst. In fact, it’s been growing every year since I’ve been here.

What are the prime drivers that bring buyers to your firm? The connection our sales professionals have in the communities in which they live and work, coupled with the CENTURY 21® Platform and the support and services we deliver to market. Plus, we’ve got a new hospital opening up—a regional Trauma 1 center—which will bring all levels of housing clients to the area. This includes medical professionals, the rest of the hospital’s staff, support businesses and the educational facilities that feed it. We also have a fairly large Microsoft facility in the area that has doubled its corporate campus over the past three years.

Do most of your clients come to Fargo and stay?

We continuously draw people from many of the surrounding regions to our excellent colleges, most of which have health and medical training curriculum. I find that people generally come here for school, fall in love with the region, get educated and then stay here to work in the medical industry. Vacation homes in our lake country make up another 20 percent of our market. Having lived all over the place, the bottom line is that the people in this community are the nicest I’ve ever met. RE

For more information, please visit www.century21.com.

RISMedia’s REAL ESTATE September 2017 85

67 percent of people say physical mail is more personal than electronic.

— 2015 Compu-Mail report

Don’t rely on digital marketing alone Print marketing is far from dead. It is actually a key component of the marketing strategy for many successful REALTORS®. Let us help you prospect with 50 beautifully designed newsletters mailed for only $37.50, or 50 attention-grabbing postcards for only $29, including postage.

LS150

Why Bigger Isn’t Always Better Commentary by David Mele

T

he National Association of REALTORS® reported that existinghome sales finished 2016 at 5.45 million, up from 2016 (5.25 million) and the highest since 2006 (6.48 million). This was certainly good news for the health of our industry, but creates a math problem for those keeping score on the leading real estate portals.

How? Let’s run the numbers.

With about 5.5 million homes sold in a year, that means there are 11 million sides to a completed transaction. If we assume that there might be two partners on each side of the home-buying and -selling process, then we have a total of 22 million actual participants in a completed existing-home transaction—in a full year. That begs the question: What are 180 million unique users doing on the largest real estate portal brand’s websites—in a month?

We can safely draw the conclusion that most of them aren’t buying and selling a home this month, or next month, or even this year. Trying to find an actual consumer with an intent to buy or sell a home in a sea of more than 100 million users per month can feel like looking for a needle in a haystack...and might yield diminishing returns for brokers and agents who advertise on these sites.

Which is why at Homes.com, we’re not focused on generating a bigger and bigger audience; we’re focused on delivering the right audience—a transaction-ready consumer for faster conversion to a closed transaction. Through the second quarter of 2017, we’ve averaged around 9 million unique visitors per month, a number that aligns well with the actual number of active homebuyers and sellers in a month. And these visitors are actively looking to buy, rent and sell homes, not browsing home value estimates or looking at home design styles. Over 90 percent of pageviews on Homes.com occur in our Homes for Sale or Rent sections.

One key to the high-quality traffic on Homes.com is how we source our users. We don’t spend money to advertise on broadcast and cable television, where the majority of viewers

aren’t currently in the market to buy or sell a home. Nearly 90 percent of our traffic is organic—either users typing Homes.com directly into their browser or finding Homes.com via natural search results on Google or Bing, often searching “homes for sale” in a particular city, zip code or neighborhood.

Another key to quality traffic is providing an outstanding user experience. The most important component of the real estate search experience is the quality of the property data. Local MLSs are the best source of local listing data, which is why we work closely with local brokers and MLS executives to earn the right to display the content you work so hard to generate. We know we aren’t entitled to your data, and that we must earn your trust by doing what’s right. That’s why, for example, listing agents always receive all leads from their listings on Homes.com, whether they’re a paid advertiser with us or not. I encourage you to ask your other real estate portal partners if they do that.

Speaking of quality user experience, we’ll be unveiling some exciting changes to Homes.com in the coming weeks. We’ve been hard at work building the most engaging and user-friendly home search site available, and we’re just about ready to share it with the world—but you still won’t see us advertising it on TV. Instead, we’ll be targeting actual homebuyers and sellers, connecting them with the best brokers and agents in our industry.

We won’t be chasing the biggest audience—just the most transaction-ready. RE

David Mele is president of Homes.com. For more information, visit connect.homes.com.

RISMedia’s REAL ESTATE September 2017 87

Webinar Recap:

Prospecting: Online and Offline Lead Sources That Dominate in Today’s Market

by Nick Caruso

P

rospecting leads on- and offline has never been more important in the uber-competitive real estate industry.

In the latest installment of RISMedia’s ACE Webinar Series entitled “Prospecting: Online and Offline Lead Sources That Dominate in Today’s Market,” moderated by Verl Workman, founder and CEO of Workman Success Systems, and sponsored by Homes.com, panelists proved that lead generation is the bread and butter of any successful real estate business.

Lee Tessier, leader of The Lee Tessier Team with Keller Williams American Premier Realty in Baltimore, Md., discussed the various client appreciation events he conducts, which include a Thanksgiving pie giveaway and a springtime movie event.

“We invite all of our clients out to a movie and we have tables in the front with popcorn, sodas, bagels, and donuts. We also do movie trivia and give stuff away.”

At the events, Tessier and his

team conduct a drawing for an iPad or VISA gift card, with the main goal of staying connected with clients and keeping their name out in the community.

Systems are also crucially important. When a buyer dials a number, it rings multiple agents, and whoever picks it up gets to talk to that prospect. Tessier’s team then sorts these leads into ABCs—A clients are ready to buy immediately and always have an appointment, B clients aren’t ready for 30 - 90 days

and are contacted twice a month, and C clients won’t be ready to buy until 90+ days and are contacted once a month.

Mike Wasilkoff, team leader with Dallaire Realty in Green Bay, Wis., says that getting back to leads within five minutes generates the best results. With a lightning-fast response time and social media marketing as primary sources of lead generation, Wasilkoff estimates that 50 percent of his business comes from referrals, while the other half comes from social media alone. But one key factor to driving social traffic: photography.

“What I believe is the No. 1 key to our success is the photography.

It comes down to taking phenomenal photos. People love to look at photos. They follow us and want to use us to list their home because of the photos they see on Facebook,” he says.

Wasilkoff also uses Open Home Pro. He bought 10 iPads for his office so that agents can sign them out to use for open houses.

“Instead of having a boring signin sheet, we’re able to have some sexy photos. When I hand my iPad to a prospective buyer, the chances of them not filling out the contact form goes down to 10 percent or less,” says Wasilkoff. “When you hand them a cool-looking gadget with pictures on it, they’re more than willing to answer the five questions we ask: what’s their phone number, what’s their email address, are they pre-approved, are they working with an agent, and, the most important question that I can ask, do they have a home to sell?” RE For more tips, view the webinar in full at: bit.ly/ prospectingleads.

Nick Caruso is RISMedia’s senior editor.

RISMedia’s REAL ESTATE September 2017 89

{Trending}

4 Recruiting Tips for Busy Brokers

90 September 2017 RISMedia’s REAL ESTATE

A

s a real estate broker/owner, you’re beyond busy—and that isn’t likely to change. One moment, you’re serving as a salesperson, trying to close that new deal. The

next, you’re playing service rep and solving a buyer’s problem or doing executive tasks like running to the bank to sign loan documents. Add to these roles more selling, more service, and more managing. Suddenly, your best agent or employee gives notice. Hiring expert and business consultant Scott Wintrip asks the important question: As busy as you are, how will you find time to recruit, interview, hire and train a replacement?

“Small business owners are competing with one another for quality employees,” says Wintrip, author of “High Velocity Hiring: How to Hire Top Talent in an Instant.” “The internet leveled the playing field, and now your company and all others— big and small—are able to reach out to top talent. This is straining an already tapped-out talent pool and has left many small business owners searching far and wide for talented and resourceful job candidates.”

Wintrip points out that small business owners have to find great talent quickly in order to perform at full capacity. He offers the following four steps for making hiring more efficient than ever.

1

Leverage the most productive streams of talent. Asking for referrals and networking with other business people has long been a highly effective way to locate talent, says Wintrip. In fact, business owners who carve out time each week for networking and referral generation discover a secret: The labor pool isn’t as tapped out as they originally thought. They simply weren’t taking a disciplined approach to recruiting.

2

Actively share the talent you discover with other business owners. Keep in mind that you’re not going to be able to hire every great candidate you meet. Sometimes talented candidates just aren’t the right fit for your company, and other times, all of your positions are filled. When this happens, be sure to share candidates with other business owners to help them solve their own hiring challenges; they will also be happy to reciprocate. According to Wintrip, business owners who share talent in this manner with at least eight or more businesses report greater success in hiring faster and making better hires.

3

Conduct hands-on interviews.

The standard approach to hiring is to conduct interviews where candidates talk about work. Not only is this a huge drain on time, it’s also an inaccurate way to assess whether a candidate fits your job. That’s why many small business owners have turned to doing hands-on interviews.

“In a hands-on interview, you experience the candidate doing sample work,” says Wintrip. “If it’s for a sales role, the candidate joins you on a sales call. If you’re hiring

for a customer service role, he can help solve a customer’s problem. By watching the candidate in action, you save time while also making a more accurate assessment of whether or not someone is a good fit.”

4

Line up key people before you need them. “Some roles are more vital than others, and when these roles are left unfilled, they can harm your business,” asserts Wintrip. “Plus, the extra work usually falls on your already overflowing plate. Instead of waiting until an employee in an essential job quits or gives notice to start recruiting, do yourself a favor and recruit ahead of time. Dedicating 30 minutes to recruiting each week pays off by creating a pipeline of potential talent ready to be hired the moment that vital job becomes open.

“Hiring cycles don’t always happen at the best time, but when they do, you must dive right in and locate talent that will keep your company thriving,” concludes Wintrip. “If you’ve maintained viable contacts through networking and referral generation, you will be able to locate and hire exceptional talent faster than you might expect—even in an overtapped labor pool. Then you can get back to your regular tasks and help your company stay strong.” RE Over the past 18 years, Scott Wintrip built the Wintrip Consulting Group (WintripConsultingGroup. com), a thriving global consultancy pioneering improved methods for recruiting and interviewing job candidates. For five consecutive years, Staffing Industry Analysts, a Crain Communications company, has awarded Wintrip a place on the “Staffing 100,” a list of the world’s 100 most influential staffing leaders. He’s also a member of the Million Dollar Consultant Hall of Fame and was recently inducted into the Staffing 100 Hall of Fame. “High Velocity Hiring: How to Hire Top Talent in an Instant” is available at bookstores nationwide and from major online booksellers.

RISMedia’s REAL ESTATE September 2017 91

{RISMedia’s Great Spaces}

by Zoe Eisenberg Built in 1851, this pre-war building has been gorgeously restored.

Historic Brownstone in Gramercy Park For New York City fans, living in a brownstone often tops the real estate dream list. If you’ve got some serious cash to drop on a rental, then this newly listed Gramercy Park spot is sure to brighten your day.

With four bedrooms and three 92 September 2017 RISMedia’s REAL ESTATE

bathrooms, this pre-war building has been gorgeously restored with all the flourishes and finishing touches you can imagine. Clean lines and bright spaces travel throughout the home.

Built in 1851, the space features Turkish marble floors, a stunning center staircase, French terra cotta tiles, and a sunny garden—an absolute unicorn in New York. Balconies

with views of Stuyvesant Square Park, a rooftop patio and ample skylights make this space a true haven amidst the busy city lifestyle.

Listed by: Bo Poulsen and Kristin Herrera, Halstead Property Listed for: $19,500 a month Photos by: Halstead Property

Iconic Willis Mills Connecticut Home for Sale

Uniquely set in a lush, woodland hillside, this Connecticut property is one of the most architecturally advanced properties of its time. photo caption

This stunning, iconic Willis Mills property, designed in 1955 and built in 1956, is currently for sale at $2,550,000. Located in New Canaan, Conn., the 4,368-square-foot home is renowned as one of the most architecturally advanced properties of its time.

The space blends glass, wood and stone, uniquely set in a lush, woodland hillside. Balconies and terraces meander throughout, and a Japanese garden and stone-lined pool offer a myriad of sleek, well-designed spaces for relaxing, entertaining, and more.

Spreading over two floors, four bedrooms and four bathrooms, the beautifully restored glass-walled home is a true architectural gem. Sitting on two acres of lush Connecticut land, the estate features many rustic elements both inside and out.

In addition to many magazine features, the home has been honored by the Architectural Record, Boston Arts Festival, Architectural Record Houses of 1957, and more.

Listed by: John Engels, Halstead Properties Listed for: $2,550,000 Photos by: Halstead Connecticut, LLC. RISMedia’s REAL ESTATE September 2017 93

This stunning hacienda in Los Cabos, Mexico, will cost you a pretty penny.

House of the Rising Sun for Sale There is a house in Mexico they call the rising sun. That’s how the song goes when you’re looking at Casa Salida Del Sol, a stunning hacienda in Los Cabos, Mexico, now for sale.

With five bedrooms, seven bathrooms and a 180-degree view of the Sea of Cortez, this home has a plethora of outdoor lounging spaces, a pristine swimming pool, a nine-hole putting green, a pool house and an outdoor kitchen and bar.

Nestled in the upscale Querencia community, this home is the perfect paradise oasis.

Listed by: Ruben Vargas and Ana Rojo Listed for: $2,600,000 Photos by: Querencia

Live Like Former First Lady Jackie Kennedy Onassis The childhood residence of Jackie Kennedy Onassis is currently on the market. Located in lush McLean, Va., Onassis (then known as Jackie Bouvier) moved to the McLean mansion at 13, following her parents’ divorce.

Known as the Merrywood Estate, the nine-bedroom home is located in a prominent suburb outside Washington D.C. Built in 1919 and originally set on 46 acres, the future First Lady once walked the home’s gorgeous grounds, which roll right to the edge of the Potomac River.

The estate now includes a reduced seven acres of land, but the house still stands as prominently as ever: a 23,000-square-foot, four-level, regal brick-and-limestone mansion.

Presidential columns greet you at the home’s entrance, and delicate interiors provide an authentic sense 94 September 2017 RISMedia’s REAL ESTATE

of history. A welcoming foyer, cozy library, grand parlor and master dining room all include elaborate detailing.

The grounds feature a tennis court, two swimming pools (indoor and outdoor), and a separate gym with changing rooms.

The home is currently priced at $49.5 million. At press time, this is the highest priced residence in the Washington, D.C. area. RE Listed by: Juliana May, JLL and Mark Lowham, TTR Sotheby’s Listed for: $49.5 million Photos by: Gordon Beall Source: TopTenRealEstateDeals.com

Step back in time in this McLean, Va., mansion— the childhood residence of Jackie Kennedy Onassis.

RISMedia’s REAL ESTATE September 2017 95

{Ask the Experts} ensure they’re not rusted, rotted, disconnected or full of debris.

Buddy Stark Director of Operations HomeTeam Inspection Service www.hometeam.com

Q:

What can homeowners do to ensure their home is well prepared and more energy-efficient throughout the coming months?

A:

Fall officially begins this month and HomeTeam Inspection Service—the only national home inspection company to utilize a team of inspectors onsite—offers the following home maintenance tips.

Roof Inspect the roof covering and flashing from the ground for indicators of wear, like missing, loose or cracked shingles or tiles. Water can seep into these areas and cause damage if left unattended.

Contact a professional roofer for repair or a replacement evaluation if water intrusion is occurring or suspected.

Fireplace Have a certified chimney sweep inspect and clean your chimney, fireplace and vents at least once per year as recommended by the National Fire Protection Association. A do-it-yourself inspection for creosote buildup can be performed by wearing goggles and a basic disposable dust mask. Take a flashlight and your fireplace poker and scratch the black surface above the damper (smoke chamber). If the groove you scratch is paper thin, no cleaning is needed.

If it’s 1/8 inch thick, schedule a cleaning. If you have 1/4 inch of creosote, don’t use the fireplace until it’s cleaned—a chimney fire could occur at any time.

HVAC Get your furnace cleaned and serviced by a professional before the heating season begins. Also, clean or replace your furnace filters as recommended throughout the year. Dirty filters restrict airflow and reduce efficiency.

Ensure that all supply and return vents aren’t blocked or closed, as this causes the return duct to pull in cold air from cracks in windows and doors. In addition, the warm air that’s still trying to push up through closed vents will either start to leak out ducts that aren’t sealed properly or be forced back down into your basement or floor cavities.

Q& A

Gutters and Downspouts Gutters and downspouts are critical in protecting your home from water damage. Fall is one of the most important times to check your gutters and downspouts to 96 September 2017 RISMedia’s REAL ESTATE

Trees and Bushes Trimming trees and bushes provides many advantages to your home’s exterior. Trim so that all leaves and limbs are at least three feet away from your house. This prevents them from

hitting the sides of your house when it’s windy, decreasing the amount of leaves and debris that will end up in your gutters.

Windows and Doors Cracks in the seals around windows and doors allow heated or cooled air to escape, which can cost you money. Caulking and weatherstripping can wear over time, so check the seals around your windows and doors. One of the easiest ways to diagnose this issue is to close the door or window and hold a lighted candle near the frame. If the flame flickers at any spot, you likely have an air leak. Replace or add caulk or weatherstripping where needed.

Adam Lerman SVP, Coaching and Accountability Engel & Völkers www.evusa.com

Q:

What are your best tips for creating an effective recruiting referral program?

A:

Wouldn’t it be nice to have an entire team to support your recruiting efforts, which, in turn, would help grow your business and support profit margins? Well, you do!

A great way to supplement your agents’ income is to reward them for finding quality prospects. It’s

also an effective way to positively build up your existing culture, as people are more likely to refer people who share a similar worth ethic and who they naturally get along with. By having existing agents be part of the recruiting process, you further validate their importance to your brokerage, allow them to help build and shape the company in more ways than individual production, offer additional financial incentives, and value and strengthen a collaborative culture where people enjoy working with one another.

There are many ways to create an effective agent recruiting referral program. You can incentivize your referring agent in the following ways: Immediate gratification: If an existing agent introduces the broker to a productive agent that the broker brings on, the referring agent will receive a finder’s bonus immediately (have the bonus numbers hinge on the new agent’s production; for example, based on the last 12 months at their current company or whatever you deem pertinent).

Production bonus: Once the referred agent closes their first deal with your company, the referring agent receives a percentage of the company dollar that was closed. It’s suggested to establish this for a certain time period.

Retention bonus: This monetary incentive would be paid to the referring agent based on the referred agent’s work anniversary.

Collecting this bonus adds one more reason your referring agent would want to stay with your brokerage.

Whether it’s one of the above or a strategic blend of a few, having

a referral program is a fantastic addition to your overall unique value proposition.

Bill Scavone President & COO Weichert Real Estate Affiliates, Inc. www.weichert.com

Q:

How much of a factor does recruiting play in the success of a brokerage?

A:

Recruiting is the lifeblood of any successful real estate organization. At Weichert®, we believe recruiting is a business fundamental. By that, we mean it’s a continuous activity, not just for replacing agents, but for adding more of them.

All real estate companies lose agents for one reason or another.

You need to constantly bring in a mix of new and experienced agents to help build a healthy and profitable office. New agents bring fresh perspectives and enthusiasm; experienced agents bring industry knowledge and a strong client base. Both contribute significantly to fostering a winning office environment.

Ongoing recruitment also gives you more opportunities to find the right people to hire for the growth

of your company. So what can brokers do to create a pipeline for new talent?

Start by putting meaning into why someone should join your company and clearly communicate what you can do to help them succeed. This inspires agents and helps build a strong foundation for all the good things to come. Your company’s vision, integrity and reputation are key factors in attracting and keeping new and experienced agents.

Showing confidence in the training platforms you offer also gives you an edge. It enables you to look recruits in the eye and know that when they’re committed to success, you have training systems that will bridge the gap between where they are now and attaining success in real estate.

Brokers shouldn’t hesitate to use their top-producing agents to help attract new ones. Introduce them to your top producers so they can hear first-hand what your best agents are doing to achieve success.

Emphasizing your office’s teamfocused work environment can also work to your advantage. Tell new agents everything your team can do to assist with the onboarding process—including new agent mentoring—and the office support provided to help them deliver the best service available.

Recruiting done the right way brings together like-minded people. Jim Weichert says it all the time: “People buy people before product or service.” Recruiting talented agents that share your vision for success is a key component to growth. It’s how the Weichert organization has grown from a single office to one of the most successful real estate brokerages in the country today. RE

RISMedia’s REAL ESTATE September 2017 97

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members 5 have it all.

Top

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www.Top5inRealEstate.com

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

RREIN Service Providers

ABR®..................................................................................... 100

Ascent Real Estate, Inc........................................................... 104

American Home Shield........................................................... 100

Berkshire Hathaway HomeServices Ambassador Real Estate... 104

Berkshire Hathaway HomeServices......................................... 100

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....104

Buffini & Company................................................................. 100

Berkshire Hathaway HomeServices Florida Realty................... 104

Century 21 Real Estate LLC.................................................... 100

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....104

Certified New Home Specialist ............................................. 100

Berkshire Hathaway HomeServices Georgia Properties............ 104

CRS Data............................................................................... 100

Berkshire Hathaway HomeServices Nevada Properties............ 104

DocuSign............................................................................... 100

Berkshire Hathaway HomeServices Select Properties.................104

Engel & Völkers...................................................................... 100

Calcagni Real Estate.............................................................. 104

The Entrust Group.................................................................. 101

CENTURY 21 Award................................................................ 105

ERA Franchise Systems, LLC................................................... 101

CENTURY 21 New Millennium................................................. 105

Homes & Land....................................................................... 101

Coach REALTORS®................................................................. 105

Homes.com........................................................................... 101

Coldwell Banker D’Ann Harper, REALTORS®............................. 105

HomeSmart International....................................................... 101

Coldwell Banker Kappel Gateway Realty.................................. 105

HomeTeam Inspection Service................................................ 101

Diane Turton, REALTORS®....................................................... 105

HSA Home Warranty............................................................... 101

Fillmore Real Estate............................................................... 105

Leading Real Estate Companies of the World®........................ 101

First Team® Real Estate.......................................................... 105

Moxi Works............................................................................. 101

GARDNER, REALTORS®........................................................... 105

MRE – Win Local®.................................................................. 101

Gloria Nilson & Co. Real Estate.............................................. 105

National Association of REALTORS®........................................ 102

J. Rockcliff REALTORS®........................................................... 105

Oakley Signs & Graphics........................................................ 102

Jordan Baris, Inc., REALTORS®................................................ 106

The Personal Marketing Company........................................... 102

Kinlin Grover Real Estate........................................................ 106

Pillar To Post Home Inspectors................................................ 102

Long & Foster Real Estate, Inc................................................ 106

Quicken Loans....................................................................... 102

Lusk & Associates Sotheby’s International Realty.................... 106

Real Living Real Estate........................................................... 102

McCOLLY Real Estate.............................................................. 106

Realogy Holdings Corp........................................................... 102

Page Taft................................................................................ 106

realtor.com®.......................................................................... 102

Patterson-Schwartz Real Estate.............................................. 106

Realtors Property Resource®.................................................. 102

Randall, REALTORS®.....................................................................106

Realty Executives International............................................... 103

RE/MAX 440 and RE/MAX Central......................................... 106

Realty ONE Group.................................................................. 103

RE/MAX Gateway................................................................... 106

TM

RE/MAX, LLC.......................................................................... 103 RIS Consulting Services......................................................... 103 RISMedia’s Top 5 in Real Estate Network®.............................. 103 Sellstate Realty Systems Network, Inc..................................... 103 Top Producer® CRM................................................................ 103 Workman Success Systems.................................................... 103 Xpressdocs............................................................................ 103 Zillow Group........................................................................... 103 zipLogix.................................................................................. 103

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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. • Greg Sexton, Chief Operating Officer Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with approximately 7,400 independently-owned and -operated franchised brokerages and more than 111,000 independent real estate professionals in 78 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easter Seals, to build brand awareness and preference. Technology initiatives include both Englishand Spanish-language consumer websites, www.century21.com and www.century21.com/espanol, a recently redesigned intranet

100 September 2017 RISMedia’s REAL ESTATE

site, www.21Online.com, and the Century 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

CERTIFIED NEW HOME SPECIALISTTM (800) 428-1122 • www.sellnewhomes.com SellNewHomes.com is the online headquarters for Certified New Home Specialist™ and Residential Construction Certified™ training, sales systems and marketing tools, created by Dennis Walsh & Associates, Inc. Based in Newport Beach, Calif., the company is owned and operated by nationally recognized new home, real estate and construction experts Dennis and Teresa Walsh. The Walshes have established Certified New Home Specialist™ as the No. 1 brand of training and support products for new home sales success. To learn more 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 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 2,350 independentlyowned and -operated offices with over 37,000 brokers and independent sales associates throughout the U.S and 30 other countries and territories. ERA Franchise Systems, LLC is a subsidiary of Realogy Holdings Corp.

HOMES & LAND (800) 726-6683 • www.HomesAndLand.com Homes & Land, one of the industry’s most trusted and recognized brands, offers real estate professionals a marketing solution that combines the prestige of print and a suite of digital products. With a network of 220+ magazines in communities throughout the U.S. and Canada, Homes & Land connects top agents and brokers with qualified homebuyers and sellers. Publishers provide custom advertising in an upscale magazine, global reach through HomesAndLand.com, and website partners including The Wall Street Journal, The New York Times, duPont REGISTRY and Robb Report. Visit HomesAndLand.com/Magazine-Directory to find your local publisher.

HOMES.COM (866) 697-3308 • http://connect.homes.com/ Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly! With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites.

Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HOMESMART INTERNATIONAL (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastestgrowing real estate companies in the nation with 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.

RISMedia’s REAL ESTATE September 2017 101

NATIONAL ASSOCIATION OF REALTORS®

PILLAR TO POST HOME INSPECTORS

(800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Bob Goldberg, CEO • Matt Lombardi, SVP, Marketing, Events & Alliances • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research •M arc Gould, VP, Business Specialties; Dean, Student Services, REALTOR® University • Mark Birschbach, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice.

NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success.

Visit www.nar.realtor/RealtorBenefits. NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about.REALTOR. And, for a lifetime of learning, REALTOR® University can take your career to the next level with continuing education courses, earning a designation or certification, or a Master in Real Estate degree.

Visit www.REALTORU.edu. The REALTOR® Store features print and ePublications, including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®” and the “2016 NAR Profile of Home Buyers & Sellers.” Visit www.NAR.realtor/Store.

Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

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

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.

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 14,200 offices with more than 274,500 independent sales associates doing business in 113 countries and territories worldwide.

ENGAGE WITH REALTOR.COM® (800) 878-4166 • www.realtor.com Realtor.com® is real estate’s most accurate site, with listings pulled directly from over 850 MLSs and most listings updated every 15 minutes. Homes for sale on realtor.com® only display the real listing price established between seller and broker, not inaccurate machine-generated estimates. Visit realtor.com®.

REALTORS PROPERTY RESOURCE® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members 102 September 2017 RISMedia’s REAL ESTATE

of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

REALTY EXECUTIVES INTERNATIONAL (800) 252-3366 • www.RealtyExecutives.com • Scottsdale, Ariz.

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

REALTY ONE GROUP (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.

RISMEDIA’S TOP 5 IN REAL ESTATE NETWORK® (203) 853-2167 • www.Top5inRealEstate.com RISMedia’s Top 5 in Real Estate® is a membership network of leading real estate professionals who wish to “raise the bar.” Top 5 in Real Estate is a network of select real estate professionals from throughout the U.S. and Canada who have met the Top 5 in Real Estate’s stringent series of various career qualifications and who are committed to the future development of their professional skills and services to the consumers and the communities they serve.

SELLSTATE REALTY SYSTEMS NETWORK, INC. (866) 661-3847 • JoinSellstate.com • Fort Myers, Fla. Sellstate is a revolutionary, forward-thinking real estate franchise system that brings technology and creativity to a higher level.

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

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, and 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 Prudential Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the fifth largest brokerage in the nation among the affiliate network brokers and offers residential and commercial services, seasonal rentals, property management, 104 September 2017 RISMedia’s REAL ESTATE

REO and foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001.

BERKSHIRE HATHAWAY HOMESERVICES FOX & ROACH, REALTORS® (610) 889-7705 • www.foxroach.com Now the nation’s second largest provider of total home services, Berkshire Hathaway HomeServices Fox & Roach, REALTORS® has 4,000 Sales Associates in 65 sales offices throughout the 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.

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

CENTURY 21 AWARD (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 organization providing traditional residential and commercial services, on-site mortgage, title, property management, and access to a vast network of relocation and other real estate service providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 18 locations and approximately 750 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand. It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 hand-selected brokerages in the United States.

COACH REALTORS® (800) 321-7356 x139 • www.coachrealtors.com · LP Finn, Operating Officer, LP@coachrealtors.com Coach REALTORS® is a Long Island-based, full-service real estate company with 18 office locations and over 600 sales associates serving Nassau and Suffolk counties, N.Y. Coach REALTORS® is an exclusive affiliate of Christie’s Great Estates, a division of the famed auction house, and a member of Leading Real Estate Companies of the World®, and has been recognized by Who’s Who in Luxury Real Estate for over 14 years.

COLDWELL BANKER D’ANN HARPER, REALTORS® (210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company serving the entire Greater San Antonio metropolitan area, New Braunfels, Boerne, Bandera, Kerrville, Fredericksburg and Hill Country markets, representing buyers and sellers in all phases of their transactions. Since opening in 1986, the company has become a trusted name in the real estate industry. With eight offices, over 350 sales associates and over 100 support staff, the company’s extensively trained representatives have knowledge and expertise to service all aspects of the real estate business. Core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing.

COLDWELL BANKER KAPPEL GATEWAY REALTY (844) 861-5631 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining more than $600 million in sales dollar volume in 2012 and welcoming more than 240 agents in seven offices, with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real

estate professionals.

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

FILLMORE REAL ESTATE (800) 528-6673 • www.fillmore.com Fillmore Real Estate is the New York metro area’s largest independently-owned real estate broker. Specializing in Brooklyn, Staten Island, Bronx and parts of Westchester, Fillmore has residential, commercial and rental divisions. For more information, visit us at www.fillmore.com or call us at (800) 528-6673.

FIRST TEAM® REAL ESTATE (888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately-held real estate company in Southern California with 2,000 agents and employees across 60 locations. First Team wins marketshare in any economic climate through innovation and proprietary marketing tools, and by successfully targeting the luxury market with First Team Estates®. Contact First Team today to find out how we have helped thousands of families realize their dream of homeownership— and how we can help you find yours.

GARDNER, REALTORS® (800) 566-7801 • www.GardnerRealtors.com Since 1943, GARDNER, REALTORS® continues our tradition of excellence as the leading full-service real estate company in the Southeast Louisiana and Southern Mississippi Region. The GARDNER Real Estate Family includes over 800 real estate professionals in 24 neighborhood offices that serve over 100 communities. Our professional services include residential and commercial sales and leasing, relocation and corporate services, asset management/REO and property management, plus the convenience and added value of one-stop shopping for mortgage, title and home warranty services.

We are proud to be home grown, locally-owned and internationally known. Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER, REALTORS® and The Gertrude Gardner Foundation.

GLORIA NILSON & CO. REAL ESTATE (732) 450-2300 • www.glorianilson.com Gloria Nilson & Co. Real Estate, owned by Dick Schlott, has serviced the most discerning buyers and sellers of residential real estate in New Jersey for over 35 years with more than 700 sales associates within our 23 offices throughout New Jersey and Bucks County, Pa. As an exclusive affiliate of Christie’s International Real Estate, along with our luxury lifestyle magazine, we offer our clients and associates the most cutting-edge marketing services both globally and locally. For additional information about Gloria Nilson & Co. Real Estate, please visit www.glorianilson.com.

J. ROCKCLIFF REALTORS® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff REALTORS®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in

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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™.

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PAGE TAFT (203) 453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with clients based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

PATTERSON-SCHWARTZ REAL ESTATE (877) 456-4663 • www.pattersonschwartz.com pattersonschwartz@psre.com Patterson-Schwartz Real Estate is Delaware’s largest independent REALTOR® with 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With seven offices and 350 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental, relocation services and property management.

RANDALL, REALTORS® (401) 364-3388 • www.randallrealtors.com Randall, REALTORS® has been a consistent leader in the marketing of Southern New England properties for more than 28 years.

Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating. Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, REALTORS®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

RE/MAX 440 AND RE/MAX CENTRAL (215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tom@tomskiffington.com RE/MAX 440 and RE/MAX Central is a first-class, professional real estate company. Our goal is to provide the most prompt, courteous and professional services to all our customers and clients. We are the leading RE/MAX in Pennsylvania and Delaware with the highest sales volume and transactions. RE/MAX 440/Central has 10 different offices in Bucks, Montgomery and Lehigh counties.

RE/MAX GATEWAY (703) 652-5760 • www.gateway2realestate.com The real estate market is ever changing. It takes constant evaluation, review of recent trends to forecast a potential future and education of agents through mastermind groups and real estate information exchanges. These are areas in which we excel at RE/MAX Gateway. Contact us today if you are looking to advance your career in real estate through a multitude of educational experiences and resources, or if you need real estate advice in order to make informed decisions when buying and selling houses.

YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com • URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif.

Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Tel: (855) 858-8028 (Toll Free) Email: gayleglew@firstteam.com • URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

CONNECTICUT Calcagni Real Estate 330 South Main St., Cheshire, CT 06410 Contact: Steven Calcagni, President Tel: (203) 272-1821 ext. 302 Email: Steven_Calcagni@calcagni.com • URL: www.calcagni.com Coverage Areas: New Haven County, Central Connecticut Offices: 4 • Associates: 140

Page Taft 89 Whitfield St., Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage Areas: Connecticut Offices: 3 • Associates: 60 Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 9 • Associates: 350

FLORIDA Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy., Ste. 400, Sunrise, FL 33323 Contact: Rei Mesa, CRS, CRB, President/CEO Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Email: ReiMesa@BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs Email: sharonsapp@BHHSFloridaRealty.com • URL: www.BHHSFloridaRealty.com Coverage Areas: 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans and 1031 exchange services Offices: 39 • Associates: 1,350

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100 RISMedia’s REAL ESTATE September 2017 107

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

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

MASSACHUSETTS Kinlin Grover Real Estate 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage Areas: Southeastern Massachusetts Offices: 16 • Associates: 275

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

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

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Coverage Areas: Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

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

MISSOURI Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Rd., Ste. 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 • (314) 835-6050 (Direct) Email: aignatowski@bhhsselectstl.com • URL: www.bhhsselectstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County Offices: 11 • Associates: Over 500

NEBRASKA Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation & Business Development Tel: (800) 477-7653 or (402) 547-5137 Email: Katie.adams@BHHSamb.com • URL: www.BHHSamb.com Coverage Areas: Omaha and Lincoln Metropolitan Area, including Omaha, Bellevue, Ralston, LaVista, Papillion, Gretna, Elkhorn, Fremont, Lincoln, Council Bluffs and surrounding communities

NEVADA Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Ste. 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com • URL: www.BHHSNV.com Coverage Areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050

NEW JERSEY Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, VP, Relocation/REO Services

Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: (877) 388-7866 Email: info@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County, Ocean County and Middlesex County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 18 · Associates: 375 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NEW YORK Coach REALTORS® 66 Gilbert St., Northport, NY 11768 Contact: Jose Matos, Inbound Referral Coordinator Tel: (800) 321-7356 ext. 138 Email: jmatos@coachrealtors.com URL: www.coachrealtors.com/buying-and-sellin/relocation.cfm The Coach REALTORS® Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators: Jose Matos, Kathy Brandofino and Roseanne Tourto. These three professionals draw upon more than 50 years of combined relocation experience in order to make the client transition a comfortable one.

Offices: 19 • Associates: 650+

Coldwell Banker Prime Properties 10 Osgood Ave., Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax: (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Associates: 500 Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com • URL: www.fillmore.com Coverage Areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

NORTH CAROLINA Coldwell Banker Advantage 7610 Six Forks Rd., Ste. 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation & Referral Services Tel: (800) 274-5345 • (919) 846-3330 (Direct) Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 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+

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Lusk & Associates Sotheby’s International Realty 100 Foxshire Dr., Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com • URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania Offices: 1 • Associates: 40

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: 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 440 and RE/MAX Central 701 West Market St., Perkasie, PA 18944 Contact: Tom Skiffington, Broker/Owner • Tel: (215) 453-7653 or (215) 643-3200 Email: tom@tomskiffington.com URLs: www.pahomesforsale.com • www.lehighvalleyrealestate.com Coverage Areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

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

RHODE ISLAND Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

SOUTH CAROLINA Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Dr., Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, (864) 678-5244, ktaylor@cdanjoyner.com, Jo Anne Conner, Network Mgr., (864) 678-5227, jconner@cdanjoyner.com, URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 10 • Associates: 400+

TEXAS Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Pkwy., Ste. 301, San Antonio, TX 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Tel: (800) 521-1408 (Toll Free) • (210) 483-7035 (Direct) Email: ppoitevent@cbharper.com • URL: www.cbharper.com Coverage Areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas Offices: 8 • Associates: 350+

VIRGINIA CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+

110 September 2017 RISMedia’s REAL ESTATE

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

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

National Association of REALTORS®............................8, 27

American Home Shield................................................. IFC

National Association of REALTORS® Global.................111

Asian Real Estate Association of America (AREAA)....58

National Association of Women in Real Estate Businesses (NAWRB).................................45

Berkshire Hathaway HomeServices.............................. IBC Buyside..............................................................................48

The Personal Marketing Company..........................65, 86

Century 21 Real Estate LLC...............................................1

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

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

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

Create for the Human...................................11, 31, 67, 88

Realty Executives............................................................BC

Engel & Völkers.................................................................29

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

Homes & Land..................................................................68

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

Homes.com........................................................................7

Resort and Second-Home Property Specialist (RSPS) Certification......................................................................... 42

HomeSmart International.....................................................25 HouseCanary............................................................................ 5

RISMedia’s Automated Content Engagement (ACE).....................................................................9, 46, 74-75

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

RISMedia’s Top 5 in Real Estate Network®.....................98

Leading Real Estate Companies of the World ...........20-21

Weichert Real Estate Affiliates, Inc.................................54

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................39

Workman Success Systems........................................73, 77

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The Only Constant is Change

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Get prepared to help international clients in today’s constantly shifting global landscape.

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{re: Real Estate} Making a Year-Round Commitment to REALTOR® Safety

E

ach September, the National Association of REALTORS® (NAR) observes REALTOR® Safety Month. This is an excellent opportunity for all

REALTORS® to reflect on the importance of staying safe on the job, while embracing a commitment to follow good safety practices throughout the year.

Sadly, incidents involving the personal safety of real estate professionals continue to occur every day.

As a broker, you’re in a unique position to provide safety leadership for your agents—a role that can make a notable difference in the knowledge, awareness, and ultimately, the safety of every person in your office, as well as your clients. NAR has a number of resources to simplify and support your efforts.

Several of NAR’s newest and most popular safety tools include: REALTOR® Safety webinars – Each April and September, NAR hosts a free webinar for members. This September, in conjunction with REALTOR®Safety Month, the commitment to spread the word on safety has been expanded to include two programs with safety experts exploring timely topics: Safety: Do This Now Presented by: Andy Tolbert When: Wednesday, September 20 at 1:00 p.m. CST Stay Safe by Building Better Business Relationships Presented by: Tamara Suminski When: Wednesday, September 27 at 1:00 p.m. CST

derstand the safety risks REALTORS® might face, while helping brokerages benchmark their efforts and identify resources, as well as areas for improvement in their safety protocols. To view the latest survey findings, visit www.NAR.realtor/Safety.

NEW! NAR Safety Reimbursement Grant Program – Introduced this year, the grants provide funding assistance, up to $2,500, to state and local REALTOR® Associations to help implement a Safety Program or initiative for their members, and to encourage ongoing awareness of REALTOR® Safety.

Although grant recipients for 2017 have been selected, the 2018 grant application process will open in the first quarter of 2018. Make sure your state and local associations are aware of the program and apply next year.

Visit www.NAR.realtor/Safety/Grant.

Social media safety tips – Each week, NAR’s official Twitter, Facebook and Instagram pages post a new safety tip in the form of a shareable visual graphic. Follow NAR (@nardotrealtor), or search for #RealtorSafety, to capture and share these tips for your agents.

Does Your Office Have a Safety Plan?

According to NAR’s 2016 Member Safety Report, less than half of NAR members said their office has standard procedures for agent safety, and another 28 percent responded, “I don’t know.” If your office hasn’t instituted safety procedures, start now. Even if you do have procedures in place, now is the time to make sure everyone is informed and following them. The time to prepare is before someone becomes a victim.

These important topics are in addition to nearly 20 other safety webinars archived online, covering a wide variety of issues related to data security and cyber safety; open houses, foreclosures, vacant homes; and personal safety. Visit www.NAR.realtor/Safety/Webinars.

NAR has also developed several office safety forms, which can be downloaded and customized. You will find them at www.NAR.realtor/Safety under “Resources for Associations and Brokerages.”

2017 Member Safety Report – Each year, NAR surveys members on professional or work-related situations that prompted fear, their use of self-defense weapons and safety apps, and proactive safety procedures in their brokerage. The goal of the report is to measure and un-

Additional Safety Resources The resources mentioned here reflect a fraction of the tools developed by NAR to support your efforts. To access all of NAR’s safety resources, visit www.NAR.realtor/Safety. RE

112 September 2017 RISMedia’s REAL ESTATE

GROW YOUR CAREER WITH GROWTH EXPERTS. Join the fastest-growing real estate network in the U.S. and see what the Berkshire Hathaway HomeServices name can do for your career.

Residential • Commercial ©2017 BHH Affiliates, LLC. Real Estate Brokerage Services are offered through the network member franchisees of BHH Affiliates, LLC. Most franchisees are independently owned and operated. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Information not verified or guaranteed. If your property is currently listed with a broker, this is not intended as a solicitation. Equal Housing Opportunity.

BHH Affiliates, LLC, 18500 Von Karman, Suite 400, Irvine, California 92612 (949) 794-7900. For New York Residents: This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. For Minnesota Residents: BHH Affiliates, LLC is registered in the State of Minnesota, Registration number F-7072.

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