Articles http://realtormag.realtor.org/articles/all en Why All Property Managers Must Be Mobile http://realtormag.realtor.org/technology/sponsored/appfolio/why-all-property-managers-must-be-mobile <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"> Content sponsor AppFolio explains how two trends will change the property management world forever and how you can get on top of it all. </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, March 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/nat-kunes">Nat Kunes</a> </div> </div> </div> <!--paging_filter--><p><span style="font-family:tahoma,geneva,sans-serif;">Customer experience is the backbone of any successful business, and property management is no exception. Every interaction your team has with a customer or potential customer is vital to creating a strong relationship built on loyalty and transparency.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">This has always been true. But there is one important change in what today&rsquo;s customers expect from brands that will have a major impact on the property management industry in 2017: instant service. Offering instant service in your business can drastically improve customer relationships, but it&rsquo;s easier said than done if you don&rsquo;t have the right technology in place. This leads us to a second major trend that will hit the property management industry hard this year: mobility.</span></p> <h4><span style="font-family:tahoma,geneva,sans-serif;"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_feb/apm-logo-v2.png" style="width: 175px; height: 46px; margin: 10px; float: left;" />A Mobile-First Approach to Management</span></h4> <p><span style="font-family:tahoma,geneva,sans-serif;">Property managers need to be mobile in all aspects of the business if they want to meet the demands of today&rsquo;s tech-savvy, mobile-first renters. The stats are out there: Eighty-two percent of people actively search for apartments on mobile devices, according to a study by For Rent. Marketing Land recently found that 80 percent of internet users search the web on their smartphone. And research by Google reveals 61 percent of users are unlikely to return to a mobile site if they have trouble accessing it, with many heading to a competitor&rsquo;s website instead.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">In fact, <a href="https://webmasters.googleblog.com/2016/11/mobile-first-indexing.html" target="_blank">Google recently announced a mobile-first strategy</a> around their rankings in search engine results. This means that if your property management website performs poorly on mobile devices, it might appear lower down in the search results and receive less traffic, which means fewer potential renters and owners. That&rsquo;s why, with a large portion of today&rsquo;s renters and owners depending on smartphones to get things done, it&rsquo;s imperative that property managers adopt a mobile strategy.</span></p> <h4><span style="font-family:tahoma,geneva,sans-serif;">From &lsquo;Property&rsquo; Management to &lsquo;Relationship&rsquo; Management</span></h4> <p><span style="font-family:tahoma,geneva,sans-serif;">Property management software is a key tool in streamlining your entire leasing process; it&rsquo;s also vital in building and fostering customer relationships. By offering features like online lease signing and payments, you give renters, owners, and your business the gifts of time and efficiency. But by taking it a step further and offering access via mobile devices, you give customers what they want most &mdash; instant service &mdash; making it the perfect way to tackle the two trends coming your way this year.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">Many renters are constrained by a 9-to-5 workday, and finding time to go to the property management office can be difficult. For those on-the-go renters, immediate access to a computer might not be an option, and this is where mobility comes into play in a major way. People look for flexible and convenient tools to help them find a place to live, such as filling out an application or paying a deposit. As a company that offers these types of self-service mobile options, you&rsquo;ll not only provide a positive renter experience from the get-go, you will also rise above any competition that does not prioritize the customer&rsquo;s needs first.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">As a property manager, you also benefit from mobile management. You can post a new vacancy, screen a new applicant, and send a lease from anywhere, reducing turnover times and moving new renters in quickly.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">The same is true for property owners and vendors. Owners need a property management company that makes their lives easier and simultaneously protects their investment by keeping profitability moving in an upward direction. Mobile property management software makes it easier for those who own units in your building to make financial contributions, receive statements, and check the status of their properties quickly from their smartphone&mdash;which promotes transparency and keeps them happy.</span></p> <h4><span style="font-family:tahoma,geneva,sans-serif;">Building a Stellar Customer Experience With Texting</span></h4> <p><span style="font-family:tahoma,geneva,sans-serif;">Do you manage a large multifamily complex or have a high number of properties in your portfolio? You know that keeping everyone updated can be a real challenge. Since great communication is an important aspect of any relationship, mobile technology can help property managers connect to large numbers of customers efficiently, without sacrificing the personal touch today&rsquo;s consumers expect.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">Sending notices out via text message is one way to get information to your renters and owners faster, and also keeps customers informed using the method they prefer. According to the Pew Research Center, the most widely used app on a smartphone is the one for texting, with 97 percent of Americans accessing it at least once a day. Your renters will love the convenient engagement method, and your owners will be impressed that you use the most innovative forms of communication in your business.</span></p> <p><span style="font-family:tahoma,geneva,sans-serif;">Think about the companies you choose to do business with and why you selected them. They&rsquo;re likely to be honest, fast, convenient, and a joy to work with. These are just some of the qualities that are invaluable when it comes to building strong relationships and customer loyalty. Mobile property management technology can help you be a better and more trusted partner. Adopting mobile strategies now will be essential to surviving in the property management industry as these trends increase in both popularity and prevalence in the near future.</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 AppFolio explains how two trends will change the property management world forever and how you can get on top of it all.</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/feb17_app_folio.jpg" type="image/jpeg; length=409974">feb17_app_folio.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/feb17_app_folio_0.jpg?1487352360" /> </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/feb17_LP_app_folio.jpg?1487352384" /> </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, 15 Feb 2017 17:26:41 +0000 mwhite 22746 at http://realtormag.realtor.org Help Ordinary Agents Become Extraordinary http://realtormag.realtor.org/for-brokers/network/article/2017/02/help-ordinary-agents-become-extraordinary <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"> To achieve new levels of greatness, it’s time for your agents to face their fears. </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, February 10, 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/bill-scavone">Bill Scavone</a> </div> </div> </div> <!--paging_filter--><p>It&rsquo;s difficult to get people to step outside their comfort zone, especially sales people. A lot of them &ndash; including those in real estate &ndash; stay there because it&rsquo;s what they feel they do best.</p> <p>Great sales people don&rsquo;t live in a comfort zone, though. They seek out a challenge.</p> <p>As president of Weichert Real Estate Affiliates, Inc., I believe in putting the right pieces in place to help move the thousands of agents who work at Weichert affiliated offices around the country beyond what&rsquo;s familiar. I want them to tackle their fears.</p> <p>Greatness is unachievable unless you&rsquo;re willing to do something outside your comfort zone. For me, that meant looking at a weakness &ndash; cold calling &ndash; when I first started in sales. I practiced religiously until I mastered it.</p> <p>Success in real estate also requires self-confidence. Hearing the word &ldquo;no&rdquo; can crush an agent&rsquo;s spirit. My job is to make sure our agents have the right resources and tools to help them become self-assured and stand out from the pack when they get in front of a client. If you can build up their confidence level, an ordinary agent becomes extraordinary.</p> <p>I came to Weichert in 2005 strongly believing extraordinary success is achieved by sticking with the fundamentals and doing them over and over again. In real estate, that means knowing your market inside and out, having solid selling skills (prospecting, closing, etc.), getting face-to-face with prospects and adhering to business practices that have passed the test of time. These business strategies are a core component of the various business tools, management systems, and trainings we provide at Weichert to help our agents, managers, and owners deliver high quality, consistent client interactions. They&rsquo;re also the driving force that moves the performance needle for Weichert affiliates that weave our business tools and systems into their work fabric.</p> <p>Weichert, REALTORS&reg; &mdash; The Nickel Group is one such affiliate. The Oak Park, Ill., agency joined Weichert eight years ago. The decision by the company&rsquo;s owner, John Lawrence, to franchise was made around the time the U.S. housing market started to crash. It proved to be a smart call, as many of Lawrence&rsquo;s competitors did not survive the market downturn.</p> <p>Lawrence&rsquo;s office was recognized last year as a top performing Weichert affiliate. Like many other Weichert affiliates, Lawrence, who is currently serving as president of the Oak Park Area Association of REALTORS&reg;, uses our resources as a means to move his agents past their fears of hearing &ldquo;no.&rdquo; Doing so, in return, helps Weichert grow its franchise footprint nationally.</p> <p>It also helps Lawrence&rsquo;s agents, like Patti Sprafka Wagner, achieve individual success. Wagner was the top producing agent in Lawrence&rsquo;s office last year. Her 2016 production also helped her win a second Chairman&rsquo;s Club award, the highest sales award presented to our affiliated agents.</p> <p>You can&rsquo;t thrive in real estate if held hostage by fear. Focus on mastering the basics, instead. This approach has helped the Weichert organization grow from a single office to one of the nation&rsquo;s leading providers of homeownership services in the country today. Making these tenets part of our affiliates&rsquo; DNA has transformed Weichert into one of the country&rsquo;s premiere realty brands.</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-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/feb17_BB_success.jpg" type="image/jpeg; length=270761">feb17_BB_success.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/feb17_BB_success_0.jpg?1487106388" /> </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/feb17_LP_BB_success.jpg?1487106397" /> </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/2017/01/06/growth-horizon-for-weichert">Growth on the Horizon for Weichert</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/feature/article/2016/08/you-can-go-viral-local-level">You Can ‘Go Viral’ on a Local Level</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2017/01/how-build-rapport-competition">How to Build Rapport With the Competition</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, 13 Feb 2017 04:42:01 +0000 echristoffer 22727 at http://realtormag.realtor.org 8 Dating Rules That Apply to Real Estate http://realtormag.realtor.org/sales-and-marketing/feature/article/2017/02/8-dating-rules-apply-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"> Your clients are looking for a home to fall in love with, so here&#039;s how to perfect your matchmaking skills and help them find the one. </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, February 13, 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/mary-mcintosh">Mary McIntosh</a> </div> </div> </div> <!--paging_filter--><p>So much of our lives are online nowadays. Our social lives happen in online communities as much or more than in friends&rsquo; basements or bars. We meet people with similar interests by joining Facebook groups or following someone&rsquo;s story on Snapchat. YouTube is where we learn to do almost everything, from simple home maintenance tasks to cooking dinner for the family.</p> <p><a href="/sites/realtormag.realtor.org/files/rmo_files/images/2017_feb/feb17_v-day.png" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_feb/feb17_v-day.png" style="width: 250px; height: 535px; margin: 3px; float: right;" /></a>Home shopping, like dating in the 21st century, almost always starts online as well. They&rsquo;re both about finding the right one &ndash; and just like a matchmaker, house hunters turn to you to help them wade through the pool of eligible homes and find the one of their dreams. Here are eight ways online dating and home shopping are exactly the same and what your role is as the matchmaker.</p> <ol> <li><strong>Knowing their price range is like knowing who is in their league.</strong> You have to help your client be as realistic as possible here. In the dating world, it&rsquo;s a waste of time always going after people who you know won&rsquo;t give you a chance. In a home search, there&rsquo;s no point in lusting after houses you&rsquo;ll never be able to afford. Be a good wingman for your client and only introduce them to prospective properties they have a serious chance with.</li> <li><strong>Be sure they&rsquo;re ready to move on.</strong> Buying a home is a long-term commitment; is your client ready for something long-term? Help your client get prequalified &mdash; it&rsquo;ll show they&rsquo;re ready to move on from their current home or apartment. In other words, make sure they&rsquo;re over their last real estate love. Ask them for a sign they&rsquo;re not just pretending to be ready to move on.</li> <li><strong>Don&rsquo;t be superficial.</strong> Ever met a date who looked nothing like the online photo? Well, homes sometimes also look way better online than they do in person. Before agreeing to take them on a home tour, ask your client to name something not related to aesthetics that draws them to the home. Then you&rsquo;ll know a deeper connection is possible.</li> <li><strong>Don&rsquo;t make decisions based on first impressions.</strong> After they meet in person, your client may think the house is as awesome as it appeared online. But encourage your client to take it slow before making a commitment. Keep them grounded by pushing them to do an inspection (or maybe more than one) to make sure the home isn&rsquo;t hiding any dark secrets inside.</li> <li><strong>Don&rsquo;t second-guess your heart (or gut).</strong> Love at first sight is rare, but it happens. It&rsquo;s possible your client will find the home of their dreams in the first property they see. If this is the case, don&rsquo;t try and rationalize or talk them out of their decision. But do make sure they take the necessary precautions before jumping into this new real estate relationship.</li> <li><strong>Ask if others see in the home what your client sees.</strong> Are you worried your client is being blinded by the twinkle in the windows and the sparkle in the backyard pool? But you think the home is just a pig wearing lipstick? Tell your client to bring their friends, parents, and others they trust to a second showing. They&rsquo;ll see right through any facade and help your client avoid falling for the wrong house.</li> <li><strong>Celebrate once they&rsquo;ve sealed the deal. </strong>Once your client closes the transaction and walks down the aisle and into their new home, congratulate them and come to their housewarming party to show your support for their new status as a homeowner.</li> <li><strong>Help them maintain a lifetime of happiness.</strong> Show your clients steps they can take to care for their home so they don&rsquo;t fall on hard times. Give them resources to keep up with home maintenance and make sure they know never to ignore problems that may pop up. This will help your clients have an enduring home that comforts them and their families for years to come.</li> </ol> <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>Your clients are looking for a home to fall in love with, so here&#39;s how to perfect your matchmaking skills and help them find the one.</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/feb17_SM_v-day.jpg" type="image/jpeg; length=140986">feb17_SM_v-day.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="150" height="42" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/feb17_LP_SM_v-day.jpg?1487018769" /> </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/2015/02/i-fell-in-love-real-estate-agent">I Fell In Love With a Real Estate Agent</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2010/06/why-i-love-my-broker">Why I Love My Broker</a> </div> <div class="field-item odd"> <a href="/technology/feature/article/2012/09/make-google-fall-in-love-you-all-over-again">Make Google Fall in Love With You (All Over Again)</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, 06 Feb 2017 15:49:32 +0000 gwood 22699 at http://realtormag.realtor.org To Thrive, Adopt an Immigrant Mindset http://realtormag.realtor.org/for-brokers/solutions/article/2017/02/thrive-adopt-immigrant-mindset <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"> Stop hoping for the best and start preparing for the worst. </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, February 6, 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/jason-forrest">Jason Forrest</a> </div> </div> </div> <!--paging_filter--><p>Did you know that <a href="http://blogs.wsj.com/digits/2016/03/17/study-immigrants-founded-51-of-u-s-billion-dollar-startups/" target="_blank">immigrants started more than half of the current crop of U.S.-based startups valued at $1 billion or more</a>? Or that <a href="http://www.forbes.com/sites/jenniferwang/2016/10/04/more-than-10-percent-of-the-forbes-400-are-immigrants-14-of-whom-are-richer-than-trump/%235e0183e33add" target="_blank">more than 10 percent of the Forbes 400 are immigrants</a> to this country?</p> <p>Many have theorized about why it seems newly arrived residents tend to make more in their lifetimes than their native-born counterparts. I have my own theories. Americans have been conditioned to have an entitlement mindset and to just wait for things to work out or be done for them. Immigrants, on the other hand, expect to work their tails off for absolutely everything.</p> <p>Immigrants are more likely to prepare for the worst and hope for the best. Meanwhile &mdash; as any parent who&rsquo;s told their kid to bring a coat can testify &mdash; native-born Americans are more likely to hope for the best and therefore, not prepare for anything. While you&rsquo;ve checked the forecast and know rain is coming, all they see is the clear sky overhead.</p> <p>It&rsquo;s intuitive to plan ahead in our personal lives, but brokers have to do the same with their businesses, too. If you&rsquo;re seeing blue real estate skies overhead now, it&rsquo;s a perfect time to prepare and make a plan for when the storm clouds roll in. If you want to thrive under any circumstances, adopt an immigrant mindset and be prepared for the worst.</p> <p>Here are three ways to build the immigrant mindset in your brokerage and be ready for anything.</p> <h4>1. Assess potential challenges</h4> <p>Make a list of circumstances that could derail your business. This is not an exercise in gloom and doom: It&rsquo;s one to <em>prevent </em>doom and gloom. What happens if your top producers quit or retire? Or what if the market has a downturn? It is cyclical, after all, and we are due for one any time now. Maybe your competitors start stealing away your top agents or attracting the best new talent. Maybe interest rates go up and buyers get nervous. What happens if agents&rsquo; conversion rates change because people are waiting to list or buy homes?</p> <h4>2. Make a plan</h4> <p>Preparing under duress is a recipe for failure. But if on the other hand, we make a plan while our heads are clear, we know it&rsquo;s one that makes sense. Let&rsquo;s take on that recruiting subject, for example. There are more millennials in the workforce than ever. Chances are the way you recruited and attracted agents in 2016 is going to have to change in 2017. It&rsquo;s nothing to be afraid of, but it is something for which you need to plan. Does your brokerage have <a href="http://www.businessinsider.com/this-is-what-millennials-want-from-a-job-2016-1" target="_blank">what millennials are looking fo</a>r in a workplace? If not, make a plan to bring them in. Consider what you must adapt to create a place where people want to stay. Write out a plan with steps detailing how to get there.</p> <p>Going back to the scenario I mentioned above about rising interest rates: If President Trump enacts the tax breaks he&rsquo;s promised, interest rates are likely to rise in 2017. They&rsquo;re only low because the economy has not been healthy enough to support increases. This is going to disrupt agents&rsquo; patterns. They&rsquo;ve figured out the number of people they need to talk to in order to get a listing. But with rate changes, their tried-and-true strategy might not work as before. Agents will need a strong plan B to convince potential clients it&rsquo;s still a good time to purchase even though their buying power is reduced.</p> <h4>3. Execute the plan</h4> <p>In business, we sometimes wait until the middle of the storm &mdash; when our brain stops working &mdash; to plan. But that&rsquo;s when we should be taking decisive action. People tend to have one of three reactions in a tough situation: They fight and get aggressive, flee the situation completely, or freeze up. Having a plan ahead of time allows you to skip the panic of trying to figure it out in the middle of the stress. Instead, when it gets rough, you can just execute the existing plan rationally and calmly.&nbsp;</p> <p>Preparing for the worst allows leaders to maintain certainty, commitment, and courage, which is important for the whole team. It&rsquo;s dangerous for your agents to see you losing your cool. Having a plan and executing it amid the chaos gives you an edge. It&rsquo;s time to think like an immigrant. You can still hope for the best; I am all for optimism. Just be sure you&rsquo;re also prepared for the worst of times. After all, this is how you&rsquo;ll end up back on top in the best of times.</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>Stop hoping for the best and start preparing for the worst.</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/feb17_SM_multi.jpg" type="image/jpeg; length=315221">feb17_SM_multi.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/feb17_SM_multi_0.jpg?1486421013" /> </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/feb17_LP_SM_multi.jpg?1486421035" /> </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/solutions/article/2013/07/rising-interest-rates-keep-calm-and-prep">Rising Interest Rates: Keep Calm and Prep On</a> </div> <div class="field-item even"> <a href="/commercial/feature/article/2016/09/your-building-ready-for-crisis">Is Your Building Ready for a Crisis?</a> </div> <div class="field-item odd"> <a href="/for-brokers/standouts/article/2014/09/win-win-exit-strategy">A Win-Win Exit Strategy</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> Solutions Mon, 06 Feb 2017 17:10:30 +0000 mwhite 22700 at http://realtormag.realtor.org Humanize Your Brand With Live Video http://realtormag.realtor.org/for-brokers/network/article/2017/02/humanize-your-brand-live-video <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 best practices for broadcasting live on your social channels, engaging with your audience, and making sure the event runs smoothly. </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, February 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/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>The rise of live streaming is changing the way people consume video, and it&rsquo;s providing marketers with a new forum to creatively engage with customers.</p> <p>&ldquo;Live streaming will help you enable meaningful interactions,&rdquo; says Shawn Silverman, director of social media marketing at <a href="https://www.twitch.tv/" target="_blank">Twitch</a>, a video platform for gamers. A half-million monthly concurrent viewers collectively consumed 555,000 years worth of live streaming video on Twitch in 2016. &ldquo;This is where you want to be and you want to take your brand,&rdquo; adds Silverman, who was a copresenter during a recent Adweek webinar on <a href="http://event.on24.com/wcc/r/1337786/E4941EAF4D31A2B34BA00B2A9649E28C?partnerref=webinar_page" target="_blank">live-streaming best practices</a>.</p> <p>So what does this mean when it comes to your brokerage&rsquo;s marketing? Live video is in your future.</p> <p>Over the last five years, platforms such as Snapchat, Periscope, Vine, and, more recently, Facebook, Instagram, and Twitter, are having a startling effect on broadcast and video content. Nearly 50 percent of U.S. households now have access to streaming video, according to Brian Foley, vice president of global accounts at <a href="https://www.spredfast.com/" target="_blank">Spredfast</a>, an enterprise social media marketing platform.</p> <p>Meanwhile, traditional television viewing has decreased significantly for audiences ages 49 and younger, Foley says. Over the past five years, daily TV viewing time dipped 37.6 percent among teens and young millennials, 27.7 percent among 25- to 34-year-olds, and 11.6 percent among Generation X members. Most baby boomers&rsquo; TV viewing habits have remained consistent, but those 65 and older have increased their television consumption by 7 percent.</p> <p>While having a solid understanding of your audience is critical in any form of content strategy, it&rsquo;s especially important when your brand is being represented in front of the camera. Some questions you&rsquo;ll want to ask yourself: Who do you want to reach with your live videos? Where are they and what channels or platforms do they respond to? When these people engage with your content, what drives that behavior? What actions do those engagements lead to?</p> <p>You&rsquo;ll need to shift your mindset from a marketer to a broadcaster, which requires you to think about captivating your audience, says Jill Sherman, senior vice president of social strategy at <a href="http://www.digitaslbi.com/global/" target="_blank">DigitasLBi</a>, a global marketing and technology agency. &ldquo;You have to fit into the live-stream space without coming off as pushy or unauthentic,&rdquo; she says.</p> <p>Create live video content that&rsquo;s a natural fit for your company and is meaningful as well as entertaining for your audience, whether that&rsquo;s providing information or education, a news item, a passion point, community or sporting events, and more.</p> <p><strong>Here are 10 tips from Sherman for producing a quality live video.</strong></p> <ol> <li><strong>Be ready the second you go live</strong> because many platforms take your opening shot as the still or thumbnail for the video after it&rsquo;s saved or archived. Stay fixed on a shot with the thought that the image will live on long after you&rsquo;ve published.</li> <li>While presenting something live, <strong>never move out of the shot</strong> or screen. You never want dead space, or you&rsquo;ll immediately lose viewers.</li> <li>You don&rsquo;t have to produce perfectly scripted entertainment, but it does need context. <strong>Use a loose script and keep the video moving along</strong>.</li> <li>Live video comes with the risk of doing something hilarious or embarrassing for everyone to see. <strong>Secure the area where you&rsquo;re shooting so you don&rsquo;t have an &ldquo;oops&rdquo; moment</strong>. Have a cutaway plan in case something appears in your shot that&rsquo;s unexpected. Make sure you&rsquo;re not fumbling or caught off-guard.</li> <li>If you&rsquo;re talking with another person on air, keep the conversation moving. Sometimes a person can freeze or struggle with a question. <strong>Embrace the role of being the host</strong> and relieve your guest in those moments.</li> <li><strong>Your broadcast title matters. </strong>Make sure the first few words in the title of your video are the most interesting because that&rsquo;s what will show up in your audience&rsquo;s feed.</li> <li><strong>Don&rsquo;t always go with the vertical orientation.</strong> Simply turning your camera or phone horizontally for a wider shot makes all the difference.</li> <li>Some platforms allow you to <strong>add branding</strong>, such as Periscope. The Facebook Live API also allows integrated branded content and filters. Think about how that can help you better engage the audience.</li> <li>Remember to <strong>promote your live stream</strong> both before and after the event to all your social channels.</li> <li><strong>Decide what your goals are in terms of engagement</strong> and how you&rsquo;re going to measure the success of your live videos. Is it the number of viewers, a specific engagement from your audience, or a call to action?</li> </ol> <p><strong>When the day of your live shoot comes, follow Sherman&rsquo;s checklist before going live to make sure you&rsquo;re fully prepared:</strong></p> <ul> <li>People you&rsquo;ll need: comments moderator, content publisher, talent backup, and host.</li> <li>Test the Wi-Fi hotspot if you&rsquo;re in the field.</li> <li>Bring a backup battery and phone, and have a backup idea for content in case something goes wrong.</li> <li>Scout a location first to make sure it&rsquo;s secure. You don&rsquo;t want anyone walking into your shot.</li> <li>Find out if you need permission to shoot (including from the homeowner if you&rsquo;re going live at a listing).</li> </ul> <p>&nbsp;</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 best practices for broadcasting live on your social channels, engaging with your audience, and making sure the event runs smoothly.</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/feb17_BB_live_stream.jpg" type="image/jpeg; length=83350">feb17_BB_live_stream.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/feb17_BB_live_stream_0.jpg?1486669273" /> </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/feb17_LP_BB_live_stream.jpg?1486669314" /> </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/2017/01/step-up-your-mobile-marketing">Step Up Your Mobile Marketing</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 class="field-item odd"> <a href="/for-brokers/network/article/2017/01/best-technology-for-your-brokerage-in-2017">Best Technology for Your Brokerage in 2017</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/01/finding-your-company-s-one-true-brand">Finding Your Company’s One True 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> Network Fri, 03 Feb 2017 22:46:15 +0000 echristoffer 22692 at http://realtormag.realtor.org What to Do Next After Losing a Listing http://realtormag.realtor.org/sales-and-marketing/relationship-management/article/2017/02/what-do-next-after-losing-listing <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 a seller decides to no longer list with you, is there a point in ever seeing them again? </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, February 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/ian-grace">Ian Grace</a> </div> </div> </div> <!--paging_filter--><p>When you lose a listing, do you ever see the seller again? Many real estate professionals quickly move on after the business is lost, forgetting all about the former client they tried to help. Do you know what that tells the seller? You never really cared about him or her to begin with. And that&rsquo;s not how you want to be remembered.</p> <p>Even when sellers choose to stop working with you, they deserve to be treated as though they&rsquo;re still your customer. Keep building a relationship with them anyway &mdash; because very few agents do in these circumstances. You&rsquo;ll be remembered as the agent who wasn&rsquo;t just trying to score a commission.</p> <p>I knew an agent who, whenever he lost a listing, would follow up after the property was sold to congratulate the sellers and find out where they were moving. He would let his ex-clients know that although he would have loved to help with their sale, he was pleased they achieved a good result. Then he would give them a &ldquo;welcome package&rdquo; for their next home, containing phone numbers for local utility companies and emergency centers, as well as a voucher for pizzas on their moving night so they wouldn&rsquo;t have to worry about cooking.</p> <p>This agent was never angry over losing a listing, and he would maintain contact with his former clients, sending them information about housing statistics in the neighborhood they moved to, as well as local events he thought they might be interested in. You know what happened? Eventually, the clients &mdash; who would one day be selling again &mdash; forgot that he wasn&rsquo;t the agent who ended up selling their last home. Because of his regular contact with them, he became their go-to agent anyway.</p> <p>Obviously, this agent was practicing great customer service with his existing customers as well, and he commanded about 60 percent of his market share. How powerful is that? Doing something this simple can reap long-term rewards. Put great customer service into action for all your clients &mdash; even those who choose to amicably part ways with you &mdash; and you can make a strong name for yourself. Agents lose listings every day, and I can guarantee you a small percentage ever follow up with the sellers afterward. You can capitalize on being different in this way.</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="https://www.youtube.com/embed/3LDze2fRGWg" width="640"></iframe></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 a seller decides to no longer list with you, is there a point in ever seeing them again?</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/feb17_sm_rejection.jpg" type="image/jpeg; length=114440">feb17_sm_rejection.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/feb17_sm_rejection_0.jpg?1486161886" /> </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/feb17_LP_sm_rejection.jpg?1486161906" /> </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/2015/03/10-ways-listing-copy-does-selling-for-you">10 Ways Listing Copy Does the Selling for You</a> </div> <div class="field-item even"> <a href="/news-and-commentary/feature/article/2014/01/do-you-know-where-your-listings-are">Do You Know Where Your Listings Are?</a> </div> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2015/10/how-beat-listing-portals">How to Beat the Listing Portals</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, 03 Feb 2017 19:27:36 +0000 gwood 22690 at http://realtormag.realtor.org Your Business Is Only as Healthy as You Are http://realtormag.realtor.org/well-being/health/article/2017/02/your-business-only-healthy-you-are <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"> Your lifestyle choices can affect the energy and positivity you bring to client relationships. </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, February 6, 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/david-osborn">David Osborn</a> </div> <div class="field-item even"> <a href="/author/diane-vives">Diane Vives</a> </div> </div> </div> <!--paging_filter--><p>Many real estate professionals have trouble prioritizing fitness within their already busy schedules. Maybe that&rsquo;s because fitness, while a worthy personal goal, is thought of as a competing interest that takes time away from their business. Who has time to fit in a 30-minute workout when you&rsquo;re working more than eight hours a day doing listing appointments, showings, marketing, and the like?</p> <p>What you have to start thinking about is how fitness actually relates to your business and can improve your bottom line. Presentation matters in real estate, and we&rsquo;re talking about more than how you deliver data to your clients. How you present yourself matters just as much, and fitness can greatly improve your image.</p> <p>It&rsquo;s much more than how you look; it&rsquo;s a matter of energy levels. If you can&rsquo;t bring it with your attitude and enthusiasm, your productivity will falter. People with healthier eating habits are 25 percent more likely to display high performance on the job, and people who exercise at least 30 minutes three times a week see a 15 percent performance bump, <a href="http://www.businessnewsdaily.com/3699-healthy-eating-worker-productivity.html">surveys show</a>.</p> <p>It&rsquo;s also a matter of confidence. It&rsquo;s not hard to see how fitness can be a self-esteem booster. When you&rsquo;re actively working to improve how you look and feel, you paint a better picture of yourself for the outside world. And it&rsquo;s not just an issue of how you feel about yourself; it&rsquo;s also about how others perceive you. Selling anything &mdash; especially a big purchase like a home &mdash; is largely an issue of selling yourself as a competent salesperson.</p> <p>Self-assurance sparks sales. Regimented exercise trickles down to improve yours, from your posture to your speech and the energy you give off. And we all know that confidence is key to a sale. When it&rsquo;s apparent that your health and fitness matter to you, clients notice and find it inspiring. That positive perception is vastly useful when it comes to building a relationship for a sale.</p> <h4>Workouts Practitioners Should Focus On</h4> <p>How can real estate professionals work exercise into a busy schedule? It&rsquo;s a two-part process: Find the time, then develop an effective routine. Some have the zeal to get up at the crack of dawn and get in a workout before the day starts. For others, their energy peaks toward the end of the day, so they&rsquo;d rather save the workout for after work. The point is to do what&rsquo;s best for you.</p> <p>Once you find time for fitness, it&rsquo;s all a matter of developing an effective full-body regimen. Here are four areas to focus on:</p> <ol> <li><strong>Strengthen your base.</strong>&nbsp;A home is only as good as the solid foundation that can bear its load. If you&rsquo;re on your feet all day, make sure your base is up to the task. Perform lower-body exercises like a bodyweight squat or lunge. Both help increase the mobility of the ankles, knees, and hips, and maintain the stability of the torso. Try doing squats while filling up at the gas pump.</li> <li><strong>Train up top.</strong>&nbsp;The upper body is best worked out with pushing or pulling motions. Classic pushups are a good bet here, though some people find them to be too challenging, especially if they&rsquo;re new to exercising. In that case, place your hands on a desk or bench and do an elevated pushup, which shifts your bodyweight toward your feet and makes it easier to get in more reps. Shoulders and arms play a big part in the presentation of the property, so getting them in game shape can improve the overall demonstration.</li> <li><strong>Craft your core.</strong>&nbsp;This section is the central connection between the upper and lower body, meaning it&rsquo;s what&rsquo;s holding you together during a particularly long showing day. If you need to hit your torso and hips, one great workout is the trunk rotation. Lay on your back, and put your arms out in a T to provide yourself with stability.&nbsp;Then, raise your legs to a 90-degree angle and move them to the left and then the right, back and forth. The key is to make the motion by twisting your torso, not moving your legs. This causes tension all throughout your core.</li> <li><strong>Keep upright.</strong>&nbsp;Finally, you need an activity that forces you to work on your balance and stability. This kind of ties everything together, especially if you don&rsquo;t want to tip over and fall going up or down a flight of stairs. Balance exercises can be low intensity, like yoga or single-leg balance challenges, or on the higher-intensity end like circuits of skipping, shuffling, or sprinting.</li> </ol> <p>In the end, there&rsquo;s an equation to all of this. Working out each part of your body equals improved fitness, which bolsters energy, confidence, and positive client perception. All of that equals a sale &mdash; call it the math of healthy realty. The bottom line: If you can learn how to fit exercise into your day, you&rsquo;ll be fitting more commissions into your bank account.</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>Your lifestyle choices can affect the energy and positivity you bring to client relationships.</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/feb17_W_fitness.jpg" type="image/jpeg; length=171545">feb17_W_fitness.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/feb17_W_fitness_0.jpg?1486398613" /> </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/feb17_LP_W_fitness.jpg?1486398650" /> </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="/well-being/health/article/2016/01/6-resolutions-get-fit-while-landing-clients">6 Resolutions to Get Fit While Landing Clients</a> </div> <div class="field-item even"> <a href="/daily-news/2016/12/20/5-ways-make-health-office-priority">5 Ways to Make Health an Office Priority</a> </div> <div class="field-item odd"> <a href="/well-being/health/article/2016/10/do-your-buyers-think-about-quality-life">Do Your Buyers Think About Quality of 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> Health Fri, 03 Feb 2017 22:19:18 +0000 gwood 22691 at http://realtormag.realtor.org Step Up Your Mobile Marketing http://realtormag.realtor.org/for-brokers/network/article/2017/01/step-up-your-mobile-marketing <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"> Encourage your agents to adopt texting, apps, and educational strategies that promote your brokerage. </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, January 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/alexa-lemzy">Alexa Lemzy</a> </div> </div> </div> <!--paging_filter--><p>Mobile marketing is one of the most effective ways to promote your real estate business. More than half of consumers in the Generation X and Generation Y demographics <a href="https://www.nar.realtor/sites/default/files/reports/2015/2015-home-buyer-and-seller-generational-trends-2015-03-11.pdf" target="_blank">used a mobile device to search for homes in 2015</a>. That number has undoubtedly grown since then, which is one reason why your company needs to have a presence in the mobile space.</p> <p>But your agents need to be informed about best practices before using this method to rock sales. Here are my best tips for helping your team work efficiently in the mobile era.</p> <h4>Text Message Marketing</h4> <p>Text messaging is the number one way to make sure that a prospect sees your communications. <a href="https://www.tatango.com/blog/sms-marketing-statistics-43-of-sms-responses-within-15-minutes/" target="_blank">Research shows</a> that SMS text messages have a 99 percent open rate, and 90 percent of messages are opened within three minutes. Those are better response statistics than for email, telephone, and social media marketing.</p> <p>But does text messaging work for real estate? Just ask Metrolina Real Estate Holdings, one company <a href="https://www.textmagic.com/customers/case-studies/metrolina-realty-holdings-llc/" target="_blank">reporting higher conversion rates through SMS</a> than any other marketing avenue.</p> <p>Your primary task is to convey these statistics and real-life examples to your team. Let them know that text messages are a friendly and efficient way to communicate with home buyers, and then have a meeting to discuss when and how to use texting in their sales strategy. You will be able to brainstorm ideas, assuring that everyone is on the same page.</p> <p>Here are some suitable applications for text messaging:</p> <ul> <li>Home viewing and consultation appointment reminders.</li> <li>Scheduling a phone call or meeting.</li> <li>Notification that an email has been sent.</li> <li>Sending links to potential homes (mobile-friendly sites only).</li> <li>Personalized updates on listings and offers.</li> </ul> <p>It&rsquo;s critical to note that text messaging is an opt-in&ndash;only marketing form. To comply with the <a href="https://www.ftc.gov/tips-advice/business-center/guidance/can-spam-act-compliance-guide-business" target="_blank">FTC&rsquo;s CAN-SPAM Act</a>, leads who receive text messages from your agency must have expressed permission for this kind of contact.</p> <h4>Mobile Apps</h4> <p>According to Zillow, <a href="http://realestateagentu.com/zillow-com-mobile-usage-statistics-home-buyers/" target="_blank">98 percent of home buyers consider their mobile device a valuable tool</a> in the home search process. So, if you want to be a part of your clients&rsquo; experience, help your agents make themselves and their listings more accessible on mobile apps. This can happen in one or more ways:</p> <ol> <li>Leverage popular apps like <a href="http://marketing.realtor.com/mobile-listing-builder.php" target="_blank">realtor.com&reg;</a>, <a href="https://www.trulia.com/mobile/" target="_blank">Trulia</a>, and <a href="http://www.zillow.com/mobile/" target="_blank">Zillow</a>.</li> <li>Create your own app through a service like <a href="https://snapprealestate.com/" target="_blank">SnApp</a>, <a href="http://ibuildapp.com/marketplace/Solutions-Real-Estate/?all=1" target="_blank">iBuildApp</a>, or <a href="http://www.appmakr.com/agents/" target="_blank">AppMakr</a>.</li> <li>Hire an expert to create a branded app for your agency.</li> </ol> <p><a href="http://marketing.realtor.com/mobile-listing-builder.php" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/realtordotcommobile.jpg" style="width: 468px; height: 227px;" /></a></p> <p>It&rsquo;s critical that your agents and their listings appear on all of the major mobile directories, since a huge portion of leads can be generated this way. Though agents can simply direct prospects to a popular app to search listings, it&rsquo;s a good idea to have a branded app that keeps your company in the forefront of their minds. Unless a contract is signed, a prospect can choose any agent they want to show them homes.</p> <h4>Mobile Education Resources</h4> <p>When first climbing into the world of mobile marketing, there will be a lot to learn. Texting with clients or building an app doesn&rsquo;t automatically make you a modern mobile marketing expert. You still need to educate your team for optimized results. Here&rsquo;s where you can find resources to help you make the most of your mobile marketing efforts:</p> <p><strong>1. <a href="http://www.nar.realtor/member-benefits" target="_blank">The National Association of REALTORS&reg;</a></strong>: NAR offers excellent resources for real estate professionals who want to make the most of their careers. A REALTOR&reg; is more than just an agent, and members gain access to local, regional, and national conferences, where best practices and trends are discussed in detail. Consider promoting NAR membership to agents in your organization.&nbsp;&nbsp;</p> <p><strong>2. <a href="https://www.realestatemarketingblog.org/real-estate-mobile-marketing/" target="_blank">Real Estate Marketing Blog</a></strong>: This website will keep you informed about nearly every real estate marketing trend. New articles, statistics, and industry news are regularly published, and the blog can bestow a ton of knowledge on your team. Ask your agents to subscribe to the newsletter on this site so that the latest articles arrive in their inboxes.</p> <p><strong>3. <a href="https://www.udemy.com/courses/search/?q=Mobile%20Marketing&amp;src=ukw&amp;lang=en" target="_blank">Udemy</a></strong>: This is a website that offers online courses on anything you can imagine. You&rsquo;ll find real estate business training and mobile marketing courses, which are inexpensive, if not free, and can be completed from anywhere. You can read ratings from other users before you choose which topics to learn. Send your agents here for additional training.</p> <p><strong>4. <a href="http://www.onlinemarketinginstitute.org/classes/mobile-marketing/" target="_blank">The Online Marketing Institute</a></strong>: This is an authority in the digital marketing industry. Their information is trusted, and only experts contribute to the content. Fortunately, they also offer mobile marketing training.</p> <p><a href="https://www.onlinemarketinginstitute.org/classes/mobile-marketing/" target="_blank"><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/theonlinemarketinginstitute.png" style="width: 468px; height: 210px;" /></a></p> <p><strong>5. <a href="https://www.lynda.com/Mobile-Marketing-training-tutorials/2381-0.html" target="_blank">Lynda.com</a></strong>: This site is a partner with LinkedIn. Course participants must have a LinkedIn account to view the materials. Leaders from every industry post training materials here, and the mobile marketing classes are highly rated. Sign up for LinkedIn and receive a free trial of Lynda courses. If you need to train five or more people, a representative will call you with details on how to make that happen seamlessly.</p> <p>Mobile marketing is a tool that your brokerage can&rsquo;t afford to ignore, as more consumers want marketing materials and communications delivered to their smartphones. Make this the year you include text messaging and app marketing in your brokerage&rsquo;s strategy, and bring your entire team into the company plan. What mobile marketing tactics have you tried in the past, and how did they work out for you? I&rsquo;d love to hear from you; leave a comment below.</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>Encourage your agents to adopt texting, apps, and educational strategies that promote your brokerage.</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/feb17_BB_mobile.jpg" type="image/jpeg; length=386611">feb17_BB_mobile.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/feb17_BB_mobile_0.jpg?1486668660" /> </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/feb17_LP_BB_mobile.jpg?1486668679" /> </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/2017/01/27/get-more-prospects-choose-your-brokerage">Get More Prospects to Choose Your Brokerage</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2015/10/create-moments-discovery-online">Create Moments of Discovery Online</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2015/12/4-simple-tech-solutions-for-brokers">4 Simple Tech Solutions For Brokers</a> </div> <div class="field-item even"> <a href="/product-guide/cameras-and-video/article/2016/02/7-cameras-connect-your-smartphone">7 Cameras That Connect to Your Smartphone</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, 27 Jan 2017 23:04:23 +0000 echristoffer 22653 at http://realtormag.realtor.org Why Feeling Comfortable Is a Bad Sign http://realtormag.realtor.org/for-brokers/solutions/article/2017/01/why-feeling-comfortable-bad-sign <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"> If you’re happy where you are in business, that’s a clear sign it’s time to reinvent. </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, January 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/jason-forrest">Jason Forrest</a> </div> </div> </div> <!--paging_filter--><p>Comfort is our worst enemy. Though I&rsquo;ve long suspected this to be true, a recent conversation with an entrepreneur I know in Fort Worth, Texas, brought it all home for me.</p> <p>As the founder of The Starr Conspiracy, Bret Starr has spearheaded a first-of-its-kind strategic marketing and advertising agency that has grown remarkably since its inception in 1999. Starr grew up without the comfort of financial security, and he says one of the biggest benefits of starting out that way is being emotionally comfortable when you&rsquo;re financially uncomfortable.</p> <p>As a person in charge of a brokerage, you may feel you have a lot to lose, but Starr says it&rsquo;s only when we make decisions from a place of having nothing to lose that we&rsquo;re free to be creative, take risks, and reinvent. That lesson is true on an individual level and on a business level; being willing to be uncomfortable puts us in position to thrive.</p> <p>However, this isn&rsquo;t about being reckless. In fact, it&rsquo;s quite the opposite. Brokers who can become comfortable with discomfort are able to operate on a totally different plane by eliminating dependencies and rebuilding a sustainable model.</p> <p>To Starr, eliminating dependencies is one key to positioning yourself for growth. That means that the very agent you think you can&rsquo;t live without is the one you <em>must </em>learn to live without. Often, the &ldquo;hero&rdquo; on your team is high maintenance and lowers the morale of the team. When you put yourself in position to be dependent on one top producer, you lose your freedom. Parting ways with anyone who lowers the morale of the team is a good long-term investment.</p> <p>Eliminating dependencies allows you to build a sustainable model of shared risk across multiple valuable team members. Starr recently came to this point in his own business. He told me in an interview that he thought to himself at the time, &ldquo;If we don&rsquo;t change something big, we are going to work ourselves to death and have nothing to show for it.&rdquo;</p> <p>They decided to transition to what&rsquo;s called a flat organization &mdash; one that requires little management, where the team collectively decides how work gets done. This is not a common approach in advertising agencies and no one knew if it would work. Making a drastic change with a successful business is risky and Starr did it at a time when they all had a lot to lose. He and his team knew it would either destroy them or position them for greater growth over the next 10 years. Though they had some touch-and-go moments, it all worked out in the end.</p> <p>Reinvention is necessary in any life, on both a personal and organizational level. Starr advises that if you ever look around and think you are as far as you can go in the situation you&rsquo;re in, it&rsquo;s time to get up and look further. If you&rsquo;re serious about being an entrepreneur, you&rsquo;ll should also expect this attitude from the major influencers in your life. Keep company with people who pull for you and pull you up to that higher plane. If you&rsquo;re not surrounded by people with the attitudes, behaviors, and beliefs of successful people, remove yourself from the situation.</p> <p>Conflict is uncomfortable. But oftentimes challenges and conflicts are exactly what we need because they force us to dig deeper and find something better than the status quo. That&rsquo;s where we find that sweet spot that allows us to do and believe and achieve what doesn&rsquo;t seem possible. It&rsquo;s where underdogs triumph and deep-seated traditions and beliefs change. It&rsquo;s where life happens.</p> <p>The only way to thrive is to operate without fear. The disruptions and discomforts in our lives can catalyze a complete transportation. It&rsquo;s scary as hell. But it&rsquo;s also where the magic happens.</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>If you&rsquo;re happy where you are in business, that&rsquo;s a clear sign it&rsquo;s time to reinvent.</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/jan17_B_change.jpg" type="image/jpeg; length=286977">jan17_B_change.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/jan17_B_change_0.jpg?1485537682" /> </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/jan17_LP_B_change.jpg?1485537703" /> </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/standouts/article/2010/02/art-reinvention">The Art of Reinvention</a> </div> <div class="field-item even"> <a href="/news-and-commentary/briefs/article/2014/09/power-reinvention">The Power of Reinvention</a> </div> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2014/03/build-sales-muscle-expanding-comfort-zones">Build Sales Muscle by Expanding Comfort Zones</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> Solutions Thu, 26 Jan 2017 22:43:54 +0000 mwhite 22645 at http://realtormag.realtor.org Finding Your Way Towards Financial Freedom http://realtormag.realtor.org/for-brokers/network/article/2017/01/finding-your-way-towards-financial-freedom <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"> Whether it’s for you or your investor clients, learn how to choose the right rental property and manage it profitably to create passive income into retirement. </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, January 23, 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-ortner">Kevin Ortner</a> </div> </div> </div> <!--paging_filter--><p>It&rsquo;s that time of year again where most of us find our minds wandering to far-off vacation destinations and scheming of ways to quit our jobs and move to Costa Rica.</p> <p>But for the well-prepared investor, this dream is less of a fantasy and more of a reality than you might think.</p> <p>As a real estate professional, you know one of the secrets to generating wealth is to create passive income. Once you&rsquo;ve put in the initial work as a real estate investor, and created a virtual money-producing machine, you&rsquo;ll have a steady cash flow for years to come &mdash; and in some cases, indefinitely. You can also become the perfect advisor for clients who want to do the same.</p> <p>If you&rsquo;re new to working with investors, or are looking for a slow, steady, and genuine way to set yourself up for financial freedom, than it&rsquo;s time to educate yourself on what I like to call &ldquo;<a href="http://renterswarehouse.com/rent-estate/" target="_blank">rent estate</a><u>.</u>&rdquo; As you know, income-generating rental property can offer some pretty great returns in the form of both immediate cash flow, as well as long-term rewards with appreciation, equity, and some <a href="http://www.nolo.com/legal-encyclopedia/top-ten-tax-deductions-landlords-29497.html" target="_blank">decent tax breaks</a>.</p> <p>Owning rental properties isn&rsquo;t a silver bullet to you or your clients&rsquo; retirement &mdash; not all investment properties are created equal. But with careful planning and hard work, owning rentals can prove to be an invaluable part of your investment strategy. Finding success is the result of two very important things: choosing the right property, and managing it profitably. With this in mind, let&rsquo;s take a look at how you can do both.</p> <ul> <li><strong>Find a Winning Property. </strong>You need to make sure that the property you or your investor clients choose has a high &ldquo;rentability&rdquo; factor. Not all properties perform well as rentals. If they are run down, they could cause you more hassle than they&rsquo;re worth. While there are good bargains to be found by purchasing fixer-uppers, consider carefully whether it&rsquo;s worth the investment. Factor in the time and money necessary to get the unit ready to rent, all while it sits empty, not producing income. You&rsquo;ll have to cover the mortgage and all of the other expenses yourself during this time, so make sure you&rsquo;re prepared if this is an option that you&rsquo;re considering. On the flip side, you&rsquo;ll want to be wary of investing in extremely high-value properties as well. These properties can provide sky-high gross returns, but the higher cost of maintenance, upgrades, and upkeep will eat into your profits considerably. Many investors find success by taking a middle-of-the-road approach, and investing in decent homes near good schools and jobs. You&rsquo;ll want to find your own niche, of course, but make sure you do your research so you can make the best decisions for yourself and offer solid advice to your clients.</li> <li><strong>Consider Cash Flow vs. Appreciation. </strong>Next, you&rsquo;ll want to decide if you will invest in a property for cash flow, projected appreciation, or both. There&rsquo;s money to be made with all three options, but you or your clients want to have realistic expectations about how much your property will be producing in monthly rental income, as well as what you can realistically expect in terms of appreciation. While hot market properties will most likely provide the best returns in both respects, these properties will be out of budget for many first-time investors. On the other hand, properties located in small towns without huge growth potential can provide good <a href="https://www.biggerpockets.com/renewsblog/2014/06/14/how-to-calculate-cash-flow-rental/" target="_blank">cash flow returns</a>, even though they can&rsquo;t be expected to appreciate much in value.</li> <li><strong>Income and Expenses</strong>. Having expectations of a property&rsquo;s rate of return will give you a better idea about what type of offer you or your clients should make the seller. Tally up your projected income &mdash; do research to see what similar properties are charging in rent. Talk to local property managers to get their thoughts on pricing. Then, add up your expenses: the monthly mortgage, insurance, property taxes, the vacancy rate, and other costs, and subtract them from your projected annual income. You&rsquo;ll be able to use this figure to find your <a href="https://www.thebalance.com/cashflow-of-a-rental-property-an-example-2866811" target="_blank">cash on cash returns</a>, and more accurately assess the viability of an investment.</li> <li><strong>Try to Score a Great Deal</strong>. Getting the best deal possible on a property is key to securing the biggest returns, and you&rsquo;ll want to embark on a search for decent properties that fit your criteria. Determine the rate of return you want to get from your properties, and don&rsquo;t compromise. While some people are happy with 5 to 10 percent cash on cash returns, some experienced investors try for around 20 percent or higher. Regularly peruse foreclosures in your local MLS. The preforeclosure period is often best time to purchase a property, but you can often find deals on foreclosures as well. The longer the bank has had the property, the more anxious they may be to sell.</li> </ul> <h4>Managing Your Property Successfully</h4> <p>While finding the right property is vitally important &mdash; your ability to manage that property successfully will also have an impact on its profitability. Here&rsquo;s how you can get a property set up right.</p> <ul> <li><strong>Minimize Your Vacancies by Setting Competitive Rent.</strong> The key to maximizing your returns is finding the sweet spot that you can charge for rent. This means determining the highest price that you can charge while still keeping it low enough to attract interest from potential tenants. This will help to minimize your turnover rate, helping to keep your property occupied and cash flow positive for most of the year.</li> <li><strong>Protect Yourself: Brush Up On Landlord-Tenant Law</strong>. It&rsquo;s essential as a broker who personally owns rentals or works with investors, to have working knowledge of <a href="https://www.landlordology.com/state-laws/" target="_blank">current federal and state landlord-tenant laws</a>. Laws have changed on several issues in recent years, and it&rsquo;s more important than ever for landlords to be familiar with fair housing legislation and tenants&rsquo; rights &mdash; particularly in the areas of applicant screening, security deposits, and evictions. You&rsquo;ll want to run your rental agreement and policies by an experienced attorney to ensure that they&rsquo;re helping keep you on the right side of the law.</li> <li><strong>Protect Your Investment: Perfect Your Tenant Screening Process. </strong>Finding the right tenants will have a major impact on a rental&rsquo;s profitability. The best way to ensure that you or your clients only allow qualified applicants into a property is by having an airtight tenant screening process that&rsquo;s in writing, and adhered to it each and every time. You&rsquo;ll want to ensure that you run background, credit, and reference checks to verify the accuracy of the information that an applicant provides, and to confirm that they will be able to pay the rent and comply with the terms of the lease. Keep in mind that you cannot screen tenants based on any other reason, and <a href="https://portal.hud.gov/hudportal/documents/huddoc?id=HUD_OGCGuidAppFHAStandCR.pdf" target="_blank">new HUD laws</a> now forbid landlords from <a href="http://renterswarehouse.com/huds-new-criminal-background-guidelines-minnesota/" target="_blank">making blanket bans on any applicant who has a criminal record or prior history of arrest</a>. As mentioned above, it&rsquo;s worth having an attorney check your screening policy to ensure it&rsquo;s in compliance with the law.</li> <li><strong>Automate the Process: Consider Hiring a Property Manager</strong>. Finally, investing in rental property doesn&rsquo;t mean you or your clients have to do all the maintenance. If property management isn&rsquo;t your specialty, it may be prudent to enlist property management services. A good property manager will be able to free you up to focus your efforts on growing and managing your portfolios, and will also make it easier for you to invest in long distance properties.</li> </ul> <p>As you can see, real estate investing requires hard work and effort in the beginning, but once a property is set up, it can be a straightforward way to generate passive income. Whether your dream is a beach house in the Caribbean, an early retirement, or growing your investor clientele, with careful planning and the right management strategy, rentals could be your golden ticket.</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>Whether it&rsquo;s for you or your investor clients, learn how to choose the right rental property and manage it profitably to create passive income into retirement.</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/jan17_BB_financial.jpg" type="image/jpeg; length=119903">jan17_BB_financial.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/jan17_BB_financial_0.jpg?1485556972" /> </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/jan17_LP_BB_financial.jpg?1485556993" /> </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/convince-investors-buy-rental-property-now">Convince Investors to Buy Rental Property Now</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/12/starting-brokerage-why-do-it">Starting a Brokerage: Why Do It?</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/01/building-credibility-foreign-buyers">Building Credibility With Foreign Buyers</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/01/how-build-rapport-competition">How to Build Rapport With the Competition</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, 25 Jan 2017 22:34:11 +0000 echristoffer 22637 at http://realtormag.realtor.org How to Build Rapport With the Competition http://realtormag.realtor.org/for-brokers/network/article/2017/01/how-build-rapport-competition <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"> Assembling an army of industry allies will bring in more business and strengthen your company’s reputation in the community. Here are seven tips for working amicably with other real estate professionals. </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, January 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>Creating positive feelings between you and your clients is important. But it&rsquo;s just as important &mdash; and profitable &mdash; to build that rapport with your competitors.</p> <p>Real estate is a busy and somewhat crowded industry. There are about 2 million active licensees in the U.S., according to the Association of Real Estate License Law Officials. Brokers and their agents must work with their peers at other companies day in and day out, despite being in direct competition for business. But these relationships don&rsquo;t have to be cutthroat or oppositional. In fact, working together in a considerate and professional manner helps buyers and sellers get what they want, while brokers and agents get their cut of the commission. Ideally, everyone in the deal ends up happy.</p> <p>&ldquo;Whether I represent a seller or a buyer, it doesn&rsquo;t mean I can&rsquo;t be kind and work with the agent on the other side in a fashion that is friendly and not adversarial,&rdquo; says Julie DeLorenzo, 2017 regional vice president for the National Association of REALTORS&reg;. She helped open the Boise, Idaho, branch of Keller Williams Realty with five agents in 1999. Since then, the brokerage has grown to 600 agents. She says a staple to good business is following the Golden Rule and actively building rapport.</p> <p>Here are seven steps you and your agents can take to start working more amicably with others in the industry.</p> <p><strong>1. Search for Common Ground</strong>. Focus on the success of the transaction at all times. If it turns out well, everyone walks away feeling they got what they wanted. &ldquo;The entire transaction has to be handled with integrity,&rdquo; says Pamela Jett, communications and leadership expert who owns <a href="http://jettct.com/" target="_blank">Jett Communication</a>. If a competitive tone seeps into a discussions between agents, refocus the conversation and bring it back to the higher level in order for the transaction to be successful, she says.</p> <p><strong>2. Stay Friendly and Give Compliments</strong>. By shaking hands, making eye contact, and giving genuine compliments, you can start a working relationship off on the right track. Consider sporting competitions: Opposing sides always shake hands before the game or meet begins.</p> <p><strong>3. Look at the Bigger Picture</strong>. People get hung up on small things, Jett explains. By looking at the transaction as a whole, there are ways to convince even the most stubborn clients and agents that a $5,000 carpet allowance or keeping all the blinds may not be most important things to focus on. Agents should know when to advise their clients to acquiesce a little on certain issues.</p> <p><strong>4. Be Effective, Not Right</strong>. If someone has to be right all the time, it can make everything difficult. If the other agent comes in with a win-or-lose mentality, you might have to rethink how the transaction will move forward. Having a good closing isn&rsquo;t always about being right but about being effective, Jett says. &ldquo;Not everything is worth digging your heels into,&rdquo; she says.</p> <p><strong>5. Be Genuine</strong>. By staying authentic to who you are and avoiding pettiness, you develop a reputation of being easy to work with. In the real estate industry, your reputation is very important, Jett says.</p> <p><strong>6. Conduct Peaceful, Easy Negotiations</strong>. Be respectful and composed when heading into negotiations, and approach conflicts with kindness, DeLorenzo adds. If you continue to be calm throughout the process with other agents, they will remember you as fair and honest.</p> <p><strong>7. Network With Your Industry Peers All Year</strong>. Building relationships with brokers and agents from competing agencies makes it easier to do business with them. Attend networking and community events, get involved in your local or state REALTOR&reg; association, join your local chamber of commerce, and go to real estate conventions to meet other real estate practitioners. &ldquo;The more opportunities you can find to interact with agents, the better off you will be,&rdquo; DeLorenzo 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>Assembling an army of industry allies will bring in more business and strengthen your company&rsquo;s reputation in the community. Here are seven tips for working amicably with other real estate professionals.</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/jan17_BB_rapport.jpg" type="image/jpeg; length=150662">jan17_BB_rapport.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/jan17_BB_rapport_0.jpg?1485555996" /> </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/jan17_LP_BB_rapport.jpg?1485556015" /> </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/2016/10/read-minds-understanding-body-language">Read Minds By Understanding Body Language</a> </div> <div class="field-item even"> <a href="/news-and-commentary/commentary/article/2011/10/dont-sabotage-sales">Don&#039;t Sabotage Sales </a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2013/01/relationship-business">The Relationship Business</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/relationship-management/article/2016/07/4-ways-more-honest-sales-relationship">4 Ways to a More Honest Sales Relationship</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, 25 Jan 2017 21:05:48 +0000 echristoffer 22636 at http://realtormag.realtor.org Multifamily Amenities Grow Up http://realtormag.realtor.org/commercial/feature/article/2017/01/multifamily-amenities-grow-up <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"> Lounges and business centers can make a condo or apartment complex feel dated. Thankfully, there are a few easy fixes that can bring these common amenities up to date. </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, January 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/meg-white">Meg White</a> </div> </div> </div> <!--paging_filter--><p>Developers, owners, and managers of multifamily properties have some important choices to make when it comes to public spaces. Big-ticket amenities might draw tenants and buyers, but they also eat up a lot of space and capital.</p> <p>Jong Chung, vice president of design for Avalon Bay Communities in the Washington, D.C., area, says the key is to narrow the target market for a building and not worry about what your competitors are doing. &ldquo;We try not to get into an arms race with the next developer.&rdquo;</p> <blockquote> <p><strong>More from the Builders&#39; Show:</strong></p> <p><a href="/daily-news/2017/01/11/5-home-design-needs-for-your-boomer-clients">5 Home Design Needs for Your Boomer Clients</a></p> <p><a href="/daily-news/2017/01/18/hot-new-home-trends-watch">Hot New-Home Trends to Watch</a></p> <p><a href="https://www.youtube.com/watch?v=J2ZDym8pou8" target="_blank">The New American Home Tour</a></p> <p><a href="http://theweeklybookscan.blogs.realtor.org/2017/02/08/sales-doesnt-equal-service/">Sales Doesn&rsquo;t Equal Service</a></p> <p><a href="http://theweeklybookscan.blogs.realtor.org/2017/01/27/the-heart-of-the-remodel/">The Heart of the Remodel</a></p> </blockquote> <p>Chung was one of many experts in the multifamily industry to address the future of amenities during the International Builders&rsquo; Show in Orlando this month. We were there to absorb the latest musings on features that will be most in demand in 2017. Here&rsquo;s what&rsquo;s in, what&rsquo;s out, and how to make emerging designs work in the real world.</p> <h4>Out: Workout Room. In: Retail-Space Gym</h4> <p>Daniel Gehman, studio director with the Humphreys &amp; Partners office in Newport Beach, Calif., is seeing a trend with developers of mixed-use buildings renting their first-floor retail space to an outside fitness company. He says it relieves some responsibility for property managers while also providing a popular perk for residents who seek a healthier lifestyle. &ldquo;There&rsquo;s this point where the retail and the amenities overlap,&rdquo; he says. &ldquo;You&rsquo;re offloading the management to a third party.&rdquo;</p> <p>But some in the industry consider it a volatile model. To lessen the risk of vacancy, there are other ways to dress up proprietary gym space. Sanford Steinberg, principal at Steinberg Design Collaborative LLP in Houston, says one way to update a small workout room without bringing in a third party is to add enough serious AV equipment to turn it into an exercise theater, where everyone watches movies and events together on the big screen. &ldquo;People come in and do their cardio, and they have a lot of fun,&rdquo; he says.</p> <h4>Out: Business Center. In: Co-working Space.</h4> <p>Millions of Americans work from home, but <a href="/home-and-design/feature/article/2015/09/arranging-perfect-home-workspace">the kinds of spaces they need to accomplish that work have changed</a>. The inspiration for today&rsquo;s designers comes from co-working spaces and business incubators, where chance encounters and funky interiors encourage creativity and spontaneity.</p> <p>Chung says it doesn&rsquo;t take too much to update the stuffy business space &mdash; often characterized by traditional desks and printers &mdash; that was up until recently <em>de rigueur</em> for multifamily buildings. &ldquo;In some ways, it&rsquo;s not too different from the old-school business centers,&rdquo; he says. In terms of design, Chung favors a variety of different seating options over rows of desks, creating a vibe that&rsquo;s &ldquo;less library, more coffee shop.&rdquo; He also recommends opening the space to co-working subscribers who don&rsquo;t live in the building, if possible.</p> <h4>Out: Clubhouse. In: Communal Dining/Cooking Spaces</h4> <p>The problem with the traditional clubhouse &mdash; often a sort of &ldquo;drawing room&rdquo; space featuring a fireplace, television, and pool table, among other items &mdash; is that it feels too formal for today&rsquo;s residents. &ldquo;They&rsquo;re more for show,&rdquo; Chung says, noting spaces that foster more interaction and multiple uses are more likely to be used on a regular basis.</p> <p>One popular category of amenities that seems to have this effect on residents is communal space for cooking, dining, and catering. Though many agree an outdoor cooking area is a must, Rohit Anand of international firm KTGY Architecture + Planning notes that these spaces can be perceived by residents in vastly different ways. &ldquo;Millennials tend to linger and spend the whole evening there. The grilling is an experience itself,&rdquo; he says. But this &ldquo;causes tension with boomers, who just want to grill a burger and take it back with them.&rdquo;</p> <h4>Out: Mailroom. In: Smart Delivery Services</h4> <p>With the increase in online shopping, mailrooms are bursting at the seams and package theft is on the rise. Both residential developers and retailers such as Amazon are already <a href="/commercial/conversations/article/2015/08/multifamily-amenities-staying-power">using internet-enabled lockers</a> that can be used to store packages until consumers are ready to pick them up.</p> <p>The next step, according to Gehman, is removing humans from the equation. He says developments are already looking for ways to incorporate drone landing pads for the day Amazon figures out how to safely drop packages autonomously. He also predicts the robot bellhop, which is being used in select Marriott hotels, will eventually migrate to the multifamily sector as a way to get packages directly into residents&rsquo; hands. &ldquo;Robots are able to do great stuff. If you have a Roomba, you know that,&rdquo; Gehman says. &ldquo;&lsquo;The Jetsons&rsquo; got a few things right on the money, and Rosie [the robot maid] is one of them. She&rsquo;s coming.&rdquo;</p> <h4>Out: Huge Parking Structures. In: Shared Vehicle Space</h4> <p>Chung says his company engages in regular exercises trying to envision where business will be 50 years down the road. One of the trends giving him pause is the way the sharing economy will change the built environment. &ldquo;It&rsquo;s so disruptive right now,&rdquo; he says. &ldquo;We have to think about shared vehicles and what that does to our parking.&rdquo;</p> <p>While many developments are required by law to have a certain amount of parking spots, Gehman says he enjoys incorporating new designs that will better accommodate ridesharing and, eventually, automated vehicles. &ldquo;We get to design Uber lounges now, where you wait for your ride,&rdquo; he says.</p> <p>For any of these upgrades, the key is to think in the long term. While Anand notes that millennials make up 57 percent of the current renter population, that won&rsquo;t always be the case. He suggests asking, &ldquo;Is this apartment stock being built for millennials?&rdquo; If the answer is yes, Anand says it might be time to get back to basics: &ldquo;Good design resonates with whatever age group you&rsquo;re talking about.&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>Lounges and business centers can make a condo or apartment complex feel dated. Thankfully, there are a few easy fixes that can bring these common amenities up to date.</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/jan17_C_gym.jpg" type="image/jpeg; length=299100">jan17_C_gym.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/jan17_C_gym_0.jpg?1485536773" /> </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/jan17_LP_C_gym.jpg?1485536795" /> </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/2016/12/2017-home-design-trends">2017 Home Design Trends</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/12/selling-second-wave-baby-boomers">Selling to Second-Wave Baby Boomers</a> </div> <div class="field-item odd"> <a href="/commercial/conversations/article/2015/08/multifamily-amenities-staying-power">Multifamily Amenities With Staying Power</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 Wed, 25 Jan 2017 15:00:02 +0000 mwhite 22634 at http://realtormag.realtor.org Video: 7 Gadgets to Revolutionize Your Office http://realtormag.realtor.org/for-brokers/network/article/2017/01/video-7-gadgets-revolutionize-your-office <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"> Take a look at some of the tech goodies brokers can use from the 2017 International Consumer Electronics Show to bring futuristic upgrades and efficiencies to the office. </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, January 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/melissa-dittmann-tracey">Melissa Dittmann Tracey</a> </div> </div> </div> <!--paging_filter--><p>Robots, drones, and truly compact data storage are just a few pieces of technology that will take your brokerage up a notch. At the 2017 International CES (<a href="https://twitter.com/search?q=%23CES2017&amp;src=typd" target="_blank">#CES2017</a>) &mdash; the tech world&rsquo;s most important event of the year &mdash; companies showcased some 20,000 products. Many could one day outfit your real estate brokerage.</p> <p>Here are a few themes that emerged from this year&rsquo;s show:</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="https://www.youtube.com/embed/bU0-5IyPdGg" width="640"></iframe></p> <p><strong>Robots:</strong> Could the office robot be your future assistant? These robots can do everything &mdash; monitor your office, greet your customers, project listing materials, and more.</p> <p><strong>Voice assistance:</strong> Amazon&rsquo;s Alexa, Alphabet&rsquo;s Google Assistant, and Apple&rsquo;s Siri have ushered in an era of using your voice to take control over your electronics. Expect more technology to be voice-powered, which will ease the learning curve by allowing you to just speak your commands.</p> <p><strong>Mega data storage: </strong>Data storage is getting more compact, with tiny flash drives reaching capacities of 1 TB and 2 TB.</p> <p><strong>Upgraded screens:</strong> Wide, curved screens are enhancing the viewing experience on desktop monitors. New products are allowing you to transform your laptop screen into a touch screen with a simple plug-in overlay.</p> <p><strong>Wearables:</strong> This technology could lend a hand to safety for your brokerage. Watches or buttons can help monitor agents&rsquo; locations when they&rsquo;re at showing appointments and send instant alerts whenever they sense danger.</p> <p><strong>Drones:</strong> The technology continues to get more sophisticated, portable, and easier to operate. You can now capture aerial photos and videos of your listing in 4K &ndash; even 8K &ndash; HD-quality video. Plus, with greater image stabilization features, you can eliminate those jittery movements from flight.</p> <p><strong>Germ-free tech:</strong> Manufacturers are also looking at how to keep your office more sanitized. Here&rsquo;s a sobering stat: The cellphone is 18 times more dirty than a public restroom toilet handle. While there&rsquo;s no app for keeping your cellphone clean (at least yet), there are products debuting that can help wipe the germs away.</p> <p>Take a look at the video to learn more behind the technology debuts.</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>Take a look at some of the tech goodies brokers can use from the 2017 International Consumer Electronics Show to bring futuristic upgrades and efficiencies to the office.</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/feb17_BB_show.jpg" type="image/jpeg; length=397007">feb17_BB_show.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/feb17_BB_show_0.jpg?1486671099" /> </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/feb17_LP_BB_show.jpg?1486671116" /> </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/2017/01/best-technology-for-your-brokerage-in-2017">Best Technology for Your Brokerage in 2017</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/11/tech-trends-embrace-in-2017">Tech Trends to Embrace in 2017</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/11/fall-in-love-these-12-business-apps">Fall in Love With These 12 Business Apps </a> </div> <div class="field-item even"> <a href="/technology/briefs/article/2016/01/realtor-mag-ces-2016">REALTOR® Mag at CES 2016</a> </div> </div> </div> <div class="field field-type-link field-field-links"> <div class="field-label">External Links:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="http://styledstagedsold.blogs.realtor.org/2017/01/05/best-of-ces-2017-for-the-home/" rel="nofollow">Best of CES 2017 for the Home </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, 25 Jan 2017 22:54:36 +0000 echristoffer 22638 at http://realtormag.realtor.org 4 Ways Male Agents Put Themselves in Danger http://realtormag.realtor.org/well-being/safety/article/2017/01/4-ways-male-agents-put-themselves-in-danger <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"> Men are taught to be fearless, and that attitude can make them a prime target for criminals. </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, January 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/tracey-hawkins">Tracey Hawkins</a> </div> </div> </div> <!--paging_filter--><p>David Abbasi. Sidney Cranston Jr. Ryan Vega. Beverly Carter.</p> <p>You probably recognize only Carter&rsquo;s name. <a href="http://speakingofrealestate.blogs.realtor.org/2014/10/01/beverly-carter-she-was-an-angel-on-earth/" target="_blank">News of the Arkansas real estate agent&rsquo;s murder</a> in September 2014 made national headlines and reverberated throughout the industry. Abbasi, Cranston, and Vega, three male real estate professionals, were also victims of recent attacks similar to Carter&rsquo;s. Abbasi and Cranston were shot to death in the course of daily business, while Vega, fortunately, survived a stabbing during a showing. Why didn&rsquo;t their cases get as much attention? Because they&rsquo;re men?</p> <blockquote> <p><strong>Recent Attacks on Male Agents in the News</strong></p> <p><strong>Jan. 10, 2017:</strong> The body of real estate agent Sidney Cranston Jr., 40, is <a href="/daily-news/2017/01/17/remains-found-missing-ariz-agent">found buried</a> in the foothills in Kingman, Ariz. He had been missing for 18 months and was last seen at a property showing. Police say he was shot to death.</p> <p><strong>Dec. 9, 2016:</strong> David Abbasi, 32, a real estate investor, is <a href="/daily-news/2016/12/14/in-1-week-2-real-estate-agents-fatally-shot">found dead inside an abandoned home</a> in Atlanta. He reportedly was viewing the home on behalf of his company as a possible acquisition when he was shot twice.</p> <p><strong>Sept. 30, 2016:</strong> Las Vegas real estate agent Ryan Vega, 37, is <a href="http://www.reviewjournal.com/crime/stabbings/real-estate-agent-stabbed-while-showing-north-las-vegas-home" target="_blank">stabbed in the neck</a> while showing a home to a buyer. Police say one of the tenants of the home is suspected in the attack. Vega survived.</p> </blockquote> <p>Perhaps lopsided news coverage helps give the impression that women in real estate are more at risk than men. But the truth is <a href="/well-being/safety/article/2015/07/man-man-you-re-just-risk">men face the same dangers</a>. Twenty-two percent of male real estate professionals reported experiencing a situation in the field in the last year that made them fear for their safety, according to the National Association of REALTORS&reg;&rsquo; <a href="https://www.nar.realtor/reports/2016-member-safety-report" target="_blank">2016 Member Safety Report</a>. That compares with 46 percent of females.</p> <p>Men have distinct behaviors and characteristics that can make them more vulnerable to being victimized on the job than women. In a high-risk occupation such as real estate, knowing what these traits are and how they are dangerous can help male agents work in a safer manner.&nbsp;Here are four to watch out for. (You can also <a href="http://www.safetyandsecuritysource.com/realestateagentsafety.html" target="_blank">request a handout</a> on my website containing safety tips that pertain particularly to male agents.)</p> <h4>Machismo, or an Invincible Mindset</h4> <p>Why don&rsquo;t some men take safety more seriously? &ldquo;Because we&rsquo;re stupid,&rdquo; jokes Ronnie Thompson, GRI, SFR, broker-owner of Thompson Realty in Valdese, N.C. &ldquo;We know it all and have no thoughts about our safety. We believe that no one is going to bother us.&rdquo;</p> <p>From an early age, women are taught to fear for their safety. Men, however, are taught to stand up to danger &mdash; often on behalf of a woman. It&rsquo;s not hard to see why some male agents might think nothing will ever happen to them because they&rsquo;ve been socialized as the stronger sex. &ldquo;Men have to fight that macho feeling that they can overcome anything,&rdquo; says Neil Schwartz, CRS, SFR, broker-salesperson at Coldwell Banker Premier in Las Vegas. &ldquo;The male agents&rsquo; mindset is to stand their ground and fight.&rdquo;</p> <p>This way of thinking may make men more vulnerable to robbery in particular. Seeing themselves as less of a target, men may be less likely to think about leaving jewelry and expensive electronics at home &mdash; which makes them prime game for robbers.</p> <h4>Refusing to Listen to Their Guts</h4> <p>As a safety instructor, the number one tip I teach is to trust your intuition. It&rsquo;s hardly ever wrong, and listening to it can save your life. But think about the phrase &ldquo;women&rsquo;s intuition.&rdquo; It&rsquo;s been used to suggest that women overthink things and examine situations in unnecessarily excruciating detail. In matters of safety, that&rsquo;s a <em>great</em> thing. But some men may dismiss their intuition, vowing not to &ldquo;overthink.&rdquo; When your safety is at risk, not listening to your gut won&rsquo;t serve you well.</p> <p>Thompson says that if he gets a bad feeling about prospective clients &mdash; maybe they refuse to answer key questions about themselves or the transaction &mdash; he is willing to walk away. &ldquo;I believe that the gut reaction is the proper reaction,&rdquo; he says. &ldquo;If it doesn&rsquo;t feel right, I have told clients that I am not the agent for them. I can always get more money, but I only have one life.&rdquo;</p> <h4>Thinking Safety Training Is for Women</h4> <p>Typically, 30 percent of the attendees at my safety classes are men, and I&rsquo;m noticing that figure growing. But in talking with real estate professionals around the country, I find that men more often than women neglect basic safety protocol, such as meeting prospects for the first time in the office or a public place, allowing clients to lead through a showing, or watching what information they expose about themselves online. That&rsquo;s because fewer men are coming to the classes where they can learn safe work practices. They&rsquo;re robbing themselves of the opportunity to learn the latest in safety techniques.</p> <p>Hopefully, this will change: Only 19 percent of REALTORS&reg; have participated in a REALTOR&reg; Safety course, and of those, 13 percent were men, according to NAR&rsquo;s 2016 Member Safety Report.</p> <h4>Ignorance About Crimes Against Their Peers</h4> <p>Though a spate of attacks on male agents have made headlines recently, they don&rsquo;t get as much attention and are not reported as often. Therefore, men are far more likely to be unaware of incidents involving their peers than women.</p> <p>James Richman, a sales associate with ReeceNichols Real Estate in Kansas City, Mo., says it was the case of Beverly Carter that prompted him to get a concealed carry weapons permit. But he admits to being unaware of more recent crimes against male agents. &ldquo;The way to get more guys to go to safety training is to share these stories about the male agents [being victimized],&rdquo; he says. &ldquo;That makes it more real.&rdquo;</p> <p>Men are also less likely to report being attacked to anyone, whether they be law enforcement or loved ones, whereas women are more likely to report crimes against them. If male agents do not report cases of attacks, patterns cannot be identified and warnings cannot be issued. &ldquo;Safety training must come from the top down,&rdquo; Richman says. &ldquo;Leaders [in the real estate industry] have to make it a priority.&rdquo;</p> <p>My expert opinion is that safety education must be treated as a consistent, ongoing effort and not as a one-time event to fulfill education credits.</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>Men have been taught to be fearless, and that attitude can make them a prime target for criminals.</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/jan17_S_safety.jpg" type="image/jpeg; length=148389">jan17_S_safety.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/jan17_S_safety_0.jpg?1484941626" /> </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/jan17_LP_S_safety.jpg?1484941646" /> </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="/well-being/safety/article/2015/07/man-man-you-re-just-risk">Man to Man: You’re Just as at Risk</a> </div> <div class="field-item even"> <a href="/well-being/safety/article/2016/10/dont-show-fear-shady-open-house-guests">Don&#039;t Show Fear to Shady Open House Guests</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2011/09/safety-lessons-saved-my-life">&#039;Safety Lessons That Saved My Life ...&#039;</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> Safety Fri, 20 Jan 2017 17:40:57 +0000 gwood 22613 at http://realtormag.realtor.org Niche Spotlight: The Deaf Community http://realtormag.realtor.org/for-brokers/network/article/2017/01/niche-spotlight-deaf-community <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 one Denver-based broker is reaching this underserved market and how you can make a transaction with a deaf client a smooth one. </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, January 20, 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>When Maria Gallucci was in second grade, her parents, Ray and Ellie, bought their first home in Loveland, Colo. They purchased the third house built in a new development, but they didn&rsquo;t use a real estate agent because they couldn&rsquo;t find one who understood their language &mdash; American Sign Language.</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/Maria.jpeg" style="width: 230px; height: 345px; float: right;" />Gallucci, who is not hearing-impaired, was the most fluent in both ASL and English of her five siblings. She often served as their interpreter &mdash; including when they secured their mortgage and purchased their home through the sales agent in the development&rsquo;s office. The experience stuck with her, and from that moment on, she knew she wanted to work in real estate. &ldquo;I learned a lot from it,&rdquo; she says. &ldquo;There&rsquo;s a language and communication barrier for deaf people working with hearing agents.&rdquo;</p> <p>She started out in the mortgage industry after graduating from high school in 1992, and then she got her real estate license in 2005. Her goal was to help deaf and hearing-impaired customers navigate the home purchase process. &ldquo;They really do get taken advantage of a lot,&rdquo; Gallucci says. &ldquo;I&rsquo;ve seen some of their paperwork; I&rsquo;ve seen people put them into bad mortgages. There are more regulations today, but many still don&rsquo;t understand the process.&rdquo;</p> <p>Today, Gallucci is a managing broker with <a href="http://www.savvyrealtyco.com/" target="_blank">Savvy Realty</a>, a boutique brokerage serving the Denver area. She&rsquo;s also one of only a handful of real estate professionals in Colorado who are fully bilingual in ASL and English. &ldquo;She&rsquo;s very compassionate and has a huge heart,&rdquo; says Stacey Stambaugh Malcolm, broker-owner of Savvy Realty who works closely with Gallucci. &ldquo;She&rsquo;s not hard-headed &mdash; she knows the right way to go about getting something done.&rdquo;</p> <p>There are more than 300,000 deaf and hard-of-hearing individuals in the state, home to the Colorado School of the Deaf and the Blind, which attracts people from all over the country. Gallucci personally serves a broad area from Fort Collins to Colorado Springs because she goes to where her clients need her. Currently, about 85 percent to 90 percent of her clientele are deaf, and her production in 2016 was close to $15 million. The vast majority of her clients are referrals, but she has advertised in deaf community publications as well.</p> <p>Malcolm describes Gallucci as charismatic, spunky, and fun. It&rsquo;s not hard to miss her curly dark hair bouncing through the office, Malcolm says, moving with her energy and laughter. &ldquo;I&rsquo;ve never seen her have a bad day. Even when stuff is going wrong, she&rsquo;s always a &lsquo;we&rsquo;ll get through this, we&rsquo;ll get it done&rsquo; type of person, and that rubs off on other agents and her clients,&rdquo; Malcolm says.</p> <p>Because Gallucci was raised among the deaf, she fully understands the culture and specific needs of her clients. She also knows how to bridge the language barrier to make sure they understand each step of the buying or selling process.</p> <p>Many of her clients are seeking deaf-friendly housing, which generally includes an open floor plan so they can easily communicate visually and watch their children even while cooking dinner in the kitchen. Fire alarms and CO2 detectors have to include lights, which the local fire department will install for free. Buyers may also want to install blinking doorbells, outdoor motion sensing lights, and security systems that include visual alerts. Some also want to be close to community resources and social groups for the deaf and hearing-impaired.</p> <p>Gallucci says her niche is an underserved community in need of more real estate professionals who are bilingual. Over the years, she has worked mainly with hearing agents on the other side of transactions. She has a few pointers for making the process a smooth one. &ldquo;Be more understanding and patient,&rdquo; Gallucci advises. &ldquo;Make sure your emails are clear and more detailed than usual, and don&rsquo;t use a lot of real estate lingo.&rdquo;</p> <p>If you&rsquo;re working with a deaf individual, whether at the closing table or as a client, speak normally because many can read lips, she says. Make eye contact, and be as detailed as possible. And, above all, be respectful, Gallucci says. &ldquo;Don&rsquo;t treat them like they&rsquo;re a different breed. They&rsquo;re just like us &mdash; they just can&rsquo;t hear.&rdquo;</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="https://www.youtube.com/embed/0lT3T4mlkeY" width="640"></iframe></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 one Denver-based broker is reaching this underserved market and how you can make a transaction with a deaf client a smooth one.</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/jan17_BB_signing.jpg" type="image/jpeg; length=152429">jan17_BB_signing.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/jan17_BB_signing_0.jpg?1485552810" /> </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/jan17_LP_BB_signing.jpg?1485552834" /> </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/2016/01/building-bilingual-agency">Building a Bilingual Agency</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2017/01/broker-s-leadership-journey">A Broker’s Leadership Journey</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/2016/01/building-credibility-foreign-buyers">Building Credibility With Foreign Buyers</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/12/selling-second-wave-baby-boomers">Selling to Second-Wave Baby Boomers</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, 20 Jan 2017 23:17:34 +0000 echristoffer 22615 at http://realtormag.realtor.org REALTOR® Magazine Caption Challenge http://realtormag.realtor.org/news-and-commentary/briefs/article/2017/01/realtor-magazine-caption-challenge <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 collection of our exclusive back-page real estate cartoons with clever captions from our readers. </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, January 18, 2017</span> </div> </div> </div> </fieldset> <!--paging_filter--><p>The January/February 2017 caption challenge winner was Tim Wyman,&nbsp;The Professional School of Business and&nbsp;Century 21 Norma Altman, REALTORS&reg;, Millburn, N.J. See his entry below and stay tuned for the next caption challenge.</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/jan17_cartoon.jpg" style="width: 600px; height: 617px;" /></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 collection of our exclusive back-page real estate cartoons with clever captions from our readers.</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 Tue, 17 Jan 2017 16:13:53 +0000 mbrozanic 22594 at http://realtormag.realtor.org 2018 Leadership Slate http://realtormag.realtor.org/news-and-commentary/your-nar/article/2017/01/2018-leadership-slate <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"> Meet this year&#039;s team! </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, January 18, 2017</span> </div> </div> </div> </fieldset> <!--paging_filter--><p><strong>2018 NAR Leadership</strong></p> <p>The 2018 NAR officers will be elected by the Board of Directors at the May 2017 REALTORS&reg; Legislative Meetings &amp; Trade Expo in Washington, D.C., and installed at the REALTORS&reg; Conference &amp; Trade Expo in November 2017. The Credentials and Campaign Rules Committee presents the following list of eligible candidates for 2018.</p> <p><strong>PRESIDENT</strong></p> <p>Elizabeth Mendenhall, ABR, ABRM, CIPS, CRB, e-PRO, GRI, LCI, PMN, Columbia, Mo.</p> <p><strong>PRESIDENT-ELECT</strong></p> <p>John Smaby, CRB, GRI, Edina, Minn.</p> <p><strong>FIRST VICE PRESIDENT</strong></p> <p>Vince Malta, San Francisco</p> <p><strong>TREASURER</strong></p> <p>Thomas A. Riley, CCIM, CRB, Bedford, N.H.</p> <p><strong>REGIONAL VICE PRESIDENTS</strong></p> <p>David Wluka, Sharon, Mass. (1)</p> <p>Linda Page, ABR, GRI, Rhinebeck, N.Y. (2)</p> <p>Mark Mansour, Barboursville, W.V. (3)</p> <p>Randall C. Thomas, RAA, Kingsport, Tenn. (4)</p> <p>Steven Fischer, CRB, CRS, Savannah, Ga. (5)</p> <p>John Lynch, Westlake, Ohio (6)</p> <p>K.C. Maurer, CRS, GRI, Appleton, Wis. (7)</p> <p>Duane Uhlir, CRS, GRI, Fargo, N.D. (8)</p> <p>James R. Gamble, CRS, GRI, Kansas City, Mo. (9)</p> <p>R. Scott Kesner, El Paso, Texas (10)</p> <p>Cathy Colvin, CRS, Albuquerque, N.M. (11)</p> <p>Colin Mullane, ABR, CIPS, green, Talent, Ore. (12)</p> <p>Beth L. Peerce, Beverly Hills, Calif. (13)</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> <style type="text/css"><!--td {border: 1px solid #ccc;}br {mso-data-placement:same-cell;}--> </style> <span data-sheets-userformat="{&quot;2&quot;:8705,&quot;3&quot;:{&quot;1&quot;:0},&quot;12&quot;:0,&quot;16&quot;:8}" data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;Meet this year's team!&quot;}" style="font-size:80%;font-family:arial,sans,sans-serif;">Meet this year&#39;s team!</span></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/jan17_NC_leadership_gen.jpg" type="image/jpeg; length=111695">jan17_NC_leadership_gen.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/jan17_NC_leadership_gen_0.jpg?1484682108" /> </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/jan17_LP_NC_leadership_gen.jpg?1484682143" /> </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 Fri, 13 Jan 2017 21:07:23 +0000 mbrozanic 22586 at http://realtormag.realtor.org Under New Congress, NAR Keeps Focus on You http://realtormag.realtor.org/news-and-commentary/feature/article/2017/01/under-new-congress-nar-keeps-focus-you <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"> REALTORS® are readying for a busy first quarter of the legislative season as President-elect Donald Trump prepares to take office. </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, January 13, 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/robert-freedman">Robert Freedman</a> </div> </div> </div> <!--paging_filter--><p>REALTORS&reg; are gearing up for what is expected to be a busy first three months of the legislative season as a new Congress and new Administration tackle a number of priorities that affect real estate, including tax reform, the Affordable Care Act, regulatory reform, reauthorization of federal flood insurance, and what to do about Fannie Mae and Freddie Mac.</p> <h4>Regulatory Reform</h4> <p>Right out of the gate, the House took a stab at regulatory reform, passing a measure that would give Congress more say in the rules federal agencies propose. The Regulations from the Executive In Need of Scrutiny Act (REINS) would require agencies to send proposed rules to Congress for a vote if they would have an impact on the economy of $100 million or more.</p> <p>NAR supports the bill because it would increase transparency and help lawmakers ensure the rules are consistent with congressional intent. &ldquo;Additional scrutiny by elected officials is a good thing,&rdquo; says NAR President William E. Brown. &ldquo;And it gives us another chance to weigh in with Congress when it&rsquo;s looking at these big-ticket rules.&rdquo;</p> <p>The House was also considering another bill that NAR sees merit in, the Regulatory Accountability Act. It would require agencies to achieve their objectives at the least cost and to say how their rules would impact small businesses, among other things.</p> <p>Both bills largely apply prospectively, NAR analysts say, although the REINS Act includes an amendment that would direct agencies to identify a rule for repeal to offset annual costs any time a rule is proposed. NAR analyst say more information is needed on how such a provision would work in practice.</p> <p>In addition, the administration of Donald Trump could take a fresh look at existing regulations across the board, and that could result in new rulemaking to change provisions that are hurting real estate, including provisions in the Dodd-Frank financial services reform law enacted in 2010 in response to the financial crisis.</p> <p>NAR analysts say the association might favor easing some Dodd-Frank requirements on community banks, which traditionally provide the bulk of financing for housing construction. Housing starts have been far below what&rsquo;s needed to meet rising demand, and easing some requirements on community banks could lead to more robust construction lending.</p> <p>&ldquo;Anything we can do to make it easier for local banks to allow builders to obtain loans to build homes that our members can sell is good,&rdquo; Brown says. More houses would also help bring supply and demand into closer balance, slowing rising home prices.</p> <h4>Health Insurance Reform</h4> <p>With the debate to repeal and replace the Affordable Care Act beginning, NAR is prepared to represent the interests of REALTORS&reg; and real estate companies just as it did when health care reform was debated a decade ago, says Brown.</p> <p>NAR analysts have been monitoring what lawmakers are discussing with an eye to ensuring independent contractors and small businesses retain access to quality policies at reasonable costs.&nbsp;The lion&rsquo;s share of NAR members buy their insurance in the individual market, which historically tends to be more volatile and expensive than the group market.</p> <p>NAR would also like to see certain aspects of existing law that benefit REALTORS&reg; remain in any replacement law. These include not letting insurers deny coverage to people who have a preexisting condition, preventing insurers from charging markedly different premiums based on factors such as age, gender, and health status, and allowing people to keep their children on their plans up to age 26.</p> <p>&ldquo;We will weigh in at the appropriate time and with the appropriate committees as the process is unfolding,&rdquo; says Brown. &ldquo;We are not at the center of this debate, but we will weigh in as needed to help ensure independent contractors and small businesses have access to health insurance that meets their needs.&rdquo;</p> <h4>Tax Reform</h4> <p>Once health care reform is resolved, the new Congress is expected to take up tax reform. NAR&rsquo;s priority is to preserve longstanding tax incentives for home ownership and real estate investment, including the mortgage interest deduction and property tax deductions. On the commercial side, preserving 1031 like-kind exchanges is paramount. &nbsp;</p> <p>NAR has made it clear to lawmakers it will resist efforts to eliminate or curtail MID, and it has come out against proposals that have been circulating in Washington for several years that would effectively eliminate the incentive value of the deduction for most home owners by raising the standard deduction. &nbsp;&nbsp;&nbsp;</p> <p>NAR analysts call proposals to cut most itemized deductions, including for property and other state and local taxes, and doubling or tripling the standard deduction a back-door attack on MID because it would eliminate the incentive for most people to itemize. &ldquo;It blurs the distinction between renting and owning, and that goes against the commitment the federal government made more than 100 years ago to support homeownership,&rdquo; says Brown.</p> <p>NAR estimates that only the wealthiest 5 percent of households would continue to itemize under some of the proposed changes, while currently the bulk of households that take advantage of MID and property tax deductions are middle class.</p> <p>On the commercial side, NAR is letting lawmakers know that proposals to curb 1031 exchanges will also meet with strong resistance, because the tax deferral mechanism is one of the main drivers of commercial real estate development today. &ldquo;If that goes away, commercial real estate will be decimated,&rdquo; Brown says. &ldquo;That&rsquo;s something we&rsquo;re being very clear about with Congress. This provision is to commercial real estate what MID is for residential real estate. We will fall on our sword for this.&rdquo;</p> <h4>Flood Insurance</h4> <p>Another pressing priority for NAR in the coming months will be getting the National Flood Insurance Program reauthorized before it expires at the end of September. The last time the program was up for renewal, in 2008, Congress took four years to reauthorize the program under the Biggert-Waters Act. Up until that point, the program was extended 18 times and allowed to shut down twice, which created uncertainty in the real estate industry. &nbsp;</p> <p>NAR is seeking another long-term reauthorization combined with additional reforms to increase the accuracy of flood mapping, provide financial assistance for more homeowners to mitigate their risk before a flood occurs, and develop a more robust private insurance market.</p> <p>Although the program is vital to real estate, reauthorization requires an ongoing education effort because many lawmakers believe flooding is more a regional than a national problem. &ldquo;What many don&rsquo;t realize is flooding can happen anywhere and we all live in a flood zone to some degree. In fact, flood disasters have been presidentially declared across much of the Midwest over the last 6 months and just about everywhere else over the last 10 years,&rdquo; says Brown.</p> <p>The last time the program was allowed to shut down, 30,000 home-sale transactions came to a halt each month, with devastating consequences for the households and the local economies. Flood insurance is required for a mortgage in more than 22,000 communities around the country. NAR is prepared to push for a temporary extension to keep the program open well before the program expires if reauthorization risks getting crowded out in the fall.</p> <h4>Secondary Mortgage Market Reform</h4> <p>Since the financial crisis, government officials have wrestled with what to do about the two secondary mortgage market companies, Fannie Mae and Freddie Mac. They&rsquo;re integral to home sales because they give lenders a market in which to sell their conventional loans so they can maintain liquidity for new lending.</p> <p>The companies have been in federal conservatorship since 2010, and although they&rsquo;re making money again and have even paid back to the Treasury the assistance they received in the wake of the financial crisis, many lawmakers want to keep reform high on the agenda.</p> <p>NAR has forcefully advocated for years that, whether or not the companies are replaced, there must continue to be a mechanism for lenders to sell safely underwritten, federally backed conventional loans to investors. Not to have that would almost surely spell the end of the 30-year, fixed-rate loans that are at the heart of the country&rsquo;s successful home sales market, Brown says. &ldquo;Borrowers&rsquo; ability to access safe, affordable, long-term, fixed-rate financing depends on the federal guarantee,&rdquo; he says.</p> <p>NAR analysts don&rsquo;t expect secondary mortgage market reform to be taken up before the fall. &ldquo;There&rsquo;s a lot going on, and as long as the companies are doing well, the urgency to deal with them won&rsquo;t be as high as other priorities,&rdquo; Brown says. &ldquo;But it remains important to settle their status once and for all.&rdquo;</p> <p>Brown says the work of the reform-minded 115th Congress can have enormous repercussions on how much real estate is bought and sold for years to come, so vigilance will be the watchword for 2017, particularly in the early months. &ldquo;There are going to be a lot of balls in the air,&rdquo; he says. &ldquo;We have to be ready. We will be ready.&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-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/jan17_NC_dc.jpg" type="image/jpeg; length=156687">jan17_NC_dc.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/jan17_NC_dc_0.jpg?1484761318" /> </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/jan17_LP_NC_dc.jpg?1484761340" /> </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 Fri, 13 Jan 2017 17:56:26 +0000 wcole 22585 at http://realtormag.realtor.org Your NAR: Orlando's Magic http://realtormag.realtor.org/news-and-commentary/your-nar/article/2017/01/your-nar-orlandos-magic <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"> Some 18,000 attendees learned, networked, partied, and made a difference at the REALTORS® Conference &amp; Expo in November. Here are highlights. </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, January 18, 2017</span> </div> </div> </div> </fieldset> <!--paging_filter--><p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/jan17_annual1.jpg" style="width: 300px; height: 232px; margin: 3px; float: left;" /></p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>1) Heather Brown welcomes her husband William E. Brown to the stage for his installation as 2017 president of NAR.</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/jan17_annual2.jpg" style="width: 300px; height: 232px; margin: 3px; float: left;" />2) Ty Burrell, who plays &ldquo;REALTOR&reg; Phil Dunphy&rdquo; on the ABC hit comedy &ldquo;Modern Family,&rdquo; is right at home greeting attendees at the Expo, including Kimberly Allen of Belchertown, Mass. (Dunphy also stars in NAR&rsquo;s &ldquo;Get Realtor&reg;&rdquo; ad campaign.)&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/jan17_annual3.jpg" style="width: 300px; height: 232px; margin: 3px; float: left;" />3) Gen. Colin Powell <a href="http://realtormag.realtor.org/news-and-commentary/feature/article/2016/11/powell-realtors-you-have-demand-change" target="_blank">offers lessons in leadership</a> and humility.</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/jan17_annual4.jpg" style="width: 300px; height: 232px; margin: 3px; float: left;" />4) At the <a href="http://realtormag.realtor.org/news-and-commentary/feature/article/2016/11/helping-hand-for-orlando" target="_blank">Habitat for Humanity Build</a>, REALTORS&reg; put their skills to work in helping build affordable homes at a nearby development in which water and energy efficiency are top priorities.&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>Some 18,000 attendees learned, networked, partied, and made a difference at the REALTORS&reg; Conference &amp; Expo in November. Here are highlights.</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/jan17_annual.jpg" type="image/jpeg; length=185134">jan17_annual.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/jan17_annual_0.jpg?1484691526" /> </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 Fri, 13 Jan 2017 21:17:16 +0000 mbrozanic 22587 at http://realtormag.realtor.org Change Is in the Air in 2017 http://realtormag.realtor.org/news-and-commentary/nar-president/article/2017/01/change-in-air-in-2017 <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"> There is no doubt that 2017 is going to be a year of transition, both within the political and policy arenas, but also within the real estate industry. </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, January 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/william-e-brown">William E. Brown</a> </div> </div> </div> <!--paging_filter--><p>As we enter a new year, the winds of change blow in our direction. The 2016 election cycle proved to be nothing less than rollicking. The wisest counsel may be &ldquo;brace yourself.&rdquo; As a cautious optimist, however, I like to equate change with possibility and opportunity.</p> <p>Without a doubt, 2017 is going to be a year of transition, not only in the political and policy arenas but also within our own industry. There is a revolution brewing on almost every level of organized real estate, driven by legislative, MLS, and market forces. As REALTORS&reg;, we have a lot of work ahead of us, and we have to rise to new heights in 2017 to ensure our interests are safeguarded.</p> <p>With new leadership at the local, state, and federal levels, we must anticipate and prepare for possible changes in policies that affect housing, homeownership, and real estate investment. It&rsquo;s impossible to know right out of the gate what those proposals will be, but our priorities remain the same. Homeownership is still an aspirational achievement for millions of Americans, and we will not compromise when it comes to protecting tax policies like the mortgage interest deduction and the state and local property tax deductions that help homeowners reach their financial goals.</p> <p>The same is true for 1031 like-kind exchanges, which are critical for real estate investment. As REALTORS&reg;, it&rsquo;s our job to remind lawmakers that 1031 exchanges aren&rsquo;t a tax break; they&rsquo;re a deferral that encourages investment back into the economy. They&rsquo;ll surely be part of any major tax reform considered in Congress.</p> <p>We also expect discussion of Dodd-Frank and GSE reform. The bottom line is that while legislative changes are brewing, nothing about our role has changed and we are well-prepared to defend the issues important to our industry. REALTOR&reg; champions posted big wins in the 2016 elections at all levels of government, putting us in a strong position to advance measures that strengthen real estate markets and protect private property rights. Our focus has, and always will be, nonpartisan. We are committed to building dynamic communities accessible to all.</p> <p>I am honored to serve as your 2017 president. Even against this backdrop of inexorable change, I feel confident that we have the ability to work effectively in support of homeownership and real estate investment. Rest assured that no matter what the winds bring, the National Association of REALTORS&reg; will strive tirelessly to safeguard our interests and protect our livelihoods. Success, however, depends on your involvement. Join me in taking an active role in the REALTOR&reg; revolution by supporting the REALTOR&reg; Party, responding to Calls for Action, and becoming more engaged at the local, state, and national levels. We need you now more than ever.</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>There is no doubt that 2017 is going to be a year of transition, both within the political and policy arenas, but also within the real estate industry.</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="/news-and-commentary/nar-president/article/2001/08/making-difference">Making a Difference</a> </div> <div class="field-item even"> <a href="/news-and-commentary/nar-president/article/2016/09/actions-speak-louder-words">Actions Speak Louder Than Words</a> </div> <div class="field-item odd"> <a href="/news-and-commentary/nar-president/article/2016/07/changing-game">Changing the Game</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> NAR President Thu, 12 Jan 2017 22:30:51 +0000 mbrozanic 22575 at http://realtormag.realtor.org Help Sellers Get Off the Dime http://realtormag.realtor.org/sales-and-marketing/feature/article/2017/01/help-sellers-get-dime <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 clients resist advice, show them more options to move forward. </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, January 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/beth-franken">Beth Franken </a> </div> </div> </div> <!--paging_filter--><p>Sometimes, sellers get in their own way. Maybe they refuse to lower the price of their home, even when a lack of showings offers a clear sign the asking price is too high. They might resist staging, arguing they can make their home show-ready on their own, or push back against making a needed repair. When sellers get hung up on such issues, they delay their ultimate goal to reach the closing table. So what can you do to make clients see the big picture and keep their home sale on track? Try these five methods to help sellers get unstuck.&nbsp;</p> <p><strong>Show them where to get a second opinion.</strong> Provide your clients with referrals to professionals who can address their specific concerns. &ldquo;If they&rsquo;re worried about decluttering or repainting, there are people who specialize in that,&rdquo; says Kristi Weinstock, sales associate with Coldwell Banker Burnet in Excelsior, Minn. &ldquo;I can help by giving them information.&rdquo; Sending your clients to people who can corroborate your advice will also build trust, and sellers may be less apt to question your suggestions moving forward. Have a list of three painters or three handymen available to give your sellers options.</p> <p><strong>Present the math.</strong> Sellers often struggle with decisions concerning how to price their home and timing for a potential price reduction. This difficulty can usually be addressed in a thorough market analysis. &ldquo;Most people want the facts behind our suggestions,&rdquo; Weinstock says. &ldquo;If we&rsquo;re all looking at the same facts, that makes it much easier to come to a common conclusion.&rdquo;</p> <p>A smart tip for how to present financial information is to &ldquo;boil it down to an Excel spreadsheet,&rdquo; says Pat Slechta, sales associate with Coldwell Banker Residential Brokerage in Duxbury, Mass. &ldquo;Then it&rsquo;s just numbers. You can&rsquo;t argue with that.&rdquo; She sorts data on home features, assessed value, list price, sale price, price per square foot, and days on market for all her active, pending, and sold listings. This data helped her recently with a seller whose home bordered a major thoroughfare. She used the spreadsheet to point out listings in the neighborhood and show a price difference between homes that were near busy streets and homes that weren&rsquo;t. &ldquo;You&rsquo;re putting the data into a format that tells a story,&rdquo; she says. &ldquo;It&rsquo;s a good sanity check and a way to confirm the case I&rsquo;ve built.&rdquo;</p> <p>Such information can prepare your clients up front, says Darren Kostival, sales associate with RE/MAX of Reading in Wyomissing, Pa. The best way to help sellers avoid paralysis over pricing is to make your suggestion and then let the sellers decide. &ldquo;I tell clients, &lsquo;I&rsquo;m willing to try any price you want. Just know that in three weeks, if we have no activity, we&rsquo;ll need to drop the price,&rsquo;&thinsp;&rdquo; Kostival says. When you put that idea out there right off the bat, it can grease the wheels for the whole process.</p> <p><strong>Allow for time to reconsider.</strong> Whatever the seller&rsquo;s issue is, &ldquo;sometimes, people just need to sleep on it,&rdquo; says Alisa Cunningham, sales associate with Teles Properties in Beverly Hills, Calif. When she senses a client is at an impasse, she&rsquo;ll say, &ldquo;You know what? Nothing will happen right away. Let&rsquo;s talk tomorrow.&rdquo; Remember, Cunningham warns, that while real estate professionals sell houses every day, homeowners might do so once or twice in their lifetime and need time to process their decisions.</p> <p>However, &ldquo;you can&rsquo;t give the seller too much time,&rdquo; Slechta says, particularly when the seller is contemplating a counteroffer to a buyer. &ldquo;You can&rsquo;t take forever. The longer the time frame, the more opportunities there are for the deal to fall apart. I usually say, &lsquo;Take an hour, talk to your spouse, and get back to me.&rsquo;&thinsp;&rdquo;</p> <p><strong>Uncover underlying emotions.</strong> When sellers resist a buyer&rsquo;s request, they often use a vague argument like &ldquo;It&rsquo;s the principle of the thing.&rdquo; There&rsquo;s almost always an underlying factor behind such opposition&mdash;and it&rsquo;s often about money. Slechta encountered a seller who was unwilling &ldquo;on principle&rdquo; to fix a tub that wasn&rsquo;t draining properly, and the buyer threatened to walk if she didn&rsquo;t. Slechta was able to determine that the seller&rsquo;s resistance was fueled by the resentment she was already feeling over having agreed to allow the buyer to move in early. The seller felt she had already &ldquo;given something away&rdquo; and didn&rsquo;t want to make any more concessions. The buyer&rsquo;s concern was that the drain would grow into a more expensive problem. In the end, it turned out to be a $150 repair, and Slechta convinced her seller she could easily absorb the cost and keep the deal on track.</p> <p><strong>Validate sellers&rsquo; fears.</strong> Cunningham recalls a client who was selling her home in an area populated with horse farms. The best offer came from a buyer who planned to tear down the barn on the property. Cunningham&rsquo;s client couldn&rsquo;t bear the thought and wanted to pull out of the deal. In situations like that, &ldquo;you can&rsquo;t say, &lsquo;You can get over that,&rsquo;&thinsp;&rdquo; Cunningham says. She didn&rsquo;t try to talk her client out of her feelings, which usually breeds resentment, she says. Instead, she helped the seller refocus on her ultimate goal, which was getting a good price for her home.</p> <p>Whatever sellers might be hung up on, it&rsquo;s helpful to try to refocus their attention away from the immediate hurdle they&rsquo;re stuck on so they can view the transaction as a whole. You can&rsquo;t achieve that by convincing them their issue isn&rsquo;t worth worrying about, Cunningham says. You do it by showing them another avenue to their final goal. &ldquo;I don&rsquo;t fight them,&rdquo; she says. &ldquo;I give them their options. It&rsquo;s a matter of figuring out how to change the energy and help them work through it.&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>When clients resist advice, show them more options to move forward.</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/jan17_SM_sellers.jpg" type="image/jpeg; length=302002">jan17_SM_sellers.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/jan17_SM_sellers_0.jpg?1484673653" /> </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/jan17_LP_SM_sellers.jpg?1484673684" /> </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/sales-coach/article/2011/07/8-common-seller-problems-and-how-resolve-them">8 Common Seller Problems (and How to Resolve Them)</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="/sales-and-marketing/handouts-for-customers/for-sellers/questions-ask-when-considering-selling">Questions to Ask When Considering Selling</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, 12 Jan 2017 21:20:24 +0000 mbrozanic 22567 at http://realtormag.realtor.org In The Trenches: In Plane Sight http://realtormag.realtor.org/first-person/in-trenches/article/2017/01/in-trenches-in-plane-sight <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 collection of stories from real estate professionals detailing crazy, funny, or poignant experiences that have happened on the job. </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, January 18, 2017</span> </div> </div> </div> </fieldset> <!--paging_filter--><h4>In Plane Sight</h4> <p>A young couple at one of my Saturday open houses asked about the noise level from a nearby county airport about five miles away. It was the second weekend I was holding the open house, and it had been quiet whenever I was there. &ldquo;I&rsquo;m sure a plane flies over now and then,&rdquo; I said, &ldquo;but it really isn&rsquo;t that big an airport where the noise is constant.&rdquo;</p> <p>Immediately after I said that, a huge plane flew over the house. We awkwardly ignored it. When the couple went outside to check out the backyard, another jet passed overhead. We were all laughing at this point. A few minutes later, two more followed in succession!</p> <p>After the fourth plane passed, I felt embarrassed and really couldn&rsquo;t say much to the buyers, and they left. A few more planes went by, and that&rsquo;s when someone told me that the Wings Over Wine Country Airshow was that weekend. I felt so silly. It was literally one of those &ldquo;it flew right over my head&rdquo; moments! <em>&mdash;Denice Cull, Better Homes Realty, Sebastopol, Calif.</em></p> <h4>Shocking Yellow</h4> <p>I was conducting a buyer consultation in my office when my colleague burst through the door, shouting: &ldquo;I&rsquo;ve just listed the perfect house!&rdquo; As she described it, my client&rsquo;s ears perked up. I asked if we could view the home immediately. &ldquo;Sure, it&rsquo;s the yellow house with white shutters,&rdquo; my colleague said, giving us directions. &ldquo;I don&rsquo;t have a key yet, but you can go on in. The carport door is unlocked.&rdquo;</p> <p>My client and I raced to the house and walked inside. Soon after, a bedroom door opened and out stepped a woman aiming a gun at us! &ldquo;What are you doing in my house?!&rdquo; she shouted. As I stammered in fear, explaining the situation, she lowered the gun. &ldquo;My house is not for sale! Who is your broker? I&rsquo;m going to call and get you fired!&rdquo; My client and I ran out, and I realized our mistake. The house was white with yellow shutters&mdash;the opposite color scheme from what my colleague described. The owner was a day sleeper who had left her door unlocked. My client wasn&rsquo;t happy, but ended up buying the right house&mdash;with another agent. <em>&mdash;Maria Boling, Century 21 Lindsey &amp; Pauley, Jasper, Ga.</em></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 collection of stories from real estate professionals detailing crazy, funny, or poignant experiences that have happened on the job.</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/jan17_NC_trenches.jpg" type="image/jpeg; length=319834">jan17_NC_trenches.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/jan17_NC_trenches_0.jpg?1484672801" /> </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/jan17_LP_NC_trenches.jpg?1484672819" /> </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="/first-person/in-trenches/article/2016/09/in-trenches-running-empty">In The Trenches: Running on Empty</a> </div> <div class="field-item even"> <a href="/first-person/in-trenches/article/2016/07/in-trenches-dude-wheres-my-house">In The Trenches: Dude, Where&#039;s My House?</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> In The Trenches Thu, 12 Jan 2017 21:50:04 +0000 mbrozanic 22572 at http://realtormag.realtor.org Keeping an Abundance Mindset http://realtormag.realtor.org/for-brokers/standouts/article/2017/01/keeping-abundance-mindset <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 his dual role as marketing guru for his company and head of a 12-person sales team, Steve Nassar rolls out business tactics to the brokerage after some personal beta testing. </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, January 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/pamela-dittmer-mckuen">Pamela Dittmer McKuen</a> </div> </div> </div> <!--paging_filter--><p>After high school, I worked in construction for a couple of years and then got a job selling Harley-Davidson motorcycles. I was like a duck in water&mdash;I loved sales! I met many successful real estate people buying expensive toys and realized there was something interesting about their industry. In 2003, during the last housing boom, I became a mortgage broker and focused on working with real estate agents. When I saw how much time they spent answering the same questions about home buying and financing from their clients, I wrote an instructional homebuying book they could hand out up front. It was a marketing tool they could use to brand themselves, make a positive impression, and save some time.</p> <blockquote> <p><strong>Company:</strong> Premiere Property Group<br /> Lake Oswego, Ore.<br /> <a href="http://premierepropertygroup.com" target="_blank">premierepropertygroup.com</a><br /> <strong>Number of offices:</strong> 10 in Oregon and Washington<br /> <strong>Number of associates:</strong> 700+<br /> <strong>2015 gross sales:</strong> $1.1 billion on 2,950 transaction sides<br /> <strong>2016 gross sales</strong>: $1.6 billion on 4,500 transaction sides</p> </blockquote> <p>The recession kicked in, and the mortgage industry became more regulated with fewer opportunities to be entrepreneurial. It was no longer the right place for me to be. I took a year off and started a business producing marketing services and products for mortgage brokers and loan officers. It was difficult to monetize, so I got my license in 2012 and jumped over to the real estate side.</p> <h4>Building Systems That Work</h4> <p>I started at a small brokerage in Portland, Ore., and then moved to Premier Property Group in 2014. A few months later, one of the three partners wanted to leave, so I bought in. I serve as vice president of sales and marketing and also lead my own 12-person team.</p> <p>After jumping to Premiere, I was number one in sales volume and transactions within a few months. Other agents wanted to see what I was doing, and I was happy to help them. I&rsquo;m a marketing guy, and selling houses is a marketing job. I also love systems. Systems make you more efficient and consistent and faster. I basically started systematizing every process and strategy I knew worked well and making them available to everyone at our company.</p> <p>The welcome package I introduced to go along with my homebuying book is a beautiful, legal-sized, four-color portfolio that includes agent bio, testimonials, guide to home architectural styles, sample contract, a pen, business cards, and a copy of the 60-page book. The welcome package is delivered in a white gift box. It is a marketing tool any agent can send, and it completely wows prospective clients.</p> <p>We also built an online marketing platform that allows agents to fill out a one-page feature sheet and order what they want from an &agrave; la carte menu of materials: videos with drone flyovers, voiceovers, 3-D virtual tours, flyers, brochures, websites, and signposts. The platform feeds into the MLS and can send blasts to 4,000 area REALTORS&reg; as the property is going live.</p> <h4>In-House Marketing Saves Time, Money</h4> <p>The feature sheet goes to our three-person marketing staff, which coordinates all the service providers and creates the materials. These were tasks that would take an agent hours to do individually. And instead of 700 agents talking to 100 different photographers, we as a company use five or 10 photographers. We keep their calendar, so you don&rsquo;t have to figure out when they can do a shoot.&nbsp;</p> <p>We bill agents for our marketing services, and we pay the vendors. It&rsquo;s up to the agent whether to pay in full each month or defer payment until the transaction closes. We charge 10 percent more if we float them. By allowing them to pay later, we enable them to market their properties better. Otherwise, if they had to write a check, they might not do everything. We also offer a fee-based transaction coordinator at each branch and we&rsquo;re working on an online store, which will sell pens, t-shirts, and other logo items.</p> <h4>Flexibility for Agents</h4> <p>Agents have two options for paying their desk fees. One is they can write us an annual check for $7,000. The other is we take a 25 percent split from every commission until they cap out at $12,000. That&rsquo;s it. They don&rsquo;t have to use the marketing department or any other service. They can just run their business and keep their head down. But we&rsquo;ve created robust and secondary streams of income for our company that are such a tremendous value to our agents that most buy in and use them.</p> <p>The word is getting out, and we are getting calls every week from agents who want to make the jump. Two years ago, Premiere had about 350 agents. Now we are at 700 and growing.</p> <p>I am constantly looking at my personal book of business and asking how the company could create a better experience for me as an agent and for my clients. I do the beta testing and tweaking, and once something works, I can share it with the company. I could keep all my secrets to myself, but by sharing them with my agents, they know I want everyone to be successful. If I lift them up, I&rsquo;m going up with them. I have an abundance mindset. There is plenty of business for all of us.</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 his dual role as marketing guru for his company and head of a 12-person sales team, Steve Nassar rolls out business tactics to the brokerage after some personal beta testing.</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/jan17_B_nassar.jpg" type="image/jpeg; length=216734">jan17_B_nassar.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/jan17_B_nassar_0.jpg?1484671841" /> </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/jan17_LP_B_nassar.jpg?1484671864" /> </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/standouts/article/2016/09/affinity-for-languages">An Affinity for Languages</a> </div> <div class="field-item even"> <a href="/for-brokers/standouts/article/2016/01/vision-home">A Vision of Home</a> </div> <div class="field-item odd"> <a href="/for-brokers/standouts/article/2015/09/fishing-for-great-ideas">Fishing for Great Ideas</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> Standouts Thu, 12 Jan 2017 21:03:56 +0000 mbrozanic 22564 at http://realtormag.realtor.org New Member Benefits and Resources for You http://realtormag.realtor.org/news-and-commentary/your-nar/article/2017/01/new-member-benefits-and-resources-for-you <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"> Check out the latest news from NAR. </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, January 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/carolyn-schwaar">Carolyn Schwaar</a> </div> </div> </div> <!--paging_filter--><p><strong>New Benefit: Members Medicare Exchange</strong></p> <p>Medicare-eligible NAR members can now shop for and enroll in a variety of Medicare insurance options through the REALTOR Benefits&reg; Program&rsquo;s new Members Medicare Exchange. NAR members may select from Medicare Part C (<img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/jan17_medicare.jpg" style="width: 150px; height: 225px; margin: 3px; float: left;" />Medicare Advantage), Medicare Supplement Insurance (Medigap), and Medicare Part D (prescription drug) plans. The exchange also houses a resource center with a variety of educational tools to assist NAR members in understanding Medicare overall, available plan options, and cost-saving strategies.</p> <p>The Members Medicare Exchange is the latest addition to the popular REALTORS&reg; Insurance Marketplace platform, which also features a robust selection of insurance plans and wellness products, including major medical insurance, dental and vision insurance, a telemedicine service plan, a prescription drug discount card, and more. To learn more and get started, visit <a href="http://RealtorsInsuranceMarketplace.com/Medicare">RealtorsInsuranceMarketplace.com/Medicare</a>.</p> <hr /> <p><strong>Navigate Risk at Your Brokerage</strong></p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/jan17_rebe.jpg" style="width: 150px; height: 191px; margin: 3px; float: left; border-width: 1px; border-style: solid;" />Real Estate Brokerage Essentials: Navigating Legal Risks and Managing a Successful Brokerage, Fourth Edition is the most comprehensive business tool available for brokerages looking to minimize their risk of legal liability. This updated volume covers the legal pitfalls in 15 topic areas from independent contractor issues and licensing real estate teams to office policies and RESPA.</p> <p>Created by NAR&rsquo;s legal team with a foreword by NAR General Counsel Katie Johnson, this easy-to-understand guide also includes training modules, current case law, checklists, and worksheets. Member price: $32.95. Order at <a href="http://store.realtor/REBE" target="_blank">store.realtor/REBE</a>. Use code RMAG17 for 10 percent off.</p> <p>Learn about issues and trends affecting the brokerage business at the REALTOR&reg; Broker Summit in San Diego Feb. 14&ndash;15. Details are at <a href="http://nar.realtor/brokersummit">nar.realtor/brokersummit</a>.</p> <hr /> <blockquote> <p>&ldquo;Everything old is new again. When you improve a home and make it energy efficient, you are repurposing it to last for another lifetime.&rdquo;&mdash; Pat E., Portand, Ore., Green</p> </blockquote> <p><strong>A Fresh Green Resource for REALTORS&reg;</strong></p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/jan17_green.jpg" style="width: 150px; height: 193px; margin: 3px; float: left;" />The Little Green Book: Green Rules to Live By for REALTORS&reg; is a collection of sustainability advice from NAR members designed to help you easily incorporate green practices into your everyday business. From how to promote the cost savings of energy-efficient homes to how to incorporate green concepts into your marketing, this guide offers 83 pieces of sustainability advice. It&rsquo;s available for download and in print in packages of five at <a href="http://store.realtor/LGB">store.realtor/LGB</a>. Use code RMAG17 for 10 percent off.</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>Check out the latest news and member resources from NAR.</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/jan17_ynar.jpg" type="image/jpeg; length=150437">jan17_ynar.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/jan17_ynar_0.jpg?1484683084" /> </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/jan17_LP_ynar.jpg?1484683104" /> </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, 12 Jan 2017 22:39:21 +0000 mbrozanic 22577 at http://realtormag.realtor.org Poised for Revolution http://realtormag.realtor.org/news-and-commentary/feature/article/2017/01/poised-for-revolution <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"> During this transformative time for the country and the industry, William E. Brown is keeping your interests at heart. </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, January 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/wendy-cole">Wendy Cole</a> </div> </div> </div> <!--paging_filter--><p>It&rsquo;s not unusual for REALTORS&reg; to go the extra mile for their clients. Whether it&rsquo;s arranging child care for out-of-town buyers, orchestrating last-minute repairs, or renting a truck after a moving company suddenly bails, you do what it takes to get the deal done.&nbsp;</p> <p>So who&rsquo;s looking out for your needs?</p> <p>That question weighs heavily on the mind of 2017 National Association of REALTORS&reg; President William E. (Bill) Brown of Alamo, Calif., and it&rsquo;s driving his education and legislative priorities this year.</p> <p>Brown doesn&rsquo;t mince words. &ldquo;My focus as president of NAR is on helping REALTORS&reg; make money and to retain and even enhance the rights of property owners,&rdquo; he says.</p> <p>At the same time, he has lofty expectations of his fellow REALTORS&reg;. &ldquo;To excel in this profession, you have to love the business and be committed to increasing your knowledge base,&rdquo; he says.</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2017_jan/1701_F_lteam_graphic.jpg" style="width: 300px; height: 801px; margin: 3px; float: right;" />And you must think long-term. &ldquo;As real estate professionals, we are busy finding and completing transactions. Too often, many of us don&rsquo;t use our time or resources to plan for the future,&rdquo; he says. &ldquo;We don&rsquo;t have a company pension. We&rsquo;re independent contractors. We all need a sustainable financial plan to carry us through slower years and into retirement.&rdquo;</p> <p>Brown has spent his career working in multifamily real estate sales and investing. He remains an active investor and he wonders why more members don&rsquo;t make real estate part of their financial plan.</p> <p>According to NAR data, just over 30 percent of REALTORS&reg; own investment properties. Brown would like to see that figure grow substantially. He&rsquo;s championing a new<a href="http://rebac.net/investing" target="_blank"> NAR course on real estate investing</a>, which debuted at the REALTORS&reg; Conference &amp; Expo in November. The eight-hour course includes strategies to help members secure their own financial future and smart practices for working with investor clients. An online version of the class will be available this spring.</p> <h4>Forging Ahead Without Fear</h4> <p>Brown is also thinking about the future of the organization. In the 20 years that the internet has been part of our life and work, REALTORS&reg; have retained a central role in most real estate transactions. Yet pundits continue to warn about existential threats to the industry. The appropriate response is neither complacency nor worry, Brown says, but action. Appropriately, he has made the 1968 Beatles&rsquo; anthem &ldquo;Revolution&rdquo; his yearlong theme.</p> <p>&ldquo;I don&rsquo;t mean revolution in the sense of a war or upheaval,&rdquo; he told a ballroom of REALTORS&reg; gathered for a leadership summit he hosted in Chicago over the summer, &ldquo;but revolution in the sense of progress.&rdquo;</p> <p>With technological and demographic shifts upending the old ways of reaching consumers and doing business, Brown and his leadership team are calling on members to forge ahead boldly. &ldquo;We&rsquo;re living in a time of discovery, change, improvement, and disruption, and we can&rsquo;t be held back by fear,&rdquo; he says.</p> <p>NAR&rsquo;s support of Project Upstream, he says, is the kind of bold initiative he&rsquo;s talking about. The new data entry platform will give brokers unprecedented control over the management and distribution of listing data. &ldquo;It&rsquo;s the first time brokers as a group asked us for something,&rdquo; Brown says. &ldquo;And it will be a system that will benefit every NAR member.&rdquo;</p> <p>He notes that support for innovations like Upstream has been a hallmark of NAR under the leadership of CEO Dale Stinton. Stinton retires at the end of this year after 36 years with NAR, the last 12 as chief executive. The search for a replacement is underway, but Brown says he&rsquo;s thrilled to have Stinton&rsquo;s steady, experienced hand at the helm through 2017.</p> <p>It&rsquo;s likely to be an interesting year. With a new Congress and administration in Washington, NAR expects an active legislative and regulatory agenda. Brown is adamant about protecting tax deductions for residential mortgage interest and property taxes&mdash;for primary and secondary homes&mdash;and preserving the 1031 like-kind exchange. &ldquo;We have to make it clear that [the 1031] is not a tax break for the rich.&rdquo; Brown points out that the majority of participants in these transactions are mom-and-pop investors selling and trading into properties with from four to 20 units.</p> <p>His other big priority: shoring up homeownership rates, which dipped below 63 percent in 2016, a 50-year low. &ldquo;People still believe in homeownership, but some may be scared off by the lending hurdles. Others are discouraged by the low inventory,&rdquo; he says. &ldquo;We have to find solutions because we know homeownership&mdash;responsible homeownership&mdash;is good for the country and for our communities.&rdquo;</p> <p>With Brown&rsquo;s encouragement, NAR Chief Economist Lawrence Yun is teaming up this year with academic researchers at the University of California, Berkeley, to develop studies that support the role that homeownership plays in building robust communities and the economy as a whole.</p> <p>In addition, the federal government&rsquo;s role in supporting mortgage giants Fannie Mae and Freddie Mac must be ensured, Brown notes. &ldquo;Without it, there wouldn&rsquo;t be capital available for 30-year financing at reasonable interest rates.&rdquo;</p> <h4>A Commercial Path</h4> <p>A career in real estate was practically a foregone conclusion for Brown, whose father, William H. Brown, ran a residential brokerage in Oakland, Calif. Brown worked part-time in his father&rsquo;s office through high school. At Santa Clara University, he studied business and was a tight end on the football team. After graduation, he took off with some friends for Washington, D.C.&mdash;supporting himself as a bouncer and &ldquo;having the time of my life&rdquo;&mdash;before returning home several months later to join the brokerage full time.</p> <p>The year was 1976. &ldquo;I sold homes for six months,&rdquo; Brown says, and then another side of the business grabbed his attention, when he got his first commercial listing for an 11-unit building in Oakland.</p> <p>His personal passion for real estate investing met some early resistance from his father, who thought Brown was being a little too aggressive. But father and son eventually found their groove. In 2000, Brown and his brother, Kevin, persuaded their dad to join them in purchasing&nbsp; a 29-unit apartment building in Oakland. The cost was about $70,000 per unit (just over $2 million). &ldquo;Kevin and I were responsible for rehabbing the building, and it eventually tripled Dad&rsquo;s cash flow from the building he traded into the deal,&rdquo; he recalls. All three reaped the benefits of that investment for eight years until Brown&rsquo;s dad passed away in 2008. Bill and Kevin sold the building in 2015 for $7 million and traded into two properties.</p> <p>Brown works with institutional and private capital investors and, in recent years, has focused on finding opportunities in Portland, Ore., where economic conditions are more favorable for investors than in his home state. &ldquo;I had to leave the rent-control environment in California,&rdquo; says Brown, raising an issue that has stirred his activism since the start of his career. In fact, a local rent-control proposal sparked his initial involvement in organized real estate at the local level and began his long-time involvement with the California Association of REALTORS&reg;. He served as CAR president in 2008. &ldquo;Rent control isn&rsquo;t the way to solve the affordability problem,&rdquo; he says. &ldquo;It&rsquo;s like putting a Band-Aid on a gunshot wound. The solution is to find ways to build more housing.&rdquo;</p> <p>While he sees a role for government to support healthy housing markets, he opposes regulation that drives up costs to the point where developers won&rsquo;t produce needed housing. He cites the recent introduction of impact fees on new residential developments in Oakland that will run as high as $24,000 per unit over the next few years. &ldquo;If the requirements are too high, it will screw up the metrics for developers,&rdquo; he says.</p> <h4>Powerful Role Models: Mom and Dad</h4> <p>The new president has never been one to flinch when facing long odds, and he cites the high expectations set by his parents as ongoing inspiration for him and Kevin. Today Kevin, 61, runs Better Homes Realty and a property management company in the same space acquired by their father in 1979. Kevin is also an active association leader, having served as California association president in 2014. He&rsquo;s currently chair of NAR&rsquo;s Conventional Financing and Policy Committee. &ldquo;Early on, Bill persuaded me about how important it is to get involved in association work,&rdquo; Kevin says.</p> <p>Brown describes their success-driven parents as &ldquo;two of the smartest people I have ever met.&rdquo; They were both loving but strong-willed. When William and Fannie, a nurse who continued to work while earning her Ph.D. in education, were ready for a bigger home for their growing family in the 1950s, they found an available lot to build on in the Oakland Hills neighborhood, near Piedmont. The problem was that the deed contained a restrictive covenant prohibiting the sale of the land to blacks or Chinese. Brown&rsquo;s parents were undaunted. &ldquo;It was a foreclosure, so the seller just wanted the money,&rdquo; he says.</p> <p>At age seven, Brown began attending the nearby Catholic school, Corpus Christi. He was the school&rsquo;s first and, at the time, only black student. &ldquo;Someone has to do it,&rdquo; Brown recalled his mother telling him. &ldquo;And it&rsquo;ll make you tougher.&rdquo; After an inauspicious beginning that included a racial slur from a classmate on his first day, everyone eventually became friends. &ldquo;We even started a rock band in 5th grade,&rdquo; he says. &ldquo;It took years for me to realize how radical my being there really was, but I think it really proves how, if given a chance, people will accept, come together, and excel in a different environment.&rdquo;</p> <p>Corpus Christi Church remains Brown&rsquo;s spiritual home and today has a far more diverse congregation and student body. The Rev. Leo Edgerly, who is African-American, arrived at the church in 1999 and formed a friendship with Brown and his family. Asked to describe Brown, Edgerly recalls the words of poet William Wordsworth: &ldquo;The child is the father of the man.&rdquo; Brown, Edgerly says, is the product of his parents&rsquo; teachings about personal responsibility, morals, and dignity.</p> <blockquote> <p>Get to know all of NAR&rsquo;s 2017 leaders at leadership.realtor.</p> </blockquote> <p>Kevin Brown offers another perspective on his brother as a natural-born risk-taker. As boys, there was a time the two of them, along with a group of friends, spotted a rope swing hanging over a ravine in their neighborhood. &ldquo;Bill was the one who ran toward it and jumped on the swing,&rdquo; he says. &ldquo;And when it snapped, he rolled down the hill, dusted himself off, and got up. It didn&rsquo;t rattle him. He has always believed you don&rsquo;t get anywhere in life without taking on some risk.&rdquo;</p> <h4>Second-time Home Buyer</h4> <p>Brown recently took another leap. Last spring, he and his wife Heather closed on a Tuscan-style home in the San Francisco&ndash;East Bay suburb of Alamo. The experience put them in touch at the most visceral level with what many consumers, and their agents, are experiencing these days. &ldquo;We looked for two years, visited dozens of houses, and wrote three offers on houses we didn&rsquo;t get,&rdquo; says Brown.</p> <p>Naturally, the Browns were indebted to REALTOR&reg; Barry Zwahlen, who remained steadfast through the ups and downs, even resorting to old-school door-knocking at one point in search of potential sellers. Zwahlen, for his part, was thrilled to get the Browns to the closing table. &ldquo;They were terrific clients,&rdquo; says Zwahlen, a broker-associate with J. Rockcliff, REALTORS&reg;, in nearby Danville, Calif. &ldquo;We respected each other throughout the process. Bill is a &lsquo;no b.s.,&rsquo; make-it-happen kind of person.&rdquo;</p> <p>During a sunny September tour through their new place, Bill and Heather exhibited the delight and relief that comes with settling into a stylish new home after an arduous search. The couple will be even more elated when the cavernous rectangle that&rsquo;s been carved into the hilly backyard takes shape as an infinity pool. &ldquo;It will be ready by summer,&rdquo; he sighs, barely masking his impatience at the slow pace of the backyard construction project.</p> <p>Brown had lived in his prior home in the Oakland Hills for 36 years and was joined there by Heather and her son, Cole, then 9, when the couple married in 2007. He first met Heather Benson, who is also a REALTOR&reg;, in the early 2000s during legislative meetings of the California Association of REALTORS&reg; in Sacramento. Something clicked between them when they met again at an RPAC meeting in Washington. &ldquo;We talked on the phone every day after that,&rdquo; recalls Heather, who lived in southern California at the time.</p> <p>In 2007, Heather also happened to be president of the North San Diego Association of REALTORS&reg;. Her year of regularly commuting nearly 500 miles to serve her local board, she quips, was nearly as harried as being married to an NAR president.</p> <p>Heather describes her husband as &ldquo;ethical, efficient, and absolutely loyal.&rdquo; A case in point: When his beloved Oakland Raiders moved to Los Angeles from 1982 to 1994, Brown religiously commuted to L.A. to continue attending their home games. She also marveled at how easily he took on the role of a stepparent to Cole, who is now a junior at San Diego State University. &ldquo;He totally embraced it. He&rsquo;s a real family guy,&rdquo; she says.</p> <p>His loyalty extends to his REALTOR&reg; family, too. For the year ahead, count on having a president who is intensely focused on how to help you thrive in your business today&mdash;and far into 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>During this transformative time for the country and the industry, William E. Brown is keeping your interests at heart.</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/jan17_NC_Brown.jpg" type="image/jpeg; length=272475">jan17_NC_Brown.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/jan17_NC_Brown_0.jpg?1484673224" /> </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/jan17_LP_NC_Brown.jpg?1484673247" /> </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, 12 Jan 2017 20:43:39 +0000 mbrozanic 22562 at http://realtormag.realtor.org