Articles http://realtormag.realtor.org/articles en 5 Ways to Attract (and Keep) a Great Staff http://realtormag.realtor.org/for-brokers/network/article/2017/08/5-ways-attract-and-keep-great-staff <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> The employees in your real estate office should be an asset to your bottom line. But that starts with good leadership from the broker or manager. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, August 18, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/marc-gordon">Marc Gordon</a> </div> </div> </div> <!--paging_filter--><p>According to a 2015 Gallup poll, 50 percent of employees leave their job because of their bosses. However, employees can leave for a number of other reasons, such as opportunity, better pay, or more responsibility. Regardless, attracting and retaining a quality staff for your brokerage is not only good for the bottom line, it&rsquo;s good for customer service. Here are five ways to best attract and retain great employees.&nbsp;</p> <ul> <li><strong>Be a coach, not a dictator.</strong>&nbsp;We all know being a manager or owner is not an elected position. Maybe that&rsquo;s why so many managers are prone to bark orders and rely on negative reinforcement. Instead, become a coach. Team coaches are still the boss, but understand that like athletes, staff need to be instructed, encouraged, praised, appreciated, and, when necessary, disciplined. The key is to prioritize your energy towards the positive tasks first.<br /> &nbsp;</li> <li><strong>Be flexible &hellip; to a point.</strong>&nbsp;Regardless of what some bosses think, employees do not live to work. They have lives outside of the company. A sick parent, a dentist appointment, or a child&rsquo;s class field trip can all conflict with a preset work schedule. Setting policies that give freedom within established boundaries can reduce stress and allow staff to better focus on their jobs when at the office.<br /> &nbsp;</li> <li><strong>Understand the job.</strong>&nbsp;Managers often have a hard time understanding what employees go through on a daily basis, especially if it&rsquo;s a job they&rsquo;ve never held themselves. Communicating with customers, developing new marketing initiatives, and managing the transaction are all important roles staff members can play in a real estate company. Understanding employees&rsquo; daily tasks will result in more empathetic and thoughtful managers.<br /> &nbsp;</li> <li><strong>Be a problem solver.</strong>&nbsp;Managers need to understand that they and their staff are all on the same team. And anyone who feels part of a team naturally wants to contribute more. Helping staff solve work-related problems not only reduces down time but can also present opportunities for ineffective processes and procedures to be updated.<br /> &nbsp;</li> <li><strong>Empower others.</strong>&nbsp;Employees who are not sure what they are allowed to say will always say no. This can result in angry customers, lost sales, or missed opportunities. Staffers that are empowered to make decisions within a framework of guidelines will usually make the right ones. Empowerment will also lead to pride and ownership of their positions&mdash;two traits that employees will likely not want to give up.</li> </ul> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>The employees in your real estate office should be an asset to your bottom line. But that starts with good leadership from the broker or manager.</p> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/07/how-foster-positive-office-environment">How to Foster a Positive Office Environment</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/06/how-create-your-office-policy-manual">How to Create Your Office Policy Manual</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/05/managing-faster-expected-growth">Managing Faster-Than-Expected Growth</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2017/01/thriving-in-reputation-based-economy">Thriving in a Reputation-Based Economy</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 18 Aug 2017 20:36:41 +0000 echristoffer 23828 at http://realtormag.realtor.org Using Amazon’s Alexa for Real Estate Training http://realtormag.realtor.org/for-brokers/network/article/2017/08/using-amazon-s-alexa-for-real-estate-training <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> The technology is being programmed to offer education, training, and coaching alternatives to traditionally live classroom instruction. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, August 16, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/doug-devitre">Doug Devitre</a> </div> </div> </div> <!--paging_filter--><p>Real estate professionals typically have to be in a classroom in order to partake in necessary company trainings or continuing education classes. But that&rsquo;s not the case anymore. I&rsquo;ve been working on programming Amazon&rsquo;s Alexa, an artificial intelligence personal assistant, with skills that include <a href="https://www.amazon.com/Doug-Devitre-International-Inc-Estate/dp/B07416QHHZ" target="_blank">real estate terms</a>, <a href="https://www.amazon.com/Doug-Devitre-International-Inc-Office/dp/B073P9Z2RW" target="_blank">office policies</a>, <a href="https://www.amazon.com/Doug-Devitre-International-Inc-Smarts/dp/B06XXMH7SC" target="_blank">educational quizzes</a>, <a href="https://www.amazon.com/Doug-Devitre-International-Inc-Council/dp/B0747ZB4SZ/ref=redir_mobile_desktop?_encoding=UTF8&amp;dpID=61L4gLbmueL&amp;dpPl=1&amp;keywords=womens%20council%20alexa&amp;pi=AC_SX236_SY340_QL65&amp;qid=1501729265&amp;ref=plSrch&amp;ref_=mp_s_a_1_1&amp;sr=8-1" target="_blank">Women&rsquo;s Council of REALTORS&reg;</a>, and other functions for brokerages.</p> <p>Alexa is commanding a significant share of the market for voice-enabled assistants&mdash;as much as 82 percent compared to Google Assistant, Apple&rsquo;s Siri, and Microsoft Cortana, according to a recent survey by <a href="https://www.voicebot.ai/2017/06/23/amazon-alexa-82-percent-smart-speaker-market-share/" target="_blank" title="Voicebot.ai Voice Enabled Assistant Market Share 2017">Voicebot.ai</a>. Not only will Alexa help with training agents, it can serve as an on-the-go resource.</p> <p>Real estate practitioners need to be able to pull up answers fast and be prepared when customers have specific questions. Agents can also use Alexa as they&rsquo;re commuting between appointments to locate an mp3 file from their sales coach, for instance.</p> <p>The AI device gives real estate companies the ability to structure categorical, sequential, and rote knowledge on demand so that agents are better prepared to serve today&rsquo;s &ldquo;information now&rdquo; customer. Brokers can simply log into their Amazon account, enable the skill, and start asking Alexa about the same topics they use to educate their agents in a typical training course.</p> <p>I firmly believe this is the start of a revolution in training delivery for real estate. It&rsquo;s up to the forward-thinking real estate brokers to start transferring their expertise to a user-friendly technology that recognizes the sound of their own voice.</p> <p>There are recent claims that artificial intelligence will dramatically decrease the number of real estate professionals in the industry. I disagree. Alexa will never replace a real estate agent in the transaction; it will only enhance the customer&rsquo;s experience.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>The technology is being programmed to offer education, training, and coaching alternatives to traditionally live classroom instruction.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_echo.jpg" type="image/jpeg; length=135318">aug17_BB_echo.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_echo_0.jpg?1502920444" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_LP_BB_echo.jpg?1502920470" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/daily-news/2017/08/03/amazon-s-alexa-adds-more-real-estate-skills">Amazon’s Alexa Adds More Real Estate Skills</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/04/5-office-uses-for-ai-voice-assist-devices">5 Office Uses for AI Voice-Assist Devices</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/04/business-benefits-voice-assist-devices">Business Benefits of Voice-Assist Devices</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/07/everyday-tech-for-your-brokerage">Everyday Tech for Your Brokerage</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Wed, 16 Aug 2017 21:07:47 +0000 echristoffer 23814 at http://realtormag.realtor.org Changes to MLS Policy Under Consideration http://realtormag.realtor.org/news-and-commentary/briefs/article/2017/08/changes-mls-policy-under-consideration <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Weigh in on the discussion topics for the next MLS Technology and Emerging Issues Advisory Board meeting. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, August 9, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/rick-harris">Rick Harris</a> </div> </div> </div> <!--paging_filter--><p>Twice a year, NAR&rsquo;s MLS Technology and Emerging Issues Advisory Board gets together to consider the major issues confronting MLSs, so as to make their meeting &mdash; scheduled this year for Aug. 28 and 29 in Chicago &mdash; as productive as possible. These discussions will help determine whether the Advisory Board should recommend action to the Multiple Listing Issues and Policies Committee when it meets at the 2017 REALTORS&reg; Conference &amp; Expo this November.</p> <p>Here&rsquo;s what the group will be discussing this month:</p> <ul> <li>The importance of sustainable homeownership and the role of the MLS.</li> <li><strong>Possible changes to MLS Policy Statement 7.42 on the jurisdiction of association MLSs</strong>: This would allow greater flexibility in service structures for the purpose of encouraging innovation and recognizing different business models. Under the proposed concept, agents would be given the choice to subscribe to any MLS in which their broker is a participant, and MLSs would only be allowed to assess fees based on the number of licensees affiliated with the broker who choose to subscribe to the MLS. <a href="https://www.nar.realtor/policy/discussion-of-mls-policy-statement-742-jurisdiction-of-association-multiple-listing-services" target="_blank">Learn more and provide feedback here</a>. &nbsp;</li> <li><strong>Determining what, if anything, should be done about &ldquo;coming soon&rdquo; marketing</strong>: Policies dealing with prelisting and off-MLS marketing practices are being developed all around the country. The advisory board will examine several different examples of local efforts to address &ldquo;coming soon&rdquo; listings to determine what, if any, national resources or information should be made available. Please share your local &ldquo;coming soon&rdquo; rules and concerns with the advisory board by sending them to <a href="mailto:MLS@realtors.org">MLS@realtors.org</a>.</li> <li><strong>Developing more flexible education options</strong>: Currently MLS policy only requires remote training opportunities for continuing education. The advisory board will discuss possible changes to embrace new technology as part of qualifying for MLS participation.</li> <li><strong>Increasing the number of years of sold data that must be made available</strong>: Currently, IDX policy mandates that the past three years of data be made available at a minimum. This change could include a fixed date within the past seven years, after which all sales information maintained by the MLS would be available in IDX data feeds for display at the discretion of MLS participants.</li> <li><strong>Increasing the minimum number of results that surface in response to consumers&rsquo; online property searches</strong>:&nbsp;Current IDX and VOW policies mandate a minimum of one hundred listings or 5 percent of the listings in the MLS (whichever is less); this policy proposes to increase that number to five hundred listings or 50 percent of the listings in MLS (whichever is less).</li> </ul> <p>We&rsquo;d love to hear what you think about these technology issues and others facing MLSs. Please leave a comment below to join the conversation, or send questions and comments about the topics above to <a href="mailto:MLS@realtors.org">MLS@realtors.org</a>.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Weigh in on the discussion topics for the next MLS Technology and Emerging Issues Advisory Board meeting.</p> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Briefs Wed, 09 Aug 2017 20:58:38 +0000 mwhite 23773 at http://realtormag.realtor.org Sales Skills You Need to Rise Above Status Quo http://realtormag.realtor.org/sales-and-marketing/relationship-management/article/2017/08/sales-skills-you-need-rise-above-status- <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Becoming an “agile” salesperson requires rejecting old routines as “the way you must always do things.” </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, August 8, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/melissa-dittmann-tracey">Melissa Dittmann Tracey</a> </div> </div> </div> <!--paging_filter--><p>&ldquo;Agility&rdquo; isn&rsquo;t a term applicable only to athletes. The ability to react quickly and change directions on a dime also aids real estate professionals in winning over more clients and staying ahead of industry trends. But to embrace this mindset, you can&rsquo;t be afraid to go off script or challenge traditional sales performance goals. An agile salesperson has the flexibility to react to what&rsquo;s in front of him or her at the moment.</p> <p>Sales coach Jill Konrath, author of <a href="https://www.jillkonrath.com/agile-selling" target="_blank"><em>Agile Selling</em></a> (Penguin, 2014), defines agility in the sales sense as the ability to get up to speed and adapt to changing conditions rapidly. For busy practitioners, this seems like a natural fit; in many ways, you already are agile. But many put their focus on the end goal of a sale rather than the skills that lead to a sale, Konrath says. &ldquo;It&rsquo;s important to stop accepting old routines as the way you must always do things. Challenge yourself: Could I do better in my prospecting? Or how could I better my networking? How else can I assure that clients choose me? It&rsquo;s all about opening yourself up to new ideas and a fresh way of thinking.&rdquo;</p> <p>One way to achieve sales agility is to use real-time digital communications, leveraging social media and the web to increase your responsiveness, says David Meerman Scott, an online marketing strategist and author of <a href="http://www.davidmeermanscott.com/books/the-new-rules-of-sales-and-service/" target="_blank"><em>The New Rules of Sales and Service</em></a> (Wiley, 2014). In many ways, it&rsquo;s about changing your mindset, but there are some actionable steps you can take to improve your sales agility.</p> <blockquote> <p><strong>Action Steps</strong></p> <ul> <li><strong>Find a mentor.</strong> Choose someone who exemplifies what is in your ability to achieve. &ldquo;Look at someone who is a little better than you to help you learn,&rdquo; Konrath says.</li> <li><a href="https://www.nar.realtor/designations-and-certifications" target="_blank"><strong>Earn a real estate designation</strong></a><strong>.</strong> The National Association of REALTORS&reg; has many curriculum options to learn a new skill, or you can <a href="https://realtoru.edu/academics/core-curriculum/" target="_blank">take a course through REALTOR&reg; University</a>.</li> <li><strong>Attend industry conferences and seminars.</strong> It&rsquo;s an opportunity to discover a topic you&rsquo;re interested in and network with like-minded professionals.</li> </ul> </blockquote> <p><strong>1. Always be in learning mode.&nbsp;</strong>Konrath says the ability to process and adapt to new information is the backbone to an agile selling mindset. Real estate pros are bombarded with change, from home buyers&rsquo; rapidly shifting preferences to new technology and products claiming to be the next industry game-changer. Every individual transaction poses new challenges, too. All of that can make you feel overwhelmed. How will you ever get ahead?</p> <p>The key is to educate yourself one focus area at a time, Konrath says. In real estate, you might choose to focus on learning more about your area&rsquo;s green home market or new-home construction, developing your knowledge of a niche market. Alternatively, you could focus on lead generation and <a href="/technology/feature/article/2017/03/how-hack-better-crm">finding a new contact management system</a> to respond more quickly to leads. Look at every step of your sales process and find a key area of growth for yourself.</p> <p>&nbsp;</p> <blockquote> <p><strong>Action Steps&nbsp;</strong></p> <ul> <li><strong>Customize your messaging.</strong> &ldquo;Ask better questions, challenge brush-offs, and build a case for change,&rdquo; Konrath says.</li> <li><strong>Don&rsquo;t shrug off tough questions.</strong> If you don&rsquo;t know the answer, find out the client&rsquo;s motivation for asking.</li> <li><a href="/tool-kit/article/follow-up-tool-kit"><strong>Follow up post-transaction</strong></a><strong>.</strong> Send a survey, make a phone call, or request a meeting to elicit more feedback about your performance.</li> </ul> </blockquote> <p><strong>2. Listen to your clients more closely.&nbsp;</strong>Each client may require a slightly different approach to customer service. During your initial consultation, have a conversation with customers that will yield knowledge about their <a href="/sales-and-marketing/feature/article/2015/07/single-most-revealing-sales-question">motivations for buying or selling</a>. Then you can determine which items are most actionable for the client, which will help you steer the conversation to a more productive place.</p> <p>&ldquo;Be careful not to use it as an interrogation,&rdquo; Konrath says.&nbsp;&ldquo;Get a more in-depth understanding of your buyers&mdash;how they think and what factors go into their decision-making process. This gives you greater insight into how you can deal with and serve them better by focusing on what matters most to them.&rdquo;</p> <p>&nbsp;</p> <blockquote> <p><strong>Action Steps&nbsp;</strong></p> <ul> <li><strong>Try &ldquo;</strong><a href="http://www.newsjacking.com" target="_blank"><strong>newsjacking</strong></a><strong>.&rdquo;</strong> Share a newsworthy real estate story and add your spin to it, Scott says. For example, add your own commentary to a report on mortgage rates, explaining how they impact affordability in your market. &ldquo;This approach says I&rsquo;m an expert in this particular field and can provide context for my local area,&rdquo; Scott says.</li> <li><strong>Communicate the way your clients prefer.</strong>&nbsp;Respond using the medium your clients use, whether it&rsquo;s via text or Facebook Messenger. Ensure your email signature and business card notes multiple ways to reach out to you.</li> <li><strong>Showcase more content on the web.</strong> Help clients find you when they start an online home search. Generate YouTube videos, Instagram photos, and blog content on topics they&rsquo;re looking for. <a href="/for-brokers/network/article/2016/08/make-most-your-real-estate-blog">Include a call to action</a>.</li> </ul> </blockquote> <p><strong>3. Operate in real time.&nbsp;</strong>Instant responses and messaging are important for achieving sales agility. Consumers are holding off longer before contacting you while doing more independent research online. They don&rsquo;t need your help to narrow their real estate options. (Fifty-six percent of home buyers ages 36 and younger and 50 percent ages 37 to 51 say they found their home through the internet, according to NAR&rsquo;s <a href="https://www.nar.realtor/sites/default/files/reports/2017/2017-home-buyer-and-seller-generational-trends-03-07-2017.pdf" target="_blank">2017 Home Buyer and Seller Generational Trends</a> report.) But they still turn to you for help in completing the transaction. (The same NAR study found that working with a real estate agent remains consumers&rsquo; most used method for purchasing a home.)</p> <p>Nevertheless, buyers are now in charge, Scott says. They decide when to reach out, and they expect instant responses from you. &ldquo;Because of the tools that we have available today, we can find out what&rsquo;s going on right now and be able to communicate instantly,&rdquo; Scott adds. For example, if you know that a client has downloaded a home staging white paper on your website, you can frame the conversation around that topic. Consumer behavior on your site can inform further interactions that meet their needs.</p> <p>&nbsp;</p> <blockquote> <p><strong>Action Steps&nbsp;</strong></p> <ul> <li><strong>Set self-improvement goals.</strong>&nbsp;&ldquo;If you&rsquo;re driven by performance-based goals are your primary drivers, your self-worth will be tied up in achieving them,&rdquo; Konrath says. Instead, self-improvement goals focus on acquiring new skills.</li> <li><strong>Take action after failure.</strong> If prospects aren&rsquo;t responding to an email, experiment with different subject lines to see if that changes the open rates. To get solutions, you have to proactively ask for advice, Konrath says. &ldquo;That&rsquo;s the only way you can solve problems.&rdquo;</li> </ul> </blockquote> <p><strong>4. Think differently about challenges.&nbsp;</strong>&rdquo;Failure is your route to success,&rdquo; Konrath says. It&rsquo;s also another cornerstone to agile selling. &ldquo;Any time you&rsquo;re in a sales environment, you&rsquo;re going to have failures, and people can quickly get discouraged. But instead of being bogged down in that failure, consider what you can do differently. What input can you gather to get better? Use it as a learning experience.&rdquo;</p> <p>It&rsquo;s better for your overall mental health, too. Konrath points to neuroscience research that shows when you make a mental shift to view obstacles as opportunities, your brain suddenly feels re-energized. You&rsquo;ll be more apt to scan your environment, looking for insights that might be useful.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Becoming an &ldquo;agile&rdquo; salesperson requires rejecting old routines as &ldquo;the way you must always do things.&rdquo;</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_SM_agile.jpg" type="image/jpeg; length=175453">aug17_SM_agile.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_SM_agile_0.jpg?1502202040" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_LP_SM_agile.jpg?1502202064" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/relationship-management/article/2017/06/8-ways-make-yourself-more-likable-agent">8 Ways to Make Yourself a More Likable Agent</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/relationship-management/article/2017/01/working-through-clients-unease">Working Through Clients’ Unease</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/relationship-management/article/2017/02/what-do-next-after-losing-listing">What to Do Next After Losing a Listing</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Relationship Management Fri, 04 Aug 2017 18:52:29 +0000 gwood 23752 at http://realtormag.realtor.org Fostering a Love for Real Estate http://realtormag.realtor.org/for-brokers/network/article/2017/08/fostering-love-for-real-estate <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> A team leader in Lansing, Mich., has found a niche among people she truly understands, and she wants to help other real estate professionals do the same. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, August 2, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>While most 16-year-olds work at a fast food restaurant or babysit part-time, Alexis Craig was changing out locks on homes, hiring contractors to fix up properties, and doing administrative work for a small property preservation company in Lansing, Mich. Her boss at the time was handling bank-owned homes and teaching her about REOs along the way. As a high school junior, Craig understood guidelines for homes owned by the Federal Housing Administration, Fannie Mae, and Freddie Mac, and how to file forms and paperwork. She learned the system inside out, and by the time she graduated, she was freelancing her REO skills for real estate companies across the country.</p> <p>Craig knew exactly what she wanted to do at an early age: Own her own real estate business. She also married young&mdash;at the age of 18&mdash;to her high school sweetheart, Alex. She went to Wayne State University in Detroit for a year, then Henry Ford College in Dearborn, Mich., but she says she wanted more. Craig hit a point where her freelance work wasn&rsquo;t satisfying. She lost the passion for the daily tasks. That&rsquo;s when she moved back to Lansing, became a licensed agent, and established the Mocha Homes team at Exit Realty Home Partners. &ldquo;It was a natural step for me, especially with my previous knowledge on the REO side of things,&rdquo; Craig says. &ldquo;I care a lot about people.&rdquo;</p> <p>Craig is the type of person who&rsquo;ll have long conversations with strangers. She asks people about their day&mdash;and she&rsquo;s genuinely interested. She doesn&rsquo;t treat clients like paychecks. How could she when a large percentage of her buyers are foster parents?</p> <p>Growing up, her grandmother owned Christian Cradle Inc., an adoption agency in Lansing. Her dad was raised in a household that, at any given time, had about four foster kids. In total, he had 36 foster brothers and sisters during his childhood, and three of his brothers were adopted by his parents. Foster care became a standard practice in Craig&rsquo;s family; her parents fostered as well.</p> <p>&ldquo;Fostering and adoption are a normal part of my life. I grew up with it. You get married and you foster. That&rsquo;s how it goes; that&rsquo;s life,&rdquo; she says. So when she and her husband settled down in Lansing, they, too, planned to become foster parents. &ldquo;My husband jokes that it was part of our marriage contract,&rdquo; she says. The pair became licensed foster care providers in the spring of 2016 at the same time Craig was working to establish her residential real estate business. Since then, they&rsquo;ve taken in three children and currently have a 6-month-old boy in their home. But the experience was isolating in a way she didn&rsquo;t expect.</p> <p>&ldquo;After becoming a foster parent, we just had this sense of being outsiders&mdash;that no one understood us or could see where we&rsquo;re coming from,&rdquo; Craig says. &ldquo;People say, &lsquo;You&rsquo;re doing a great thing. I could never do it.&rsquo; How do you respond to that?&rdquo;</p> <p>Children come into their home for a few months at a time, but the love doesn&rsquo;t go away after they leave. The couple knew that going into it. But some people expect foster care to lead to adoption. That&rsquo;s where the conversations get tough. &ldquo;We do it because we want to provide a safe, loving home for a child,&rdquo; she says. &ldquo;In foster care, the goal is reunification. And if it&rsquo;s not reunifying with the birth parents, it&rsquo;s unifying through guardianship with another family member. The last option is adoption.&rdquo;</p> <p>Because foster parents are highly misunderstood people, Craig found herself in a unique position where she could help a very specific real estate market niche: people who are in the same situation she&rsquo;s in.</p> <p>Many foster parents have three or four children in their home at any given time. They also usually have more doctor appointments than the typical family. There&rsquo;s therapy appointments, court hearings, team meetings, and home studies, which all add up and make foster parents&rsquo; lives extremely busy. If they&rsquo;re looking for a home, they likely need a little extra attention from their agent. A couple with one child may need a five-bedroom home, or a home with flexible space for recreation and living areas. And many of her clients need help at odd hours of the day.</p> <p>Craig also knows what foster families need in a home: a two-story house, for example, needs a fire escape, the water heater can only go up to a certain temperature, bedrooms need to meet a required size, and the appropriate fire alarm system needs to be installed. When it comes to putting in an offer, the family has to let the foster agency know 30 days before the move so they can receive the necessary approvals on the house.</p> <p>About 50 percent of Craig&rsquo;s database are foster parents, and she&rsquo;s building the business she always wanted. &ldquo;Ever since I was 16, I&rsquo;ve been working independently, and I liked the freedom,&rdquo; she says. &ldquo;It&rsquo;s nice to know I determine the outcome of what I want and my results.&rdquo;</p> <p>Craig now wants to empower other real estate pros. She currently has a marketing assistant but plans to start growing her team to include other agents who focus on their own niches. &ldquo;For me, that 9-to-5 job wasn&rsquo;t what I wanted. I never wanted my potential to be set by someone else,&rdquo; Craig says. &ldquo;Once I get my systems up and going, I want other agents to take on some of the business. I can help them be the [agents] they want to be.&rdquo;</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>A team leader in Lansing, Mich., has found a niche among people she truly understands, and she wants to help other real estate professionals do the same.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_love_re.jpg" type="image/jpeg; length=193674">aug17_BB_love_re.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_love_re_0.jpg?1501880066" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_LP_BB_love_re.jpg?1501880057" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/05/brokers-purple-hair-have-more-fun">Brokers With Purple Hair Have More Fun</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/01/niche-spotlight-deaf-community">Niche Spotlight: The Deaf Community</a> </div> <div class="field-item odd"> <a href="/commercial/slideshow/2016/07/which-commercial-niche-right-for-you">Which Commercial Niche Is Right for You?</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 04 Aug 2017 00:08:00 +0000 echristoffer 23744 at http://realtormag.realtor.org Should New Agents Join a Team or Go Solo? http://realtormag.realtor.org/sales-and-marketing/my-first-year/article/2017/08/should-new-agents-join-team-or-go-solo <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> For rookies in real estate, both paths can lead to long-term success. Two experienced agents explain the pros and cons of each. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, August 8, 2017</span> </div> </div> </div> </fieldset> <!--paging_filter--><p>A critical decision all new real estate professionals must make when they join the business is whether they want to establish themselves as an individual agent or as part of a team. Neither choice necessarily presents a smoother road to success than the other. It depends on what&rsquo;s most important to you. If you crave a strong support system to help you get up and running, you probably want to join a team. But if you thrive on being independent&mdash;and you want to keep as much of your commission as possible&mdash;you may want to fly solo. Two agents who chose opposite paths explain the benefits and drawbacks of each.</p> <p><a href="#textversion">(text version)</a></p> <p><img alt="Team (Toni) Vs. Solo (Peter)" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_aug/team_vs_solo.png" style="width: 620px; height: 1800px;" /></p> <hr /> <p><a name="textversion"><em>Text Version:</em></a></p> <h4>Team</h4> <p><strong>Toni Carone, SFR</strong><br /> <em>Long &amp; Foster Real Estate</em><br /> <em>Martinsburg, W.V.</em></p> <p>I fell into real estate during college. While studying business and marketing, I started working part-time for a REALTOR&reg; association. After graduation, I decided to obtain my real estate license, and then the real estate boom hit. I started getting recruited by all of the top-producing teams in my area, just as the concept of real estate teams was taking off. I finally chose a team and have been with them for 12 years.</p> <p><strong>The Pros</strong></p> <ul> <li><strong>Some expenses are paid for you.</strong> This can include association dues, license, company, and MLS fees, marketing expenses, educational courses, and business cards. As a new agent, these costs can add up quickly, and having a team to help offset some of the expenses is helpful.</li> <li><strong>You don&rsquo;t have to generate all your own leads.</strong> Teams usually have a lead generation system already in place, and the leads are simply assigned to you. This saves you time and money digging up more business.</li> <li><strong>You can collaborate to solve issues or assist clients.</strong> With a team, you have a variety of people working with you, and because of their different backgrounds and experiences, they can help you approach challenges during a transaction in multiple ways.</li> <li><strong>Marketing is done for you.</strong> You don&rsquo;t have to focus your time on becoming a professional-grade listing photographer or designing the best brochures. Teams usually have support staff to do these tasks for you.</li> <li><strong>You can specialize in one aspect of the transaction.</strong> What if you only want to work with buyers, or maybe just sellers, or be more like help behind the scenes in more of an admin support role?</li> </ul> <p><strong>The Cons</strong></p> <ul> <li><strong>You don&rsquo;t control your own branding.</strong> You will always be associated with your team and will have to market yourself under the team name and logo.</li> <li><strong>You get a lesser portion of the commission.</strong> The splits are usually lower because you have to share earnings with your team members and support staff.</li> <li><strong>You&rsquo;re only as strong as your weakest team member.</strong> Perhaps one of your team members is known for being too aggressive with their sales pitch, or maybe they&rsquo;re lazy and make a lot of mistakes. That&rsquo;s eventually going to reflect on you and the rest of the team. You&rsquo;re no longer responsible only for yourself.</li> <li><strong>You don&rsquo;t have autonomy to implement your ideas.</strong> If you have an idea for a new way to sell or a new system to use, it must fit the team&rsquo;s business model or it won&rsquo;t work. In other words, you lose your voice on how the business should be run.</li> <li><strong>Not fitting into the team culture is a deal-breaker.</strong> You&rsquo;ll have to deal with your team members&rsquo; personalities on a daily basis and adjust to them. You can&rsquo;t let conflicts arise over who is getting which leads and who appears to be more successful. If you&rsquo;re on it for the good of the team as a whole, you&rsquo;ll be asked to leave.</li> </ul> <h4>Solo</h4> <p><strong>Peter Murray, ABR, PSA</strong><br /> <em>RE/MAX Results</em><br /> <em>Frederick, Md.</em></p> <p>I got into real estate because I wanted to be an entrepreneur, not someone&rsquo;s employee. So I decided to go it alone as an individual agent, and I believe I&rsquo;m a stronger practitioner for it. I&rsquo;ve learned so much about myself, including that I have the drive to succeed on my own&mdash;a sense of pride I&rsquo;m not sure I would have gotten as a member of a team.</p> <p><strong>The Pros</strong></p> <ul> <li><strong>You can market with your own flair.</strong> You&rsquo;re in charge of your brand and can craft your messaging exactly the way you want it instead of having to get approval from your team.</li> <li><strong>You can serve clients the way you want.</strong> Think you can provide a higher level of personalized service than your colleagues? On a team, you have to accept the way your teammates work, even if you have higher standards. As an individual agent, I can give my clients extra-special attention, and I have more time to educate them on the buying or selling process.</li> <li><strong>You can set your own schedule.</strong> You&rsquo;re not being assigned to certain client meetings or showings at certain times by a team leader. You can decide for yourself when you want to work, and because of that, I&rsquo;ve devised a schedule that gives me more time with my family.</li> <li><strong>You make more in commission.</strong> I split my commission with only one person: my broker.</li> <li><strong>You have more career options.</strong> Because I&rsquo;m not already locked into a team, I can decide to start my own team with my own rules, become a broker, or continue to grow my business as an individual agent.</li> </ul> <p><strong>The Cons</strong></p> <ul> <li><strong>It takes longer to get started.</strong> You have to find your own resources, which means it may be a while before your business grows large enough to sustain itself. Joining a team provides a jumpstart you don&rsquo;t get as an individual agent.</li> <li><strong>No one can cover for you when you&rsquo;re unavailable.</strong> If you want to take a vacation, have an unexpected family emergency, or need to unplug for a while, you&rsquo;ll have to work it out with clients who are expecting you to be on call.</li> <li><strong>You&rsquo;re responsible for your own education.</strong> Teams often have their own training curriculum for new hires. Brokerages do, too, but individual agents often have to fit education into their schedule when they can, whereas teams often create the schedule for you.</li> <li><strong>No one helps you with fees.</strong> You are responsible for covering all of your business expenses, membership dues, and licensing fees.</li> <li><strong>You have to be self-motivating.</strong> It&rsquo;s easy to fall into a rut, and if you&rsquo;re not the kind of person who can bounce back easily, you&rsquo;ll stay in that rut for a while. Without teammates to push me and encourage me, I have to try even harder to stay structured and focused and to continue to have the desire to serve my clients.</li> </ul> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>For rookies in real estate, both paths can lead to long-term success. Two agents who went down either road explain the pros and cons of each.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_SM_solo-team.jpg" type="image/jpeg; length=114517">aug17_SM_solo-team.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_SM_solo-team_0.jpg?1502199392" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_LP_SM_solo-team.jpg?1502199411" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2017/01/how-teams-beat-single-agents-marketing">How Teams Beat Single Agents at Marketing</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2015/09/team-angst-revealed">Team Angst Revealed</a> </div> <div class="field-item odd"> <a href="/for-brokers/feature/article/2016/05/what-are-your-team-leaders-not-telling-you">What Are Your Team Leaders Not Telling You?</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> My First Year Thu, 03 Aug 2017 21:46:22 +0000 gwood 23743 at http://realtormag.realtor.org Use Your Experiences to Teach Agents http://realtormag.realtor.org/for-brokers/network/article/2017/08/use-your-experiences-teach-agents <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Brokers who’ve been in real estate for several years carry a wealth of industry knowledge. Here are a few lessons you’ve learned that new agents should be taught. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, August 3, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/lee-nelson">Lee Nelson</a> </div> </div> </div> <!--paging_filter--><p>New agents will make mistakes. It&rsquo;s not that they don&rsquo;t have the chops or their intentions are bad; most mistakes are due to inexperience. Each day in real estate can be a lesson learned, and brokers who have spent years in the business can play a meaningful role in revealing some of the secrets of success they acquired early on. Here are a few lessons to think about and share as you mentor and guide new agents in your office.</p> <p><strong>Not everyone will love you.</strong> Anthony Gucciardo learned during his first few months in real estate that not everyone is going to want to work with him, and he shouldn&rsquo;t take it personally. The broker-owner of Gucciardo Real Estate Group in Albany, N.Y., remembers getting a listing in Clifton Park, N.Y. Things were going great for him at the time, and he was headed toward becoming a top producer. But the seller called him and said that she decided not to list with him because she thought he was too young. &ldquo;I was absolutely devastated,&rdquo; Gucciardo says. &ldquo;I remember I sat down in the store where I was at. It took me about 15 minutes to realize that not everyone is going to love you, and you just have to keep forging ahead.&rdquo;</p> <p><strong>Listen to your gut instinct.</strong> &ldquo;I never regretted walking away from a situation that looked really good but somehow just felt wrong,&rdquo; says Niffy McNiff Bube, broker-owner at Steamboat Ski Town Real Estate in Steamboat Springs, Colo. She has watched new agents get excited about the industry, then begin crossing ethical boundaries and making other agents feel uncomfortable. She says new agents must understand that their actions represent who they are as a person, and successful real estate professionals want to work with ethical people. So if a situation feels wrong, listen to that inner voice saying &ldquo;no.&rdquo;</p> <p><strong>Keep an updated database of people you know.</strong> German Llanos has been in real estate for 32 years, and as owner and managing broker of 24 Hour Real Estate LLC in Chicago, he doesn&rsquo;t want his agents to underestimate the number of people in their sphere. &ldquo;If you add up all the people you really know who care about you, that&rsquo;s a lot of people,&rdquo; he says. Newcomers need to understand their own database and connect with them on social media platforms. &ldquo;I wish I [had] known all that in the beginning of my career. I made cold calls. But you had to earn their trust, and that takes a while,&rdquo; he says.</p> <p><strong>Success can breed envy.</strong> Gucciardo originally worked for a big national agency. In his first few months, he got 10 listings. Some of the agents in the office drew mustaches and poked holes in his photo on the office bulletin board fact sheets. A few months after that, the office decided not to post agents&rsquo; new listings anymore. &ldquo;It was making the less productive agents feel uncomfortable. I was 21 years old at the time, and to me, this was high school all over but worse,&rdquo; he says.</p> <p><strong>Make sure you have fun.</strong> Being an agent can be highly stressful, Bube says. &ldquo;You need to laugh when things get crazy.&rdquo; She has found that a sense of humor and laughter can get you through the tough times. Taking time out with family and friends is just as important as working hard. It rejuvenates you to keep on shining in your profession.</p> <p><strong>Imitation is the highest form of flattery.</strong> During Gucciardo&rsquo;s first few years, he created many marketing ideas. Although there were some who criticized what he was doing, several agents copied or tried to imitate his plans. &ldquo;It was extremely frustrating. But you have to remember to keep moving forward and not worry about the competition,&rdquo; he says.</p> <p><strong>Develop relationships in person.</strong> There is nothing like a face-to-face meeting with a client, Llanos says. &ldquo;Break bread with them, have a coffee with them, and get to know each other. It&rsquo;s hard to build a relationship with just texting,&rdquo; he says. &ldquo;And never ask to do business with someone before you actually develop a relationship.&rdquo;</p> <p><strong>Learn about appraisals and valuations.</strong> Valuation is the main part of an agent&rsquo;s job, but most newbies don&rsquo;t understand how to do that, says Tim Halladay, broker-owner of Living Well Realty and Victory Funding, both in Malta, N.Y. There is a huge gap in what real estate agents should know about appraisal and what they really know, he adds. You don&rsquo;t want to be off by thousands of dollars in a home price estimate. If someone wants to be an expert in the field of real estate, they should use valuation as a science just like an appraiser does.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Brokers who&rsquo;ve been in real estate for several years carry a wealth of industry knowledge. Here are a few lessons you&rsquo;ve learned that new agents should be taught.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-png" alt="image/png icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_mentor.png" type="image/png; length=442953">aug17_BB_mentor.png</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_mentor_0.png?1502209710" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_LP_BB_mentor.png?1502209730" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/05/why-do-new-sales-associates-fail">Why Do New Sales Associates Fail?</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/03/lead-effective-fun-sales-meetings">Lead Effective, Fun Sales Meetings</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/03/improve-your-agents-value-proposition">Improve Your Agents’ Value Proposition</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/03/helping-agents-understand-agency">Helping Agents Understand Agency</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 04 Aug 2017 00:28:22 +0000 echristoffer 23745 at http://realtormag.realtor.org What Are You Worth Per Hour? http://realtormag.realtor.org/well-being/work-life-balance/article/2017/08/what-are-you-worth-hour <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Figuring out your hourly rate can help you focus on tasks that actually make you money. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, August 1, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/brandon-doyle">Brandon Doyle</a> </div> </div> </div> <!--paging_filter--><p>You know the old saying: &ldquo;Time is money.&rdquo; That&rsquo;s especially true when it comes to determining how to value your time as a real estate professional on a per-hour basis. At a &ldquo;normal&rdquo; job, you trade your time for a paycheck based on a set hourly rate. Though you&rsquo;re now paid on commission, it is possible to determine your hourly rate by dividing your total income by the number of hours worked.</p> <p>It&rsquo;s no secret that you&rsquo;ll make more money selling more expensive homes, but even some daily business tasks are worth more per hour than others. Getting a sense for which tasks can be tied directly to additional sales allows you to allocate your time better and focus on money-generating activities such as prospecting, following up, and meeting with clients. By knowing you&rsquo;re worth on an hourly basis now, you can make goals for what you&rsquo;d like your time to be worth in the future. Then you can make your current income (or more) while working less. Here are some worthwhile lessons to take to heart as you assess your per-hour value.</p> <h4>First, Do the Math</h4> <p>To make a true apples-to-apples comparison, you&rsquo;ll want to take your annual income (minus business expenses) and divide by the number of hours you&rsquo;ve worked. Be honest with yourself: Time spent in the office browsing the internet or gossiping with co-workers does not count. If you&rsquo;ve kept track of your time in your calendar, you can quickly determine the average number of hours you&rsquo;ve worked each week and multiply that by the number of weeks you&rsquo;ve worked this year. For example:</p> <p><em>$100,000 (annual income) &ndash; $15,000 (business expenses) = $85,000<br /> 40 hours per week x 50 weeks worked = 2,000 hours</em><br /> <em>$85,000 / 2,000 hours = $42.50 per hour</em></p> <p>Be sure to pay attention to the number of hours spent on each transaction. The average number of hours spent on listing and selling a home is around 16, whereas the average for representing buyers is 32.</p> <h4>Use Your Hourly Rate to Become More Efficient</h4> <p>Once you have a better understanding of your hourly rate, you can begin making business decisions and delegating responsibilities based on what&rsquo;s most important. Some potential clients may be looking at cheaper homes or ones that are far away from your office. Consider referring those clients out; remember, you can still collect a referral fee. Determine which of your day-to-day duties are the most lucrative and work towards generating income. For instance, you may want to devote your hours to prospecting and meeting with clients, and task an assistant with drafting flyers and doing paperwork.</p> <h4>Learn to Delegate Busy Work</h4> <p>Delegating tasks can add meaningful time to your schedule, freeing up hours to do the things that generate income. Leave the busy work to an assistant or contract worker who you can outsource. Remember that understanding your hourly value helps you figure out where your time is best spent. Photography, website maintenance, and marketing design can easily be farmed out to people who are likely much better at it than you. Paying an outsourced or entry-level assistant a small portion of your hourly rate to manage time-consuming paperwork ultimately frees you up to do more of what <em>really </em>makes your business boom. You should be devoting the majority of your time on the expert-level activities that earn you the big bucks. An hourly rate assessment can quantify the duties that are worth taking on yourself or delegating to others.</p> <p>Serious professionals never forget that time equals money, so don&rsquo;t just guesstimate how much your waking hours are worth. Know for sure, and you&rsquo;ll have the confidence and proven data to make savvier business decisions in the future.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Figuring out your hourly rate can help you focus on tasks that actually make you money.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_SM_hourly.jpg" type="image/jpeg; length=127777">aug17_SM_hourly.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_SM_hourly_0.jpg?1501619569" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_LP_SM_hourly.jpg?1501619592" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/03/improve-your-agents-value-proposition">Improve Your Agents’ Value Proposition</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/success-stories/article/2017/05/finding-data-moves-your-clients">Finding the Data That Moves Your Clients</a> </div> <div class="field-item odd"> <a href="/for-brokers/build-your-business/article/2009/10/6-ways-demonstrate-professional-value">6 Ways to Demonstrate Professional Value</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Work Life Balance Tue, 01 Aug 2017 17:41:17 +0000 gwood 23729 at http://realtormag.realtor.org Everyday Tech for Your Brokerage http://realtormag.realtor.org/for-brokers/network/article/2017/07/everyday-tech-for-your-brokerage <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Brokers and their agents can leverage these examples of affordable tools to grow their business. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, July 28, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/kaycee-wegener">Kaycee Wegener</a> </div> </div> </div> <!--paging_filter--><p>Though real estate professionals increasingly use technology in their daily routines, staying up-to-date on new platforms and systems will be one of the biggest challenges for brokerages in the next two years, according to the National Association of REALTORS&reg;&rsquo; <a href="https://www.nar.realtor/sites/default/files/reports/2017/2017-real-estate-in-a-digital-age-03-10-2017.pdf" target="_blank">Real Estate in a Digital Age 2017 Report</a>.</p> <p>It&rsquo;s vital that brokers and their agents leverage advancements in technology. Knowing what tech tools are available and how to use them well can be the edge you need to streamline your day-to-day tasks and grow your business. Here&rsquo;s a look at some of the most affordable and necessary tools for staying competitive in today&rsquo;s tech-obsessed market.</p> <p><strong>Cloud Storage </strong></p> <p>You probably already know that cloud-based technology allows you to access important business files from any internet-connected device. The cloud helps businesses improve collaboration, manage growth, lower costs, secure data, and ease resource management.</p> <p>But what you might not realize is that cloud storage goes beyond an online storage drive. Many platforms provide tools that will help you stay organized and efficient, including client management systems and email marketing solutions. Google offers a suite of cloud-based business solutions, such as Gmail, Google Docs, Google Drive, and Google Cloud. A busy agent needs to be able to pull up files or related notes on a property or client on the go, and cloud storage is the best solution.</p> <p>Some concerns with cloud services include reliability and security. To secure data, most systems already use a combination of encryption, authentication, and authorization processes. To provide added reliability, cloud storage companies rely on redundancy techniques, so no single point is vulnerable. This is highly important as more real estate companies are becoming <a href="http://realtormag.realtor.org/for-brokers/network/article/2017/05/don-t-be-cybercrime-statistic" target="_blank">targets of cyberattacks</a>.</p> <p><strong>Route Planners for Showings </strong></p> <p>If you&rsquo;re showing multiple homes to clients in one day, you need to take the quickest route possible. Work that out with route planning software, which allows you to enter multiple addresses and map the most direct route to each location. There are free multistop route planners and subscription-based services. Some options include <a href="https://itunes.apple.com/us/app/route4me-route-planner/id349853799?mt=8" target="_blank">Routue4Me</a>, <a href="https://www.routexl.com/" target="_blank">RouteXL</a>, <a href="https://www.speedyroute.com/" target="_blank">SpeedyRoute</a>, and <a href="https://planner.myrouteonline.com/route-planner/14521018/" target="_blank">My Route Online</a>.</p> <p><strong>E-signatures </strong></p> <p>If your office isn&rsquo;t paperless already, using e-signatures is a big step toward getting there. Companies like DocuSign, a <a href="https://www.nar.realtor/programs/realtor-benefits-program/transaction-management/docusign/?cid=DG0148" target="_blank">REALTOR Benefits&reg; Program partner</a>, allow you to upload important documents online from a computer, smartphone, or tablet. There&rsquo;s also <a href="https://www.docusign.com/industries/real-estate/brokers" target="_blank">DocuSign Transaction Rooms</a>, which gives brokerages a transaction management system for the entire office, secured in the cloud. This makes the sales process move faster so you can keep your buyers happy.</p> <p><strong>Social Media Scheduling </strong></p> <p>Social media is a relatively low-cost way to reach prospective buyers and sellers, and 88 percent of companies use it, according to an <a href="http://www.adweek.com/digital/social-media-companies/" target="_blank">eMarketer survey</a>. You need to have a presence in the social sphere because consumers actively <a href="https://www.linkedin.com/pulse/20140605154902-93803212-fact-consumers-research-and-discover-brands-using-social-media" target="_blank">use social media to discover new brands</a> and build relationships with businesses.</p> <p>While social may be vital for your business growth, spending time actively posting relevant content to connect with your network is time-consuming. Social media scheduling software allows you to write all of your posts at once and then schedule them to publish at certain times of the day on certain days. You can also use scheduling platforms to track the analytics of your posts. Find out which content performs well with your audience and what time of day you receive the most engagement. <a href="http://blog.capterra.com/hootsuite-competitors-9-other-social-media-management-alternatives-to-consider/">Social media scheduling software</a> can range from free to $50 per month. <a href="https://hootsuite.com/" target="_blank">Hootsuite</a>, <a href="https://buffer.com/" target="_blank">Buffer</a>, <a href="https://sproutsocial.com/" target="_blank">SproutSocial</a>, and <a href="https://tweetdeck.twitter.com/" target="_blank">Tweetdeck</a> are just a few of the platforms available.</p> <p><strong>Photo Editing Software </strong></p> <p>With <a href="https://www.nar.realtor/sites/default/files/reports/2017/2017-real-estate-in-a-digital-age-03-10-2017.pdf" target="_blank">89 percent of home buyers relying on listing photos</a> when searching for real estate online, it&rsquo;s increasingly important for agents to showcase every property in the best light possible. But in real estate, <a href="https://www.rentecdirect.com/blog/rental-listing-photos/" target="_blank">photos are not only used for marketing a property</a>; they are also often used to communicate with clients and other agents. For example, you may need to snap a photo of a property feature that needs to be fixed prior to a completed sale to send it to the seller&rsquo;s agent.</p> <p>Photo editing software gives users the ability to edit pictures on your smartphone. You can highlight problem areas before sending a picture to a contractor or enhance a listing photo before posting it on a website or sharing it on social. Examples of photo editors include <a href="https://itunes.apple.com/us/app/snapseed/id439438619?mt=8&amp;ign-mpt=uo%3D8" target="_blank">Snapseed</a>, <a href="http://www.photoshop.com/products/photoshopexpress" target="_blank">PhotoShop Express</a>, <a href="http://adva-soft.com/products/touch-retouch/" target="_blank">TouchRetouch</a>, and <a href="http://skrwt.com/" target="_blank">SKRWT</a>.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Brokers and their agents can leverage these examples of affordable tools to grow their business.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-png" alt="image/png icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_tech.png" type="image/png; length=71506">aug17_BB_tech.png</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_tech_0.png?1502211996" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_LP_BB_tech.png?1502212020" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/07/how-get-leads-stick-glue">How to Get Leads to Stick Like Glue</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/04/5-office-uses-for-ai-voice-assist-devices">5 Office Uses for AI Voice-Assist Devices</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/03/new-tech-tools-helping-brokers-solve-problems">New Tech Tools Helping Brokers Solve Problems</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/02/tech-disruptors-will-bring-you-business">Tech Disruptors That Will Bring You Business</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 28 Jul 2017 20:47:39 +0000 echristoffer 23713 at http://realtormag.realtor.org How to Get Leads to Stick Like Glue http://realtormag.realtor.org/for-brokers/network/article/2017/07/how-get-leads-stick-glue <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Using lead magnets, which offer potential clients something of value, will help your company attract more buyers and sellers. This infographic offers a few ideas. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, July 27, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/lee-davenport">Lee Davenport</a> </div> </div> </div> <!--paging_filter--><p>There it was. I wanted to keep walking, but my eyes zeroed in on it like a bull&rsquo;s eye: The&nbsp;Ghirardelli Ice Cream and Chocolate Shop.&nbsp;As I approached, I was drawn in by the pleasant query, &ldquo;Miss, would you like some free samples?&rdquo; The samples were, indeed, scrumptious, so I started to explore the store.&nbsp;Before long, I spent a Jackson and signed up for their&nbsp;e-newsletter. Twenty dollars in an ice cream and chocolate shop in less than 5 minutes&mdash;someone call Guinness.</p> <p>That store realized a foundational rule of business that is vital in real estate, too: lead magnets. With a lead magnet, we attract would-be clients by offering a relevant item of value that entices them to give their contact information, welcome follow-up, and eventually become a client. Providing a distinctive, relevant item, tool, or information of value is more powerful than simply saying:</p> <p>&ldquo;I have been doing this a long time. I should be your real&nbsp;estate&nbsp;agent/broker.&rdquo;<br /> &ldquo;I live in your neighborhood.&nbsp;I should be your real estate agent/broker.&rdquo;<br /> &ldquo;I am your&nbsp;friend/relative.&nbsp;I should be your real&nbsp;estate&nbsp;agent/broker.&rdquo;</p> <p>Conversely, with an item of value, we move from &ldquo;I&rsquo;m so great; work with me&rdquo; to &ldquo;Here are some resources you will find useful, and I will happily share as our relationship continues and grows.&rdquo; Do you see the difference?</p> <p>If you&rsquo;re a broker who&rsquo;s ready to start attracting more would-be sellers or buyers to&nbsp;your business based on information of value, here are some ideas in my infographic below that will help build your lead magnet arsenal.</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/Lead%2BMagnets.png" style="width: 640px; height: 1600px;" /></p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Using lead magnets, which offer potential clients something of value, will help your company attract more buyers and sellers. This infographic offers a few ideas.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-png" alt="image/png icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_draw.png" type="image/png; length=56620">aug17_BB_draw.png</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_BB_draw_0.jpg?1502208904" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/aug17_LP_BB_draw.jpg?1502208940" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/06/5-tools-for-well-balanced-marketer">5 Tools for a Well-Balanced Marketer</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2015/11/two-vital-steps-generating-online-leads">Two Vital Steps to Generating Online Leads</a> </div> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2015/07/building-consistent-brand">Building a Consistent Brand</a> </div> <div class="field-item even"> <a href="/technology/feature/article/2015/01/does-it-make-sense-buy-leads">Does It Make Sense to Buy Leads? </a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 28 Jul 2017 19:58:13 +0000 echristoffer 23712 at http://realtormag.realtor.org Tell Your Clients: 1% Down Mortgages Ending Soon http://realtormag.realtor.org/sales-and-marketing/sponsored/quickenloans/could-your-clients-use-1-down-mortgage <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Home shoppers may have to hurry to take advantage of content sponsor Quicken Loans&#039; low down payment option before the program ends Nov. 1. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, July 31, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/kevin-graham">Kevin Graham</a> </div> </div> </div> <!--paging_filter--><p><span style="font-family:tahoma,geneva,sans-serif;">Property values have been on a&nbsp;<a href="https://www.quickenloans.com/blog/gap-between-homeowner-price-expectations-and-appraisal-values-widens-for-sixth-consecutive-month" target="_blank">general upward trend</a>. While good for homeowners, this situation also raises the barrier to entry for prospective buyers, particularly in many of the nation&rsquo;s hottest housing markets in the West and South. As you know, a lower down payment option helps with that.</span></p> <h4><span style="font-family:tahoma,geneva,sans-serif;"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jul/D-BD-A-RealtorMag-830x390-P822507-2.jpg" style="width: 400px; height: 188px; margin: 3px; float: right;" /></span></h4> <p><span style="font-family:tahoma,geneva,sans-serif;">As a real estate professional, you know that one of the biggest obstacles for both first-time and experienced home buyers is the down payment. But while many consumers assume they need 15 to 20 percent down to buy a home, you can help them understand there are other options. Quicken Loans may have a solution for your clients to consider. Under this loan option, your clients can put as little as 1 percent down for a conventional loan on their new home.* This means they could get a $200,000 home while putting down as little as $2,000. At the same time, they can get 3 percent equity in the property immediately.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">There are requirements for every mortgage and this is no different. We&rsquo;ll go over some of the basics first and then answer some of the most common questions we get about this loan option. But remember, applicants must act quickly because the option will end on Nov. 1.</span></p> <h4><span style="font-family:tahoma,geneva,sans-serif;">Loan Qualifications</span></h4> <p><span style="font-family:tahoma,geneva,sans-serif;">When evaluating borrowers for this type of loan, we look at three major financial considerations:</span></p> <ol> <li><span style="font-family:tahoma,geneva,sans-serif;">Their FICO score must be 680 or higher.</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">In most cases, they can&rsquo;t make any more than the median income for their part of the country. This limit may not apply if they&rsquo;re in an underserved area.</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">Their optimal&nbsp;<a href="https://www.quickenloans.com/blog/know-your-mortgage-what-is-debt-to-income-ratio-and-why-is-it-important" target="_blank">debt-to-income (DTI) ratio</a>&nbsp;will be less than 45 percent. Here&rsquo;s a quick example of how we calculate that: Let&rsquo;s say your client has $3,500 in monthly income, a $400 monthly credit card bill, and a car payment of $300. If their house payment is going to be $800 per month, their DTI would be about 43 percent. ($400 + $300 + $800 = $1,500, divided by $3,500).</span></li> </ol> <p><span style="font-family:tahoma,geneva,sans-serif;">There are also factors we need to consider in terms of the property. In order to use this loan, buyers must be purchasing a single-unit primary residence, condo, planned unit development, or townhouse. Co-ops or multiunit residences don&rsquo;t qualify. This loan option can&rsquo;t be used for a second home or investment property.</span></p> <h4><span style="font-family:tahoma,geneva,sans-serif;">Frequently Asked Questions</span></h4> <p><span style="font-family:tahoma,geneva,sans-serif;">Now that you&rsquo;ve got the basics, let&rsquo;s examine some of the most common questions we get about this type of mortgage.</span></p> <p><strong><span style="font-family:tahoma,geneva,sans-serif;">Where does the additional 2 percent equity come from if a client only puts 1 percent down?</span></strong></p> <p><span style="font-family:tahoma,geneva,sans-serif;">The additional 2 percent equity comes in the form of a grant from Quicken Loans that the client doesn&rsquo;t have to pay back. This opens up homeownership to a wider field of buyers.</span></p> <p><strong><span style="font-family:tahoma,geneva,sans-serif;">How does this loan option compare to an FHA mortgage?</span></strong></p> <p><span style="font-family:tahoma,geneva,sans-serif;">This is a conventional loan. For clients with a FICO score of 680 or higher, choosing this option could make a lot of sense when compared to an FHA loan for a couple of reasons. The most obvious one is that a 1 percent down payment is lower than the 3.5 percent down typical on an FHA loan.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">In addition, if they make the minimum down payment on an FHA loan, their monthly mortgage insurance premium will remain on the loan for the entire term. This dovetails nicely into our next question.</span></p> <p><strong><span style="font-family:tahoma,geneva,sans-serif;">Does this option have private mortgage insurance?</span></strong></p> <p><span style="font-family:tahoma,geneva,sans-serif;">The trade-off for having a down payment of less than 20 percent is that the client will have to pay PMI. However, unlike an FHA loan, this loan option follows the standard conventional guidelines, and mortgage insurance payments eventually end. This is different for each loan and depends on several factors, including loan-to-value ratio, property type, and age of the loan. Or, if your client wants to avoid a monthly mortgage insurance payment altogether, they can take a look at our&nbsp;<a href="https://www.quickenloans.com/blog/pmi-advantage-can-save-you-money" target="_blank">PMI Advantage</a>&nbsp;lender-paid mortgage insurance option.</span></p> <p><strong><span style="font-family:tahoma,geneva,sans-serif;">Where can I find the income limits in my area?</span></strong></p> <p><span style="font-family:tahoma,geneva,sans-serif;">As noted above, your clients can&rsquo;t make more than 100 percent of their area&rsquo;s median income to qualify for this mortgage. If they happen to be purchasing in an area that&rsquo;s considered underserved, this doesn&rsquo;t apply. So where can you find the limits in your area? Freddie Mac has&nbsp;<a href="http://www.freddiemac.com/homepossible/eligibility.html" target="_blank">a search engine</a>&nbsp;that allows you to find the income limits in your area using the address of the property your clients are looking to purchase.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">Have a question we didn&rsquo;t answer here? Give our Agent Relations team a call at (888) 980-2891 or visit <a href="http://RealEstate.QuickenLoans.com" target="_blank">RealEstate.QuickenLoans.com</a>.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;"><em>* The payment on a $200,000 30-year fixed-rate loan at 4.75% (5.253% APR) with an LTV of 97% is $1043.30, which includes a mortgage insurance payment of $95. Taxes and homeowners insurance are not included. Rates shown valid on publication date of 07/07/2017. Restrictions may apply.</em></span></p> <p><span style="font-family:tahoma,geneva,sans-serif;"><em>Based on an article originally published on the <a href="https://www.quickenloans.com/blog/real-estate-agents-buyer-getting-1-mortgage-questions-answered" target="_blank">Quicken Loans Zing Blog</a>.</em></span></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Content sponsor Quicken Loans outlines a lending program that could help more consumers become homeowners.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_quicken.jpg" type="image/jpeg; length=232406">jul17_quicken.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_quicken_0.jpg?1501512481" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_quicken.jpg?1501512539" /> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Sales and Marketing Thu, 27 Jul 2017 19:42:52 +0000 gwood 23704 at http://realtormag.realtor.org How to Foster a Positive Office Environment http://realtormag.realtor.org/for-brokers/network/article/2017/07/how-foster-positive-office-environment <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> One bad seed can taint an otherwise cohesive brokerage culture. Here’s how two broker-owners make sure their agents keep the workplace high-performing and free of negativity. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, July 26, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/nicole-slaughter-graham">Nicole Slaughter-Graham</a> </div> </div> </div> <!--paging_filter--><p>At the height of the 2007 real estate crisis, Anthony Askowitz, broker-owner of RE/MAX Advance Realty in Miami, received a phone call from a high-performing agent interested in joining his team.</p> <p>Askowitz had already invested significant time and energy cultivating an office culture free of negativity, and he knew hiring this agent&mdash;no matter how high-performing&mdash;could jeopardize that environment. &ldquo;This decision could have changed the financial course of my office at the time, but the short-term, Band-Aid fix wasn&rsquo;t worth the long-term consequences,&rdquo; Askowitz says.</p> <p>Likewise, Jen Ortman, broker-owner of Berkshire Hathaway Visions Realty in the Chicago suburb of Barrington, Ill., recognized early on that the success of her brokerage depended on the environment she created. &ldquo;If you surround yourself with people who lack motivation and don&rsquo;t care, that rubs off.&rdquo;</p> <p>Both brokers believe in creating and maintaining a positive, open atmosphere where their agents know they can trust each other and have the opportunity to thrive. Here are tangible tips any broker can implement to create a more positive, cohesive office environment.</p> <p><strong>Establish a Detailed Vetting Process</strong></p> <p>Creating office culture starts with hiring like-minded people, which means they should be in the business for similar reasons. Both Askowitz and Ortman, in this case, believe in hiring agents who are in the business full-time and have a desire to produce.</p> <p>A comprehensive vetting process can help determine if an agent will fit in with the company culture. Ortman starts with a phone call and asks pointed questions about why an agent is in the business and what his or her long-term goals are. She&rsquo;s also up front about how her office is run. &ldquo;Only one in 10 prospective agents make it through the phone call process,&rdquo; she says.</p> <p>Askowitz prefers face-to-face communication to start. He interviews the agent, and gives the agent a chance to interview him. &ldquo;We talk about their goals in the first few minutes, and I&rsquo;m up front about my office&rsquo;s no-negativity policy,&rdquo; he says.</p> <p><strong>Promote Trust Through Open Communication and Teamwork</strong></p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jul/jul17_positive1.jpg" style="width: 300px; height: 146px; margin: 3px; float: right;" />Both Askowitz and Ortman know the value of open communication. Askowitz will often bring a business-related issue to his agents to solicit their feedback. This shows he values their input, and they play an important role in the big picture of the brokerage.</p> <p>Ortman reinforces from the beginning that agents are not her employees but contractors in charge of their own success. In essence, she shows that both parties are on equal footing. &ldquo;We&rsquo;re here to support, develop, and grow our agents,&rdquo; she says.</p> <p>Similarly, both brokers also know that teamwork means success for all involved. &ldquo;The strength in our company comes from what I call the athlete&rsquo;s approach,&rdquo; Askowitz explains. &ldquo;I hire top producers who are like-minded and positive, and they affect one another.&rdquo;</p> <p>In Ortman&rsquo;s firm, rather than work in separate offices, her agents crowd into the conference room to work together. &ldquo;All of our agents feel 100 percent comfortable that the other agents in the office are not working against them but with them,&rdquo; she says.</p> <p><strong>Nurture Growth Through Education</strong></p> <p>A robust, goal-oriented group of agents bring a diverse skill set to any brokerage. Agents often excel in a specific area<img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jul/jul17_positive2.jpg" style="width: 300px; height: 185px; margin: 3px; float: right;" />, such as marketing, social media, or customer satisfaction, and since all agents shine in different areas, they can learn from one another.</p> <p>Askowitz and Ortman believe that when agents share insights on their areas of expertise, the brokerage becomes stronger and any animosity that might exist is lifted. In Askowitz&rsquo;s office, agents regularly teach classes to help one another hone different skills. In Ortman&rsquo;s office, ideas are shared at meetings between agents, and questions are encouraged. &ldquo;If one agent has a great marketing plan and other agents are interested in learning how it works, they talk about it,&rdquo; she says.</p> <p>Outside education is just as important. Recently, Askowitz had a professional writer come in and teach his agents how to better tell their story, which helps them relate to their clients on a more personal level.</p> <p><strong>Cultivate Ethical Practices and Respect for the Business</strong></p> <p>When agents are held to high ethical standards and encouraged to represent their work in a professional manner, little room is left for negativity. &ldquo;We represent our clients with honesty and respect, everyone is treated with courtesy, and we train each agent individually on how to deal with each and every offer that might come through on a transaction,&rdquo; Ortman says.</p> <p>Askowitz fosters a sense of community through charitable contributions and respect for the industry. &ldquo;I tell my agents that when they&rsquo;re out in the field, if they see a For Sale sign hanging in the wind, about to fall to the ground, it doesn&rsquo;t matter which company the sign belongs to. Fix the sign,&rdquo; he says. Additionally, all of Askowitz&rsquo;s agents donate a portion of each transaction to the local children&rsquo;s hospital.</p> <p>Both Ortman and Askowitz understand their own conduct and standards set the tone for the agents in their offices. Leading by example&mdash;exuding positivity, ethical responsibility, and trust&mdash;have helped both brokers build thriving, confident offices. &ldquo;You have to develop and cultivate the culture of your office and stick to your values no matter what,&rdquo; Askowitz says.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>One bad seed can taint an otherwise cohesive brokerage culture. Here&rsquo;s how two broker-owners make sure their agents keep the workplace high-performing and free of negativity.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_BB_positive.jpg" type="image/jpeg; length=300011">jul17_BB_positive.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_BB_positive_0.jpg?1501179295" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_BB_positive.jpg?1501179315" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2014/10/dont-let-bullies-ruin-your-business">Don&#039;t Let Bullies Ruin Your Business</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/06/preserve-company-culture-in-times-growth">Preserve Company Culture in Times of Growth</a> </div> <div class="field-item odd"> <a href="/for-brokers/feature/article/2017/01/thriving-in-reputation-based-economy">Thriving in a Reputation-Based Economy</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/02/6-tips-for-creating-zen-office">6 Tips for Creating a Zen Office</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Wed, 26 Jul 2017 21:17:43 +0000 echristoffer 23697 at http://realtormag.realtor.org Does Your Brand Target the Ideal Customer? http://realtormag.realtor.org/sales-and-marketing/feature/article/2017/07/does-your-brand-target-ideal-customer <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Follow this checklist to make sure your messaging, photography, and content appeals to the type of buyers and sellers you want to serve the most. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, July 25, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/tonya-eberhart-and-michael-carr">Tonya Eberhart and Michael Carr</a> </div> </div> </div> <!--paging_filter--><p>What does it take to get your brand recognized and trusted? First, it takes definition. Define what makes you different from your competitors. Second, create a personal branding tagline or slogan built around that point of differentiation. Once you do those two critical things, get to work creating all the elements on this checklist that support your brand. As you assemble these items, take special care to stay true to your unique branding approach. Everything you do should represent you and your business. Purpose, significance, and consistency are essential to a successful personal brand. Once you gather all the checklist items below, you will have created a virtual branding library to help market yourself on any platform, free or paid, and for any purpose.</p> <h4>Messaging</h4> <p>The messaging behind a personal brand is the explanation of why <em>you</em> own the brand. It&rsquo;s the language that describes the story behind you, which is how you will connect with your ideal customers on a professional and personal level.</p> <ul> <li><strong>Mission statement:</strong> Defining your mission as a real estate agent sets the foundation for your goals and direction. It&rsquo;s really more for you than your customers.</li> <li><strong>Elevator pitch:</strong> This is the 10-second statement that cuts right to the chase of who you are and what sets you apart from all other real estate professionals. Make sure to include exactly <em>who</em> you help, <em>how</em> you help them, and <em>what</em> that help allows them to accomplish.</li> <li><strong>Biography:</strong> Your bio should be no more than 500 words and should begin with a statement or question to grab your prospect&rsquo;s attention. Disarming statements that are more personal in nature work well and leave the reader wanting more.</li> <li><strong>Signature sound bites: </strong>These are a series of bullet points that highlight why and how you are qualified for your unique brand. When assembling these, think of your purpose, your ideal customer&rsquo;s needs, your accomplishments, and other points.</li> <li><strong>Frequently asked questions:</strong> Create at least eight leading questions that will allow you to showcase your brand throughout the answers. Don&rsquo;t forget to include questions your ideal customers <em>should</em> be asking as well as those you hear often.</li> </ul> <h4>Photography</h4> <p>It&rsquo;s always best to hire a professional photographer to take the business photos you will display alongside your branding. As you prepare for your shoot, think about what you&rsquo;re trying to portray to your ideal customer. Is it confidence? Sincerity? Energy? Think about the outfits and colors that best exude the emotion you&rsquo;re going for. Here are the six different types of photos you&rsquo;ll need:</p> <ul> <li><strong>Friendly shots:</strong> Think of a warm, welcoming smile that draws everyone to your personality and makes you appear approachable. These will become your head shots.</li> <li><strong>Relaxed shots:</strong> These are most often taken when sitting or leaning on something. They help you appear more laid back. Feel free to use chairs or stools or to lean against a wall.</li> <li><strong>Fun shots:</strong> Consider facial gestures and hand gestures that bring out your goofy, humorous side. Candid shots are great because they catch you off-guard and can provide a window into your personality.</li> <li><strong>Action shots:</strong> Show some photos of you doing what you do every day: showing a home, talking with homeowners, greeting open house customers, handing over the keys to a home.</li> <li><strong>Full-body shots:</strong> Take these standing shots in several different poses, such as leaning on one hip, an elbow up as if leaning on a yard sign, arms folded, and other situations.</li> <li><strong>Display shots:</strong> Stage some poses for promotional use. Pose with an actual sign or book in your hand. One trick is to shoot with a blank white canvas in the background and have your graphic designer superimpose an image on top of that.</li> </ul> <h4>Background Images and Elements</h4> <p>The images and elements that appear alongside your marketing materials add to the overall look and feel of your brand and bring it full circle.</p> <ul> <li><strong>Logo:</strong> People who are serious about their unique brand often have a logo to further differentiate them from competitors.</li> <li><strong>Home exterior image:</strong> Choose the exterior of a home that you want people to associate with you or the area in which you live.</li> <li><strong>Home interior image:</strong> Choose one or two images of interior rooms that you feel best represent the type of home your ideal customer is seeking.</li> <li><strong>Landmark or geography image:</strong> Choose an image that represents the market you live in, such as a famous landmark or geographic backdrop, perhaps mountains or a lake.</li> <li><strong>Brand connector image:</strong> When applicable, choose an image that instinctively portrays what your brand is about. For instance, if you&rsquo;re known for helping people transition from one home or lifestyle to another, one symbol of transition might be an image of a bridge.</li> </ul> <h4>Content</h4> <p>The main purpose of a strong personal brand is to position you as the authority in your chosen niche. The best way to accomplish this is to share your expertise through various means of communication. Have at least one signature piece of content that demonstrates your expertise and supports the foundation of your brand. Here are a few suggestions for compelling content that you can create in the form of an e-book, video, podcast, article, slide presentation, or webinar.</p> <ul> <li><strong>Brand-specific advice:</strong> This is the most common type of expert content, and it demonstrates specific advice that sets your unique brand apart. An example could be: <em>The Senior Living Guide&mdash;10 Steps for a Smooth Transition Into Your New Home</em>.</li> <li><strong>Misconceptions about your market:</strong> Use this to stand apart as an expert who can help your customers understand the real story behind the myths.</li> <li><strong>Entertainment guides:</strong> Providing a fun family resource that is helpful to your customers and demonstrates what you love about your area is a great way to showcase your personality and ties to your community.</li> <li><strong>Workshops or courses:</strong> When it comes to teaching people what they should know about real estate, nothing sets you apart like being the instructor. Create a curriculum that is designed specifically for your ideal customer and deliver it in person or online, live or recorded.</li> </ul> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Follow this checklist to make sure your messaging, photography, and content appeals to the type of buyers and sellers you want to serve the most.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_sm_branding.jpg" type="image/jpeg; length=288667">jul17_sm_branding.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_sm_branding_0.jpg?1501011130" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_sm_branding.jpg?1501011168" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2016/06/7-sins-personal-branding">7 Sins of Personal Branding</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/feature/article/2017/04/5-signs-your-brand-resonates-clients">5 Signs Your Brand Resonates With Clients</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/relationship-management/article/2016/05/5-statements-reinforce-your-brand">5 Statements That Reinforce Your Brand</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Tue, 25 Jul 2017 17:43:38 +0000 gwood 23690 at http://realtormag.realtor.org Ditching Digital Distractions http://realtormag.realtor.org/for-brokers/network/article/2017/07/ditching-digital-distractions <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Making these seven simple changes to your daily phone habits will help you work more efficiently and feel less anchored to your mobile devices. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, July 24, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/lee-nelson">Lee Nelson</a> </div> </div> </div> <!--paging_filter--><p>As the fast-paced real estate business becomes more mobile, your smartphone and other devices can be your best friends&mdash;but they can also fill your day with interruptions. You can be bombarded with emails, text messages, phone calls, and social media notifications. Digital distractions can get in the way of being effective at your job and living your life to its fullest.</p> <p>&ldquo;Technology is making us connect more often within shorter amounts of time,&rdquo; says Larry Rosen, professor emeritus and research consultant at California State University, Dominguez Hills, and co-author of <em>The Distracted Mind: Ancient Brains in a High-Tech World</em> (The MIT Press, 2016). Technology has set an expectation for an immediate response, says Rosen, a situation that can become unrealistic and unhealthy.</p> <p>If constant communication is making you feel overwhelmed or disorganized, here are seven tips for avoiding digital distractions without sacrificing your sales or your reputation.</p> <p><strong>Schedule time to check emails and texts</strong>. If you feel anxious when you can&rsquo;t check messages on your phone or computer, allow yourself five minutes every hour to catch up on email, texts, and social media messages. Communicate this schedule to your clients or team so they know how often to expect to hear from you.</p> <p><strong>Curb cell phone compulsion</strong>. You eat with it, sleep with it, and bring it to the bathroom. A smartphone provides constant stimulation, says Dr. David Greenfield, founder of The Center for Internet and Technology Addiction and assistant clinical professor of psychiatry at the University of Connecticut School of Medicine. The whole process has the same effect on the mind as a slot machine, he says. You never know what you will get or how good it will be, plus you don&rsquo;t know when that stimulation will come. He says people look at their phone 300 times a day on average. Taking small steps to alleviate the compulsion can go a long way to relaxing your mind. Try eating a meal without your phone or taking a walk and leaving your phone at home.</p> <p><strong>Don&rsquo;t use a smartphone as an alarm clock</strong>. Do not sleep with your phone under your pillow or next to you on the nightstand. &ldquo;We create the illusion that we have to have it right next to us all the time. Buy an alarm clock and leave the phone in another room,&rdquo; says Greenfield.</p> <p><strong>Don&rsquo;t keep your phone near you in the car</strong>. In 2015, 3,477 people were killed due to distracted driving, according to the National Highway Traffic Safety Administration. That accounts for 10 percent of all fatal crashes and marks an increase from 3,179 deaths in 2014. Put your phone in the back seat or leave it in your purse, Greenfield says. Turn it off, and never reach for it while driving. Don&rsquo;t rely on Bluetooth technology as an alternative: 75 percent of users end up operating other features on their phone while driving, he adds. State laws vary on whether you can hold your phone to talk while driving, but Greenfield <a href="http://about.att.com/content/dam/snrdocs/It%20Can%20Wait%20Compulsion%20Survey%20Key%20Findings_9%207%2014.pdf" target="_blank">conducted a study with AT&amp;T</a> that found people do everything on their phone while driving, including texting, emailing, searching on Google, and taking videos and photos.</p> <p><strong>Turn notifications off.</strong> &ldquo;Notifications are what stimulates that anticipatory response, which causes the stress hormone to elevate,&rdquo; Greenfield says. As long as the notifications are on, you will be anchored to the phone or your computer. Go into your computer, phone, or application settings to make notification adjustments.</p> <p><strong>Remove or restrict distracting apps.</strong> Do you really need all those apps on your phone? Remove certain apps that are distracting you. If you don&rsquo;t want to take them off your phone, try moving them to the second or third page of your app screen so they aren&rsquo;t as noticeable, Rosen suggests. It makes you have to work harder to get to them.</p> <p><strong>End the rudeness at social gatherings</strong>. If you&rsquo;re having dinner with clients, family, or fiends, don&rsquo;t put your phone on the table in front of you; it becomes priority over the person you&rsquo;re engaging with. Limit yourself to two minutes in the middle of the evening to check your phone. Aside from that, don&rsquo;t let it disturb your night, Rosen says.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Making these seven simple changes to your daily phone habits will help you work more efficiently and feel less anchored to your mobile devices.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_BB_phone.jpg" type="image/jpeg; length=220766">jul17_BB_phone.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_BB_phone_0.jpg?1501532950" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_BB_phone.jpg?1501532969" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/12/investing-in-your-mind-body-and-business">Investing in Your Mind, Body, and Business</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/04/5-ways-increase-productivity-your-home-office">5 Ways to Increase Productivity at Your Home Office</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/03/new-tech-tools-helping-brokers-solve-problems">New Tech Tools Helping Brokers Solve Problems</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/01/video-7-gadgets-revolutionize-your-office">Video: 7 Gadgets to Revolutionize Your Office</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Mon, 24 Jul 2017 21:11:07 +0000 echristoffer 23683 at http://realtormag.realtor.org The Secret to Successful Recruitment Initiatives http://realtormag.realtor.org/for-brokers/network/article/2017/07/secret-successful-recruitment-initiatives <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Real estate firms specializing in corporate relocations should sell their city along with homes. Here are four tips for enticing out-of-town candidates considering a position in your area. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, July 21, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/jill-butler">Jill Butler</a> </div> </div> </div> <!--paging_filter--><p>As the owner of a St. Louis&ndash;based real estate brokerage, I know that most people from other parts of the country considering an employment opportunity here have likely never visited before. Other than what they see in national news stories about St. Louis&mdash;some of which are negative&mdash;people considering a relocation often have no idea what to expect when they arrive. It is my company&rsquo;s job, as a team of local experts and advocates, to show people why they would love to live, work, and play here.</p> <p>More HR departments and recruitment firms are partnering with real estate companies that specialize in relocation to take on the role of selling their city. Companies are having to work a lot harder than before to recruit top-tier talent. For many recruiters, regardless of the company&rsquo;s location, this scenario is all too familiar. Atlas Van Lines&rsquo; Corporate Relocation&nbsp;<a href="https://www.atlasvanlines.com/corporate-relocation/survey/2017/employees-declining-relocation/" target="_blank">Survey</a>&nbsp;found that nearly two-thirds of firms have seen employees decline relocation offers in recent years. Objections to moving are more common when an employer is scouting for talent in a remote or lesser-known location.</p> <p>What happens when the job is in St. Louis, for example, and the top candidate is in sunny San Diego? She has a husband who is hesitant to let go of his West Coast roots and children who have grown accustomed to the luxuries of living near the water. She loves the company and career opportunity, but she can&rsquo;t get herself over the relocation hurdle.</p> <p>When a candidate is asked to uproot their lives for a job, it&rsquo;s imperative that they are sold on every aspect of the move&mdash;including its ZIP code. It takes more than a pretty brochure touting all that your city has to offer to truly move the needle. In order to successfully compete,&nbsp;your company needs to look at each case individually rather than trying to persuade every candidate with a standard relocation sales pitch. Take a personalized approach to making your community feel like home.</p> <p>If you&rsquo;re a broker-owner looking to set your company apart as housing relocation specialists, here are four tactics you can use to entice out-of-town job candidates to your city.</p> <h4>Sealing the Deal</h4> <p><strong>1. Make a personal connection.</strong> The worst thing an agent can do is assume that what appeals to one person about a city will appeal to everyone. That&rsquo;s why the first step in any good relocation specialist&rsquo;s process is to really get to know the candidate&mdash;and his or her family. This involves much more than reading their resume or bio; take the time to sit down with them for a meaningful conversation. What is most important to each member of the family? What are their hobbies? Are they in school? Will a spouse need to find a new job? Are they religious? Do they have any special needs?</p> <p>Here&rsquo;s an example of why this step is so important: One of our partner organizations once had a candidate whose daughter did not want to move, so we arranged for her to meet a local violin teacher because we knew she was passionate about the instrument. The daughter fell in love with the teacher and was soon in full support of the move, so the candidate took the job.&nbsp;It was a win-win.</p> <p><strong>2. Provide community tours.</strong> Once the agent has gotten to know the family on a personal level, it&rsquo;s time to give them a taste of their potential new home. While the candidate is in interviews, it is the perfect time to take the rest of the family on a tour to showcase the parts of the community that meet their needs and desires. Those San Diego natives who don&rsquo;t want to leave their great outdoor scene, for example, may not be aware of the beautiful lakes or national parks that your city has to offer.</p> <p>At <a href="http://www.redkeystlouis.com/" target="_blank">RedKey Realty Leaders</a>, part of our process is to take them through the city in a limo. We go by cultural institutions, tell them about the rich history of each neighborhood, and introduce them to everything we love about St. Louis. Our company partners oftentimes tell us that the tour is what solidified their candidate&rsquo;s decision to move.</p> <p><strong>3. Act as a resource.</strong> Your agents should not only be knowledgeable about the homes they are showing and the housing market, but they should also have extensive knowledge about the community. Relocating involves more than finding a new house and making new friends. A new city also means new schools, doctors, hair stylists, child care, athletic teams, summer camps, and grocery stores. It&rsquo;s our job to act as a guide throughout the decision-making process and ensure the candidate that they will have a well-informed ally&mdash;even after they commit to the position and make the move.</p> <p><strong>4. Show community pride.</strong> Your real estate firm should be genuinely passionate about the area. A great relocation partner not only loves and appreciates the city they are selling to the candidate, but actually participates in the community. Top-tier candidates are, after all, intelligent individuals who will likely see straight through a rehearsed &ldquo;here&rsquo;s what makes our city great&rdquo; spiel. When your agents are constantly involved in exciting events throughout the city, it&rsquo;s impossible for them not to be passionate about it&mdash;and that passion is contagious.</p> <p>Many organizations offer exceptional relocation packages and know how to ensure a smooth move once a candidate has signed on. But they often overlook the importance of all that comes before. The relocation marketing is imperative to a successful recruitment strategy. As we continue to become an extension of more and more organizations&rsquo; HR and recruitment teams, the value that real estate agencies can provide could not be clearer. When competition is fierce for top talent, you can&rsquo;t afford to leave the location out of the equation.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Real estate firms specializing in corporate relocations should sell their city along with homes. Here are four tips for enticing out-of-town candidates considering a position in your area.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_BB_recruit.jpg" type="image/jpeg; length=322544">jul17_BB_recruit.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_BB_recruit_0.jpg?1501534620" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_BB_recruit.jpg?1501534641" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2016/05/make-move-easier-for-relocation-clients">Make the Move Easier for Relocation Clients</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/06/5-tools-for-well-balanced-marketer">5 Tools for a Well-Balanced Marketer</a> </div> <div class="field-item odd"> <a href="/daily-news/2017/03/24/expert-tips-for-upping-your-relocation-game">Expert Tips for Upping Your Relocation Game</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/03/7-things-agents-should-do-after-closing">7 Things Agents Should Do After a Closing</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Mon, 24 Jul 2017 21:00:34 +0000 echristoffer 23682 at http://realtormag.realtor.org 3 Keys to Capturing Qualified Leads Online http://realtormag.realtor.org/sales-and-marketing/sponsored/torchx/3-keys-capturing-qualified-leads-online <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Jesse Friedman, cofounder of content sponsor TORCHx, discusses winning web strategies to attract qualified prospects online. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, July 21, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/jesse-friedman">Jesse Friedman</a> </div> </div> </div> <!--paging_filter--><p><span style="font-family:tahoma,geneva,sans-serif;">One of the biggest challenges any real estate agent or broker faces is trying to generate qualified leads. Many buy contact lists or partner with real estate portals to drive traffic to their website and improve their organic search engine results position. But too often, these approaches attract &ldquo;looky-loos&rdquo; who aren&rsquo;t serious about buying.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">You don&rsquo;t want to just capture more leads; you need more <em>qualified</em> leads. That&rsquo;s where savvy pay-per-click (PPC) advertising can produce a stellar return on investment. Here are three keys to maximizing your results with this tool.</span></p> <blockquote> <p><span style="font-family:tahoma,geneva,sans-serif;">MORE: Learn how <a href="http://torchx.com/build-traffic/" target="_blank">TORCHx makes building web traffic simple</a>.</span></p> </blockquote> <p><span style="font-family:tahoma,geneva,sans-serif;"><strong>1. Target a qualified audience by bidding on relevant, high-volume keywords and locations.</strong> Use research tools such as Google&#39;s AdWords Keyword Planner to find keywords that are relevant to your business and get a high volume of searches. Adding geographic modifiers to your keyword terms augments your ability to attract high quality clicks. For example, a real estate agent or broker in Phoenix could use keywords such as &ldquo;Homes for sale Phoenix,&rdquo; &ldquo;Houses for sale Phoenix,&rdquo; &ldquo;Homes for sale in Phoenix&rdquo; or &ldquo;Houses for sale in Phoenix.&rdquo;</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">You can boost your click-through-ratio even further by using narrowly focused keywords that include:</span></p> <ul> <li><span style="font-family:tahoma,geneva,sans-serif;">Specific neighborhoods, subdivisions, or housing tracts (&ldquo;Homes for sale in Fair Oaks subdivision&rdquo;)</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">The types of housing stock you specialize in, such as condos, duplexes, apartments, or vacation homes (&ldquo;Condos for sale Snow Valley&rdquo;)</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">Popular school districts where homes are in high demand (&ldquo;Homes for sale &nbsp;school district 271&rdquo;).</span><br /> &nbsp;</li> </ul> <p><span style="font-family:tahoma,geneva,sans-serif;"><strong>2. Include a unique selling proposition in your ad copy to appeal to the specific audience you&rsquo;re targeting.</strong> To differentiate your PPC ads from other agents and brokers using the same keywords, focus on your unique selling proposition&mdash;what makes you different from the competition.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">If you&#39;re not sure what differentiates you, think about the kinds of compliments you hear from clients. Do you respond quickly to customer questions, calls, and texts, even at night and on weekends? Well, according to National Association of REALTORS&reg; research, <a href="https://www.nar.realtor/sites/default/files/reports/2016/2016-profile-of-home-buyers-and-sellers-10-31-2016.pdf" target="_blank">94 percent of buyers</a> say that agent responsiveness is very important to their buying experience, so highlighting that unique selling proposition makes sense. Using keywords like &ldquo;Quick response time&rdquo; and &ldquo;Available nights and weekends&rdquo; in your PPC ad copy will grab prospects&#39; attention.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">Other key differentiators to consider:</span></p> <ul> <li><span style="font-family:tahoma,geneva,sans-serif;">Do you specialize in a certain type of property, such as condominiums or vacation homes? Incorporate keywords such as &quot;Vacation home specialist&rdquo; or &quot;Experienced in co-op apartments.&rdquo;</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">Have you worked in the same community for decades, making you intimately familiar with the characteristics of its different neighborhoods? Try key phrases such as, &quot;Expert on local neighborhoods&rdquo; or &ldquo;Expert on Edgewater neighborhood.&rdquo;</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">Are you a skilled negotiator who prides yourself on getting your clients the best deal on their new home? Keywords such as &ldquo;Experienced in negotiation&rdquo; will highlight those strengths.</span></li> </ul> <p><span style="font-family:tahoma,geneva,sans-serif;"><strong>3. Ensure your website has all the features buyers want</strong>. Before you ever place a PPC ad, make sure the website you&rsquo;re sending prospects to is ready to capture leads. If consumers visit your website and don&#39;t find the information your ad promised, they won&#39;t stick around.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">In the most recent Profile of Home Buyers and Sellers, NAR found home buyers who search for properties online called out these elements as some of the <a href="https://www.nar.realtor/sites/default/files/reports/2016/2016-profile-of-home-buyers-and-sellers-10-31-2016.pdf" target="_blank">most useful website features</a>:</span></p> <ul> <li><span style="font-family:tahoma,geneva,sans-serif;">Photos &mdash; 99% find them useful; 89% said they&rsquo;re very useful</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">Detailed information about property for sale &mdash; 99% (85% - very useful)</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">Neighborhood information &ndash; 85% (44% - very useful)</span></li> <li><span style="font-family:tahoma,geneva,sans-serif;">Interactive maps &ndash; 72% (41% - very useful)</span></li> </ul> <p><span style="font-family:tahoma,geneva,sans-serif;">The more details your website offers about the cities, communities, and neighborhoods in your area, the better. Ratings of local schools, images of local attractions, and statistics about the community will all get leads to spend more time on your site.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">Of course, real estate listings are the heart of your website. Without them, leads won&#39;t take the next step to engage with you. Listings that update in real time make your website a valuable resource for home buyers. The more photos of each property you can add, the better. Offer search functionality that simplifies house hunting: Visitors should be able to filter results using criteria such as the number of bedrooms or bathrooms, specific neighborhoods, or price range.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">Since <a href="https://www.nar.realtor/sites/default/files/reports/2016/2016-profile-of-home-buyers-and-sellers-10-31-2016.pdf" target="_blank">77 percent of home buyers</a> believe searching for homes on a mobile device is very useful, it&#39;s also imperative that your real estate website be mobile-friendly, using responsive design so it&rsquo;s as attractive and usable on a smartphone as it is on a desktop. Log on to your site with a smartphone and make sure your contact information is easy to find. A click-to-call button encourages mobile users to call you.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">These steps will help you attract more qualified visitors online and transform your website into a resource home buyers will visit again and again.</span></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Jesse Friedman, cofounder of content sponsor TORCHx, explains how to be strategic about using pay-per-click ads and your website to attract qualified prospects online.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_TORCHx_1.jpg" type="image/jpeg; length=122222">jul17_TORCHx_1.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_TORCHx.jpg?1500667114" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_TORCHx.jpg?1500667130" /> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Sales and Marketing Fri, 21 Jul 2017 19:53:44 +0000 gwood 23674 at http://realtormag.realtor.org Attract Young Pros to Commercial Real Estate http://realtormag.realtor.org/commercial/feature/article/2017/07/attract-young-pros-commercial-real-estate <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Brokers can bring in talented, tech-savvy millennials if they make a few crucial changes to their processes and culture. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, July 19, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/dylan-taylor">Dylan Taylor</a> </div> </div> </div> <!--paging_filter--><p>The commercial real estate industry faces an era of exciting revitalization. But a pivot will be necessary in order to take advantage of it.</p> <p>A variety of interrelated factors&mdash;demographic ideals, changing workplace expectations, and the lingering effects of the Great Recession&mdash;has meant the industry has found it difficult to recruit young employees in recent years.</p> <p>The&nbsp;<a href="http://www.naiop.org/en/Magazine/2015/Winter-2015-2016/Business-Trends/~/link.aspx?_id=3168B804B1E345ADB0791FBA802710C9&amp;_z=z" target="_blank">2015 NAIOP Commercial Real Estate Compensation Survey</a> found that 77 percent of real estate firms are having trouble hiring young, new talent. And according to the latest census data, the&nbsp;<a href="https://www.bls.gov/cps/cpsaat18b.htm" target="_blank">average age&nbsp;of a commercial real estate professional</a> in the United States is 51, underscoring the severity of the upcoming talent shortage. As the baby boomer generation retires, more millennials enter careers, and urbanization focuses on new development, commercial brokerages will need to adapt to changing trends and demographics.</p> <p>Finding new strategies for replenishing the industry&rsquo;s talent gap is the most immediate issue. However, at least one recent industry survey indicates that <a href="http://legacy.svn.com/2016/02/03/the-svn-millennial-real-estate-career-report/" target="_blank">few millennials aspire to work&nbsp;in commercial</a> real estate. Here&rsquo;s what industry leaders can do to attract a new generation of enterprising young talent in order to improve the current hiring trends.</p> <h4>1. Leverage New Technology</h4> <p>One way commercial brokerages can attract younger employees is to offer them new tech tools.</p> <ul> <li><strong>Digitize</strong>: Using modern tools such as business apps, internet portfolios, functional employee interface websites, and remote mobile technologies can help sustain productivity, client communication, and customer satisfaction. A&nbsp;2014 Pew Research Center study&nbsp;reports that <a href="http://www.pewinternet.org/2014/12/30/technologys-impact-on-workers/" target="_blank">46 percent of online workers feel they become more productive</a> with digital tools. The report also mentions that more than half of internet-using workers say such assets increase the number of people they communicate with each day, and 35 percent of workers say the tools influence them to work more hours.</li> <li><strong>Create mobility</strong>:&nbsp;Mobile technologies and apps allow millennial workers to access work resources from anywhere. If an agent needs to provide information to a client, they can quickly access it via a web-based platform on a mobile device.&nbsp;A study from the University of Southern California and London Business School&nbsp;reveals that most <a href="https://medium.com/bmc-digital-it/millennials-flourish-in-a-remote-workforce-with-the-best-digital-tools-abbc7bbce079" target="_blank">millennials want the opportunity to travel and work remotely</a>. Commercial real estate can capitalize on a far-reaching market by making this a smoother process.</li> <li><strong>Implement leading-edge technologies</strong>: Virtual reality will soon impact many lifestyle sectors. In fact, a recent analysis from Goldman Sachs indicates that <a href="http://www.goldmansachs.com/our-thinking/pages/technology-driving-innovation-folder/virtual-and-augmented-reality/report.pdf" target="_blank">by 2025, virtual and augmented reality software will be a $2.6 billion</a> market in the real estate sector. Commercial real estate companies can implement virtual tours or simulations of neighborhoods where clients are interested in buying homes.&nbsp;Real Estate Tech News reports&nbsp;that <a href="http://realestatetechnews.com/blog/the-future-technologies-that-will-further-change-cre-behavior">we&rsquo;ll see a wave of new tech</a> in&nbsp;listing and search services, marketplaces, tech-enabled brokerage, leasing-management software, data valuation and analytics, mortgage technology, investment, and property management.&nbsp;Being ahead of the curve on implementing new tools like virtual reality will help the industry attract younger workers and clients.</li> </ul> <h4>&nbsp;2. Promote Purpose and Workplace Culture</h4> <p>Many millennials strive to align their professional work and their personal values, which offers a challenge and opportunity for employers seeking to attract younger workers. A Deloitte University study shows that millennials desire to work for employers with ethics that benefit society. A Gallup study confirms that one way commercial real estate firms can offer intrinsic value to their workforce is by <a href="http://www.gallup.com/businessjournal/191906/paycheck-purpose-drives-millennials.aspx" target="_blank">promoting&nbsp;purpose and motivation through workplace culture</a>.</p> <p>A simple way to inspire and motivate millennial workers is to offer supportive and healthy workplace environments, which should include these elements:</p> <ul> <li><strong>Purpose beyond profit</strong>:&nbsp;Brokers can gain loyalty and motivation from young recruits if they offer an ethical purpose that benefits their employees and society at large. For example, focusing on the future of green energy and sustainable design in real estate will likely draw fresh minds to the industry, especially because <a href="http://www.nielsen.com/us/en/insights/news/2015/green-generation-millennials-say-sustainability-is-a-shopping-priority.html" target="_blank">sustainability is a&nbsp;priority of the millennial generation</a>.&nbsp;</li> <li><strong>Mentorship</strong>:&nbsp;Offer support to new recruits. If they are having trouble parsing real estate analytics or need to learn new skills, offer them advice and anecdotes that will inspire questions and thoughts. When you foster a supportive work environment, millennials are more responsive and more eager to do well. <a href="https://www2.deloitte.com/global/en/pages/about-deloitte/articles/gx-millennials-how-to-earn-millennials-loyalty.html" target="_blank">Six in 10 millennials are currently benefiting</a> from having somebody who offers them advice or helps them develop their leadership skills. This varies by market and appears <a href="https://www2.deloitte.com/global/en/pages/about-deloitte/articles/gx-millennials-how-to-earn-millennials-loyalty.html" target="_blank">more prevalent in emerging (67%) rather than mature (52%) economies</a>.</li> <li><strong>Development opportunities</strong>:&nbsp;Offer ways for new recruits to learn on the job. Whether it&rsquo;s working through a sales pitch or practicing a mock tour, helping new recruits become confident is necessary to sustaining company morale. Take time to invest in new agents. Gallup finds <a href="http://www.gallup.com/businessjournal/191435/millennials-work-life.aspx" target="_blank">career progression is important to the&nbsp;88 percent</a> of this demographic&nbsp;and PwC notes <a href="https://www.pwc.com/m1/en/services/consulting/documents/millennials-at-work.pdf" target="_blank">they are eager to&nbsp;develop learning capabilities</a>.&nbsp;Offering opportunities for further education can help millennials feel more grounded in traditional real estate industry practices.</li> <li><strong>Steady practices</strong>. Finally, consistency is as important as any other millennial retention strategy. Inconsistent corporate policies yield an inconsistent workplace culture&mdash;which younger employees may interpret as insincere.&nbsp;</li> </ul> <h4>3. Offer Healthy Work-Life Balance</h4> <p>Independent contractors will be an increasingly important demographic for the future, and that puts the real estate at an advantage. But commercial brokers need to understand how they can address the needs of millennials seeking flexible work schedules while still meeting the needs of the company. The long-term goals of millennials are&nbsp;more traditional&nbsp;than you might expect. PwC&rsquo;s research finds they plan to own homes, have a stable partner in life, and strive for the financial success that allows them to save for a comfortable retirement. When evaluating job opportunities, millennials&rsquo; first need is a good work-life balance.</p> <p>Flexible schedules and remote work can help satiate the lifestyle appetites of new recruits. A&nbsp;2016 Deloitte report&nbsp;finds while <a href="https://www2.deloitte.com/content/dam/Deloitte/global/Documents/About-Deloitte/gx-millenial-survey-2016-exec-summary.pdf" target="_blank">75 percent of millennial workers either frequently work remotely</a> or would like to start doing so, just 43 percent of them are able to do so. More than half of the survey respondents say productivity will increase if people are allowed to work from home more often. Provide days when agents can work remotely with new technology or give them the opportunity to work during the hours when they feel they can be the most productive. Communicate with new recruits to negotiate a schedule that works for everyone.</p> <p>Millennials are dramatically changing our notions of work and company culture. By 2020, the generation will comprise <a href="https://www.pwc.com/m1/en/services/consulting/documents/millennials-at-work.pdf" target="_blank">half of the global workforce</a>. Because millennials bring a lot of talent and technological ability to the table, commercial real estate companies must adopt new and improved technology, structures, and strategies. These factors will not only attract millennials to a new field but also create incentives for them to grow within the real estate industry. Winning the game of attracting young talent will be a key competitive advantage for commercial real estate firms that are leaders in the industry.&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Brokers can bring in talented, tech-savvy millennials if they make a few crucial changes to their processes and culture.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_C_young.jpg" type="image/jpeg; length=175728">jul17_C_young.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_C_young_0.jpg?1500664044" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_C_young.jpg?1500664063" /> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Wed, 19 Jul 2017 20:41:32 +0000 mwhite 23662 at http://realtormag.realtor.org Is Net-Zero Living Up to the Hype? http://realtormag.realtor.org/home-and-design/feature/article/2017/07/net-zero-living-up-hype <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> More builders are constructing homes that claim to produce all the energy homeowners will need. But is this really possible in all climates, and is the front-end cost reasonable? Here’s how to help buyers and sellers make informed decisions about net-zero properties. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, July 17, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/barbara-ballinger">Barbara Ballinger</a> </div> </div> </div> <!--paging_filter--><p>Builders say the future is now for homeowners beset with high heating and cooling costs. Their frustration, along with improved technologies and green building materials, has led to a housing option known as net-zero energy.</p> <p>It might sound like hyped marketing buzz, but as long as builders carefully incorporate systems and materials with the home&rsquo;s location and orientation, it&rsquo;s entirely possible for buyers to purchase a new or rehabbed home that produces as much energy as it uses. With growing concern about energy conservation, it&rsquo;s smart to understand this technology and how it impacts both buyers and sellers in the real estate transaction.</p> <h4>What Net-Zero Is all About</h4> <p>First, understand the terminology. Many studies combine net-zero and &ldquo;net-zero&ndash;ready&rdquo; properties for the sake of simplifying research. But it&rsquo;s important for your clients to know that net-zero&ndash;ready homes are highly efficient spaces that haven&rsquo;t yet integrated an energy-harvesting mechanism such as solar panels or geothermal heating. The Net Zero Energy Coalition&mdash;a group of industry leaders looking to accelerate the adoption of these new building techniques based in Richmond, Calif.&mdash;notes the sector is growing rapidly. The group estimates that, as of the end of last year, there were 8,200 zero-energy and zero-energy&ndash;ready homes or apartments, representing a 33 percent jump above the prior year.</p> <p>According to Navigant Research, which covers emerging technologies, the total North American net-zero building industry is expected to increase 38.4 percent between 2014 and 2035. This trend is being driven primarily by two factors:</p> <ul> <li>First, more building professionals&mdash;custom, production, and multifamily&mdash;now work in this niche, says Ryan Shanahan, a senior green building consultant with Earth Advantage, a Portland, Ore.&ndash;based nonprofit that encourages better building and offers green certification.</li> <li>Another reason is that states are beginning to mandate energy conservation. <a href="http://www.californiaznehomes.com/" target="_blank">California is in the midst of a five-year plan</a> that requires all new homes to be net-zero by 2020, and <a href="http://app.leg.wa.gov/rcw/default.aspx?cite=19.27A.020" target="_blank">Washington state</a> has a similar goal for 2031. Although no other states have replicated this goal, more than 275 cities, counties, and states have taken on initiatives that increase the environmental and health performance of their communities through new building codes and programs, according to the U.S. Environmental Protection Agency.</li> </ul> <p>And even though net-zero technology is cutting-edge, finished results don&rsquo;t usually resemble the Jetsons&rsquo; homestead. WonderGroup developer Jacqueline Nunez designed a complex of sleekly elegant townhomes and condos that have a modern flair yet aren&rsquo;t too futuristic for the historic West Roxbury neighborhood in Boston. It will be the city&rsquo;s first net-zero residential project. Also in New England, designs by BrightBuilt Home in Portland, Maine, represent a more varied mix of modern and traditional styles.</p> <h4>How to Help Sellers</h4> <p>If you&rsquo;re the listing agent on a net-zero or net-zero&ndash;ready home, the good news is that there&rsquo;s a huge target of interested buyers. They come primarily from three cohorts:</p> <ul> <li>The first is the young, hip Dwell magazine generation, which wants to curtail costs and consumption and leave a smaller carbon footprint, says Ed Gorman, founder of MODUS Development in Phoenix. His company built the eight-unit MZ Townhomes, the first zero-energy housing project in Arizona, four years ago.</li> <li>The second cohort is young families seeking healthy, comfortable homes to put down roots, says Parlin Meyer, director of BrightBuilt Home.</li> <li>A third group, Meyer says, is boomers seeking to reduce energy bills and better project fixed expenses as they head into retirement.</li> </ul> <p><strong>Selling points</strong>: There are benefits besides energy savings that you can share to promote a net-zero listing. Due to the systems and materials and how the houses function, net-zero homes may offer a healthier environment with fresher filtered air, more comfortable indoor temperatures, less noise, better moisture control, and sturdier construction that can better withstand severe weather, says Joe Emerson, founder of Zero Energy Project, a nonprofit educational organization in Bend, Ore. But before you make any of the above claims, be sure you can back them up with evidence&mdash;or at least have testimonials ready from the current owners explaining why they like living in a net-zero home.</p> <p><strong>Persistent challenges</strong>: Despite the many positives, pricing this type of home can be tricky. In many neighborhoods, comparable properties are hard to find. However, green residential appraisals are eager to help determine the true value of this new market segment, says Meyer. Certifications from the U. S. Department of Energy and the International Living Future Institute can also help verify homes&rsquo; efficiency, says Stacey Hobart of the New Buildings Institute in Portland, Ore., which tracks and certifies net-zero homes.</p> <h4>What Buyers Should Understand</h4> <p>Buyers considering new construction should be aware of the typical process builders undertake to predict whether a property will indeed produce enough energy to offset its usage. Before construction, energy modelers feed data into a software program to check if the energy-harvesting elements will provide sufficient fuel when combined with the energy-saving systems, such as insulation, HVAC, appliances, and lighting.</p> <p>Of course, what results from this modeling is just an estimate. Most commonly, the Home Energy Rating System index by RESNET, a standards-setting industry organization, is used to approximate energy production and consumption used by a typical family. This modeling indicates if changes should be made before construction to meet the desired energy efficiency, says Gorman. A low score means that a home is more efficient than a typical house. Similarly, a high score may indicate inefficiency and the need for a better insulated envelope or more solar panels to reach the desired HERS score. If a family includes heavy users of electronics, lights, and HVAC systems, the modeling predictions won&rsquo;t apply, says Emerson. &ldquo;Every building project brings its own set of challenges, and this is why modeling needs to be done up-front,&rdquo; says Greg Goss, an Arizona-based contractor who&rsquo;s worked with Gorman.</p> <p>Whether buyers are looking for a new home or a retrofitted one, the area&rsquo;s climate plays an important role. Cooling systems have to work harder in warm climates, but the extra sun can make solar panels more productive than they are in cooler climes, says Joseph Vigil, an architect based in Boulder, Colo. The site and orientation also influence results. If a home is located in an open field, solar panels will produce more energy than in a dense forest where tree canopies block sunlight, says Shanahan.</p> <blockquote> <p><strong>Additional Resources</strong></p> <p>There&rsquo;s a growing body of information online for you and your clients to tap from the <a href="https://energy.gov/eere/buildings/doe-zero-energy-ready-home-resources" target="_blank">Department of Energy&rsquo;s site</a>, <a href="http://zeroenergyproject.org/" target="_blank">ZeroEnergyProject.org</a>, <a href="http://netzeroenergycoalition.com/" target="_blank">Net Zero Energy Coalition</a>, <a href="http://www.nzfound.org/" target="_blank">Net Zero Foundation</a>, <a href="http://www.engineering.com/DesignerEdge/DesignerEdgeArticles/ArticleID/6361/Modeling-Software-Helps-Design-Net-Zero-Houses.aspx" target="_blank">software programs such as </a>ZEROs (Zero Energy Residence Optimization software), and <a href="http://www.vivagreenhomes.com/" target="_blank">Viva Green Home</a>&rsquo;s listing of homes for sale. <a href="http://newbuildings.org/" target="_blank">The New Buildings Institute</a> is working with cities and states to develop policies that drive net zero performance.</p> </blockquote> <p>Other considerations for buyers:</p> <ul> <li><strong>Technological obsolescence</strong>. Many are looking forward to seeing advancements such as Tesla&rsquo;s solar roof shingles hit the market. But what happens to a home&rsquo;s equity when the next generation of panels cuts the price of net-zero enhancements, asks FitSmallBusiness real estate analyst Emile L&rsquo;Eplattenier. Many experts think an older net-zero home will hold its value because it still curtails energy consumption and costs, even if it&rsquo;s not to the same degree as the latest generation of products. &ldquo;We know new ones are more efficient, but the older ones still work,&rdquo; says Vigil. Gorman adds that when listing a net-zero home, sellers should always share how long the warranty extends, if applicable.</li> <li><strong>Higher costs</strong>. Most net-zero experts estimate net-zero homes cost between 5 and 15 percent more than traditional ones, depending on what systems are selected. But the costs keep coming down, especially for solar panels, says Shanahan. Equally promising is that the payback begins immediately if buyers consider their energy bills. &ldquo;From the day homeowners move in, they&rsquo;re saving,&rdquo; says Meyer. It&rsquo;s hard to overestimate the importance of a tight envelope and efficient HVAC. Shanahan says retrofitting older homes can prove prohibitively costly if building parts and systems are terribly inefficient.</li> <li><strong>Availability of tax credits</strong>. In recent years, numerous incentives have been available for buyers investing in a net-zero home. But concern is brewing as some utilities, municipalities, and states begin to rethink such credits, according to a <a href="https://www.bloomberg.com/news/articles/2016-09-13/the-u-s-rooftop-solar-boom-is-grinding-to-a-halt" target="_blank">recent Bloomberg report</a>. Gorman thinks the tide won&rsquo;t reverse. &ldquo;Solar costs are dropping so low and batteries have become a cost-effective storage solution. This will drive savvy customers to go completely off-grid,&rdquo; he says.</li> </ul> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>More builders are constructing homes that claim to produce all the energy homeowners will need. But is this really possible in all climates, and is the front-end cost reasonable? Here&rsquo;s how to help buyers and sellers make informed decisions about net-zero properties.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_HD_netzero.jpg" type="image/jpeg; length=265647">jul17_HD_netzero.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_HD_netzero_0.jpg?1500326168" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_HD_netzero.jpg?1500326191" /> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Mon, 17 Jul 2017 16:25:12 +0000 mwhite 23644 at http://realtormag.realtor.org The Holistic Approach to Real Estate http://realtormag.realtor.org/for-brokers/network/article/2017/07/holistic-approach-real-estate <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Learn how some brokers and agents are taking their clients’ mind, body, and soul into account—and gaining more business because of it. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, July 11, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/lee-nelson">Lee Nelson</a> </div> </div> </div> <!--paging_filter--><p>Although the word &ldquo;holistic&rdquo; is usually associated with health and medicine, real estate professionals can apply this philosophy to their business. Some are even adding it to their professional title.</p> <p>Holistic real estate starts with the agent, says Kristy Woodford, broker at Windermere Real Estate/Olympia in Olympia, Wash. &ldquo;Clients often seek me out because of my approach,&rdquo; she says. &ldquo;As I focus on my own mind, body, and soul&rsquo;s health, I create a calm and healthy atmosphere.&rdquo;</p> <p>Woodford says her holistic style helped a recent seller get through a rocky deal with a spirit of love and peace. A structural problem that was discovered during the inspection and an unreliable lender created challenges for both Woodford&rsquo;s client and the buyer. But all parties collaborated well together. Although the seller didn&rsquo;t get his asking price, he was still able to maintain a sense of wonder and appreciation, Woodford says. Her client recently wrote a note to the new owners sharing his love for the home and wishing them well. &ldquo;That&rsquo;s the magic of holistic real estate,&rdquo; she explains. &ldquo;It&rsquo;s joy in the journey.&rdquo;</p> <h4>What does it mean to be holistic?</h4> <p>It&rsquo;s about recognizing the interconnected aspects of a person or situation. A holistic agent is someone who guides their clients through the real estate experience while taking the well-being of the whole person into account, Woodford explains. The goal in holistic real estate is to go through what can be a very stressful process with special care for the physical, mental, and emotional health of all concerned. Through this awareness, it is possible to find joy and greater health in the experience, she says.</p> <p>For those who want even more guidance, holistic real estate pros can use concepts such as feng shui to help identify the perfect home and bring extra comfort and peace to the whole family.</p> <p>&ldquo;I help my clients figure out what their best life looks like,&rdquo; says Lorraine DAversa, broker and lifestyle consultant at LifeStyle Realty and Consulting in Golden, Colo. With degrees in psychology and nutrition, her background helps her more clearly understand her client&rsquo;s vision. She believes you can&rsquo;t serve your client well if you focus only on finding a home in their price range. It has to be about more: Do they need a big backyard to plant a garden or to put a fire pit to make s&rsquo;mores with their grandchildren? She takes a few hours during the initial consultation to get to know her clients&rsquo; hopes, dreams, and fears.</p> <h4>How do holistic practitioners integrate mind, body, and soul into their business?</h4> <p><strong>Mind</strong>: Holistic medicine is known for taking the traditional use of intellect, facts, and figures, and incorporating other elements of life into the process, Woodford says. Holistic real estate does the same thing. She still runs comparative marketing analyses, urges clients to have inspections, keeps up on legal updates, does due diligence, and encourages buyers or sellers to do their tasks. &ldquo;We are making the most of our mind&rsquo;s potential by coupling the wisdom of our body and acknowledging the unknown (the spirit or soul),&rdquo; Woodford explains.<br /> <br /> <strong>Body</strong>: Woodford teaches her clients &ldquo;body intelligence.&rdquo; For instance, if her buyers are about to make an offer on a house, she tells them to think of the price they&rsquo;d like to offer, and then take a breath and sense their physical reaction to their thoughts. Is there a tightening in their chests from stress? &ldquo;Something may exist in our mind, but it might take just a minute to ask what your body thinks of it. Our bodies know,&rdquo; she says.</p> <p><strong>Soul</strong>: Woodford believes holistic real estate is about less stress and more joy and good health. Wonderment and awe are the keys to health and peace in this process&mdash;so work toward making the process fun and as stress-free for clients as possible. Woodford says some kind of faith is essential to making a holistic approach work&mdash;even if it&rsquo;s just faith in the statistics. Things often work out outside of one&rsquo;s own control, she says.</p> <h4>What does holistic real estate require?</h4> <p>DAversa tries to go a little beyond what other brokers do. Buyers from San Francisco chose her as their agent after researching her online. She showed every room of a house to them over Skype, answering all their questions as they took the tour together via their phones. &ldquo;I even went down the block and met neighbors for them on Skype. That sold it for them. They loved the neighborhood and how caring the people were,&rdquo; she says.</p> <p>DAversa says she becomes friends for life with most of her clients. For instance, she helped a young couple with two children move to a remote area. &ldquo;I was really concerned about them. I wondered, &lsquo;Is this the right thing for them?&rsquo; But we have become like a surrogate family for them. We celebrate their successes,&rdquo; she says.</p> <p>Not only has she gained many new clients and friends since advertising that she is a holistic broker, but she also tripled her revenue last year.</p> <h4>Is there a designation for holistic real estate agents yet?</h4> <p>No, but both DAversa and Woodford say they hope to work on building something soon. Woodford hopes to pitch Windermere&rsquo;s education department and the National Association of REALTORS&reg; with the idea of a certification or training for agents who want to understand the holistic approach.</p> <p>&ldquo;I recognize that there are many agents already living these principles without the label of &lsquo;holistic,&rsquo;&rdquo; Woodford says. &ldquo;I like to shine a spotlight on the joy and the positive, and I know I&rsquo;m not alone.&rdquo;</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Learn how some brokers and agents are taking their clients&rsquo; mind, body, and soul into account&mdash;and gaining more business because of it.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_BB_holistic.jpg" type="image/jpeg; length=126748">jul17_BB_holistic.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_BB_holistic_0.jpg?1499788375" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_BB_holistic.jpg?1499788400" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/06/5-tools-for-well-balanced-marketer">5 Tools for a Well-Balanced Marketer</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/05/brokers-purple-hair-have-more-fun">Brokers With Purple Hair Have More Fun</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/12/investing-in-your-mind-body-and-business">Investing in Your Mind, Body, and Business</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/04/5-habits-brokerages-should-adopt-from-tech-companies">5 Habits Brokerages Should Adopt From Tech Companies</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Tue, 11 Jul 2017 15:21:33 +0000 echristoffer 23616 at http://realtormag.realtor.org When Clients Talk Politics, Stay Above the Fray http://realtormag.realtor.org/sales-and-marketing/relationship-management/article/2017/07/when-clients-talk-politics-stay-above-fr <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> How divisive public discourse is affecting business relationships—and what you can do about it. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, July 11, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/graham-wood">Graham Wood</a> </div> </div> </div> <!--paging_filter--><p>Sharla Lau sensed where the conversation was going with one of her clients&mdash;and it wasn&rsquo;t about houses. It was shortly after the presidential election last November, and the aftermath of the intensely partisan contest was clearly on the buyer&rsquo;s mind. As Lau and her client toured listings together, the buyer began making leading comments about abortion and &ldquo;alternative lifestyles,&rdquo; begging for her response, Lau says. He criticized Congress and the rancor in Washington. And then Lau braced when he turned his attention to her personally: &ldquo;So, who did you vote for?&rdquo; She declined to respond.</p> <p>&ldquo;Yes, I have my thoughts and beliefs, but they are mine,&rdquo; says Lau, ABR, GRI, vice president of Coldwell Banker Fleming-Lau Realty in Fort Smith, Ark. &ldquo;I have found it&rsquo;s not safe or wise&mdash;professionally or personally&mdash;to discuss personal beliefs with strangers.&rdquo; She told her client she would rather they stay focused on discussing real estate, and they moved on to have a friendly working relationship. Lau is hardly alone. In this hyperpolitical environment, practitioners are finding themselves grappling with potentially uncomfortable conversations with clients more frequently than ever.</p> <p>Even eight months out from the election, &ldquo;this kind of thing still happens all the time with clients,&rdquo; says Joe Mock, e-PRO, a sales associate with Cutler Real Estate in Cincinnati. &ldquo;I&rsquo;ve had to deal with politics in my business more now than at any other point in my 21 years in real estate. I&rsquo;ve heard more than once: &lsquo;I&rsquo;ll bet you&rsquo;re a Republican because you&rsquo;re a businessman.&rsquo; And I literally say, &lsquo;I don&rsquo;t talk religion or politics with clients.&rsquo;&rdquo;</p> <p>Even if you know better than to raise contentious topics, do you have a ready approach for dealing with others who tend toward the incendiary? How much discomfort will you tolerate from quarrelsome peers before deciding to leave a brokerage or stop working with a client whose views you find virulent? Or are you the one who needs to develop better filters for your own speech?</p> <h4>Blurred Lines Between Professional, Personal</h4> <p>Savvy real estate practitioners have long been careful to avoid mixing political talk with business, but in today&rsquo;s world, deep ideological divides and rampant rhetoric from all sides are putting many on edge and sometimes blurring professional lines. No matter where you go&mdash;on social media or in the real world&mdash;polarizing commentary is making it trickier to assess how to navigate your communications with clients and colleagues, even when you&rsquo;re not the one getting political.</p> <p>Given that real estate is a relationship business at its core, the professional advice to simply stick to the nuts and bolts of helping buyers and sellers with transactions may not always cut it. &ldquo;There&rsquo;s an expectation for you to be genuine and transparent as a real estate professional. But you want to make sure your genuineness is not provocative in a way that disrespects people,&rdquo; says 2011 NAR President Ron Phipps, ABR, GRI, who is helping to develop a REALTOR&reg; University course on online etiquette for real estate professionals. &ldquo;Great reputations are built one brick at a time, and buildings can come down with one bad move. You can destroy your reputation with one comment.&rdquo;</p> <h4>Severing Ties With Serious Offenders</h4> <p>Sometimes, practitioners have to make hard decisions in order to avoid conflict over personal views with their customers&mdash;including disassociating with those who become too irate. In May, REALTOR&reg; Magazine convened two focus groups&mdash;one with nine brokers and another with nine agents&mdash;during the REALTORS&reg; Legislative Meetings &amp; Trade Expo in Washington, D.C., to learn how the highly charged political climate may be affecting business relationships. All participants acknowledged seeing a rise in politically infused online behavior from both colleagues and clients in the last year. Some said they&rsquo;ve defriended or stopped following some business contacts. Several have a personal policy never to become online &ldquo;friends&rdquo; with a client until a transaction is over.</p> <p>Mock, who participated in one of the focus groups, says he has defriended both clients and personal contacts recently for making &ldquo;serious&rdquo; negative political comments on his Facebook page. Some have gone as far as to suggest the president be killed, he says. Mock believes associating with people like that threatens his business. &ldquo;If you&rsquo;re a friend of mine, anybody else who&rsquo;s my friend is a friend of yours by association,&rdquo; he says. &ldquo;If I stayed friends with someone like that, my clients would say, &lsquo;That&rsquo;s not the Joe I know.&rsquo;&rdquo;</p> <p>The focus group discussions also revealed that there is little consensus about how real estate companies should handle difficult situations. Four of the nine participating brokers said they have no formal social media policies in place. One broker from Oklahoma had to fire two agents who refused to &ldquo;go neutral&rdquo; on hot-button political issues on the company&rsquo;s social media feeds. Because the business of real estate is often affected by politics, some participants said that focusing on REALTOR&reg; Party issues rather than partisan politics was the best way to avoid alienating clients and colleagues.</p> <p>&ldquo;Politics are an inherent part of real estate and do have a place in client dialogue,&rdquo; says Doug Sager, a sales associate with The Grubb Company in Oakland, Calif. &ldquo;One of the many hats we wear as a real estate professional is the hat of a teacher. We educate our clients on matters that affect them, and we cannot be afraid to bring up topics that impact their goals. It also shows that REALTORS&reg; are about much more than seeking the next closing check; we are a viable political force with a powerful voice in all levels of government.&rdquo;</p> <h4>Is it Ever OK to Reveal Personal Views?</h4> <p>Perhaps the person who needs to watch what they say is you. Real estate agents have lost clients&mdash;and their jobs&mdash;after making divisive political remarks in public forums. Even REALTOR&reg; association leaders have had missteps. During the 2016 election, REALTORS&reg; threatened to rescind their RPAC donations in response to a state president&rsquo;s online political comments. And in January, an agent in Peoria, Ill., <a href="http://www.chicagotribune.com/entertainment/chicagoinc/ct-trump-patton-oswalt-tony-brust-20170201-story.html" target="_blank">was fired</a> after engaging in a cantankerous Twitter spat over political views that went viral online.</p> <p>Real estate pros are public ambassadors for their communities, so they should remember that they are representing their business and neighborhoods at all times and on all forums&mdash;even if their intent is to &ldquo;switch&rdquo; to their personal persona, says Marki Lemons-Rhyal, a Chicago-based real estate coach who teaches social media ethics. &ldquo;You shouldn&rsquo;t be a practitioner and shouldn&rsquo;t have a license if you think, &lsquo;I&rsquo;ll say whatever I want to say,&rsquo;&rdquo; she says. &ldquo;You don&rsquo;t get to take your real estate hat off. If you get online and rant and rave, that sends the message that you won&rsquo;t work with a certain type of client.&rdquo;</p> <p>Of course, not everyone agrees that professionals must always avoid expressing personal beliefs. But if you do, you have to be willing to accept the consequences. Susan Young, broker in charge at Express Real Estate in Weaverville, N.C., recalls wrestling with the resignation of one of her five agents several years ago. Young says the agent left after expressing anger that Young posted a comment on Facebook supporting gay marriage, which was illegal in North Carolina at the time.</p> <p>&ldquo;The agent told the owner of the company that if she ever ran into a problem, she didn&rsquo;t think I would have her back because we didn&rsquo;t share the same views,&rdquo; Young recalls. The owner did not reprimand Young over the situation, and Young says she doesn&rsquo;t regret her Facebook post. But she did learn a lesson about how her words can have a greater impact because of her higher position in her company. &ldquo;I realized I&rsquo;m the broker in charge, and I represent the entire company. It wasn&rsquo;t just me losing something; the whole office lost a good agent,&rdquo; she says.</p> <p>Some real estate pros simply aren&rsquo;t sweating the risky consequences of working in a combative political climate. One Louisiana practitioner who participated in the focus groups noted that the business impact can accrue to his benefit if certain colleagues become known for their vitriol online or in person: &ldquo;One of their clients is going to come over to me.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>How divisive public discourse is affecting business relationships&mdash;and what you can do about it.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_NC_politics.jpg" type="image/jpeg; length=194415">jul17_NC_politics.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_NC_politics_0.jpg?1499796727" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_NC_politics.jpg?1499796754" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/daily-news/2017/02/08/study-political-talk-hurting-your-work">Study: Political Talk Is Hurting Your Work</a> </div> <div class="field-item even"> <a href="/news-and-commentary/feature/article/2014/04/from-right-or-left-home-ownership-core-value">From Right or Left, Home Ownership Is a Core Value</a> </div> <div class="field-item odd"> <a href="/first-person/powerofr/article/2014/05/finding-independence-outside-party-line">Finding Independence Outside the Party Line</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Relationship Management Tue, 11 Jul 2017 17:21:12 +0000 gwood 23617 at http://realtormag.realtor.org Audacious Advocate http://realtormag.realtor.org/news-and-commentary/feature/article/2017/07/audacious-advocate <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> In the best and worst of times, NAR CEO Dale Stinton made bold choices on behalf of the members he served. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, July 12, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/stacey-moncrieff">Stacey Moncrieff</a> </div> </div> </div> <!--paging_filter--><p>Sitting in his Chicago office in late April, Dale Stinton was thinking about the future&mdash;not his own but for REALTORS&reg;. &ldquo;I haven&rsquo;t allowed myself to think much about what comes next,&rdquo; says Stinton, who retires Aug. 1 after 36 years with the National Association of REALTORS&reg;, the last 12 as CEO. &ldquo;There are still so many important things we&rsquo;re doing.&rdquo;</p> <blockquote> <p>We&rsquo;ve seen a world of changes in the real estate industry, and Dale has been at the leading edge. He helped keep us positive and prosperous through a very tough marketplace and led us to what looks to be a growing real estate opportunity, always protecting and advancing REALTORS&reg;.&rdquo;</p> <p><em>&mdash;Pat Vredevoogd Combs, 2007 NAR president, who served on the search committee that recommended Stinton for CEO&nbsp;</em></p> </blockquote> <p>It has been a remarkable tenure. From the advent of the internet through the boom years to the severe, prolonged downturn and the recovery that followed, Stinton has maintained his focus on a singular mission: helping REALTORS&reg; remain squarely in charge of their own destiny. In a video announcing the appointment of NAR Senior Vice President Bob Goldberg as the next CEO, the association&rsquo;s 2017 President William E. Brown thanked Stinton for his &ldquo;many years of great service.&rdquo; In this issue, Brown expands on that message <a href="/news-and-commentary/nar-president/article/2017/07/dale-stinton-in-gratitude">in a recent column</a>, commending Stinton&rsquo;s &ldquo;forward-thinking, strategic approach to our business.&rdquo;</p> <p>Steve Brown, 2014 NAR president (no relation to the current president), says, &ldquo;Dale&rsquo;s greatest contribution to NAR has been foreseeing the needs of the industry, even before the industry itself recognized the needs, and then having the courage and fortitude to see the implementation through to successful conclusion.&rdquo;</p> <blockquote> <p><strong>Cue the Star Trek Theme</strong></p> <p>For his willingness to boldly go where no not-for-profit association has gone before, Stinton has won a variety of industry plaudits. In 2010, Inman News named him an Innovator of the Year; he sits at number six on &ldquo;Power 200,&rdquo; Stefan Swanepoel&rsquo;s list of the most powerful people in real estate. Last year, Stinton received the &ldquo;On the Shoulders of Giants&rdquo; Award given by RE/MAX and RISMedia. And apropos of the award&rsquo;s name, Stinton didn&rsquo;t hesitate to turn the credit back to the REALTORS&reg; he has served. &ldquo;I have been fortunate to work with some of the greatest NAR presidents and industry giants,&rdquo; he told RISMedia&rsquo;s Maria Patterson. &ldquo;Without their vision, NAR and its members would not be positioned for greater success in the 21st century.&rdquo;</p> </blockquote> <p><strong>REALTOR&reg; Magazine: What&rsquo;s the fundamental value that NAR brings to the industry?</strong>&nbsp;</p> <p><strong>Stinton:</strong> Besides being an advocate for our members, we&rsquo;re the only organized group that speaks for private property rights. It feels like a heavy obligation to be treated carefully and respected. It&rsquo;s deeper than homeownership. The country was founded on the principle of property rights, and it&rsquo;s part of our organization&rsquo;s DNA.</p> <p><strong>REALTOR&reg; Magazine: </strong><strong>What satisfies you most about your tenure as CEO?&nbsp;</strong></p> <p><strong>Stinton: </strong>With the advent of the dot-coms, people predicted the disintermediation of our members. We are not only still alive but thriving and growing. The internet didn&rsquo;t disintermediate us. It highlighted our value. No trade association that I know of has engaged itself in the protection of its members as we have.</p> <p><strong>Back Story: &nbsp;Keeping REALTORS&reg; Central</strong></p> <p>Real estate agents remain at the heart of most residential and commercial real estate transactions. In fact, the share of homes sold without an agent is the lowest since NAR started collecting home buyer and seller data in 1981.&nbsp;But disintermediation remains a constant threat, Stinton says. That&rsquo;s why he&rsquo;s kept up a near-constant push to stay on the offensive. Under Stinton&rsquo;s leadership, NAR:</p> <ul> <li>Claimed victory in the battle to keep federally insured banks out of real estate.</li> <li>Worked with Congress and U.S. agencies to blunt the impact of the 2007&ndash;2012 housing crisis on owners, sellers, buyers, and real estate practitioners.</li> <li>Greatly expanded state and local advocacy and strengthened NAR&rsquo;s relationships with state and local REALTOR&reg; associations.</li> <li>Invested in technologies to benefit members.</li> <li>Actively engaged younger members in leadership decision-making.</li> <li>Secured three top-level internet domains: .realtor, .realestate, and, along with the Canadian Real Estate Association, .mls.</li> <li>Worked closely with Move Inc.&mdash;which operates realtor.com&reg; under an agreement with NAR&mdash;on the sale of Move to Rupert Murdoch&rsquo;s News Corp, and joined Move in a two-year trade secrets lawsuit against rival Zillow that ended in a settlement favorable to Move and NAR.</li> </ul> <p><strong>REALTOR&reg; Magazine: </strong><strong>You set some big &ldquo;second century&rdquo; goals in 2008, the year NAR celebrated its centennial. Why?</strong></p> <p><strong>&nbsp;Stinton: </strong>Before the downturn, we were approaching 1.4 million members. I felt that we had shored up the reserves to a point where we could move forward on some long-term strategic investments designed to directly benefit the members. Those are the Second Century Initiatives.&nbsp; I asked the board of directors to have patience; it would take years for these initiatives to mature. They did have patience, and we have seen tremendous value.</p> <p><strong>Back Story: Investing in the Future</strong></p> <p>NAR&rsquo;s Second Century Initiatives paid homage to the association&rsquo;s first 100 years with an eye toward the next 100. They included a major consumer outreach initiative&mdash;which launched HouseLogic.com and Real Estate Today radio&mdash;as well as REALTORS Property Resource&reg;, a member benefit that today is integrated with 95 percent of MLSs, serving more than 1.1 million members. Now, RPR is working with a consortium of brokers and franchises to deploy Upstream, a tool that will help all brokers enhance and manage their data. Stinton also started an investment arm, Second Century Ventures, that has helped REALTORS&reg;:</p> <ul> <li>Bring competition to the lockbox business with an investment in and eventual buyout of SentriLock International.</li> <li>Support technology partners like DocuSign, Xceligent, and zipLogix.</li> <li>Nurture startups through the REach technology accelerator.</li> </ul> <p>Under Stinton&rsquo;s watch, NAR upped the ante on the political front, too. The REALTOR&reg; Party initiative was established in 2011 in response to Citizens United v. Federal Election Commission, a U.S. Supreme Court ruling that loosened restrictions on election campaign spending by organizations. Acting on recommendations of a Presidential Advisory Group, Stinton asked the board of directors to approve a $40 annual member contribution to support national, state, and local candidate and issue campaigns. Critics said it was too much to ask during the worst financial crisis in generations. But Stinton prevailed, arguing that critical challenges lay ahead on tax, financing, and insurance issues. In the age of corporate advocacy, he said, depending solely on political action donations would mute the powerful Voice for Real Estate&reg;.</p> <p><strong>REALTOR&reg; Magazine: </strong><strong>During the financial crisis, how did you keep NAR moving forward?</strong></p> <p><strong>Stinton: </strong>The best we could do was communicate with our members honestly about what was happening. We also did what we could to blunt the effects. The home buyer tax credit was huge because, in that time frame, 50 percent of [home sales] were to buyers using the credit. We also applied strong moral suasion in defending Fannie Mae and Freddie Mac. It&rsquo;s not that we oppose reform, but we have stood our ground against reforms that would discourage homeownership or reduce affordability.</p> <p><strong>Back Story: NAR&rsquo;s Response to Crisis</strong></p> <p>The Great Recession of 2007&ndash;2012 hit real estate particularly hard. Among the shockers in the fall of 2008: Fannie Mae and Freddie Mac were placed in federal conservatorship, Lehman Brothers filed for bankruptcy protection, and Congress passed the Troubled Asset Relief Program. Unemployment was on the rise, mortgage lending was severely constricted, and nearly 11 percent of homeowners were underwater on their mortgage&mdash;a number that peaked a few years later at roughly a quarter of all owners.</p> <p>NAR&rsquo;s response was multipronged. It worked with the Center for Responsible Lending to warn consumers about the risks of using alternative loan products and lobbied Congress to pass a temporary home buyer tax credit to help sustain sales. It worked with federal officials to create short-sale guidelines and incentives for lenders. And it shifted its consumer advertising message to raise awareness about the value of homeownership to future generations. Stinton introduced &ldquo;Right Tools, Right Now,&rdquo; a program that offered members education and products at low or no cost, and &ldquo;Game Changers,&rdquo; which provided seed money to state and local association initiatives. As the recession wore on, NAR launched an inspirational &ldquo;Home Ownership Matters&rdquo; bus tour, taking NAR leaders to 35 states. By 2012, the economy was recovering, but pundits were questioning the basic premise that high homeownership rates were good for the country. NAR President Moe Veissi wanted to make a symbolic gesture about the value of homeownership, and Stinton delivered. In May, 15,000 REALTORS&reg; and more than a dozen legislators gathered at the base of the Washington Monument for the &ldquo;REALTOR&reg; Rally to Protect the American Dream.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>In the best and worst of times, NAR CEO Dale Stinton made bold choices on behalf of the members he served.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_NC_dale_1.jpg" type="image/jpeg; length=242313">jul17_NC_dale.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_NC_dale_0.jpg?1499797877" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_NC_dale.jpg?1499797891" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/daily-news/2017/05/09/nar-ceo-among-honorees-visionary-award">NAR CEO Among Honorees of Visionary Award</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Mon, 10 Jul 2017 17:03:01 +0000 mbrozanic 23607 at http://realtormag.realtor.org Do You Trust Home Inspectors? http://realtormag.realtor.org/news-and-commentary/commentary/article/2017/07/do-you-trust-home-inspectors <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> When both parties can build a respectful and professional relationship together, your clients reap the rewards. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, July 12, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/jim-brown">Jim Brown</a> </div> </div> </div> <!--paging_filter--><p>When I started as a home inspector 35 years ago, I shadowed an older colleague who would put a marble on the floor of every home he inspected. If the marble rolled even slightly in one direction, he would state in the inspection report that the home was sinking and a structural engineer needed to test its foundation. This method, of course, isn&rsquo;t a reliable way to uncover serious foundational problems. The only thing it proves is that the house is settling&mdash;which is hardly unusual.</p> <p>I&rsquo;ve seen dozens of home sales fall apart because of these types of exaggerations, so I understand why real estate professionals are sometimes skeptical about home inspectors. Many agents dropped my colleague because they didn&rsquo;t trust him to provide accurate information to their clients. I&rsquo;ve even turned off agents who thought I embellished my findings in inspection reports. They said I was too quick to list insignificant items such as misaligned doors on kitchen cabinets, needlessly alarming buyers. But I&rsquo;ve worked with my share of unscrupulous agents, too.</p> <p>When I speak at real estate offices across northern Georgia, I often encounter animosity from agents who view inspections as a roadblock to the home sale. It often feels like home inspectors and agents are on opposing teams, but the truth is we need each other. We rely on each other&rsquo;s expertise to give consumers a quality homebuying experience, so why don&rsquo;t we trust each other more? We&rsquo;ve each done something wrong once or twice to make an inspection go less smoothly than it could have. I&rsquo;m willing to admit my faults. Are you?</p> <p>When I was a new inspector, I initially misunderstood my role in the real estate transaction. Eventually, an agent I worked with helped me see my purpose more clearly. In my previous work as a building inspector for the city of Snellville, Ga., I evaluated property against strict building codes. When I transitioned to home inspections, I used the same &ldquo;pass or fail&rdquo; mentality to judge the condition of a house. The agent reminded me that wasn&rsquo;t the objective of a home inspection. She helped me refocus on delivering the pertinent facts to her clients so they could make an informed decision for themselves. Once I gained this perspective, I helped organize classes including this concept for fellow members of my local chapter of the International Association of Certified Home Inspectors.</p> <p>Agents have also tried to pressure me inappropriately. Some insisted I exclude legitimate problems with a home on my inspection reports to keep from blowing a deal. A conscientious inspector won&rsquo;t compromise the inspection at the expense of the buyer&rsquo;s best interest. (That&rsquo;s often how home inspectors get sued.) One time, I inspected a deck that was fastened to a home using outdated materials. Decks fall off houses if not attached properly, so I needed to report the issue. The agent I was working with insisted I remove it from my report because other homes in the neighborhood had the same issue. After I refused to comply, I never heard from that agent again. And if he had called, I wouldn&rsquo;t have performed another inspection for him.</p> <p>Trust is a two-way street that both inspectors and agents must be willing to travel. You need to trust that I, as a home inspector, won&rsquo;t unnecessarily undermine the sale. I need you to trust my knowledge and have confidence that I am reporting issues your buyers need to know in order to make an educated buying decision&mdash;even if, sometimes, it makes them think twice about the purchase. If our relationship breaks down over lack of trust, it&rsquo;s your clients who will ultimately lose.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>When both parties can build a respectful and professional relationship together, your clients reap the rewards.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_NC_inspection.jpg" type="image/jpeg; length=175065">jul17_NC_inspection.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_NC_inspection_0.jpg?1499798824" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_NC_inspection.jpg?1499798857" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/news-and-commentary/commentary/article/2016/02/home-inspector-or-specialist">Home Inspector or Specialist? </a> </div> <div class="field-item even"> <a href="/sales-and-marketing/handouts-for-customers/for-buyers/questions-ask-home-inspector">Questions to Ask a Home Inspector</a> </div> <div class="field-item odd"> <a href="/daily-news/2015/10/07/3-home-inspection-deal-breakers">3 Home Inspection Deal-Breakers</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Commentary Mon, 10 Jul 2017 17:53:40 +0000 mbrozanic 23608 at http://realtormag.realtor.org Are RCFEs on Your Radar? http://realtormag.realtor.org/commercial/feature/article/2017/07/are-rcfes-your-radar <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Growing demand for residential care homes is creating a new market niche for agents. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, July 12, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/paula-hess">Paula Hess </a> </div> </div> </div> <!--paging_filter--><p>When another agent in her office asked Janette Ledea if she had a buyer for a single-family listing, she was skeptical. Ledea, GRI, SRES, an agent with RE/MAX Tri-City Realty in Pasadena, Calif., who specializes in residential care facilities for the elderly, considered her buyers&rsquo; narrow parameters. It was a long shot, but when Ledea viewed the property, she was pleasantly surprised. The single-level home&rsquo;s large bedrooms each had exits to the outside, the hallways were wider than three feet, and virtually no modifications would be required: &ldquo;It was perfect.&rdquo;</p> <p>Ledea brought in the buyer, who added a fourth property to an existing portfolio of licensed care facilities; she split the 5 percent commission with the referring agent; and <a href="https://www.cdc.gov/nchs/data/nsrcf/nsrcf_brochure.pdf" target="_blank">the home was converted to an RCFE</a>.</p> <h4>Floor Plans and More</h4> <p>RCFEs are attractive to families seeking noninstitutionalized alternatives to nursing homes for the elderly and others needing a high level of support. California, an early adopter of RCFEs, experienced a 16 percent increase in capacity or bed count between 2001 and 2010, according to the Scan Foundation, a private organization that addresses long-term care solutions. Given the appeal of this care option, and the growing demand for assisted living, other states are likely to follow California&rsquo;s lead. By 2030, the population 65 and over is expected to reach 71.5 million, nearly twice their total in 2005. Demographic trends may well push these purchase and leasing transactions onto your radar screen.</p> <blockquote> <p><strong>Three RCFE Transaction Scenarios</strong></p> <p>1. A client inquires if a property is suitable for conversion to an RCFE.</p> <p>2. A client wants to purchase, rent, or sell an existing RCFE.</p> <p>3. An agent realizes a single-family listing has the hallmarks of an RCFE.</p> </blockquote> <p>RCFEs are typically three-, four-, and five-bedroom homes that have been renovated to be able to offer 24-hour care and other assisted living services. Although regulations vary by state, California, for instance, enforces strict fire code, safety, accessibility, and space regulations on these homes. If a home is going to be licensed to care for nonambulatory residents, additional regulations are required: Doors must be modified to at least 36 inches for wheelchairs, roll-in showers must be installed, and, in some cases, bedroom windows must be converted to a door to provide an exit. (Split-level or two-story homes are not ineligible, but the liability risk is greater due to falls, and residents who lose mobility have to relocate unless the facility has an elevator.)</p> <p>Ledea mastered the regulations for care facilities when she was a social worker and worked to help identify properties to relocate individuals with developmental disabilities. Now, she scours the MLS for homes with suitable RCFE floor plans&mdash;those with a minimum of 1,800 square feet, which is enough space to accommodate two persons sharing a bedroom, a common configuration. &ldquo;The bedrooms must be 10 by 11 feet or larger, because you need to fit two twin beds, two chairs for each client, and two dresser drawers.&rdquo; The challenge, she adds: &ldquo;You&rsquo;ll have a three- or four-bedroom home, and two rooms are [the] perfect size and one is [too] small.&rdquo; Both first-time entrants and experienced RCFE business owners are snapping up properties for sale or lease to accommodate the demand.</p> <h4>Two Transactions</h4> <p>After a workable space has been found, the next hurdle involves licensing. &ldquo;It&rsquo;s not finding or selling the house that&rsquo;s the hard part,&rdquo; says Cynthia Hazzard, president and broker of The JCH Group, a national full-service real estate brokerage specializing in selling long-term care facilities. &ldquo;The hard part is getting the license,&rdquo; says Hazzard, a former licensed assisted living administrator.</p> <p>Each RCFE transaction is essentially two separate transactions: the home and the license, says James Tran, managing broker of A-Med Realty Group, a Fullerton, Calif., brokerage that sells and leases RCFEs. &ldquo;The real estate transaction is secondary,&rdquo; he says. These transactions require Tran to draw on his experience as a former RCFE owner and licensed administrator and his law and MBA degrees. &ldquo;If a home is already operating as an RCFE, you cannot put it on the MLS,&rdquo; explains Tran. &ldquo;That notifies the licensing agency.&rdquo; That misstep and neglecting to notify residents and their families first could cause a loss of licensure, Tran says.</p> <p>What&rsquo;s more, the license is not transferable from one residential-care owner to another. In the case of an existing facility, the licensing can take six to eight months; if the home is a conversion, it can take up to two years to secure the license. &ldquo;You just cannot take over a license. The [residents] are not a commodity,&rdquo; explains Ledea. During the purchase of an existing facility, the existing administrator stays on for at least six months to a year, or the new owner must have an experienced administrator.</p> <h4>The Handoff</h4> <p>Agents who are alert and mindful of the basic floor plan requirements for RCFEs have the potential to earn a referral fee or commission split. Tran&rsquo;s brokerage typically offers real estate agents a referral fee, and A-Med Realty agents handle the transaction. When Hazzard works with residential agents, the agent either receives a referral fee or the commission split tilts in Hazzard&rsquo;s favor, given the complexity of the licensing, which the former licensed assisted living administrator addresses. &ldquo;Sometimes I&rsquo;ll split the real estate portion 50/50 and have them walk away from the business [licensing] portion, or if I have 5 percent, I might give them 2 percent.&rdquo;</p> <p>Often, agents simply stray into these transactions when a client inquires about purchasing an existing facility or a conversion. &ldquo;With 11,000 facilities in [California alone], says Tran, &ldquo;it&rsquo;s going to happen.&rdquo; When it does, Tran, Hazzard, and Ledea concur that handing off the transaction to someone steeped in residential care rules is the best option. &ldquo;It took years of training,&rdquo; says Ledea. &ldquo;I cannot imagine an agent learning this overnight.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Growing demand for residential care homes is creating a new market niche for agents.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_SM_rcfe.jpg" type="image/jpeg; length=325393">jul17_SM_rcfe.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_SM_rcfe_0.jpg?1499455666" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_SM_rcfe.jpg?1499455689" /> </div> </div> </div> <div class="field field-type-text field-field-main-image-credit"> <div class="field-label">Main Image Credit:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> RE/MAX agent Janette Ledea. left, was a consultant in the licensing of this three-bedroom home in Pasadena, Calif. as a residential care facility. She often visits with resident Mitzy Mason, center, and home supervisor Stacey Lopez. </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/home-and-design/feature/article/2014/05/shared-living-options-for-seniors">Shared Living Options for Seniors</a> </div> <div class="field-item even"> <a href="/law-and-ethics/law/article/2011/10/seniors-only-primer">A &quot;Seniors-Only&quot; Primer</a> </div> <div class="field-item odd"> <a href="/home-and-design/feature/article/2015/12/help-clients-find-home-for-life">Help Clients Find a Home for Life</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Thu, 06 Jul 2017 20:26:02 +0000 mbrozanic 23582 at http://realtormag.realtor.org Boost Your Marketing with These Free Materials http://realtormag.realtor.org/news-and-commentary/your-nar/article/2017/07/boost-your-marketing-these-free-materials <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Learn about the newest member benefits from NAR that can help your online presence. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, July 12, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/nar-staff">NAR Staff</a> </div> </div> </div> <!--paging_filter--><h4>Get Realtor&reg; Ad Campaign Materials Are Ready for You</h4> <p>A new phase of NAR&rsquo;s Get Realtor&reg; consumer advertising campaign kicked off this summer with new broadcast commercials, more social media materials, and expanded opportunities for you to join the campaign. The Get Realtor&reg; ads communicate REALTOR&reg; brand value to consumers, targeting up-and-coming generations of home buyers, sellers, owners, and investors.</p> <p>You now can access nearly 200 pieces of entertaining and shareable content to post on your own social media accounts, run ads in your local paper, or provide as consumer handouts. You can even use the radio ads as your on-hold message. Within the campaign&rsquo;s Ad Center online, you&rsquo;ll find convenient tools for scheduling content to appear on your Facebook, Twitter, and Instagram channels, freeing you up to focus on other matters while the ads work on building your personal following and engagement.</p> <p>New prime-time TV commercials, which debuted in late June, maintain the same humorous tone but convey the message that REALTORS&reg; are trusted partners with unfailing optimism. With an anthem-like feel, the ads proclaim, &ldquo;Homeownership: We Were Made for This,&rdquo; portraying REALTORS&reg; as flag bearers of the American dream.</p> <p>Access the materials and register at <a href="https://www.nar.realtor/consumer-advertising-campaign/ad-center" target="_blank">nar.realtor/consumer-advertising-campaign/ad-center</a>.</p> <h4>Free Websites From Placester</h4> <p>NAR and real estate marketing platform Placester now offer free professional real estate websites to all REALTORS&reg;. This turnkey solution is available through the REALTOR Benefits&reg; Program and includes everything you need to build an online presence, including quick setup without the need for technical or programming skills. The websites include hosting, mobile-ready design, IDX integration capability, social media integration, a homepage with editable images, and more. In some areas, additional MLS fees may apply. Upgrade bundles for more advanced website solutions are available at preferred pricing for NAR members. Additional benefits include discounts on broker and single-property websites. Learn more at <a href="http://nar.realtor/RealtorBenefits/Placester" target="_blank">nar.realtor/RealtorBenefits/Placester</a>.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Learn about the newest member benefits from NAR that can help your online presence.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_NC_ynar_campaign.jpg" type="image/jpeg; length=160130">jul17_NC_ynar_campaign.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_NC_ynar_campaign_0.jpg?1499709042" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_NC_ynar_campaign.jpg?1499709073" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/news-and-commentary/feature/article/2016/03/get-ready-get-set-get-realtor">Get Ready. Get Set. Get Realtor®</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/02/get-realtor-campaign-gets-real">‘Get REALTOR®’ Campaign Gets Real</a> </div> <div class="field-item odd"> <a href="/daily-news/2015/12/11/how-create-video-marketing-magic">How to Create Video Marketing Magic</a> </div> <div class="field-item even"> <a href="/daily-news/2016/02/16/keller-williams-placester-develop-agent-tools">Keller Williams, Placester Develop Agent Tools</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Your NAR Thu, 06 Jul 2017 21:42:35 +0000 mbrozanic 23593 at http://realtormag.realtor.org Calm Sellers’ Nerves Over Contingencies http://realtormag.realtor.org/sales-and-marketing/feature/article/2017/07/calm-sellers-nerves-over-contingencies <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Manage conflict when buyer demands put your seller on the defensive. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, July 12, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/john-n-frank">John N. Frank</a> </div> </div> </div> <!--paging_filter--><p>Your seller receives an offer, the price is right, and it looks like you&rsquo;re headed toward closing. Then the buyer unexpectedly asks for a contingency&mdash;or two or three&mdash;and your client balks. Suddenly, the seller would rather walk away from the deal than accept a demand that he or she thinks is unreasonable. &ldquo;I&rsquo;ve had sellers who literally regard the buyer as the enemy&rdquo; because of contingencies, says Carol Paruch, a sales associate with Baird &amp; Warner Real Estate in Schaumburg, Ill.</p> <p>When contingency negotiations put sellers on the defense, it can be difficult to keep them focused on getting to the closing table. You may even get defensive yourself in an effort to protect your clients&rsquo; interests&mdash;and before you know it, you&rsquo;re all veering off course. But in tense moments such as these, sellers need a reminder to evaluate contingencies based on what makes the most sense for the transaction. For example, your client may need guidance to see that a few hundred&mdash;or thousand&mdash;dollars in repairs is worth spending to close the sale, especially if the seller&rsquo;s home has stalled on the market. On the flip side, sellers should also be careful when asking for their own contingencies, as buyers, too, can terminate a transaction if they think they&rsquo;re being asked to give up too much.</p> <p>Paruch has seen buyer contingencies nearly derail a number of deals. One buyer demanded that Paruch&rsquo;s seller reroute the home&rsquo;s sump pump drain line so it disposed of water into a sewer rather than in the yard. The seller initially refused, noting the drainage system complied with local ordinances. But Paruch helped her client understand that it would be more expensive to pass on selling the home&mdash;which had already been on the market for six months. So the seller agreed to give the buyer an $8,000 credit. &ldquo;You have to deal with these issues delicately,&rdquo; Paruch says.</p> <p>However, when buyer contingencies seem excessive or put your seller at a disadvantage in negotiations, it&rsquo;s wise for you to seek measures to protect your client&rsquo;s best interests. For example, Paruch represented one seller who received an offer that was contingent on the buyers receiving inheritance funds to pay a large portion of the home&rsquo;s purchase price. Paruch counseled her seller to require written documentation showing when the buyers would receive the money. &ldquo;Many times, inheritance funds can be delayed for months or years,&rdquo; she explains. &ldquo;This assured the seller that he could close according to the contract date.&rdquo;</p> <h4>Break a Stalemate</h4> <p>Sometimes, in order to resolve a contingency conflict, the listing agent may have to put some skin in the game. Pam Roberts, a sales associate with William Pitt Sotheby&rsquo;s International Realty in Stamford, Conn., once had sellers who listed 17 items, such as desks, shelves, mirrors, and door knockers, to be excluded from the sale. The buyer asked to negotiate for the items to be included, and they reached an agreement on every one except the wooden window shades. &ldquo;It became a standoff,&rdquo; Roberts says. Rather than let the deal fall through, she wrote a $100 check herself to buy the blinds and give them to the buyer.</p> <p>Roberts, who specializes in $1 million&ndash;plus homes, made a costlier commitment to see another sale through when a buyer spotted moisture collecting in her seller&rsquo;s basement. The buyer demanded that the home&rsquo;s three sump pumps be replaced, which would have cost about $4,000. When her seller refused, Roberts, along with the buyer&rsquo;s agent and the buyer and seller&rsquo;s real estate attorneys, agreed to split the cost four ways so the sale could close, she says. &ldquo;I see this as simple customer service,&rdquo; Roberts says. It might seem like a high price to pay for a closing, but she notes it made business sense for her. The buyer offered $1.5 million for the home, and the commission to Roberts&rsquo; company was $37,500. &ldquo;So rather than starting over and spending more time and money, the gift of $1,000&rdquo; was a small price to pay, she says.</p> <p>Be aware, though, of situations when accepting buyer contingencies truly isn&rsquo;t in your seller&rsquo;s best interest. Candace Taylor, a sales associate with Berkshire Hathaway HomeServices Georgia Properties in Dunwoody, Ga., once represented a seller who had listed a home for $324,900. An offer came in for $305,000 with seven contingencies, including having mold removed from the basement, a certification that mold was not in the home&rsquo;s HVAC system, and a demand that the seller pay any special-assessment fee from the homeowners association. &ldquo;My seller said, &lsquo;Look at all these contingencies. Go on to the next buyer,&rsquo;&thinsp;&rdquo; Taylor recalls. Her client received a second offer from another buyer at $319,000 with only one contingency for a home warranty, and the seller accepted.</p> <p>No matter the seller&rsquo;s circumstances, dealing with buyer contingencies is a potentially dicey part of the transaction. This is when your client requires your reasoning skills, says Lori Joyal, managing broker at Lila Delman Real Estate in Watch Hill, R.I. &ldquo;We need to calm the situation and act ethically to resolve it. Breathe and don&rsquo;t overreact.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Manage conflict when buyer demands put your seller on the defensive.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_SM_contingent.jpg" type="image/jpeg; length=118394">jul17_SM_contingent.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_SM_contingent_0.jpg?1499455419" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jul17_LP_SM_contingent.jpg?1499455440" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/daily-news/2013/06/03/make-offer-sellers-cant-refuse">Make an Offer That Sellers Can&#039;t Refuse </a> </div> <div class="field-item even"> <a href="/sales-and-marketing/feature/article/2008/06/listing-scripts-smart-answers-sellers-concerns">Listing Scripts: Smart Answers to Sellers&#039; Concerns</a> </div> <div class="field-item odd"> <a href="/daily-news/2016/12/13/6-tips-speed-up-closings">6 Tips to Speed Up Closings</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Thu, 06 Jul 2017 20:31:08 +0000 mbrozanic 23583 at http://realtormag.realtor.org