Articles http://realtormag.realtor.org/articles en How a Mentor Program Should Work http://realtormag.realtor.org/for-brokers/network/article/2015/03/how-mentor-program-should-work <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"> Teaching new agents takes time, structure, and discipline, but it can really pay off for your entire company. </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, March 3, 2015</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/jay-obrien">Jay O&#039;Brien</a> </div> </div> </div> <!--paging_filter--><p>As broker-owners, we&rsquo;re constantly trying to find solutions to increase agent retention and add more value in the workplace while remaining profitable. But retention challenges are not going to be solved by throwing money at the issue &mdash; or, in this case, at the agents. High commission splits might seem like a way to attract more agents and keep them under your roof, but the truth of the matter is, you can kiss your salespeople goodbye the second they discover &ldquo;the next best thing.&rdquo;</p> <p>Your biggest asset to your agents is not the money they earn on each deal, the lead generation system you share, or the fancy office they get to sit in. It&rsquo;s you.</p> <p>The trick is not to hire everyone who wants a job. Consider focusing your business model on recruiting new licensees, who tend to be people who are ambitious and eager to build a career. Spend enough time with someone who is coachable, and watch that person become a valuable asset, both internally and externally. Internally, they&rsquo;ll be doing business and adding to your bottom line, and externally, they&rsquo;ll be your No. 1 fan, recruiting more high-quality salespeople on your behalf.</p> <p>At my brokerage, RE/MAX Prestige in Costa Mesa, Calif., we offer a mentor program. New agents who come on board are assigned a mentor who is responsible for training them on anything and everything about the business. A mentor can be the broker-owner, a manager, or a seasoned agent who is ready for the next step in their career. The mentor shares in the profit by receiving a percentage of the new agent&rsquo;s sales, thus creating more buy-in, more retention, and more loyalty as the cycle goes on and on. This model requires due diligence, interviews, and a set action plan to ensure that the mentor&rsquo;s time is not wasted.</p> <p>The most critical thing brokers need to understand about training agents is that it can&rsquo;t be theoretical; it has to be practical and hands-on. Here are a few elements that must be included when training new recruits:</p> <ul> <li> Make sure they have a firm grasp and understanding on the value of being a REALTOR&reg;.</li> <li> Teach the ins and outs of the most commonly used contracts.</li> <li> Coach new agents on how to acquire and retain clients on both the listing and selling side. (Our mentees are taught how to get buyer representation agreements signed with every buyer they work with.)</li> <li> Share negotiation techniques.</li> <li> Physically drive new agents to their first few listing and buying appointments (we call these &ldquo;home buyer counseling sessions&rdquo;) to help them learn in real-life settings.</li> </ul> <p>By developing a mentor program at your company, broker-owners and managers are able to weed out bad habits and mold the ideal agent from the start. Once you have agents in the office lining up to be the next mentor, you&rsquo;ve built a scalable and self-sustaining practice that will encourage collaboration and productivity.</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><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> <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>Teaching new agents takes time, structure, and discipline, but it can really pay off for your entire company.</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/mar15_BB_mentor.jpg" type="image/jpeg; length=60646">mar15_BB_mentor.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/mar15_BB_mentor_0.jpg?1425507111" /> </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/mar15_LP_BB_mentor.jpg?1425507126" /> </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/my-first-year/article/2015/02/how-much-mentor-worth">How Much a Mentor Is Worth</a> </div> <div class="field-item even"> <a href="/tool-kit/coaching-mentoring-training">The Coaching, Mentoring &amp; Training Tool Kit</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2012/05/paying-it-forward">Paying It Forward </a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2015/02/help-wanted-looking-for-generation-y">Help Wanted: Looking for Generation Y </a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Tue, 03 Mar 2015 20:44:43 +0000 echristoffer 18364 at http://realtormag.realtor.org Keep Calm and Handle Bad Reviews http://realtormag.realtor.org/for-brokers/network/article/2015/03/keep-calm-and-handle-bad-reviews <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"> Marketing expert Marc Gordon offers six ways to mediate the effect of bad reviews, and even strengthen the reputation of your brokerage online. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, March 4, 2015</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>Online reviews influence potential clients. Nineteen percent of buyers used online recommendations to choose an agent last year, according to the National Association of REALTORS&reg; <a href="http://www.realtor.org/presentations/presentation-2014-profile-of-home-buyers-and-sellers" target="_blank">2014 <em>Profile of Home Buyers and Sellers</em></a>, up from 12 percent in 2013.</p> <p>So, what do you do when there&rsquo;s a negative review about your brokerage online?</p> <p>Don&rsquo;t ignore it. Sure, poor recommendations can be unfair, exaggerated, or just untrue, says marketing expert <a href="http://marcgordon.ca/" target="_blank">Marc Gordon</a>, but it&rsquo;s important to keep your cool and address the claim. Handling the review head-on will help your brokerage look professional and strengthen your online reputation.</p> <p>Here are six tips to mitigate negative statements about your company:</p> <p><strong>1. Offer acknowledgement.</strong> No matter how negative a review is, Gordon says, it&rsquo;s important to thank the writer, acknowledge their feelings, and let them know that your company uses reviews to improve customer service. Tell the reviewer you want to rectify the situation and ask permission to contact them directly, Gordon suggests. Then, follow up promptly via e-mail or phone.</p> <p><strong>2. Do some research.</strong> Find out if the claims made in a negative review are true. If they&rsquo;re not, respectfully correct any misinformation in the review. If you have proof that a negative review wasn&rsquo;t written by a real client &mdash; or, if it&rsquo;s an attempt at blackmail &mdash; Gordon suggests contacting the review site and asking them to take it down.</p> <p><strong>3. Consistently track reviews. </strong>Silence is often associated with guilt, Gordon says. There are many <a href="http://realtormag.realtor.org/daily-news/2012/10/30/how-s-your-online-rep" target="_blank">tools available to help track</a> what people are saying about your brokerage online, which will help you to respond as quickly as possible.</p> <p><strong>4. Stay levelheaded.</strong> A negative recommendation can bring about an emotionally charged reaction, Gordon says. Instead of going into attack mode, consider asking someone else to write a professional response on your behalf, he suggests.</p> <p><strong>5. Admit wrongdoing.</strong> Don&rsquo;t be afraid to admit when a mistake has been made. Apologize and ask for the opportunity to make things right. This puts you on the high ground. If the reviewer accepts your offer, it&rsquo;s a chance for your brokerage to win them back as a client. If they refuse, others may perceive them as unreasonable, Gordon says.</p> <p><strong>6. Know when to let it go.</strong> Some reviewers will hide behind anonymity when writing an angry tirade. Gordon says it&rsquo;s important to recognize when to let it go rather than contribute to a public battle of words online. Continue providing stellar service, and ask your loyal customers to write recommendations. A large collection of positive online reviews will outshine the negative ones.</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>Marketing expert Marc Gordon offers six ways to mediate the effect of bad reviews, and even strengthen the reputation of your brokerage online.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/mar15_BB_calm.jpg" type="image/jpeg; length=20247">mar15_BB_calm.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/mar15_BB_calm_0.jpg?1425658921" /> </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/mar15_LP_BB_calm.jpg?1425658941" /> </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/2012/07/relationship-management-when-one-bad-client-threatens-yo">Relationship Management: When One Bad Client Threatens Your Good Name </a> </div> <div class="field-item even"> <a href="/daily-news/2011/06/21/agent-loses-fight-against-bad-gossip-online">Agent Loses Fight Against Bad Gossip Online</a> </div> <div class="field-item odd"> <a href="/daily-news/2013/10/01/bold-move-brokerage-publishes-unfiltered-client-reviews-0">Publishing Unfiltered Client Reviews: Good for Business?</a> </div> <div class="field-item even"> <a href="/daily-news/2012/10/30/how-s-your-online-rep">How’s Your Online Rep? </a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Tue, 03 Mar 2015 21:07:36 +0000 echristoffer 18365 at http://realtormag.realtor.org Put Your Foot Down http://realtormag.realtor.org/news-and-commentary/commentary/article/2015/03/put-your-foot-down <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 you are at consumers’ every beck and call, doing business on their terms, you’re not valuing yourself. </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, March 4, 2015</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/renee-porsia">Renee Porsia</a> </div> </div> </div> <!--paging_filter--><p>Do you value your time? Well, if the consumer is more in control of it than you are, then you don&rsquo;t.</p> <p>When you drop everything whenever your phone rings to run out and show a home to a prospect whose last name you don&rsquo;t even know, you&rsquo;re telling that prospect that you have no boundaries or standards for your time. Even worse, if you don&rsquo;t charge a buyer-broker fee to show homes, then you&rsquo;re basically working for free, and you don&rsquo;t value what you do, your business, and, most important, yourself.</p> <p>Being a professional means acting like one, and no professional I know would run a business completely on the client&rsquo;s terms. Show me any white-collar business owner outside of real estate who doesn&rsquo;t first schedule an appointment to meet at the office and I&rsquo;ll show you a dog who doesn&rsquo;t like treats. Lawyers, accountants, doctors, and financial advisers all meet new clients at the office. And they don&rsquo;t do any work &mdash; show up to court, file your taxes, perform medical tests, manage your portfolio &mdash; without charging a fee to do so.</p> <p>I can already hear a collective groan: What if the buyer lives too far from my office; nobody wants to meet at an office; we work in the field, so it&rsquo;s our job to meet customers in the field. Those are nothing but excuses.&nbsp;If a potential buyer tells you they live too far away to meet at your office, guess what &mdash; they aren&rsquo;t serious buyers. It&rsquo;s that simple. When I have to schedule an appointment with a doctor, lawyer, or insurance agent, I don&rsquo;t call someone who is 60 miles away from where I live.</p> <p>And if you think that no one will pay you a buyer-broker fee before they see homes, then you&rsquo;re right. With that kind of attitude, nobody will ever want to pay you for your time. Once you view the services you provide as actual work and put a monetary value on those services, you will have no problem sitting with a potential buyer and explaining your fee. Everything you do before an offer is accepted is work, just like everything you do after an offer is accepted. Every second of every minute that you are doing something for a buyer is work.</p> <p>Many agents become defensive when this subject is even brought up, and I&rsquo;m not sure why. Don&rsquo;t you realize how much easier your job would be if you made these changes? Think about it for a moment: You receive a call from a buyer who wants to see a property, and you say, &ldquo;Great, Mr. Buyer, what day and time would you and your wife like to come into my office to meet with me?&rdquo; Mr. Buyer says Thursday at 11 a.m. The couple actually comes to the office at that time. While you meet with them, you also have them speak to a lender to get approved for a mortgage. They sign a buyer-broker agreement, and, yes, they pay you your fee before they walk out the door.</p> <p>There would be no more meeting anyone you know absolutely nothing about out in the field &mdash; which is a risk to your safety, mind you &mdash; and chasing them around showings to explain the Consumer Notice and buyer-broker agreement only to find out five days later that their credit is horrible, they have no money or job, and don&rsquo;t qualify for a mortgage. Every minute of your time would now be worth something. You would be doing the most work for only serious buyers (you know, who will end up actually buying something).</p> <p>I value my time much more than I value&nbsp;money,&nbsp;and thinking this way allows me to run my business with the utmost professionalism. Since I have implemented this way of running my business, I get the respect I deserve from the people who I&rsquo;ve been working with. My clients have some teeth in the game because they are paying for&nbsp;my&nbsp;services and representation. Therefore, they respect my time. Plus, they&rsquo;re better-educated home buyers, having gotten approved for a mortgage with me by their side during that first meeting in my office.</p> <p>We need to take control back from the consumer and start valuing our own time more. When we do, we start deciding when we work, how we work, whom we work with, where we work, and how much we get paid for that work. I got tired of gambling with my income. Haven&rsquo;t you?</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 you are at consumers&rsquo; every beck and call, doing business on their terms, you&rsquo;re not valuing yourself.</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/mar15_SM_foot.jpg" type="image/jpeg; length=29165">mar15_SM_foot.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/mar15_SM_foot_0.jpg?1425411880" /> </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/mar15_LP_SM_foot.jpg?1425411901" /> </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/work-life-balance/article/2015/01/what-does-your-schedule-look">What Does Your Schedule Look Like?</a> </div> <div class="field-item even"> <a href="/daily-news/2014/02/19/3-ways-for-real-estate-pros-work-more-efficiently">3 Ways for Real Estate Pros to Work More Efficiently</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/relationship-management/article/2014/07/repeat-business-why-your-clients-really-">Repeat Business: Why Your Clients Really Stick By You</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Commentary Tue, 03 Mar 2015 17:57:21 +0000 gwood 18356 at http://realtormag.realtor.org The Evolution of Awnings http://realtormag.realtor.org/home-and-design/architecture-coach/article/2015/03/evolution-awnings <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"> Awnings can offer style, historic significance, and energy savings. But they’re not all created equal. Learn when they help your listing, and when they can hurt your chances of finding a buyer. </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, March 3, 2015</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-beth-klatt">Mary Beth Klatt</a> </div> </div> </div> <!--paging_filter--><p>There&rsquo;s a certain romantic appeal to residential awnings, whether they&rsquo;re conventional striped canvas shades on a historic Queen Anne mansion or the metal shed version on a modern home. Beyond aesthetics, awnings protect furnishings inside from sun damage and regulate interior temperatures by as much as 20 degrees Fahrenheit. What&rsquo;s more, they add curb appeal &mdash; they&rsquo;re like jewelry on a house.</p> <table align="right" border="0" cellpadding="4" cellspacing="4" style="width: 400px;"> <tbody> <tr> <td> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_mar/mar15_HD_awnings_example1.jpg" style="width: 400px; height: 317px;" /></td> </tr> <tr> <td> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_mar/mar15_HD_awnings_example2.jpg" style="width: 400px; height: 328px;" /></td> </tr> <tr> <td> Two examples of how awning style, material, and engineering vary according to the time period and architectural choices. <em>National Real Estate Journal</em>, 1925 (top) and 1954 (bottom); images courtesy of the National Association of REALTORS&reg;</td> </tr> </tbody> </table> <p>Awnings recall a simpler time when canopies were king and ceiling fans held court. The practice of shading space in this way dates back to antiquity, when Egyptians and Syrians slung woven mats over shop stalls and homes to keep the sun at bay. They eventually gained an ornamental appeal, which became especially apparent in this country when Americans turned to striped canvas canopies during the 1890s to dress up their Victorian homes. Awnings remained popular during the Arts &amp; Crafts era (1880&ndash;1910), as home owners embellished windows on their bungalows, Tudors, Dutch Colonials, and Mediterranean-style villas with all manner of canvas coverings. Retractable canopies that shopkeepers could quickly collapse ahead of a sudden storm were first seen on 19th century storefronts and eventually moved into the residential market. Fabric shades were eventually replaced by aluminum ones in the 1940s. But with the widespread adoption of home air conditioning, they began to disappear altogether by the 1950s.</p> <p>Environmental concerns have ushered in a renewed interest in awnings, according to Chicago architect Mary Brush, who specializes in historic preservation. &ldquo;Once mechanical HVAC systems became popular, awnings were removed because air conditioning would cool the interiors,&rdquo; she says. &ldquo;Now with a resurgence of sustainable design, people are remembering awning concepts and designing the horizontal sun shades and louvers that do the work of awnings, just with a different name.&rdquo;</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/mar15/mar15_awning2.jpg" style="width: 300px; height: 200px; float: left;" />With the comeback, canopy options have expanded; they&rsquo;re available in new sizes, shapes, frames, and materials. Old-school hand-cranked shades have been joined by canopies that automatically retract and by those that can be operated remotely using smart-home technology.</p> <p>Four fabric types are typically used to make awnings. Cotton canvas &mdash; available with acrylic painted surfaces in various colors and stripes &mdash; is the least expensive, although it only lasts about five years. Vinyl-coated canvas sports a harder, shinier finish than the cotton version. It costs more than plain canvas, but will last twice as long, is washable, and doesn&rsquo;t fade as easily as cotton canvas. Polyester fabric is mildew-resistant and stronger than cotton. Finally, the highly fade-resistant option of acrylic fabric resembles cotton canvas and comes with a matte finish. This fabric is best known by its trademarked name, &ldquo;Sunbrella.&rdquo;</p> <p>Real estate professional Wendy Ryder of Sotheby&rsquo;s International in Holland, Mich., has sold homes on Lake Michigan with new awnings. She finds home owners prefer electric retractable awnings because they&rsquo;re easier to operate.</p> <p>&ldquo;Awnings allow our clients to experience the outdoors at any time, even during bad weather. I recall a client inviting me over to see some updates they had done to their home. While there, a hailstorm came from nowhere,&rdquo; Ryder says. &ldquo;It was a sight to see and hear as the hail was hitting the awning. It was as if a marching band of drummers were playing their drums as hard as they could. &hellip; Luckily, this client had an electric awning and was able to retract it from the inside.&rdquo;</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/mar15/mar15_awning1.jpg" style="width: 300px; height: 200px; float: right;" />However, awnings are assets only when they&rsquo;re in proper working order, which means it&rsquo;s important to test them before showings.</p> <p>&ldquo;I sold one house where the awning was retracted at the showings, but at the home inspection when we opened the awning, there were holes and rips all over it,&rdquo; says Sheldon Neal of RE/MAX Real Estate Limited in Oradell, N.J. &ldquo;This clearly defeated the purpose of having a nice weather cover. We did get a credit and the buyers replaced the cover and still love the awning to this day, but be sure to tell your buyers to see the fully extended awning before they close.&rdquo;</p> <p>California home owners are encouraged to add awnings to their residences because they add points to the home&rsquo;s <a href="http://greenpointrated.com/home/more/" target="_blank">GreenPoint Rated</a> label, bestowed by a state green-home certification program called Build It Green. The program&rsquo;s research shows such coverings can improve property values by up to 10 percent at the time of sale.</p> <p>In historic downtown districts such as Beaufort, S.C. and Savannah, Ga., historical accuracy is placed at a premium. In these areas, awnings are widely used to retain the feel of the towns as they may have looked earlier in history. &ldquo;Home design trends in some areas, including ours, are returning to historical architectural ideas from small town life,&rdquo; says real estate professional Michael Gonzalez of ERA Evergreen Real Estate Co. in Hilton Head, S.C. Consequently, home construction plans include awnings as part of the character of the home.</p> <p>Not all awnings add historical value. Buyers of old bungalows in Chicago tend to remove awnings that were added after the homes were built. &ldquo;Most of the awnings on Chicago bungalows tend to be pieces added on in the 1960s or &rsquo;70s made out of aluminum or fiberglass, not the original materials that would add restorative value per the Chicago historic bungalow program,&rdquo; says Nick Libert, a real estate professional at Exit Strategy Realty/Nick Libert Properties Inc. in Chicago. &ldquo;My clients overall prefer the clean aesthetic of the original bungalow look without the awnings.&rdquo;</p> <p>Craig McCullough, a real estate professional with the Denny &amp; Leyla Team at Evers &amp; Co. Real Estate Inc. in Washington, D.C., concurs. He has also sold and shown countless homes with awnings and says most clients remove them. &ldquo;These are usually the individual awnings on porches and windows found on urban row homes,&rdquo; he says. &ldquo;I find that in our market, buyers are more concerned with light; they would rather install energy-efficient windows and remove the awnings than have the sunlight blocked.&rdquo;</p> <p>Understanding the place of awnings in your community&rsquo;s past, present, and future is key to being a well-rounded residential real estate professional. Far from being simply sentimental ornamentation or a remembrance of days past, when done correctly they can boost energy savings, increase creature comforts, and invest in historical character.</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>Awnings can offer style, historic significance, and energy savings. But they&rsquo;re not all created equal. Learn when they help your listing, and when they can hurt your chances of finding a buyer.</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/mar15_HD_awnings.jpg" type="image/jpeg; length=68479">mar15_HD_awnings.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/mar15_HD_awnings_0.jpg?1425399594" /> </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/mar15_LP_HD_awnings.jpg?1425399612" /> </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/architecture-coach/article/2004/02/window-watching">Window Watching</a> </div> <div class="field-item even"> <a href="/home-and-design/feature/article/2008/02/why-architecture-matters">Why Architecture Matters</a> </div> <div class="field-item odd"> <a href="/home-and-design/architecture-coach/article/2009/08/bungalow-craftsmanship-stands-strong">Bungalow Craftsmanship Stands Strong</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> Architecture Coach Tue, 03 Mar 2015 14:47:10 +0000 mwhite 18350 at http://realtormag.realtor.org Are You Really Safer With a Gun? http://realtormag.realtor.org/well-being/safety/article/2015/03/are-you-really-safer-gun <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 combat violence on the job, some real estate professionals advocate for carrying firearms. But law enforcement experts say that may put practitioners in greater danger. </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, March 2, 2015</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/graham-wood">Graham Wood</a> </div> </div> </div> <!--paging_filter--><p>As real estate agent Aaron Smith was ending an open house at a new-construction condo in Covington, Ky., last spring, one prospective buyer &mdash; a tall man who appeared disheveled &mdash; stood between Smith and the front door. The tone of their meeting suddenly took a dark turn.</p> <p>Up until that point, nothing had seemed awry during the property tour, says Smith, a sales associate with Keller Williams Advisors Realty in Cincinnati, just across the Ohio River from Covington. The prospect was asking typical questions about the homebuying process. But once he was blocking the exit, his questions became personal and uncomfortable.</p> <p>&ldquo;He started asking me really weird questions about real estate agents,&rdquo; Smith recalls. &ldquo;It seemed like he was planning something.&rdquo;</p> <p><object align="right"><script type="text/javascript" charset="utf-8" src="http://static.polldaddy.com/p/8700441.js"></script><noscript><a href="http://polldaddy.com/poll/8700441/">Should local real estate associations offer gun safety training?</a></noscript></object></p> <p>As Smith, an arguably vulnerable target at 5-foot-7-inches tall and 150 pounds, began to feel threatened, he started planning for the worst. A gun owner with a concealed-carry license since 2011, Smith had a firearm on his person the day of the open house. He says he was ready to use it if the situation with the prospect got uglier. Luckily, it didn&rsquo;t: Smith told the prospect to leave, and the two departed with no further incident.</p> <p>But what if Smith did have to use his gun? Would that have made him any safer?</p> <blockquote> <p><strong>When Gun Use Isn&#39;t Legal</strong></p> <p>There are situations in which you may feel uncomfortable or even threatened, but the use of a gun is not lawful.</p> <p>&ldquo;An overly grabby or friendly&nbsp;drunk, or a purse snatcher, may deserve physical intervention, such as a physical strike or the use of pepper spray,&rdquo; Taylor explains. &ldquo;But it doesn&rsquo;t justify having a firearm used on them.&rdquo;</p> <p>Though the legal threshold varies from state to state, the victim generally needs to believe, based on a &ldquo;reasonable person&rdquo; standard, that their life or the life of another person is in imminent danger and that using lesser force won&rsquo;t stop the threat. Preventing rape, violent assault, or assault with a dangerous weapon are justified reasons for using a gun in the eyes of the law, Taylor said.</p> <p>The penalty for unlawful use of a deadly weapon also varies from state to state but is often considered a felony, which may carry a mandatory prison sentence. Courts consider many circumstances when weighing a person&rsquo;s use of a gun, such as the size disparity between victim and perpetrator, previous encounters between the two, the availability of help during the incident, weather conditions, and location.</p> </blockquote> <p>As REALTOR&reg; safety has become a hot topic following brutal attacks on agents &mdash; most notably the September death of <a href="http://speakingofrealestate.blogs.realtor.org/2014/10/01/beverly-carter-she-was-an-angel-on-earth/">Beverly Carter</a> in Arkansas at the hands of a killer posing as a home buyer &mdash; so has the issue of guns. When REALTOR&reg; Magazine asked its Facebook followers <a href="https://www.facebook.com/realtormag/posts/10152437684385800" target="_blank">how many carry firearms on the job</a>, the overwhelming majority of the more than 150 respondents said they either do or would consider doing so. And in the National Association of REALTORS&reg;&rsquo; <a href="http://www.realtor.org/reports/2015-member-safety-report" target="_blank">2015 Member Safety Report</a>, 12 percent of REALTORS&reg; say they carry a gun in the field.</p> <p>Forty percent say that they have been in a situation where they feared for their personal safety or the safety of their personal information. Only 4 percent say they have been a victim of a crime.</p> <p>There&rsquo;s no right or wrong answer when it comes to whether practitioners should arm themselves with guns. Law enforcement officials and safety instructors who spoke to REALTOR&reg; Magazine say they support professionals&rsquo; right to retain a gun as a means of protection. But for those experts, the issue isn&rsquo;t simply carry or don&rsquo;t carry. The question is whether having a weapon actually keeps practitioners safer.</p> <p>Having a gun doesn&rsquo;t inherently make someone better able to thwart an attack; it just means the battle has become more deadly, these experts say. Because pros don&rsquo;t typically go through the same kind of weapons training that police do &mdash; which goes far beyond the safety classes required to obtain a gun permit&mdash; they likely aren&rsquo;t truly skilled at using a gun in a life-threatening situation. Because of that, attackers &mdash; many of whom <em>are</em> skilled at gunplay &mdash; will have an easier time turning agents&rsquo; weapons against them. The more agents who carry a gun, experts say, the more are at risk of ending up dead.</p> <h4> Are You Prepared to Kill?</h4> <p>Preston Taylor, a police sergeant with the Sheriff&rsquo;s Department in Grand Traverse County, Mich., says criminals have often killed law enforcement officers by using the cops&rsquo; guns against them. If a highly trained professional is vulnerable to such an attack, average citizens are doubly so, he says. Taylor, who teaches safety seminars to real estate professionals, says hesitation to use a gun in a life-threatening situation puts the gun holder&rsquo;s life at risk.</p> <p>&ldquo;The individual who carries the gun has to ask themselves what they&rsquo;re prepared to do,&rdquo; he says. &ldquo;If they&rsquo;re not prepared to take a life, they shouldn&rsquo;t carry a gun.&rdquo;</p> <blockquote> <p><strong>Tips to Stay Safe</strong></p> <ul> <li> If you pull a gun on an assailant, stay at least six feet away from them. &ldquo;When we draw our pistol, we feel like we need to be right in the face of the attacker,&rdquo; Taylor says. &ldquo;But if you&rsquo;re too close, the bad guy can take the gun.&rdquo; If the attacker also has a weapon, stay 21 feet away.</li> <li> Never fire warning shots. &ldquo;A gun is only pulled and pointed if the victim intends on using it,&rdquo; Taylor says. &ldquo;Shooting bad guys in the leg exists only in fantasy land.&rdquo;</li> <li> If you don&rsquo;t want to carry a gun, keep a bottle of Clorox Formula 409 in your car. &ldquo;It&rsquo;s more [effective] than pepper spray,&rdquo; Sutton says.</li> <li> Do a lot of bluffing. Tell prospective clients that you&rsquo;ll meet them at a home with your partner; take a picture of their license plate and send it to your boss; if they object to your safety practices, tell them it&rsquo;s company policy. &ldquo;If I&rsquo;m a criminal, none of this is lining up in my favor,&rdquo; Sutton says.</li> <li> Get your head out of the sand. &ldquo;Most people are Facebooking their clients and friends as they arrive at a home,&rdquo; Sutton says. &ldquo;Look up and take note of your surroundings.&rdquo;</li> </ul> </blockquote> <p>But there are other factors at play, too. Many agents carry their guns in purses or store them in their cars. The time it takes to recognize danger, retrieve the gun, and get it ready to use could be all an attacker needs to gain the advantage.</p> <p>The average adult takes eight seconds to load a gun, says Chris Sutton, a former corrections and police officer with the Pinellas County Sheriff&rsquo;s Office and Largo Police Department in Florida. Sutton is now the founder and CEO of the real estate&ndash;focused self-defense and safety training company COBRA Defense, based in Tampa.</p> <p>&ldquo;But most people would have the safety on and the magazine out,&rdquo; he says. &ldquo;Then it takes 30 seconds to get that gun out. Imagine what I can do to you in 30 seconds.&rdquo;</p> <p>Neither Sutton nor Taylor say real estate practitioners should avoid carrying guns. But they say that too many people who carry have a false sense of bravado just because they have a gun.</p> <p>&ldquo;Unless you train on a weekly or monthly basis, you are not a proficient user,&rdquo; Sutton says. &ldquo;It&rsquo;s like when you get a driver&rsquo;s license: You take a class, and say you haven&rsquo;t driven in eight years. You have a license that says you can do it, but you&rsquo;re not skilled. When is the last time you spent five hours a month at the gun range? Most concealed-carry permit holders, you don&rsquo;t touch that gun again for sometimes years at a time.&rdquo;</p> <h4> A Case Against Guns</h4> <p>Smith says he grew up around guns and goes to a shooting range once a month to make sure he remains comfortable using his firearm. And while he recognizes the risks accompanied with carrying a gun, he says he&rsquo;d rather have the option to use it if his life is being threatened. But other agents who own guns or have faced danger in the field, and have no hesitation in expressing support for their colleagues&rsquo; right to carry,say they would never bring a gun on the job themselves.</p> <p>Even after being spooked by news of another agent&rsquo;s rape at a recent open house in the area, Alicia Soekawa, a sales associate with Long &amp; Foster, REALTORS&reg; in Richmond, Va., says she won&rsquo;t carry. She and her husband keep a gun at home, and they sometimes go to a shooting range to practice. But she never takes the gun with her on the job.</p> <p>&ldquo;I almost think of [shooting at the range] as a hobby,&rdquo; Soekawa says. &ldquo;I don&rsquo;t want to take on more than I can handle. Would I really shoot at someone? It&rsquo;s different than shooting at a target.&rdquo;</p> <p>Though she&rsquo;s taken several self-defense classes over the years, Soekawa says she recognizes that she wouldn&rsquo;t have the inclination to pull the trigger on someone. Instead, she carries a Taser.</p> <p>&ldquo;It&rsquo;s easier to hold and to have with me,&rdquo; Soekawa adds. &ldquo;And I have in my head a plan of action, a safe place to go if I need to. With a gun, you have to have it with you 100 percent of the time, and have it loaded 100 percent of the time, to be safe.&rdquo;</p> <p>Victoria Copeland, associate broker at Ming Tree, REALTORS&reg;, in Eureka, Calif., can relate to Soekawa&rsquo;s reluctance to carry a gun. In December, Copeland went to do a weekly property inspection at a Fannie Mae listing and found the front door kicked in. She went back to her car, locked herself in, and called the police. When an officer arrived, he told her he was going to call for backup before entering the property.</p> <p>&ldquo;When someone like a police officer, who has a gun and is trained to use it, doesn&rsquo;t want to go into the property without backup, that&rsquo;s really telling to me,&rdquo; Copeland says. &ldquo;I think I&rsquo;m better off trying to make a run for it than trying to get a gun out of my purse.&rdquo;</p> <p>Safety has become a bigger issue in her area, Copeland says. Her local association started offering safety classes taught by police officers, and her company has instituted new safety policies. With that has come increased attention on guns.</p> <p>&ldquo;Recently, people have asked me, &lsquo;When are you going to get your carry license?&rsquo;&rdquo; Copeland says. &ldquo;I just say, &lsquo;It&rsquo;s not my thing.&rsquo;&rdquo;</p> <h4> Other Means for Safety</h4> <p>The emphasis on safety in real estate has given rise to new companies and products promising to help agents, but one has found particular success in targeting practitioners who are looking for nonlethal methods of self-defense. Damsel in Defense, founded in 2011 by longtime friends Mindy Lin and Bethany Hughes, has grown into a network of 8,000 &ldquo;Damsel Pros&rdquo; nationwide who teach safety classes and sell the company&rsquo;s line of &ldquo;hermergency&rdquo; products, including stun guns, lipstick-shaped pepper spray, and more.</p> <p>Christine Richards, a Damsel Pro based in Belmont, N.H., says the company&rsquo;s mission is to help people handle themselves in dangerous situations. And it&rsquo;s not just women they cater to: Richards says men are increasingly showing interest in Damsel products.</p> <p>&ldquo;It&rsquo;s not just about having something to carry but having confidence,&rdquo; Richards says. &ldquo;Whether you use it sometimes is beside the point.&rdquo;</p> <p>She adds that many are looking for something they can use as a scare tactic to ward off an attacker, and guns are far too dangerous to use for that purpose. &ldquo;When you&rsquo;re using alarms or other safety mechanisms, it&rsquo;s to get yourself out of the situation, not draw yourself in, which guns tend to do. You have a chance to be more in control.&rdquo;</p> <p>Taylor and Sutton advise considering tools like Damsel&rsquo;s line of nonlethal weapons before guns because most people aren&rsquo;t psychologically prepared to use lethal force.</p> <p>&ldquo;A gun makes people think they can handle more than they can,&rdquo; Sutton says. &ldquo;They start doing things they normally wouldn&rsquo;t do because they think they&rsquo;re protected. You have to start thinking, &lsquo;Everywhere I go, there&rsquo;s a gun involved.&rsquo; Just remember that you can&rsquo;t outrun a plan; if someone is planning something, they will be able to execute it before you ever know it. A gun won&rsquo;t stop that.&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>To combat violence on the job, some real estate professionals advocate for carrying firearms. But law enforcement experts say that may put practitioners in greater danger.</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/feb15_S_guns.jpg" type="image/jpeg; length=37003">feb15_S_guns.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/feb15_S_guns_0.jpg?1425067617" /> </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/feb15_LP_S_guns.jpg?1425067631" /> </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="/commercial/feature/article/2014/04/concealed-carry-and-commercial-real-estate">Concealed-Carry and Commercial Real Estate</a> </div> <div class="field-item even"> <a href="/daily-news/2014/10/03/10-commandments-agent-safety">The 10 Commandments of Agent Safety</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2014/09/safety-talk-you-need-have-clients">The Safety Talk You Need to Have With Clients</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, 27 Feb 2015 18:30:53 +0000 gwood 18338 at http://realtormag.realtor.org Teach Agents 2 Keys for Handling Objections http://realtormag.realtor.org/for-brokers/network/article/2015/02/teach-agents-2-keys-for-handling-objections <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 a direct relationship between the ability to handle objections and the success in one’s career. Here’s how brokers can help agents be more successful. </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 27, 2015</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/sammer-mudawar">Sammer Mudawar</a> </div> </div> </div> <!--paging_filter--><p>One of the most difficult skills to master as a real estate professional is the art of overcoming objections from clients, especially sellers.</p> <p>As a broker and mentor to many agents &ndash; especially brand-new licensees &ndash; it&rsquo;s easy to teach someone what to say by giving them scripted material to regurgitate. However, from my coaching experience, it has become apparent to me that knowing what to say is not the most important factor in overcoming objections. If that were the case, it would be an equal playing field for all agents, because the scripted material is available to everyone. But as we all know, two agents who have the same scripts will not have the same results on a listing appointment.</p> <p>Here&rsquo;s what I believe are the most important ways for agents to successfully handle objections:</p> <h4> 1. Build a Strong Mindset</h4> <p>A strong mindset is critical because it allows agents to be present and focused on communicating value to clients, regardless of the potential negative outcome. What do I mean by that? The agents aren&rsquo;t afraid to say something the client needs to hear. They&rsquo;re not afraid of losing the listing by offering truthful and factual advice. Having a strong mindset sets agents up to confidently overcome objections. A client will be focused on the agent&rsquo;s ability, and the meeting will be more of a back-and-forth conversation rather than an interview.<span style="display: none;"> </span></p> <blockquote> <p><strong>Common Reasons Agents Have a Weak Mindset:</strong></p> <ul> <li> They do not know their value or how to communicate it, or there is no value.</li> <li> They do not work by a firm set of standards and criteria.</li> <li> They&rsquo;re scared to lose the business.</li> <li> They lack experience.</li> <li> They&rsquo;re intimidated by the client.<span style="display: none;">&nbsp;</span></li> </ul> </blockquote> <h4> 2. Create Value</h4> <p>How do agents develop a strong mindset? By <a href="/for-brokers/network/article/2014/11/providing-value-its-about-customer" target="_blank">creating value</a> for their clients and knowing how to communicate that value during a listing presentation. When your agents know they are bringing value to the table, it&rsquo;s clear in their self-confidence, in their body language, and in their interactions with potential clients. If agents are able to communicate the value of their service, consumers will naturally shy away from asking certain questions, especially those that revolve around the cost of the service. Clients may understand that your agents deserve their full commission, and even if they ask for a reduction, they won&rsquo;t be surprised when your agents say no.</p> <p>Consumers looking for a high-quality product or service are much less concerned about cost and more concerned about value. So, as long as your agents are providing real value, all they need to do is learn how communicate that value, and the strong mindset will follow.These are skills you can help your agents develop that should be practiced throughout their careers. Start by building value in your brokerage; then make sure your agents understand that value and how they deliver their own value to clients. From there, help agents gain confidence and a strong mindset by practicing their communication skills, and you&rsquo;ll find they won&rsquo;t have to compromise on commission.</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><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> <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 a direct relationship between the ability to handle objections and the success in one&rsquo;s career. Here&rsquo;s how brokers can help agents be more successful.</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/mar15_BB_objections.jpg" type="image/jpeg; length=29851">mar15_BB_objections.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/mar15_BB_objections_0.jpg?1425506277" /> </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/mar15_LP_BB_objections.jpg?1425506290" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2014/11/providing-value-its-about-customer">Providing Value: It&#039;s About the Customer</a> </div> <div class="field-item even"> <a href="/for-brokers/build-your-business/article/2009/10/6-ways-demonstrate-professional-value">6 Ways to Demonstrate Professional Value</a> </div> <div class="field-item odd"> <a href="/product-guide/marketing/article/2014/09/2014-listing-presentation-guide-it-starts-meeting">2014 Listing Presentation Guide: It Starts Before the Meeting</a> </div> <div class="field-item even"> <a href="/tool-kit/sales-meetings/listing-presentations">Sales Meeting Tool Kit: Better Listing Presentations</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 Feb 2015 22:43:43 +0000 echristoffer 18339 at http://realtormag.realtor.org Win Every Day http://realtormag.realtor.org/for-brokers/solutions/article/2015/03/win-every-day <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 you define success in narrow terms, you set agents up for failure and discouragement. </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, March 2, 2015</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>Real estate has always been focused on &ldquo;the sale.&rdquo; We tally our sales, talk about them constantly, and breathe a sigh of relief when they&rsquo;re finally closed. But, while it&rsquo;s not the most glamorous part of the journey, the daily grind is what really gets us to the mountaintop. When we&rsquo;re focused on a narrow, sales-based definition of success, we miss the victories along the way. This creates a culture where it seems like we fail more often than we succeed.</p> <p>Consider an agent who sells two houses a month. Even with this decent record, the agent fails on 236 of the 260 workdays in a year. That&rsquo;s more than 90 percent of the time! We must redefine success and create a culture where we can celebrate the work that goes into every day.</p> <blockquote> <p>&ldquo;Success is the sum of small efforts, repeated day in and day out.&rdquo;<br /> &mdash;Robert Collier</p> </blockquote> <p>Instead of focusing primarily on listings and sales, consider all the behaviors that lead to those eventual victories, whether it&rsquo;s having an engaging conversation with a potential prospect, taking an opportunity to present the company&rsquo;s brand, or making an initial contact with a future prospect.</p> <p>When you feel like you&rsquo;re in control of your success, you feel confident. It&rsquo;s much easier to continue a winning streak than it is to fight out of a slump. But for this type of culture to take hold systemwide, leaders have to communicate that they are just as proud of the team for doing the legwork as they are for the final sale. You can implement this idea wholesale using this 30-day challenge:</p> <ol> <li> Create a list of &ldquo;success activities&rdquo; to empower yourself and your team. Try to come up with 100 tasks or accomplishments that help your company or team achieve its ultimate goals.</li> <li> Print off calendars for agents and encourage them to write at least one &ldquo;win&rdquo; from the list in each of the calendar days.</li> <li> Create a &ldquo;Win Every Day&rdquo;huddle meeting where team members talk about their &ldquo;wins&rdquo; from the day before.</li> </ol> <p>This makes coaching more productive, too. Rather than making agents feel bad because they haven&rsquo;t achieved the end result, ask them if they&rsquo;ve been managing the behaviors and tasks that are in their control. If they haven&rsquo;t, you can have a conversation about them not performing to their full potential. You can say, &ldquo;I wanted you on this team because I know you&rsquo;re capable.&rdquo;</p> <p>A football team that only celebrates the Super Bowl championship is going to see itself as a loser most of the time. There wouldn&rsquo;t be the end result without individuals doing extra reps and a coach recognizing the increased passing yards and the developing teamwork. The same is true in business. Our brains can&rsquo;t hold both confidence and shame at the same time, so if we&rsquo;re down on ourselves for not &ldquo;winning&rdquo; at halftime, we can&rsquo;t go back into the game with the self-assurance we&rsquo;ll need to win it in the end. When we define a win in such narrow terms, we unknowingly set our agents up for failure and discouragement. On the other hand, when we put success into our control, we can have 260 winning days a year. Let&rsquo;s celebrate the small efforts, day in and day out.</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 you define success in narrow terms, you may unknowingly set agents up for failure and discouragement.</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/feb15_SM_everyday_wins.jpg" type="image/jpeg; length=47175">feb15_SM_everyday_wins.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/feb15_SM_everyday_wins_0.jpg?1425066609" /> </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/feb15_LP_SM_everyday_wins.jpg?1425066627" /> </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/2011/12/16-steps-your-best-business-plan">16 Steps to Your Best Business Plan</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/feature/article/2015/01/3-ways-rookies-can-boost-their-client-base">3 Ways Rookies Can Boost Their Client Base</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/sales-coach/article/2014/09/4-tips-get-out-your-way">4 Tips to ‘Get Out of Your Way’</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 Fri, 27 Feb 2015 15:34:27 +0000 mwhite 18336 at http://realtormag.realtor.org 2015 Cameras: 5 Questions for a Photographer http://realtormag.realtor.org/product-guide/cameras-and-video/article/2015/03/2015-cameras-5-questions-for-photographer <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"> Listing photos taken by an experienced real estate shutterbug can make all the difference when marketing a property. But before you hire a pro, know how they work. </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, March 2, 2015</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>It takes a distinct skill set to work within a real estate niche, whether your focus is on buyers, sellers, a geographic area, or a housing type. In the same way, a photographer&rsquo;s specialty requires detailed knowledge of the subject matter and the right equipment. Real estate photography is very different from portraiture, landscape photography, and photojournalism.</p> <p>That&rsquo;s why, when it comes to hiring a professional photographer to shoot your listings, it&rsquo;s imperative to work with someone who is proficient in real estate photography. But how do you make the right hire?</p> <blockquote> <p><strong>In This Guide</strong></p> <ul> <li> <a href="/product-guide/cameras-and-video/article/2015/03/2015-cameras-lens-factor">The Lens Factor</a><br /> Forget megapixels. A DSLR lens has more influence on your image quality than you think.</li> <li> <a href="/product-guide/cameras-and-video/article/2015/03/2015-cameras-for-video">For Video</a><br /> Whether you&rsquo;re shooting video with a camera or your smartphone, there are a few accessories you&rsquo;re going to need.</li> <li> <a href="/product-guide/cameras-and-video/article/2015/03/2015-cameras-what-shop-for">What to Shop For</a><br /> From thermal imaging to 4K video, this year&rsquo;s cameras offer new innovative technology you can put to work in your real estate business.</li> </ul> </blockquote> <p>Kyle Chiodo, professional real estate photographer and owner of <a href="http://www.2020homephotography.com" target="_blank">20/20 Home Photography</a>, shares important questions practitioners should ask a photographer before contracting them to shoot a listing.</p> <h4> Do you use a wide-angle lens and tripod?</h4> <p>A wide-angle lens is necessary for a photographer to best capture the breadth of an interior space. And because there is less light to work with indoors, mounting a camera on a tripod will help eliminate blur and achieve the right exposure. &ldquo;This is a must-have for any type of residential interior photography,&rdquo; Chiodo says.</p> <h4> Do you use supplemental lighting other than a built-in flash?</h4> <p>An example of supplemental lighting would be professional photography strobes or a wireless auxiliary flash. &ldquo;In my opinion, lighting a room correctly is the most important part of achieving a great picture just after composition,&rdquo; Chiodo says.</p> <h4> Do you correct any image distortion in postproduction editing?</h4> <p>Maybe an image is slanted or off-center, or the color or exposure needs to be adjusted. Whatever the case may be, Chiodo says all photographers should be making necessary corrections to their images with some sort of editing software.</p> <blockquote> <p><strong>The Cost</strong></p> <p>Photographers&rsquo; rates usually depend on three factors: the size of the property, the amount of time it will take the photographer to shoot the property, and the number of images supplied per listing. Prices for a standard listing shoot generally start out between $100 and $300, depending on the market. Luxury properties and special services usually incur additional costs.</p> </blockquote> <h4> Can I see some examples of your work?</h4> <p>You&rsquo;ll want to look at a photographer&rsquo;s portfolio or samples before hiring them to shoot your listings. Chiodo advises to look at composition, distortion, and lighting. &ldquo;Look at vertical lines and walls in each picture. If they are severely slanted or curved, the photographer is not correcting image distortion,&rdquo; Chiodo says. Also make sure the images show rooms that are well and evenly lit with a &ldquo;realistic look to them.&rdquo;</p> <h4> What are your turnaround times?</h4> <p>Chiodo says it usually takes about two days to edit and deliver most listing photos. However, it can take up to five days to turn around photos of luxury homes that have higher square footage and require more attention to detail with lighting and editing.</p> <p>&ldquo;I think a big misconception is that real estate photographers are able to or should send pictures to the customer immediately after a photo shoot. This is not the case at all,&rdquo; he says. Time is needed for the postproduction editing process. Real estate pros should also keep in mind that a busy photographer will have multiple jobs he or she is turning around at the same time, so plan accordingly.</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>Listing photos taken by an experienced real estate shutterbug can make all the difference when marketing a property. But before you hire a pro, know how they work.</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/feb15_PG_cameras_1.jpg" type="image/jpeg; length=37069">feb15_PG_cameras.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/feb15_PG_cameras_2.jpg?1424988516" /> </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/feb15_LP_PG_cameras_0.jpg?1424988521" /> </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/2012/01/06/5-tips-enhance-your-listing-photos">5 Tips to Enhance Your Listing Photos</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/slideshow/avoid-these-9-real-estate-photo-mistakes">Avoid These 9 Real Estate Photo Mistakes</a> </div> <div class="field-item odd"> <a href="/home-and-design/home/article/2008/07/are-your-listings-picture-perfect">Are Your Listings Picture Perfect? </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> Cameras and Video Wed, 25 Feb 2015 16:41:39 +0000 gwood 18308 at http://realtormag.realtor.org 2015 Cameras: For Video http://realtormag.realtor.org/product-guide/cameras-and-video/article/2015/03/2015-cameras-for-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"> Whether you’re shooting video with a camera or your smartphone, there are a few accessories you’re going to need. </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, March 2, 2015</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>Before taking the leap into video marketing, you&rsquo;re going to have to do some prep work. You need the right tools. Here are a few products that should be on your &ldquo;to purchase&rdquo; list.</p> <h4> Tripod</h4> <p>Indoor photography&mdash;still or video&mdash;often requires longer exposures to capture the correct amount of light. Take sharper photos with better exposure and avoid blurry camera shake with a tripod.</p> <p>What to look for:</p> <ul> <li> Lightweight (3 to 4 pounds), made of carbon fiber or aluminum</li> <li> A quick-release plate where the camera attaches to the tripod mount</li> <li> Legs that extend to at least 60 inches tall</li> <li> A 360-degree swivel radius</li> </ul> <blockquote> <p><strong>In This Guide</strong></p> <ul> <li> <a href="/product-guide/cameras-and-video/article/2015/03/2015-cameras-5-questions-for-photographer">5 Questions for a Photographer</a><br /> Listing photos taken by an experienced real estate shutterbug can make all the difference when marketing a property. But before you hire a pro, know how they work.</li> <li> <a href="/product-guide/cameras-and-video/article/2015/03/2015-cameras-lens-factor">The Lens Factor</a><br /> Forget megapixels. A DSLR lens has more influence on your image quality than you think.</li> <li> <a href="http://realtormag.realtor.org/node/18311">What to Shop For</a><br /> From thermal imaging to 4K video, this year&rsquo;s cameras offer new innovative technology you can put to work in your real estate business.</li> </ul> </blockquote> <h4> Microphone</h4> <p>An ancillary microphone is essential to capture clear, stereo sound on video. Microphones can be purchased for cameras with shoe mounts or smartphones.</p> <p>What to look for:</p> <ul> <li> <strong>Directional microphone:</strong> isolates sounds in front of the camera and are usually designed to hone in on the human voice.</li> <li> <strong>L</strong><strong>avalier microphone: </strong>good for on-camera interviews, these microphones clip to a person&rsquo;s clothing and wirelessly transmit sound back to the receiver that mounts on the camera.</li> </ul> <h4> Flash</h4> <p>When there isn&rsquo;t enough ambient light to shoot photos indoors, the next best thing is a mountable or wireless control flash. Simply using a camera&rsquo;s built-in flash will create uneven exposures.</p> <p>What to look for:</p> <ul> <li> <strong>A bounce function: </strong>this allows the flash to tilt and rotate, providing greater lighting versatility. For example, bounce the flash off the ceiling to illuminate the room.</li> <li> <strong>Lens coverage:</strong> you don&rsquo;t want a flash to interfere with your lens, so check a flash&rsquo;s focal length (mm) compatibility (lens coverage) with the lens you&rsquo;re using before buying.</li> </ul> <h4> Smartphone Lens Kit</h4> <p>The latest smartphones shoot 1080p HD video, but adding attachable lenses takes mobile photography to a whole new level. <a href="http://www.olloclip.com/" target="_blank">Olloclip</a>, for instance, offers smartphone accessories, including a lens that fits over a smartphone&rsquo;s camera lens. The 4-in-1 iPhone 6 kit, for example, comes with four optic lenses: fisheye, wide-angle, 10x macro, and 15x macro for $79.99.</p> <h4> Storage</h4> <p>Access your video files anywhere using cloud storage. <a href="http://www.dropbox.com/upgrade" target="_blank">DropBox Pro</a> offers 1TB of capacity for $99 per year. You could also go with an external storage device. Samsung recently released the <a href="http://www.samsung.com/global/business/semiconductor/minisite/SSD/global/html/portablessdt1/overview.html" target="_blank">T1 portable SSD</a>, which is extremely lightweight and tiny &mdash; smaller than a credit card. It also uses encryption security with password access. The 1 TB model retails for $600. Traditional external hard drives with 1 TB of storage start at $70.</p> <h4> QuickTime</h4> <p>Create videos at your desk for free. The <a href="https://www.apple.com/quicktime/" target="_blank">QuickTime</a> video player for both PC and Mac does more than play movie files. You can record screencasts, as well as standard audio and video, using your computer&rsquo;s built-in camera and microphone. Simply open the application and go to the File menu; then start a new movie, audio, or screen recording.</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 you&rsquo;re shooting video with a camera or your smartphone, there are a few accessories you&rsquo;re going to need.</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/feb15_PG_cameras_3.jpg" type="image/jpeg; length=37069">feb15_PG_cameras.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/feb15_PG_cameras_4.jpg?1424988724" /> </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/feb15_LP_PG_cameras_1.jpg?1424988730" /> </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/2012/01/06/5-tips-enhance-your-listing-photos">5 Tips to Enhance Your Listing Photos</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/slideshow/avoid-these-9-real-estate-photo-mistakes">Avoid These 9 Real Estate Photo Mistakes</a> </div> <div class="field-item odd"> <a href="/home-and-design/home/article/2008/07/are-your-listings-picture-perfect">Are Your Listings Picture Perfect? </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> Cameras and Video Wed, 25 Feb 2015 17:07:22 +0000 gwood 18310 at http://realtormag.realtor.org 2015 Cameras: The Lens Factor http://realtormag.realtor.org/product-guide/cameras-and-video/article/2015/03/2015-cameras-lens-factor <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"> Forget megapixels. A DSLR lens has more influence on your image quality than you think. </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, March 2, 2015</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 lens is the most important component when investing in a DSLR (digital single-lens reflex) camera. It has an effect on sharpness, light sensitivity, and angle or field of view. It may even make sense to choose a lens before choosing a camera body or to make the decision in concert with one another.</p> <p>Here are three facts you need to know when shopping for a lens.</p> <p><strong>There&rsquo;s a relationship between a camera&rsquo;s sensor and a lens&rsquo;s focal length. </strong>First, it&rsquo;s important to have a general understanding of camera sensors. DSLR cameras have two main types of image sensors. The full-frame sensor is the same size as a 35 mm film frame (36 x 24 mm), while the APS-C sensor is slightly smaller, ranging from 22.2 x 14.8 mm to 23.7 x 15.6 mm, depending on the camera manufacturer.</p> <blockquote> <p><strong>In This Guide</strong></p> <ul> <li> <a href="/product-guide/cameras-and-video/article/2015/03/2015-cameras-5-questions-for-photographer">5 Questions for a Photographer</a><br /> Listing photos taken by an experienced real estate shutterbug can make all the difference when marketing a property. But before you hire a pro, know how they work.</li> <li> <a href="http://realtormag.realtor.org/node/18310">For Video</a><br /> Whether you&rsquo;re shooting video with a camera or your smartphone, there are a few accessories you&rsquo;re going to need.</li> <li> <a href="http://realtormag.realtor.org/node/18311">What to Shop For</a><br /> From thermal imaging to 4K video, this year&rsquo;s cameras offer new innovative technology you can put to work in your real estate business.</li> </ul> </blockquote> <p>Comparatively, compact camera sensors range from 1/2.7-inch (5.37 x 4.04 mm) to 1 inch (12.8 x 9.6 mm), which is still less than half the size of a full-frame sensor. If you need to refresh your knowledge of camera and video terminology, <a href="/product-guide/cameras-and-video/article/2014/07/2014-camera-guide-know-your-lingo">here&rsquo;s where you can learn the lingo</a>.</p> <p>Smartphone camera sensor sizes run from 1/3.2 inches (4.54 x 3.42 mm) to 1/1.2 inches (10.67 x 8 mm). Some smartphones have larger camera sensors than lower-end compact cameras, but no smartphone can touch the sensor size of any DSLR. That&rsquo;s simply because there isn&rsquo;t enough space in a phone to do that &mdash; not yet, anyway.</p> <p>So why does this matter when shopping for a lens? Because, if your camera&rsquo;s sensor is smaller than full frame, you&rsquo;re not getting the focal length (mm measurement) that your lens is capable of. For example, a 24 mm wide-angle lens jumps to 34 mm with an APS sensor. Find out how your camera&rsquo;s sensor affects your lens with a focal length calculator at <a href="http://www.cambridgeincolour.com/tutorials/digital-camera-sensor-size.htm" target="_blank">cambridgeincolour.com</a>, a photography tutorial site.</p> <p><strong>Lens speed affects light sensitivity and sharpness. </strong>The speed of a lens is really the maximum aperture &mdash; the opening size that allows light into a camera&rsquo;s sensor &mdash; of a lens. The aperture is measured with the f-stop number. &ldquo;F&rdquo; stands for the focal length of the lens (remember that mm number?). The f-stop number is a ratio of the focal length to the width of the lens opening (aperture).</p> <p>A low f-stop of f/1.4 or f/2, allows more light into the sensor and is considered a fast lens, while a high f-stop such as f/16 or f/22 lets less light reach the sensor. So, a fast lens has an f/1.4 maximum aperture, making it more sensitive to light. A lens with a maximum aperture of f/4 or f/5.6 would be a bit slower and less light-sensitive, affecting its performance in low-light situations. There&rsquo;s a balance: High f-stops are sharper across a greater depth of the room than low f-stops tend to be.</p> <p><strong>There are two types of zooms. </strong>A camera can have a digital zoom, an optical zoom, or both. However, digital zoom merely enlarges and crops an image. Optical zoom is a true zoom that uses the lens of the camera to bring the image closer in the frame and provides overall better image quality.</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>Forget megapixels. A DSLR lens has more influence on your image quality than you think.</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/feb15_PG_cameras_6.jpg" type="image/jpeg; length=37069">feb15_PG_cameras.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/feb15_PG_cameras_5.jpg?1424988767" /> </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/feb15_LP_PG_cameras_2.jpg?1424988781" /> </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="/technology/feature/article/2011/07/picture-this">Picture This</a> </div> <div class="field-item even"> <a href="/home-and-design/home/article/2010/08/8-camera-tips-capture-rooms-size">8 Camera Tips to Capture a Room&#039;s Size</a> </div> <div class="field-item odd"> <a href="/technology/feature/article/2014/01/smartphone-photography-gets-upgrade">Smartphone Photography Gets an Upgrade</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> Cameras and Video Wed, 25 Feb 2015 16:57:10 +0000 gwood 18309 at http://realtormag.realtor.org 2015 Cameras: What to Shop For http://realtormag.realtor.org/product-guide/cameras-and-video/article/2015/03/2015-cameras-what-shop-for <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"> From thermal imaging to 4K video, this year’s cameras offer new innovative technology you can put to work in your real estate business. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, March 2, 2015</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--><blockquote> <p><strong>In This Guide</strong></p> <ul> <li> <a href="http://realtormag.realtor.org/node/18308">5 Questions for a Photographer</a><br /> Listing photos taken by an experienced real estate shutterbug can make all the difference when marketing a property. But before you hire a pro, know how they work.</li> <li> <a href="http://realtormag.realtor.org/node/18309">The Lens Factor</a><br /> Forget megapixels. A DSLR lens has more influence on your image quality than you think.</li> <li> <a href="/product-guide/cameras-and-video/article/2015/03/2015-cameras-for-video">For Video</a><br /> Whether you&rsquo;re shooting video with a camera or your smartphone, there are a few accessories you&rsquo;re going to need.</li> </ul> </blockquote> <p>January is like Christmastime for cameras. Shutterbugs wait with bated breath for the goodies that the major camera manufactures will deliver. Most companies debut their latest models at the International Consumer Electronics Show in January, then put them on the market for sale shortly thereafter. So now is the perfect time to review the landscape of the latest camera models.</p> <p>The overarching themes in this year&rsquo;s camera technology advancements are connectedness, higher image quality, and special features that put smartphone photo filters to shame. Here are some of the latest cameras to hit the market, with options in every budget.</p> <div class="embed"> &nbsp;</div> <div class="embed"> &nbsp;</div> <div class="embed"> &nbsp;</div> <div class="embed"> &nbsp;</div> <div class="embed"> <div class="rmo-slideshow-title"><h2 class="node-title">2015 Cameras: What to Shop For</h2> <div class="deck"><p>From thermal imaging to 4K video, this year&rsquo;s cameras offer new innovative technology you can put to work in your real estate business.</p> <div class="rmo-slideshow-author"> <!--|-->February 2015<div id="author"> | BY <a href="/author/erica-christoffer">Erica Christoffer</a></div> </div><!-- /.section-date-author --></div><!-- /.deck --> </div> </div> <div id="image-gallery-slideshow"> <div class="view view-image-gallery-images view-id-image_gallery_images view-display-id-block_1 rmo-slideshow view-dom-id-1"> <div class="view-content"> <!-- dynamic display block slideshow --> <div id="views-slideshow-ddblock-image_gallery_images_block_1" class="views-slideshow-ddblock-cycle-vsd-upright-60p clear-block"> <div class="container clear-block border"> <div class="container-inner clear-block border"> <!-- slider content --> <div class="slider clear-block border"> <div class="slider-inner clear-block border"> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_02.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Nikon D5500</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p><a href="http://www.nikonusa.com/en/Nikon-Products/Product/dslr-cameras/D5500.html" target="_blank"><strong>Nikon</strong></a></p> <p>Price:$899.95</p> <ul> <li> Nikon&rsquo;s first touchscreen DSLR with a 3.2-inch flip-out, adjustable LCD monitor</li> <li> Built-in Wi-Fi and smartphone compatibility to transfer photos</li> <li> Use your smartphone or tablet as an external monitor and remote control</li> <li> 1080p HD with 60 frames per second video capability</li> <li> 24.2 megapixel CMOS APS-C image sensor</li> </ul> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_03.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Sony RX1</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p><a href="http://store.sony.com/cyber-shot-rx1-zid27-DSCRX1/B/cat-27-catid-All-Cyber-shot-R-Series-Cameras?_t=pfm%3Dcategory" target="_blank"><strong>Sony</strong></a></p> <p>Price: $2,799.99</p> <ul> <li> The first compact fixed-lens camera with a full-frame sensor. The best of point-and-shoot.</li> <li> 35mm, f/2&ndash;f/22 aperture lens with macro capabilities</li> <li> Accessory shoe for microphone or flash</li> <li> 100&ndash;25,600 ISO</li> <li> Creative filters, RAW capability, and manual shooting modes</li> <li> 1080p 24fps HD video</li> </ul> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_04.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Canon PowerShot SX530HS</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p><a href="http://www.usa.canon.com/cusa/about_canon?pageKeyCode=pressreldetail&amp;docId=0901e02480df910e" target="_blank"><strong>Canon</strong></a></p> <p>Price: $429.99</p> <ul> <li> Includes a 50x optical zoom lens (equivalent to 24&ndash;1,200 mm) for wide-angle and telephoto photos</li> <li> 16-megapixel CMOS sensor</li> <li> 1080p 60 fps HD video</li> <li> Creative filters</li> <li> Optical image stabilization</li> </ul> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_05.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Panasonic Lumix DMC-ZS50</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p><a href="http://www.amazon.com/Panasonic-DMC-ZS50K-Travel-Camera-Viewfinder/dp/B00RBG687A" target="_blank"><strong>Panasonic</strong></a></p> <p>Price: $399</p> <ul> <li> Compact design that fits into your pocket</li> <li> Wi-Fi connectivity</li> <li> Remotely control the camera through your smartphone or tablet</li> <li> 30x optical zoom</li> <li> 24 mm wide-angle Leica lens</li> <li> 12.1 MP Four-Thirds sensor (17.3 x 13 mm)</li> <li> 1080p 60 fps HD video</li> <li> To be released in March</li> </ul> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_06.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Nikon 1 Cameras</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p><a href="http://www.nikonusa.com/en/Nikon-Products/Nikon-1-Cameras/index.page" target="_blank"><strong>Nikon</strong></a></p> <p>Price: $349.95&ndash;$1,199.95</p> <ul> <li> Series of seven lightweight, compact cameras with interchangeable lenses</li> <li> The $399.95 Nikon 1 J4, for instance, is 18.4 MP with built-in Wi-Fi and a touchscreen</li> <li> 1080p 60 fps HD video</li> <li> Nikon&rsquo;s CX 1-inch sensor</li> <li> Pair with the $499.95 1 NIKKOR 6.7&ndash;13 mm (18&ndash;35 mm full-frame equivalent) f/3.5&ndash;f/5.6 VR ultra-wide-angle lens</li> </ul> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_07.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Flir Smartphone Thermal Camera</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p><a href="http://www.flir.com/flirone/" target="_blank"><strong>Flir</strong></a></p> <p>Price: $249.99</p> <p>Help your clients detect a home&rsquo;s cold spots and heat leaks with Flir&rsquo;s new thermal camera for iOS and Android phones. The system attaches to the smartphone and uses two cameras that layer a traditional image with a thermal image to provide more detail and clarity.</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_08.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Panasonic Lumix DMC-GH4</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p><a href="http://www.panasonic.com/uk/consumer/cameras-camcorders/lumix-g-compact-system-cameras-dslm/dmc-gh4.html" target="_blank"><strong>Panasonic</strong></a></p> <p>Price: $1,699.99</p> <ul> <li> Shoots 4K cinematic videos. That&rsquo;s 3,840 x 2,160 pixels (8 million!) up to 30 fps as opposed to 1,920 x 1,080 HD resolution</li> <li> 17.3 x 13.0 mm Four-Thirdssensor</li> <li> 16 MP</li> <li> 100&ndash;25,600 ISO</li> <li> Wi-Fi capable: Send images to smartphone/tablet/computer, control camera with mobile device, display on TV, print wirelessly</li> </ul> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_09.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Sony Action Cam</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p><a href="http://store.sony.com/all-action-cam/cat-27-catid-All-Action-Cam"><strong>Sony Action Cam</strong></a></p> <p>Price: $299.99 and $499.99 (4K)</p> <p>Sony is bringing back the dedicated video camcorder with the Action Cam. Both the HDR-AS200V/W and FDR-X1000V/W versions include a 1/2.3-inch (7.81 mm) sensor, f/2.8 aperture, 12.8 MP, and 1080p 60 fps shooting resolution, image stabilization, Wi-Fi, and a waterproof case. But the FDR-X1000V/W version also shoots in 4K cinematic video quality.</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> </div> <!-- slider-inner--> </div> <!-- slider--> <!-- scrollable pager images--> <div class="spacer-horizontal"><b></b></div> <!-- scrollable pager container --> <div id="views-slideshow-ddblock-scrollable-pager-image_gallery_images_block_1" class="scrollable-pager clear-block border"> <!-- prev/next page on slide --> <!-- custom "previous" links --> <!--<div class="prevPage"></div>--> <div class="prev"></div> <!-- scrollable part --> <div class="vsd-scrollable-pager clear-block border"> <div class="items scrollable-pager-inner clear-block border"> <div class="scrollable-pager-item scrollable-pager-item-1"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_02.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-2"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_03.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-3"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_04.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-4"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_05.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-5"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_06.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-6"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_07.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-7"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_08.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-8"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_cameras_09.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> </div> <!-- /pager-inner--> </div> <!-- /vsd-scrollable-pager --> <!-- custom "next" links --> <div class="next"></div> <!--<div class="nextPage"></div>--> <!-- navigator --> <div class="navi"></div> </div> <!-- /scrollable-pager--> </div> <!-- container-inner--> </div> <!--container--> </div> <!-- template --> </div> </div> <div id="slideshow_tips">Click on the small photos to scroll through the slide show. <div id="copyright">&copy; 2015 REALTOR&reg; MAGAZINE ONLINE </div></div> </div> <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>From thermal imaging to 4K video, this year&rsquo;s cameras offer new innovative technology you can put to work in your real estate business.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-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/feb15_PG_cameras.jpg" type="image/jpeg; length=37069">feb15_PG_cameras.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/feb15_PG_cameras_0.jpg?1424988346" /> </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/feb15_LP_PG_cameras.jpg?1424988357" /> </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="/technology/feature/article/2011/07/picture-this">Picture This</a> </div> <div class="field-item even"> <a href="/home-and-design/home/article/2010/08/8-camera-tips-capture-rooms-size">8 Camera Tips to Capture a Room&#039;s Size</a> </div> <div class="field-item odd"> <a href="/technology/feature/article/2014/01/smartphone-photography-gets-upgrade">Smartphone Photography Gets an Upgrade</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"> Yes, disable "Main" image on this article </div> </div> </div> Cameras and Video Wed, 25 Feb 2015 17:20:49 +0000 gwood 18311 at http://realtormag.realtor.org 4 Easy Steps to Convert Online Leads http://realtormag.realtor.org/sales-and-marketing/sales-coach/article/2015/02/4-easy-steps-convert-online-leads <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"> Don’t get confused between being a salesperson and a customer service rep. Here’s how to give the client what they want while getting something in return. </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, February 26, 2015</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/jared-james">Jared James</a> </div> </div> </div> <!--paging_filter--><p>As the real estate world changes and more and more potential buyers and sellers are spending their time online, the need for the practitioner to know how to convert leads is more important than ever. As the head of a company that has thousands of coaching students and a marketing wing that does nothing but create leads for people, I get inundated with questions on a regular basis about the best way to convert these leads.</p> <p>What&rsquo;s interesting is that as the industry as a whole evolves, the more it actually stays the same. We are still a people business that thrives on relationships &mdash; and that will never change. This is evidenced by the fact that, according to the National Association of REALTORS&reg;&rsquo; 2014 <em>Profile of Home Buyers and Sellers</em>, 68 percent of people work with the first pro they have an actual conversation with <em>in person</em>.</p> <p>Knowing this, the real question is: How do we get consumers to reply to us so we can create a conversation? Here are four easy steps to do that:</p> <h4> Leave Something Out</h4> <p>One of the biggest mistakes I see so many agents make is to fully answer the questions that leads send them. Yes, I know that sounds counterproductive, and you think you should always give them what they asked for so that you provide the best customer service that you possibly can. But if you do that off the bat, do they have any other reason to reply to you and get you one step closer to that conversation you&rsquo;re after?</p> <p>Here&rsquo;s how this works. If they ask about the yard and the kitchen, then tell them everything there is to know about the kitchen. But end with something like, &ldquo;Oh my God! There is something about the yard that you have to know about! What&rsquo;s the best way to reach you right now?&rdquo; Don&rsquo;t be afraid to use a cliffhanger in your response, but make sure to actually have something cool to tell them.</p> <h4> Keep Your Signature Brief and Add &lsquo;Sent from iPhone&rsquo;</h4> <p>I know it sounds crazy, but believe it or not, some people don&rsquo;t want to talk to an agent. It doesn&rsquo;t make much sense, since they inquired about a house or something similar, but it&rsquo;s true. That&rsquo;s why it&rsquo;s not always a great idea to have on every one of your e-mails a signature that&rsquo;s long or longer than the actual e-mail itself. Instead, try responding to potential buyers and sellers with an e-mail that has just your name at the end of it &mdash; at least until you have built some trust with them.</p> <p>If you really want to take it to the next level, have a line below your name that says &ldquo;sent from iPhone&rdquo; or whatever device you use. It will make them think that you actually just took the time to respond from wherever you are, even if you didn&rsquo;t.</p> <h4> Respond Within Five Minutes</h4> <p>I don&rsquo;t think we have to spend a lot of time on this one, as it&rsquo;s pretty well understood that if you want to have a better chance at converting leads, you need to get back to them as soon as they reach out for info. In fact, according to InsideSales.com, you are nine times more likely to convert an Internet lead when you respond within five minutes. Enough said. If you aren&rsquo;t able to do this yourself, you may want to consider hiring someone who can dedicate all of their time to this important job.</p> <h4> Don&rsquo;t Forget to Close!</h4> <p>Too many salespeople in our field are starting to confuse the difference between a salesperson and a customer service representative. Customer service is a part of your job, but it is not what your job is. You are in real estate sales, not real estate customer service, and that means that you need to close the lead conversion.</p> <p>You don&rsquo;t have to close by being slimy or disrespectful. If you believe in what you do and that you are the customer&rsquo;s best option, then this shouldn&rsquo;t be such an issue. But you can&rsquo;t close with lingo that consumers don&rsquo;t even understand, such as: &ldquo;When could I come by for a comparative market analysis?&rdquo; What does that even mean and how long is that going to take?!?!</p> <p>If someone contacts you inquiring about the value of their home, ask them if they wouldn&rsquo;t mind you coming by for a quick five-minute price consultation to make sure that you get them the most accurate value possible. You&rsquo;ll be amazed how much more willing people are to give you five minutes to get what they want than they are to let you come through for a comparative market analysis for an hour.</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>Don&rsquo;t get confused between being a salesperson and a customer service rep. Here&rsquo;s how to give the client what they want while getting something in return.</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/feb15_SM_conversion.jpg" type="image/jpeg; length=28511">feb15_SM_conversion.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/feb15_SM_conversion_0.jpg?1424967471" /> </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/feb15_LP_SM_conversion.jpg?1424967486" /> </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="/technology/feature/article/2015/01/does-it-make-sense-buy-leads">Does It Make Sense to Buy Leads? </a> </div> <div class="field-item even"> <a href="/daily-news/2012/12/05/convert-site-visitors-leads-calls-action">Convert Site Visitors to Leads With Calls to Action</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2012/03/4-ways-keep-client">4 Ways to Keep a Client </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> Sales Coach Wed, 25 Feb 2015 22:59:45 +0000 gwood 18314 at http://realtormag.realtor.org The Weekly Buzz: 2/25/15 http://realtormag.realtor.org/for-brokers/network/article/2015/02/weekly-buzz-22515 <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> The latest news and reports to share at your next sales meeting. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, February 25, 2015</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--><h4> FAA Proposes Long-Awaited Drone Rules</h4> <p>If your agents are interested in using drones to capture aerial photography or video of their listings, let them know that the Federal Aviation Administration has taken an important step toward creating commercial-use regulations for small, unmanned aerial vehicle systems (UAVs).</p> <p dir="ltr">Last week, the FAA published its proposed rules for drones weighing up to 55 pounds. The rules seek to identify safe conditions for flight, with the intent of avoiding collisions. Here are a few highlights:</p> <blockquote> <p dir="ltr">NAR&#39;s <a href="http://www.realtor.org/field-guides/field-guide-to-drones-and-real-estate" target="_blank">Field Guide to Drones and Real Estate</a></p> </blockquote> <ul dir="ltr"> <li> Commercial drones would not be permitted to fly higher than 500 feet, cannot exceed 100 miles an hour, and would only be allowed during daylight hours. All flights also would be within visual line of sight of the person operating it. No objects could be dropped from the UAV.</li> <li> The UAV would be registered and required to include specific aircraft markings.</li> <li> Commercial UAVs operators would have to pass an aeronautical knowledge test to receive a permit, subject to renewal every two years. This certification would cost about $300. Operators would also undergo a TSA background check.</li> <li> Operators would have to report any UAV accident that results in injury or property damage to the FAA within 10 days.</li> </ul> <p>The National Association of REALTORS&reg; is cautioning members to hold off on using drones in their business until the rules become final. &nbsp;With the release of the proposed rules, a public comment period has begun which could lead to revisions. It could take as long as two years for the rules to take effect, according to a recent <a href="http://www.nytimes.com/2015/02/16/us/faa-rules-would-limit-commercial-drone-use.html" target="_blank">New York Times article</a>.</p> <h4> ListHub Continues to Send Trulia Listings For Now</h4> <p>Last week, after Zillow finalized its $2.5 billion acquisition of Trulia, ListHub, a listing syndicator owned by Move Inc., announced that it will <a href="http://realtormag.realtor.org/daily-news/2015/02/20/listhub-cuts-trulia" target="_blank">cutoff thousands of listings </a>sent to Trulia effective February 26. However, Zillow received a temporary restraining order halting ListHub&rsquo;s action. A hearing on Zillow&#39;s restraining order is set for March 12.</p> <p>If ListHub stops supplying listings to Trulia, Zillow&#39;s negotiating position with brokers will be weakened, says Lloyd Walmsley, an analyst with Deutsche Bank. Walmsley also called the Zillow lawsuit &quot;flimsy&quot; in a report on StreetInsider.com. Read the <a>latest developments between ListHub and Zillow</a> for more information.</p> <h4> Video: Responding to &#39;Patent Trolls&#39;
</h4> <p><iframe align="right" allowfullscreen="" frameborder="0" height="260" src="https://www.youtube.com/embed/slbHzVbF8ng" style="padding:10px" width="400"></iframe></p> <p>What do you do if you receive a letter from a non-practicing entity, or &quot;patent troll,&quot; demanding payment of a licensing fee? Patent trolls are companies that accuse other businesses of patent infringement in the hopes of winning settlement money.&nbsp; Claims have focused on online search features that brokers and agents use on their websites, for example. NAR&#39;s latest <a href="http://www.realtor.org/videos/window-to-the-law-patent-troll-demand-letters" target="_blank">Window to the Law video</a> outlines how practitioners should handle the situation if they are the target of a patent troll. &nbsp;</p> <h4> 2015 Broker Summits Announced</h4> <p>NAR has announced three Broker Summits in 2015. Two summits will take place back-to-back in Seattle, Aug. 17-19, one focusing on business management and the other on brokerage technology trends and tools. Then, Sept. 22-23, a third will convene in Charlotte, N.C.,&nbsp;which will also focus on business management issues and trends. Learn more at <a href="http://www.realtor.org/events/realtor-broker-summits" target="_blank">realtor.org</a>.</p> <h4> Is There a Good Neighbor in Your Office?</h4> <p>REALTOR&reg; Magazine is seeking nominees for the Good Neighbor Awards, which recognize REALTORS&reg; who have made an extraordinary impact on their communities or the larger world through volunteer work.&nbsp;Five winners will be recognized at the 2015 REALTORS&reg; Conference &amp; Expo in San Diego and will receive travel expenses to attend the show and a $10,000 grant for their cause. Volunteer efforts recognized in the past have included affordable housing initiatives, youth mentoring, and homelessness prevention. Entries must be received by May 15, 2015. For more information and an entry form, go to&nbsp;<a href="http://realtormag.realtor.org/good-neighbor-awards" target="_blank">realtor.org/gna</a>, or contact Sara Geimer at&nbsp;<a href="mailto:sgeimer@realtors.org">sgeimer@realtors.org</a>.</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><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> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>The latest news and reports to share at your next sales meeting.</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/BB_buzz.jpg" type="image/jpeg; length=31555">BB_buzz.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/BB_buzz_0.jpg?1425503356" /> </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/LP_BB_Buzz.jpg?1425503386" /> </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/2014/09/25/nar-faa-lift-ban-drones">NAR to FAA: Lift Ban on Drones</a> </div> <div class="field-item even"> <a href="/technology/feature/article/2014/07/6-new-inventions-boost-your-business">6 New Inventions to Boost Your Business</a> </div> <div class="field-item odd"> <a href="/good-neighbor-awards/about">About Good Neighbor Awards</a> </div> <div class="field-item even"> <a href="/daily-news/2015/01/16/nar-fights-patent-trolls-super-coalition">NAR Fights Patent Trolls with &#039;Super Coalition&#039;</a> </div> <div class="field-item odd"> <a href="/daily-news/2015/02/20/listhub-cuts-trulia">ListHub Cuts Off Trulia</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 Feb 2015 22:49:24 +0000 echristoffer 18313 at http://realtormag.realtor.org Help Wanted: Looking for Generation Y http://realtormag.realtor.org/for-brokers/network/article/2015/02/help-wanted-looking-for-generation-y <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"> Millennials will become the nation’s largest living population this year. Appealing to the group requires a new approach. Fear not: Gen Y recruiting tips ahead. </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 20, 2015</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/michelle-hofmann">Michelle Hofmann</a> </div> </div> </div> <!--paging_filter--><p>Calculating how long it would take to elevate to a six-figure income at his corporate job in 2005, Greg Buchanan came up with an answer: no time soon.</p> <p>Of course, no practical 28-year-old would have quit a corporate gig and buy a real estate office in 2008, as the global financial crisis was unfolding &mdash; right? Buchanan did. And like many success stories born from impassioned starts, things worked out.</p> <p>Buchanan, now the 34-year-old broker-owner of <a href="http://eraselect.com" target="_blank">ERA Select Real Estate</a> in Lexington, Ky., has one office and 20 sales associates, most of whom are 30-something millennials. And more than a few are earning six-figure annual incomes, he notes. The company topped $60 million in gross sales volume in 2014.</p> <p>Is Buchanan ahead of the curve in hiring millennials? In the real estate world, yes.</p> <p>The average age of real estate practitioners today is 56, and only 3 percent of REALTORS&reg; are under 30, according to the <a href="http://www.realtor.org/reports/member-profile" target="_blank">2014 National Association of REALTORS&reg; Member Profile</a>.</p> <p>Millennials, also known as Generation Y, will number more than 75 million in 2015. This group of 18- to 34-year-olds is outsizing Gen X (people ages 35 to 50) and boomers (51 to 69) to become the nation&rsquo;s largest living population group. Broker-owners and managers will be drawing from this group more and more going forward.</p> <p>Attracting the next generation of top producers requires a fresh approach, Buchanan says. By embracing technology, mentor programs, multi-level support, and a cooperative culture, brokers will have an advantage in the search for Gen Y agents.</p> <h4> Follow the Money</h4> <p>The pitch is simple: &ldquo;In no other business can you be in your 30s and only work for a few years and make six figures,&rdquo; Buchanan says.</p> <p>Of course, there&rsquo;s a catch, he adds. Older business models that benefit brokers won&rsquo;t work with younger agents. The anchor of college debt and the needs of young families discourage many young people from taking professional risks.</p> <p>Buchanan&rsquo;s solution: Get them to their first paycheck within the first six to eight weeks.</p> <p>How do you do that? Take a few risks of your own.</p> <p>&ldquo;Whether it is giving them a budget or helping out with other expenses [like association dues and initiation fees], try to be flexible,&rdquo; Buchanan says.</p> <h4> Provide Support</h4> <p>Buchanan likes to keep it simple. &ldquo;We train them to get the first contract and help them write it. And we get them out there and working open houses for the first six to eight weeks,&rdquo; he says.</p> <p>Moreover, he tells salespeople to take someone to lunch or coffee every day. &ldquo;They have to announce to the world that they are selling real estate,&rdquo; he says.</p> <p>While youth is sometimes seen as a barrier to entry in real estate, Buchanan says his associates are rarely asked how long they&rsquo;ve been in the field. In fact, a bright-eyed countenance could give them an edge with first-time home buyers, whose average age is 31, NAR reports.</p> <p>&ldquo;It can be tough sledding at first,&rdquo; says Tim Rush, senior vice president of marketing and recruitment for <a href="http://bhhscaprops.com" target="_blank">Berkshire Hathaway HomeServices California Properties</a> in Cerittos. &ldquo;Most young people have a hard time with the long lead time prior to earning any money.&rdquo;</p> <p>To support new recruits, BHHS provides a $1,000 advance on an open sales transaction. If the transaction cancels for any reason, the advance continues until the next transaction. &ldquo;Most of the transactions will close,&rdquo; he adds.</p> <p>Danny Gillin, 25, a recruiter for BHHS, says the incentives helped him hire 50 new associates &mdash; not all of them millennials, he notes &mdash; in January.</p> <p>In addition to financial assistance, Gillin says millennials are drawn to training and mentoring systems that will help them maximize business and earnings quickly.</p> <p>BHHS has several programs, including a free 16-session post-license training program that runs from 6 to 8:30 p.m. Monday through Thursday.</p> <p>&ldquo;By teaching them all the fundamentals in the evening, they get a jump start and can practice with some degree of expertise immediately, once they have their license,&rdquo; Rush notes.</p> <h4> Embrace Technology</h4> <p>Despite misconceptions that technology breaks down the relationship-building process, recruiters say tech-savvy millennials love to communicate. &ldquo;They connect in a different way, but communication is crucial to their success,&rdquo; Gillin notes.</p> <p>Millennials are adaptive and efficient and able to tap broad social networks to promote business, build relationships, and share knowledge within and beyond office walls, Gillin says.</p> <p>&ldquo;One of my top agents comments on her sphere every day. She comments on other people&rsquo;s posts, just interacting, not talking about real estate. And those people click on her links and realize she is a real estate agent,&rdquo; Buchanan says.</p> <h4> Encourage a Collaborative Culture</h4> <p>Another millennial recruiting bonus? Younger sales professionals have no basis for comparison to &ldquo;the gravy train years,&rdquo; Buchanan adds. &ldquo;They don&rsquo;t know 2003 and 2004. And I love it.&rdquo;</p> <p>They are well-educated, proactive, and driven, and they come to work on time, he says. &ldquo;I have a 35-year-old agent making $350,000, a 32-year-old making $219,000 &hellip; and one newer agent who has gone after and taken down eight FSBO listings since June,&rdquo; Buchanan says.</p> <p>Millennials also want to contribute to the world around them, he adds.</p> <p>&ldquo;We are a collaborative brand, a collaborative company, and new agents like to be part of that. A plaque on the wall is great. Every agent wants recognition, but younger agents want to be a part of something bigger. And they like to collaborate. So a top agent will sit down with a newer agent and help them in any way they can,&rdquo; he says.</p> <p>When recruiting younger agents, Gillin says it&rsquo;s important to be a little more personal and Internet-friendly. He uses social networking sites such as <a href="https://www.youtube.com/watch?v=FTFlLlReLlc" target="_blank">YouTube</a>, LinkedIn, <a href="http://www.resaas.com" target="_blank">The Real Estate Social Network</a>, Twitter, and Facebook to recruit.</p> <p>Don&rsquo;t shy away from following up with a simple text message or send a blog that lists key factors that make your company stand out, Gillin says.</p> <p>Not comfortable with social media and online communication? Regularly connect outside of the office. Do this even if you embrace technology. Buchanan meets his associates weekly from April to October at a local event that features live music.</p> <p>Whether it&rsquo;s a game night at the office, an outing at a local restaurant, or a company softball team, the options are endless. But the message is clear: Millennials like to feel connected.</p> <p>No matter what you do, when it comes to hiring millennials, emphasize the benefits, Gillin says.</p> <p>&ldquo;Having excellent in-house programs makes it that much easier to recruit great outside agents,&rdquo; Gillin says. &ldquo;I have agents calling me and asking about joining the company. So you have to give them a reason to join. Make it appealing to the outside by marketing your brand, but let your brokerage speak for itself.&rdquo;</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><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> <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>Millennials will become the nation&rsquo;s largest living population this year. Appealing to the group requires a new approach. Fear not: Gen Y recruiting tips ahead.</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/feb15_BB_hiring.jpg" type="image/jpeg; length=45856">feb15_BB_hiring.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/feb15_BB_hiring_0.jpg?1424813166" /> </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/feb15_LP_BB_hiring.jpg?1424813187" /> </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/2015/02/tips-and-scripts-successfully-recruit">Tips and Scripts to Successfully Recruit</a> </div> <div class="field-item even"> <a href="/daily-news/2013/07/08/should-broker-models-change-recruit-younger-agents">Should Broker Models Change to Recruit Younger Agents?</a> </div> <div class="field-item odd"> <a href="/daily-news/2014/08/05/millennials-outnumber-baby-boomers-cue-for-real-estate">Millennials Outnumber Baby Boomers: A Cue for Real Estate?</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2014/05/knock-down-recruiting-obstacles">Knock Down Recruiting Obstacles</a> </div> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2014/04/how-build-x-factor-team">How to Build an X-Factor Team</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, 23 Feb 2015 19:58:51 +0000 echristoffer 18294 at http://realtormag.realtor.org 10 Gadgets We're Buzzing About http://realtormag.realtor.org/product-guide/gadgets-and-gear/article/2015/02/10-gadgets-were-buzzing-about <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 some of the latest technology that could impact real estate in a big way. </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, February 18, 2015</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/sam-silverstein">Sam Silverstein</a> </div> </div> </div> <!--paging_filter--><p>Out of last month&rsquo;s International Consumer Electronics Show in Las Vegas came a slew of new products that stand to redefine the home and your business. More than 3,000 exhibitors rolled out their latest and greatest offerings and gave an inside look at what they&rsquo;re planning for the future. Here are 10 particularly noteworthy products that were on display at CES.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_LG_Twin.jpg" style="width: 132px; height: 200px; float: right; margin: 3px;" />LG TWIN Wash</h4> <p>You&rsquo;re doing your laundry when you realize that those colorful shirts will need to go in another load. If you&rsquo;re using LG&rsquo;s new TWIN Wash system, there&rsquo;s no need to wait until the first load is done. Just pull open the drawer beneath the main washing machine, and you can do both loads at once. The machine can be controlled via a smartphone app that lets you download wash cycles and can alert you to potential problems before they develop into serious issues. The app also can let you know when your clean clothes are ready to go in the matching, er, single dryer.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_Haier_Magnetocaloric.jpg" style="width: 200px; height: 113px; float: right; margin: 3px;" />Haier Magnetocaloric Wine Cooler</h4> <p>Next-generation cooling technology under development by researchers at an international group of companies could revolutionize refrigerators. The compressorless technology, which promises to use a third less electricity than today&rsquo;s compressor-based cooling systems, uses a magnetic field to remove heat from environmentally friendly coolant. Chinese appliance manufacturer Haier demonstrated the magnetocaloric system in a wine cooler on display at its CES booth. Haier is developing and implementing the technology in partnership with German chemical company BASF and Astronautics Corp. of America.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_weBoost.jpg" style="width: 200px; height: 173px; margin: 3px; float: right;" />WeBoost Cell Phone Signal Booster</h4> <p>You know the feeling: You need to make a call, but your mobile phone just can&rsquo;t find a good enough signal to establish a connection. Or that e-mail you want to download won&rsquo;t pop up on the screen. WeBoost aims to solve that problem with a line of amplifiers that can take an unusable cellular signal and make it strong enough for your phone. The devices work in buildings or vehicles and can handle signals from any cell phone provider.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_FLIR_ONE.jpg" style="width: 94px; height: 150px; margin: 3px; float: right;" />FLIR ONE Thermal Scanner</h4> <p>Just snap this thermal-imaging camera from FLIR Systems onto your Android or iOS smartphone, and you&rsquo;ll see things that otherwise would be difficult or impossible to spot. The $250 device &mdash; which is aimed squarely at real estate professionals &mdash; uses an infrared sensor that detects differences in temperature to reveal hidden problems such as leaky pipes and drafty windows.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_First_Alert.jpg" style="width: 83px; height: 200px; margin: 3px; float: right;" />First Alert Onelink Smartwatch</h4> <p>Long known for smoke and carbon monoxide detectors, First Alert wades into the crowded smartwatch market with a security-minded take on wrist-based wireless communications. The device, part of First Alert&rsquo;s Onelink line of connected home-security devices, is distinguished by its ability to discreetly summon help when its owner swipes across the screen. Just decide in advance who you&rsquo;d want to notify if you&rsquo;re in trouble, and make sure they have the related app, which shows your location on a map along with a message.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_Polaroid_Socialmatic.jpg" style="width: 200px; height: 151px; margin: 3px; float: right;" />Polaroid Socialmatic Camera</h4> <p>Relive the good old days of instant photography with this 21st century take on the iconic Polaroid Instamatic camera from decades past. The Polaroid Socialmatic camera introduced at CES may not offer the satisfying whoosh that used to accompany every Polaroid exposure, but now you can edit photos before hitting the print button &mdash; and there&rsquo;s no need to wave photos back and forth to dry them. You don&rsquo;t even have to print your pictures at all; just send them by e-mail or post them on Facebook right from the Android-equipped device.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_Typo2.jpg" style="width: 98px; height: 175px; margin: 3px; float: right;" />Typo2 Keyboard for iPhone</h4> <p>The beloved physical keyboard that defined the once-mighty BlackBerry comes to the iPhone 5, 5S, and 6 &mdash; but not the 6 Plus &mdash; in the form of this svelte imitation from Ryan Seacrest&rsquo;s Typo Innovations. The Typo2 offers the same tactile feedback BlackBerry made famous, although it makes your phone considerably larger because it sits underneath it. The Typo2 connects to the iPhone via Bluetooth and also serves as a case.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_Delphi_Connect.jpg" style="width: 200px; height: 113px; margin: 3px; float: right;" />Delphi Connect Car Tracker</h4> <p>It&rsquo;s tax time, and you need to know how far you drove your car for business last year. You could look over your notes or review your log &mdash; but next year, you could just check your Delphi Connect app. This mobile device from automotive component supplier Delphi uses GPS and cellular technology to record where each of your vehicles goes and how far it travels; it even monitors its battery and other systems. If you let someone else take your car, you can use the unit to track where the vehicle goes and get an alert if it travels outside a predefined area.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_Canon_Maxify.jpg" style="width: 200px; height: 178px; margin: 3px; float: right;" />Canon Maxify Printers</h4> <p>If you&rsquo;re tired of feeding ink cartridges to your printer, you&rsquo;ll appreciate Canon&rsquo;s new line of Maxify color all-in-one units, which offer heavy-duty features at lightweight prices. The Maxify MB5020, for example, costs less than $300 but holds 250 sheets of paper and can print 2,500 black-and-white pages or 1,000 color ones without needing a new ink cartridge. That&rsquo;s several times the capacity of other printers in the same price range, Canon says.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_Plustek.jpg" style="margin: 3px; height: 210px; width: 200px; float: right;" />Plustek eScan A150 Document Scanner</h4> <p>Taiwan&rsquo;s Plustek wants to grab your attention with a new, low-cost scanner that lets you scan 50 sheets at a time, edit your scans on a 7-inch touch screen, and transmit them to multiple locations at once &mdash; all without a computer. The unit, which retails for under $1,000, looks and works like a fax machine. It has a 50-sheet feeder, can handle paper down to the size of a business card, and allows you to wirelessly send scanned documents via e-mail or a computer. The A150 can also transmit scans directly to a folder on a network or a cloud-based storage service.</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 some of the latest technology that could impact real estate in a big way.</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/feb15_PG_CES_more.jpg" type="image/jpeg; length=50608">feb15_PG_CES_more.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/feb15_PG_CES_more_0.jpg?1424274907" /> </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/feb15_LP_PG_CES_more.jpg?1424274921" /> </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="/product-guide/gadgets-and-gear/slideshow/2014/01/12-tech-tools-make-you-more-mobile">12 Tech Tools to Make You More Mobile</a> </div> <div class="field-item even"> <a href="/for-brokers/network/slideshow/2015/01/7-tech-trends-revolutionize-your-office">7 Tech Trends to Revolutionize Your Office</a> </div> <div class="field-item odd"> <a href="/daily-news/2014/07/22/what-consumers-want-smart-homes-do">What Consumers Want Smart Homes to Do</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> Gadgets and Gear Tue, 17 Feb 2015 22:57:58 +0000 gwood 18269 at http://realtormag.realtor.org Building ‘Presence With a Purpose’ http://realtormag.realtor.org/for-brokers/network/article/2015/02/building-presence-purpose <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"> Make your weekly sales meetings a time to unite agents and help build a sense of community. </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, February 17, 2015</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>Nowadays, it&rsquo;s important for brokers to balance high tech with high touch, not only with clients but with agents as well.</p> <p>In this Broker to Broker Conversation Starter, Jill Butler, broker-owner of RedKey Realty Leaders in St. Louis, talks in a Skype interview about creating meaningful ways for agents and staff to come together, which she refers to as initiating &ldquo;presence with a purpose.&rdquo;</p> <p><iframe align="right" allowfullscreen="" frameborder="0" height="260" src="https://www.youtube.com/embed/TGX83ed66sc" style="padding:10px" width="440"></iframe></p> <p>&ldquo;Technology today is going more and more mobile. You can work anywhere, but people still want a sense of community,&rdquo; says Butler.</p> <p>In the two-and-a-half years since launching her brokerage, Butler has established a culture that values education, camaraderie, and fun for her 80 licensed salespeople. The RedKey team recognizes production goals during sales meetings and brings in trainers, but the company also celebrates birthdays and puts emphasis on health and well-being. The result: Butler says her meetings are always well-attended, and her agents feel connected to one another. She sees salespeople learning together and helping one another by sharing tips for working more efficiently, she says.</p> <p>Brokers and managers who want to lead sales meetings that provide value to their agents &mdash; or who are struggling to get their agents to show up to meetings and events &mdash; should start by taking the agent&rsquo;s point of view, Butler says. &ldquo;Put yourself in their shoes and think about what would be the No. 1 thing they&rsquo;d want from their broker. What can you offer that would help their business?&rdquo; Butler asks.</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><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> <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>Make your weekly sales meetings a time to unite agents and help build a sense of community.</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/feb15_BB_meetings.jpg" type="image/jpeg; length=59927">feb15_BB_meetings.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/feb15_BB_meetings_0.jpg?1424472229" /> </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/feb15_LP_BB_meetings.jpg?1424472244" /> </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="/tool-kit/sales-meetings/time-management">Sales Meeting Tool Kit: Time Management</a> </div> <div class="field-item even"> <a href="/for-brokers/solutions/article/2014/07/earn-respect-making-meetings-worthwhile">Earn Respect by Making Meetings Worthwhile</a> </div> <div class="field-item odd"> <a href="/daily-news/2013/12/23/give-your-sales-meetings-value">Give Your Sales Meetings Value</a> </div> <div class="field-item even"> <a href="/for-brokers/solutions/article/2014/10/rallying-cries-win-wars-build-culture">Rallying Cries Win Wars, Build Culture </a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Tue, 17 Feb 2015 22:56:29 +0000 echristoffer 18268 at http://realtormag.realtor.org I Fell In Love With a Real Estate Agent http://realtormag.realtor.org/sales-and-marketing/relationship-management/article/2015/02/i-fell-in-love-real-estate-agent <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 three couples in the business who have made their relationships work with their demanding careers. </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 13, 2015</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/michelle-hofmann">Michelle Hofmann</a> </div> </div> </div> <!--paging_filter--><p>They say to &ldquo;love the one you&rsquo;re with,&rdquo; but what if the one you&rsquo;re with has a demanding job in real estate? In this 24/7 career, juggling clients, listings, showings, and transactions along with making time for that special someone can be difficult. As Valentine&rsquo;s Day approaches, REALTOR&reg; Magazine spoke with a few real estate professionals hit by Cupid&rsquo;s arrow about how they met their true loves and how they manage their relationships.</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_brian-laura-sales.jpg" style="width: 300px; height: 300px; float: right; margin: 3px;" />Brian Sales and Laura Lyons Sales</h4> <p>There should be a law that says when you work in real estate and meet a man by the last name of Sales, you have to marry him, jokes 49-year-old Laura, ABR, CRS. Broker and co-owner of The Sales Team, REALTORS&reg;, in Midland, Texas, Laura met Brian, 56, when he was an advertising manager for the <em>Midland Reporter-Telegram</em> in 2006. They exchanged information during a community event, but she couldn&rsquo;t quite recall who he was when he called a few days later to inquire about finding a home.</p> <blockquote> <p><strong>Best and Worst Reasons to Love a Practitioner</strong></p> <p><strong>Best&hellip;</strong></p> <ol> <li> They understand why you took that 3 a.m. call from a client.</li> <li> They know why a five-piece suit has five pieces.</li> <li> They corrected the misspelling of your company name before the ad made it to the bus bench next to your son&rsquo;s school.</li> <li> They can stage the house before your in-laws arrive.</li> <li> They make a mean appetizer tray.</li> </ol> <p><strong>Worst&hellip;</strong></p> <ol> <li> They take calls at 3 a.m.</li> <li> They refuse to let you wear flip-flops and shorts in case someone you know sees you at Starbucks.</li> <li> They misspelled your company name and signed off on the ad on the bus bench next to your son&rsquo;s school.</li> <li> They can&rsquo;t enter a room without moving a floral display or leave without smoothing out a rug.</li> <li> They ate the seven-layer dip before the event started.</li> </ol> </blockquote> <p>They went on some showings, and soon he was under contract on a house. During the process,Laura&rsquo;s assistant, Amy, brought some paperwork for Brian to sign and made a strange observation.</p> <p>&ldquo;She told me she had a feeling,&rdquo; Laura recalls. &ldquo;She said, &lsquo;You know you are going to marry him.&rsquo;&rdquo;</p> <p>When the deal was done, Laura moved on. But when Brian called again &mdash; this time to ask her to dinner &mdash; she couldn&rsquo;t resist. During that date, Laura realized she had a lot in common with Brian.</p> <p>They got engaged in February 2008 and were married in June of that year. Amy, the visionary assistant, sang at the wedding.</p> <p>Brian left the newspaper he worked for in October 2008, completed his real estate licensing coursework, and began selling with Laura in January 2009. Last year, the couple closed 139 transactions at an average sales price of $300,000. They recently bought a 5,000-square-foot building and opened The Sales Team. Today, Brian, GRI, is an associate owner of the company.</p> <p>Though challenging at times, working together &ldquo;makes [us] better and more patient and understanding, and brings another dimension to [our] relationship,&rdquo; Laura says.</p> <p>The couple makes sure not to let work run their lives, setting aside one night each week to spend personal time with each other.</p> <p>&ldquo;We need to take time to focus on our marriage and our family,&rdquo; Laura says. &ldquo;This is critical. We have a wonderful family, and Brian has blessed me greatly. I am so glad I waited for the right one.&rdquo;</p> <h4> Michael Jackson and Hudson Warren</h4> <p>Both sales associates now with Keller Williams Elite Realty in Bonita Springs, Fla., Jackson and Warren bonded and shared laughs during a chance encounter at a Keller Williams Mega Camp coaching event in Austin, Texas, in September 2013.</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_michael-hudson.jpg" style="width: 300px; height: 300px; margin: 3px; float: right;" /></p> <p>At the time, Warren lived in California, where he had been selling real estate for seven years, while Jackson was in his third year as a full-time salesperson in Florida. On the last day of the Mega Camp, the two took a quick break from their sessions and bumped into each other while walking around the convention space. Jackson told Warren he looked familiar, and they started talking. With the conference ending and time to kill before his flight home, Jackson invited Warren to join him and a friend for brunch.</p> <p>&ldquo;Three hours later, we realized we had a ton of things in common,&rdquo; Jackson says.</p> <p>Toward the end of the brunch, he jokingly suggested that Warren stay an extra day to enjoy Austin. It turned out that Warren actually liked the idea, so he got on the phone and paid $350 to change his flight. Warren fibbed to his mother that he was being held over an extra day because of inclement weather and flight cancelations.</p> <p>&ldquo;[His mother] was supposed to pick him up from the airport, and she was also feeding his dogs,&rdquo; Jackson says.</p> <p>After a long-distance courtship, Warren sold his California home, moved to Florida, and bought a house with Jackson in Fort Myers late last year. Warren joined Jackson&rsquo;s real estate team at Keller Williams, which, they admit, has been tough at times.</p> <p>&ldquo;We were both used to being the boss,&rdquo; Jackson says. Still, he adds, in business, love, and life, communication is key. &ldquo;I am not the best communicator when it comes to sharing. However, Warren brings this out in me.&rdquo;</p> <h4> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2015_feb/feb15_ed-sandi-gomes.jpg" style="width: 300px; height: 300px; margin: 3px; float: right;" />Ed Gomes and Sandi Edgar Gomes</h4> <p>When Sandi, 68, set up a first date with Ed, 67, through Match.com in 1999, she was a little nervous about how things would go: &ldquo;I was afraid he would try to sell me a house,&rdquo; Sandi admits.</p> <p>At the time, the online dating service didn&rsquo;t let users upload photos of themselves, but Ed, CRS, broker-owner of Pride Properties in Livermore, Calif., indicated his real estate profession in his profile. Thankfully, once the couple met in person, the only thing Ed was selling was himself. Sandi found her date surprisingly chatty, and over coffee, a spark ignited.</p> <p>Three years to the day after that first meeting, the couple married. Since then, Sandi has learned about the real estate business through Ed&rsquo;s work tales and attending functions with him. Then she actually got in the business when Ed wanted to develop a management division at his firm but lacked the personnel. When she retired after 20 years in hospital management, Sandi figured a logical next step was to help Ed build his new group.</p> <p>&ldquo;It seemed like a good idea for me to get a real estate license, too,&rdquo; she says.</p> <p>The first hurdle Sandi had to overcome after obtaining her license in 2007 and joining Ed&rsquo;s company was losing the security of a regular paycheck, she says. Ed, who bought his company in 1978, was no stranger to living on commission. So Sandi drew on his experience and knowledge. What also helped, she says, was being able to share an understanding of the unique challenges a real estate career presents and using it to their advantage. That has also helped them in their personal lives.</p> <p>&ldquo;Real estate is a fun business to be in and even more enjoyable with a spouse or partner who shares the profession,&rdquo; Sandi says. &ldquo;We know the advantages and pitfalls. We understand the need sometimes to work nights and weekends &hellip; and the requirements to keep up with business trends and education. We speak the same language.&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>Meet three couples in the business who have made their relationships work with their demanding careers.</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/feb15_SM_vday.jpg" type="image/jpeg; length=33639">feb15_SM_vday.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/feb15_SM_vday_0.jpg?1423843881" /> </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/feb15_LP_SM_vday.jpg?1423843893" /> </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/feature/article/2010/06/why-i-love-my-broker">Why I Love My Broker</a> </div> <div class="field-item even"> <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 class="field-item odd"> <a href="/sales-and-marketing/sales-coach/article/2008/07/choose-me-how-get-online-prospects-love-you">Choose Me! How to Get Online Prospects to Love You</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Relationship Management Fri, 13 Feb 2015 15:24:20 +0000 gwood 18260 at http://realtormag.realtor.org Tips and Scripts to Successfully Recruit http://realtormag.realtor.org/for-brokers/network/article/2015/02/tips-and-scripts-successfully-recruit <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"> Looking to grow? These questions from Tom Ferry will help you identify sales agents who are the right fit for your company. </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, February 12, 2015</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>How does your company make a difference to a salesperson&rsquo;s career? What value does your office offer new and experienced real estate agents?</p> <p>Before you begin recruiting salespeople for your team, identify what your brokerage has to offer. Once you have a firm grasp on what sets your company apart from the agents&rsquo; perspective, then you can start building a successful sales force.</p> <p>Whether it&rsquo;s a rookie agent or an experienced salesperson, do your homework before you make contact. Real estate coach Tom Ferry suggests approaching it as you would a buyer consultation. Google your prospect and get to know a little about their history and career. Then arm yourself with questions that will evoke thoughtful conversation and provide insight as to whether this person will be a good fit for your team.</p> <p>Here are four questions to ask experienced agents and four to ask new agents from Ferry&rsquo;s <a href="http://www.tomferry.com/recruitingtips/" target="_blank">Recruiting Tips and Scripts</a>.</p> <p><strong>Experienced agents:</strong></p> <ul> <li> What are you seeing in the market right now?</li> <li> How are market trends affecting the way clients deal with you and your real estate transaction?</li> <li> Tell me about specific trends that are affecting you and what you are doing to overcome these challenges.</li> <li> Do you see any opportunities? What are you doing to take advantage of these opportunities?</li> </ul> <p><strong>New agents:</strong></p> <ul> <li> What makes you interested in a career in real estate?</li> <li> Do you have another job right now? If so, please tell me about your current position.</li> <li> Do you have any experience selling?</li> <li> Are you planning on a full-time or part-time career in real estate?</li> </ul> <p>Asking the right questions will open up a dialogue and provide context for you to present your company&rsquo;s value, whether it is education and training, culture, support, or market expertise.</p> <p>Get into the practice of asking more questions and speaking less, Ferry says, because the interview is about the agent, not the broker.</p> <p>Before your initial phone call, brokers should keep a few questions in mind to measure the compatibility of the salesperson:</p> <ul> <li> Do they project a &ldquo;marketing&rdquo; state of mind?</li> <li> Will they overcome the fear of failure and asking for business?</li> <li> Are they coachable?</li> <li> What is their past sales history? Will they volunteer their past track record?</li> <li> Are they self-directed or self-starters?</li> <li> Do they want success more than you want it for them?</li> </ul> <p>If your first conversation goes well, it&rsquo;s time to invite your prospective agent into the office. Here are Ferry&rsquo;s recruiting scripts for setting an in-person appointment:</p> <p><strong>Experienced agent:</strong></p> <p><em>_______(prospect name), my goal is to help you make a better decision. You said you needed _____________(recap what they need), right? I believe we would be a great match and that we have the system in place to help you reach your goals. Let&rsquo;s get together so you can see the opportunity... Is ________(date, time, location) good or would _________ (date, time, location) be better?</em></p> <p><strong>New agent:</strong></p> <p><em>We could sit down over a cup of coffee, no pressure, and talk about what you want to achieve in this business and how so many of our agents are already achieving their dreams. Is ________(date, time, location) good or would _________ (date, time, location) be better?</em></p> <p><strong>If an experienced agent says no, offer this reply:</strong></p> <p><em>I&rsquo;d love to be your &ldquo;spare tire,&rdquo; and I&rsquo;m always available for questions or consultation as needed. Sound good? Since we&rsquo;ll be doing transactions together, and I value your thoughts on some really important issues we are facing in this market and economy, let&rsquo;s meet for coffee.</em></p> <p><strong>If a new agent says no, offer this reply:</strong></p> <p><em>I appreciate that this may not be the time for you. I&rsquo;d love to be your &ldquo;spare tire,&rdquo; and I&rsquo;m always available for questions. Sound good? Check back with me periodically. By the way, do you know anyone else that might be interested in hearing more about our company?</em></p> <p>For more of Tom Ferry&rsquo;s recruiting tips and scripts, visit <a href="http://www.tomferry.com/recruitingtips" target="_blank">www.tomferry.com/recruitingtips</a></p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><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> <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>Looking to grow? These questions from Tom Ferry will help you identify sales agents who are the right fit for your company.</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/feb15_B-B_recruit.jpg" type="image/jpeg; length=39955">feb15_B-B_recruit.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/feb15_B-B_recruit_0.jpg?1423779883" /> </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/feb15_LP_B-B_recruit.jpg?1423779900" /> </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/feature/article/2014/05/recruiting-agents-disc">Recruiting Agents With DISC</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2014/05/knock-down-recruiting-obstacles">Knock Down Recruiting Obstacles</a> </div> <div class="field-item odd"> <a href="/tool-kit/recruitment">The Recruitment Tool Kit</a> </div> <div class="field-item even"> <a href="/daily-news/2013/07/08/should-broker-models-change-recruit-younger-agents">Should Broker Models Change to Recruit Younger Agents?</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 Thu, 12 Feb 2015 18:05:18 +0000 echristoffer 18254 at http://realtormag.realtor.org The Weekly Buzz: 2/11/15 http://realtormag.realtor.org/for-brokers/network/article/2015/02/weekly-buzz-21115 <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"> This week’s top news that brokers can share at their next sales meeting. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, February 11, 2015</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--><h4> Relationships and Home Ownership</h4> <p>Buyers who are married, dating, or single have distinct views on home ownership. You can show agents how relationship status can affect what features people seek in a home and how much they spend. Read buyer profiles based on household composition in a new infographic from the National Association of REALTORS&reg;. <a href="http://www.realtor.org/infographics/infographic-relationships-and-homeownership" target="_blank">Download and share at your next sales meeting</a>.&nbsp;</p> <h4> Leverage the Power of RPR Mobile&trade;</h4> <p>Equip sales agents with the new RPR Mobile&trade; app, which enables instant viewing of any nearby property using the phone&rsquo;s location. Your sales team can pull up information on listings, sales, valuations, assessments, deeds, foreclosures, schools, photos, maps, and market trend information. Agents can create, customize, save, and send market and property reports using RPR&reg;&rsquo;s full library of options, and add photos, audio, and text notes for properties. Available through the App Store and Google Play. Check out the new video &ldquo;<a href="http://vimeo.com/115312496" target="_blank">What is RPR Mobile&trade;</a>&rdquo; to learn more about the new app exclusively for REALTORS&reg;.</p> <h4> Safety Alert: Warn Agents About Strange Calls</h4> <p>Female sales agents in San Antonio, Texas, and southeastern Virginia have <a href="http://realtormag.realtor.org/daily-news/2015/02/06/safety-alert-more-agents-report-strange-calls" target="_blank">reported alarming phone calls</a> from men who repeatedly request in-person visits and ask for personal information. Many brokerages are now <a href="http://realtormag.realtor.org/for-brokers/network/article/2014/10/make-safety-brokerage-priority" target="_blank">requiring all prospective clients</a> to come into the office before a real estate professional will agree to show them property. Discuss safety risks your agents might face in the field and ways to stay safe.</p> <h4> Cheaper Mortgages: The Voice for Real Estate</h4> <p>The FHA has cut its annual insurance premium by 50 basis points, and Fannie Mae and Freddie Mac are allowing loans for as little as 3 percent down. Both changes were sought by NAR. Learn more in NAR&rsquo;s latest video news round-up, <a href="http://www.realtor.org/videos/the-voice-for-real-estate" target="_blank">The Voice for Real Estate</a>. The program also looks at the status of drone rules and how 2014 home sales fared.</p> <h4> Mortgage Rates Fall Again</h4> <p>Let agents know that borrowing costs for their clients are at <a href="http://realtormag.realtor.org/daily-news/2015/02/06/mortgage-rates-fall-again" target="_blank">a 20-month low</a>. Fixed-rate mortgages haven&rsquo;t reached this level since May 23, 2013, with 30-year fixed-rate mortgages averaging 3.59 percent, Freddie Mac reports in its weekly mortgage market survey.</p> <h4> RESPA Webinar on Marketing Agreements</h4> <p>NAR is hosting a webinar on structuring marketing agreements and co-advertising arrangements that comply with the Real Estate Settlement Procedures Act. The webinar, featuring RESPA expert Phil Schulman of K&amp;L Gates, will take place Thursday, Feb. 19, at 2 p.m. EST. The Consumer Financial Protection Bureau has issued tens of millions of dollars in fines in connection with RESPA violations for noncompliant marketing and services agreements. The webinar will help you and your agents learn the appropriate way to structure these arrangements. <a href="https://realtors.webex.com/mw0401lsp11/mywebex/default.do?nomenu=true&amp;siteurl=realtors&amp;service=6&amp;rnd=0.6711666389232259&amp;main_url=https%3A%2F%2Frealtors.webex.com%2Fec0701lsp11%2Feventcenter%2Fevent%2FeventAction.do%3FtheAction%3Ddetail%26confViewID%3D2040989051%26%26EMK%3D4832534b00000002c303f92776139e438107847ea347c2e84d4a46ecbe5206c0400f7690321e70a1%26%26%26siteurl%3Drealtors" target="_blank">Register today</a>.</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><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> <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>This week&rsquo;s top news that brokers can share at their next sales meeting.</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/feb15_B_B_buzz.jpg" type="image/jpeg; length=31555">feb15_B_B_buzz.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/feb15_B_B_buzz_0.jpg?1423865668" /> </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/feb15_LP_Buzz.jpg?1423865683" /> </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="/tool-kit/sales-meetings">Prepackaged Sales Meetings</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2011/01/one-fantastic-year-sales-meetings">One Fantastic Year of Sales Meetings</a> </div> <div class="field-item odd"> <a href="/for-brokers/feature/article/2009/02/cant-miss-sales-meetings">Can&#039;t-Miss Sales Meetings</a> </div> <div class="field-item even"> <a href="/tool-kit/sales-meetings/time-management">Sales Meeting Tool Kit: Time Management</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, 11 Feb 2015 22:17:43 +0000 echristoffer 18246 at http://realtormag.realtor.org A Note of Caution About HOAs http://realtormag.realtor.org/news-and-commentary/commentary/article/2015/02/note-caution-about-hoas <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"> Most horror stories about homeowners associations are rooted in the owners’ misunderstanding of what they are buying into. </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, February 12, 2015</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/kelly-g-richardson">Kelly G. Richardson</a> </div> </div> </div> <!--paging_filter--><p>The number of Americans living in common-interest communities &mdash; those governed by either a homeowners association, condo board, or cooperative &mdash; has grown from 1 percent in 1970 to 24 percent in 2013, according to the <a href="http://www.cairf.org/research/factbook/2013_statistical_review.pdf" target="_blank">Foundation for Community Association Research</a>. Now comprising 20 percent of the national housing stock, community associations are a growing share of the residential real estate market, but many home owners have little understanding of the rights and responsibilities they are buying into when they purchase in these communities. This leads them down the road of dissatisfaction and disillusionment with the HOA concept in general.</p> <p>Many owners do not recognize that the benefits of shared ownership involve relinquishing some of the independence of sole ownership. That&rsquo;s the root of so many of the HOA horror stories we&rsquo;ve all heard, as owners normally do not realize that their submission to the will of their new community is accomplished by the automatic application of covenants running with the residence.</p> <p>HOA living is not suited for those unwilling to cooperate with the community. The most caustic critics of HOAs in general are actually opposed to the concept of joint ownership. This is a completely unrealistic position, particularly as society continues to urbanize and affordable land is increasingly scarce. Truly, persons who want a home that is their castle and theirs alone should not live in HOAs.</p> <p>HOAs operate under governing documents such as recorded covenants, bylaws, and operating rules. Although they can greatly affect one&rsquo;s experience with their property, many owners in HOA communities consider the documents unimportant, treating them as if they were an appliance owner&rsquo;s manual &mdash; to review only after buying and beginning to use the product. Governing documents may limit leasing, pets, parking, type of flooring, garage usage, or a myriad of other aspects of the residence.</p> <p>Oftentimes, HOA home buyers don&rsquo;t know exactly what they are acquiring. Most assume attached housing are condominiums and detached are planned development lots, but these generalizations are not always accurate. Although the answer is easily found in either the subdivision map or the covenants, homes can be bought or sold for years without the owners ever learning what type of housing they are living in. Years ago, an HOA more than 20 years old at the time was sued by two home owners who claimed the association converted their attached &ldquo;townhouse&rdquo; homes from condominiums to planned development lots, despite the fact that the original covenants clearly identified the HOA as a planned development. (Yes, the case was quickly thrown out by the judge).</p> <p>Another point of confusion arises from the failure of owners to comprehend the concept of exclusive-use common areas. Balconies, patios, and porches are frequently believed to be areas where the HOA has no authority to govern its use. But in condominiums, these areas usually are exclusive-use <em>common areas</em>: That is, they are controlled by the HOA but used by the individual owner.</p> <p>The financial health of an HOA community also impacts owners. To keep monthly assessments low, some HOA boards will not accumulate sufficient funds in a reserve account to offset ongoing deterioration of common elements in the property, such as roofs, paint, and paving. Poorly funded HOAs will need major special assessments or bank loans when big building components need replacement. Competent appraisals may not reveal the true value of the HOA property because appraisers are not required to examine the HOA reserve fund. Logic dictates that residences in a poorly funded HOA will be worth less than the well-funded association across the street, but normal market valuations will not reflect that important economic reality.</p> <p>None of this is to say that buying in an HOA community is a bad deal. Some home owners will enjoy having a body that instills harmony in a neighborhood by regulating its appearance and use for everyone&rsquo;s comfort. But in order to ensure that every owner gets the most out of their HOA, they must be educated about them. That, of course, starts with a knowledgeable real estate professional.</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>Most horror stories about homeowners associations are rooted in the owners&rsquo; misunderstanding of what they are buying into.</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/feb15_NC_HOA.jpg" type="image/jpeg; length=35499">feb15_NC_HOA.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/feb15_NC_HOA_0.jpg?1423602424" /> </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/feb15_LP_NC_HOA.jpg?1423602445" /> </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="/law-and-ethics/law/article/2010/01/steer-clear-hoa-risks">Steer Clear of HOA Risks</a> </div> <div class="field-item even"> <a href="/commercial/feature/article/2014/08/hoas-seek-shelter-in-professional-management">HOAs Seek Shelter in Professional Management</a> </div> <div class="field-item odd"> <a href="/daily-news/2014/01/16/70-hoas-are-underfunded">70% of HOAs Are Underfunded</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Commentary Tue, 10 Feb 2015 20:43:54 +0000 gwood 18237 at http://realtormag.realtor.org Where Everybody Knows Her Name http://realtormag.realtor.org/first-person/street-cred/article/2015/02/where-everybody-knows-her-name <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"> Lisa Molinari is only a year into the real estate business, but she&#039;s spent her life learning everything there is to know about her town. </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, February 10, 2015</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/graham-wood">Graham Wood</a> </div> </div> </div> <!--paging_filter--><p><strong>Lisa Molinari</strong><br /> Sales associate<br /> Weichert, REALTORS&reg;<br /> Morristown, N.J.</p> <p>Molinari was the winner of REALTOR&reg; Magazine&#39;s Street Cred video contest, with a <a href="/first-person/street-cred/article/2015/01/street-cred-proof-screen">winning submission</a> that showed her deep knowledge of her town as she patronized businesses, hobnobbed with locals, and spouted off the history of Morristown. She won the grand prize: Spending a day at the National Association of REALTORS&reg;&rsquo; Chicago offices as our guest editor. Now Molinari tells us what it takes to become the expert that everyone turns to for local expertise.</p> <p><object align="right"><iframe allowfullscreen="" frameborder="0" height="225" src="https://www.youtube.com/embed/uY-fuFU2meI?rel=0" width="400"></iframe></object></p> <h4> In Morristown, it seems like everybody knows your name. How have you learned the community so well?</h4> <p>I think having people &ldquo;know your name&rdquo; is, in part, a by-product of just being part of a community for a long time. That said, it also comes from being active and involved: expressing a genuine interest in members of the community as a patron of their business, offering services to the community, or just being a neighbor and a friend. These are some things that have made me a part of Morristown:</p> <ul> <li> My grandmother helped start the first neighborhood community center, The Neighborhood House, in Morristown.</li> <li> My mom&rsquo;s family lived in Morristown. I have lots of cousins I see on a regular basis right here in Morristown.</li> <li> My earliest memories are of celebrating holidays and spending summer vacations with my Morristown family.</li> <li> I wear my mom&rsquo;s Morristown High School class of 1943 ring as a reminder of my Morristown roots (I&rsquo;ve worn it for 35 years).</li> <li> My best friend is the principal of a well-known and highly respected grammar school (pre-K3 through eighth grade) with an enrollment around 480&ndash;500 kids. I have been fortunate to be part of that school&rsquo;s community as a sports coach, music teacher (some parents and kids still call me &ldquo;Miss Lisa&rdquo;), and huge supporter and friend to so many of the families involved with the school. I would go this distance for so many people here, and I know they would do the same for me. Knowing so many families for so many years, I feel like I have thousands of kids!</li> </ul> <h4> When you meet someone who&rsquo;s unfamiliar with Morristown, what&rsquo;s the first thing you tell them about it?</h4> <p>First, I try to find out a little bit about what they are looking for because I know Morristown has whatever appeals to them. We have a vibrant downtown; shops, restaurants, specialty stores, and services; historic areas; great schools; great homes, communities, and neighborhoods; parks, trails, recreation, places of worship, and performing arts; transportation to New York City; easy access to major highways, airports, and shopping malls.</p> <h4> You were a television producer for 17 years before entering real estate last year. What skills from your previous job have helped you be a better agent and Morristown ambassador?</h4> <p>As founding partner of a television production company, I had a unique opportunity to practice and hone a number of different skill sets. Having an entrepreneurial spirit is the No. 1 quality for anyone who owns a business. You have to be self-motivated, adept, multitask, problem solve, understand the &ldquo;business of business,&rdquo; and know how to get things done and continuously improve. Being an agent is definitely having your &ldquo;business within a business,&rdquo; and the exact same qualities and skills are required.</p> <p>Being a producer is also like being an agent because your job is to know how to get things done or figure out how to get them done the best way possible in any given condition and within a given time frame. Directing is very similar in that you are responsible for many more moving pieces. Either way, people look to you to make it come together.</p> <p>As agents, we just innately do the same thing. Think about how many moving pieces there are in any given day. Also, no two transactions are exactly the same. It is the agent&rsquo;s responsibility to make the end result the successful listing or sale.</p> <p>Whether it&rsquo;s a TV production or a listing presentation or a buyer consultation, you need to engage your audience in new and innovative ways. I could honestly think of a hundred correlations between my previous career and my new career choice. I firmly believe that we learn the &ldquo;basics&rdquo; early on &mdash; get a good foundation for anything and just build on it from there.</p> <h4> You&rsquo;ve been in real estate only a little more than a year. How do you show people that your newness to the industry isn&rsquo;t a drawback to helping them buy or sell?</h4> <p>That&rsquo;s a good question, and one that was painfully obvious a few weeks after I started. And fortunately for me, it has become almost a nonexistent issue in a relatively short time. I knew I could not change the fact that I was new to the industry, but I knew I could change people&rsquo;s perception of what I bring to the table. In fact, being new to the industry can be an advantage if you use it in the right way.</p> <p>I would not expect anyone to put their trust in my abilities until I can prove it. I need to earn confidence, trust, and loyalty every day. I work tirelessly to listen and learn. I listen to and learn from colleagues to gain as much of their advice and experience as humanly possible. I study. I read publications, take courses, immerse myself in as many issues and real-life experiences as possible. I promise myself that I will never lose a client, a listing, or a sale because I didn&rsquo;t work hard enough or smart enough for my client.</p> <p>In order for me to prove to clients &mdash; existing or potential &mdash; that I am a solid agent, I first have to earn it and prove it to myself. I joke about this at the office, but it&rsquo;s not an exaggeration when I say I literally haven&rsquo;t slept since I started at Weichert.</p> <h4> Has your title as winner of REALTOR&reg; Magazine&rsquo;s Street Cred contest helped you out in this regard?</h4> <p>Absolutely! Recognition by respected colleagues and peers is never a bad thing. Winning Street Cred is another important tool in my toolbox for sure. I can see the thought bubbles above people&rsquo;s heads, especially family and friends, and it now includes the tag &ldquo;REALTOR&reg;&rdquo;. I have used Street Cred at open houses, while meeting prospective customers, and at meetings and listing presentations. My Street Cred video is <a href="http://morristown-nj.org/features.html" target="_blank">posted on the Morristown website</a>. In a few weeks I will be closing on a sale; the icebreaker was Street Cred.</p> <h4> How does your marketing reflect your knowledge of your community?</h4> <p>My marketing is evolving. It is very specifically targeted to raise awareness and get the people to whom I send information to think. I try to educate them on the housing market overall, issues they face as buyers and sellers, and the community as well.</p> <h4> How would you advise other agents to get tuned into their areas?</h4> <p>Be genuine. Be interested. Be helpful. Be inquisitive. Be part of making the area better today than yesterday. Do this every day.</p> <h4> Can you really know everything there is to know about a community?</h4> <p>I think anyone can learn and know a lot about their community by taking an interest, being engaged, and knowing the people, businesses, issues, and properties. That said, a community by its very nature lives and changes. You never learn it once, and that&rsquo;s it. You need to constantly stay current.</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>Lisa Molinari is only a year into the real estate business, but she&#39;s spent her life learning everything there is to know about her town.</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/feb15_NC_molinari.jpg" type="image/jpeg; length=64715">feb15_NC_molinari.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/feb15_NC_molinari_0.jpg?1423694171" /> </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/feb15_LP_molinari.jpg?1423694252" /> </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="/technology/briefs/article/2012/09/how-be-your-town-s-real-estate-expert">How to Be Your Town’s Real Estate Expert</a> </div> <div class="field-item even"> <a href="/first-person/street-cred/article/2014/01/baroness-hyde-park">The Baroness of Hyde Park</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/sales-coach/article/2013/10/become-expert-clients-need">Become the Expert Clients Need</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> Street Cred Tue, 10 Feb 2015 19:44:30 +0000 gwood 18236 at http://realtormag.realtor.org 10 Closing Gifts They’ll Remember You By http://realtormag.realtor.org/product-guide/gifts/article/2015/02/10-closing-gifts-they-ll-remember-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"> Show you care with something your clients will appreciate. </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, February 10, 2015</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>Who doesn&rsquo;t love receiving a gift? A closing gift, from a decorative vase to a restaurant gift card, can be another way to win over buyers&rsquo; and sellers&rsquo; hearts. Real estate professionals for years have been using closing gifts as a way to say thank you at the end of a transaction. You don&rsquo;t always have to spend big bucks to make your gift count, either. Click through the slide show below to gather a range of ideas to help make you memorable to your clients.</p> <h4> ***************<br /> Don&#39;t Miss</h4> <p><strong><a href="/product-guide/gifts/article/2015/02/7-mistakes-you-make-closing-gifts">7 Mistakes You Make With Closing Gifts</a></strong><br /> You want to make a lasting impression on your client at the end of a transaction, but it could be the wrong kind if you&rsquo;re not paying attention.<br /> ****************</p> <div class="embed"> <div class="rmo-slideshow-title"><h2 class="node-title">Ten Closing Gifts They’ll Remember You By</h2> <div class="deck"><p>Here are several ideas for gifts to give your buyers and sellers.</p> <div class="rmo-slideshow-author"> <!--|-->February 2015<div id="author"> | BY <a href="/author/melissa-dittmann-tracey">Melissa Dittmann Tracey</a></div> </div><!-- /.section-date-author --></div><!-- /.deck --> </div> </div> <div id="image-gallery-slideshow"> <div class="view view-image-gallery-images view-id-image_gallery_images view-display-id-block_1 rmo-slideshow view-dom-id-1"> <div class="view-content"> <!-- dynamic display block slideshow --> <div id="views-slideshow-ddblock-image_gallery_images_block_1" class="views-slideshow-ddblock-cycle-vsd-upright-60p clear-block"> <div class="container clear-block border"> <div class="container-inner clear-block border"> <!-- slider content --> <div class="slider clear-block border"> <div class="slider-inner clear-block border"> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_01.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>‘We Moved!’</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>A new home brings a new address. Help your buyers spread the word to their family and friends with a change-of-address card. <a href="http://www.paperstyle.com/is-bin/Invitations/moving+cards?fq=NoOfPhotos:1&amp;utm_source=CJ&amp;utm_medium=Affiliate&amp;cjpid=5299101" target="_blank">PaperStyle</a> features 13 &ldquo;We Moved!&rdquo; card styles to choose from, with each card printed on heavyweight card stock. As their agent, you likely already have a beautiful photo of their new home to upload, so you can just plug in their new contact information on the card. For an added touch, you also could have a professional photo taken of your clients standing by the &ldquo;sold&rdquo; sign in front of their new home.</p> <p><strong>Price:</strong>$1.75 per card for minimum order of 40</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_02.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Your Home Journal</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Gift a journal to your buyers that contains all the information they need about their new home in one place. <a href="http://www.merrillshop.com/marketing/Sections/OrderSection.aspx?SectionId=1" target="_blank">Our Home Journal</a> by Merrill Corp. is a 44-page, spiral-bound journal that will help home owners keep track of all the facts about their home, from the appliances&rsquo; make and model to the square footage and paint colors of each room. The journal can also be branded with your photo, logo, and contact information on the cover so they always have your information on hand. The interior pages include spots to attach photos of the home and places to note paint brands and colors, contractors&rsquo; contact information, utility information, security system programming, maintenance, and more.</p> <p><strong>Price:</strong>$16.50 each for minimum order of five</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_03.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Home Cleansing</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Your superstitious clients may love this: a ritual sage cleansing kit from <a href="http://www.sagemynest.com/products.cfm?CatID=3&amp;NavCat=3" target="_blank">Sage My Nest</a>. The specialized kit &mdash; designed especially for real estate professionals to give clients &mdash; comes with instructions on how to conduct a sage cleansing ceremony to channel more positive energy into their new home. The kit contains a home planting set, a &ldquo;lucky&rdquo; sweet grass ornament that can be hung near the home&rsquo;s entrance, and a four-ounce bottle of room spray. Choose from several room sprays.</p> <p><strong>Price:</strong>$18 to $34 for kits for real estate professionals</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_04.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>City Explorer</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Introduce your new home owners to their community by giving them extra incentive to explore. Gift them a one-year membership to one of your city&rsquo;s local attractions, such as a museum, aquarium, amusement park, or zoo. If you live in a beach community, give your clients beach-themed gifts, such as a tote filled with towels, sunscreen, and beach buckets for children. Another way to motivate them to explore: give them an <a href="https://www.entertainment.com/coupon/welcome.jsp" target="_blank">Entertainment Book Membership</a>, which is filled with coupons and discounts to numerous local restaurants and businesses that can be used yearlong.</p> <p><strong>Price:</strong>$19 for an Entertainment Book Membership</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_05.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>A Perfect Sign</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Memorialize the year when your buyers moved into their new home on a sign they can display inside or outside. The creations by <a href="http://signsbyandrea.com/signs/real-estate-closing-gifts" target="_blank">Signs by Andrea</a> can also serve as a subtle reminder of how you made that day happen. These personalized painted wood signs can be etched to include your buyer&rsquo;s last name as well as the year they established their new home. Select from several designs, including two-foot personalized signs or one-foot monogram signs with name overlays so multiple signs can be hung together as a unit. The signs are painted on reclaimed, weathered wood.</p> <p><strong>Price:</strong>$20 to $100</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_06.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Choose Your Favorite Magazine</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Here&rsquo;s a way to keep your gift coming all year long: the <a href="http://www.magazineclosinggift.com" target="_blank">Magazine Closing Gift</a>. It&rsquo;s a customized loyalty program that allows you to gift a one-year subscription to one of 30 magazine titles. Each monthly magazine they receive will include a Loyalty Label on the front, which includes your name, phone number, logo, and a personal message. You can choose the magazine or allow your clients to select from a list, which includes such titles as <em>Better Homes &amp; Gardens</em>, <em>Good Housekeeping</em>, <em>Parents</em>, <em>Popular Mechanics</em>, <em>Town &amp; Country</em>, and more.</p> <p><strong>Price:</strong>$22</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_07.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>For the Gift-Card Giver</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>You want to give a gift card, but you&rsquo;re not sure which one to give. The <a href="http://www.MultiMerchantCard.com" target="_blank">Multi Merchant Prepaid Card</a> can be a safe bet. These prepaid cards can be redeemed at more than 140 retail stores, online shops, and restaurants. You select the amount to give, anywhere from $25 to $500. Plus, as part of the REALTOR Benefits&reg; Program, National Association of REALTORS&reg; members receive a 5 percent discount on each card they buy. The gift cards can be personalized to include your clients&rsquo; names and a special message, as well as the Home Ownership Matters logo. <a href="https://www.lowesrealtorbenefits.com" target="_blank">Lowe&rsquo;s</a>, another REALTOR Benefits&reg; partner, also offers a 5 percent discount to NAR members on any Lowe&rsquo;s gift cards purchased.</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_08.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Welcome Home</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Dress up the doorstep. The <a href="http://www.personalizationmall.com/Search.aspx?c=AllProducts////UserSearch1=doormat&amp;utm_source=linkshare&amp;utm_medium=affiliate&amp;siteID=zTNXHlxymOY-H1EvpJ9MzYSwdOTh4KAmkw" target="_blank">Personalization Mall</a> features more than 135 designs of welcome doormats that you can customize with your home owners&rsquo; names or their monogram. The doormats come in a standard size &mdash; 18 inches deep by 27 inches wide &mdash; or oversized mats measuring 24-by-48. The doormats include nonskid rubber backing and can easily be cleaned with water.</p> <p><strong>Price:</strong> starting at $27.95</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_09.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Pillow Talk</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>A customized pillow may be that perfect accent to your client&rsquo;s new home. Real estate pro Jolene Cingiser, a sales associate with Keller Williams Realty in Philadelphia, recently launched a company called <a href="http://www.newnestpillows.com" target="_blank">New Nest Pillows</a> to offer real estate professionals a unique closing gift idea. The pillows can be personalized with clients&rsquo; names and the date they moved into their home. A sewn-on tag along the side includes your name, logo, and contact information. Choose from 14 pillow styles, including ones that say &ldquo;Our Nest&rdquo; or &ldquo;There&rsquo;s No Place Like Home.&rdquo;</p> <p><strong>Price:</strong>$<font size="2"><span style="font-size:10pt;">59 <font size="2"><span style="font-size:10pt;">(which includes personalization and shipping)</span></font></span></font></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_10.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Moving Day Survival Kit</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Be the hero on your clients&rsquo; moving day. Moving can be stressful, so a housewarming gift that gives your clients all of the essentials at their fingertips may be just what&rsquo;s needed to make the day go smoother. The <a href="http://www.movingdaysurvival.com" target="_blank">Moving Day Survival Kit</a> comes packaged in a 24-can insulated cooler filled with 20 items that aim to take the hassle out of moving day. It features tools, paper plates and towels, dish detergent, tape measurer, first aid kit, trash bags, door stops, and more.</p> <p><strong>Price:</strong>$69.99</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> </div> <!-- slider-inner--> </div> <!-- slider--> <!-- scrollable pager images--> <div class="spacer-horizontal"><b></b></div> <!-- scrollable pager container --> <div id="views-slideshow-ddblock-scrollable-pager-image_gallery_images_block_1" class="scrollable-pager clear-block border"> <!-- prev/next page on slide --> <!-- custom "previous" links --> <!--<div class="prevPage"></div>--> <div class="prev"></div> <!-- scrollable part --> <div class="vsd-scrollable-pager clear-block border"> <div class="items scrollable-pager-inner clear-block border"> <div class="scrollable-pager-item scrollable-pager-item-1"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_01.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-2"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_02.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-3"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_03.jpg" 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</div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-6"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_06.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-7"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_07.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-8"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_08.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-9"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_09.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> <div class="scrollable-pager-item scrollable-pager-item-10"> <a href="#" title="navigate to topic" class="pager-link"><img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/0215_PG_closing_gifts_10.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /></a> </div> <!-- /custom-pager-item --> </div> <!-- /pager-inner--> </div> <!-- /vsd-scrollable-pager --> <!-- custom "next" links --> <div class="next"></div> <!--<div class="nextPage"></div>--> <!-- navigator --> <div class="navi"></div> </div> <!-- /scrollable-pager--> </div> <!-- container-inner--> </div> <!--container--> </div> <!-- template --> </div> </div> <div id="slideshow_tips">Click on the small photos to scroll through the slide show. <div id="copyright">&copy; 2015 REALTOR&reg; MAGAZINE ONLINE </div></div> </div> <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>Show you care with something your clients will appreciate.</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/feb15_PG_closing_gifts.jpg" type="image/jpeg; length=26896">feb15_PG_closing_gifts.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/feb15_PG_closing_gifts_0.jpg?1423582180" /> </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/feb15_LP_PG_closing_gifts.jpg?1423582201" /> </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/2015/01/art-saying-thank-you">The Art of Saying ‘Thank You’</a> </div> <div class="field-item even"> <a href="/product-guide/slideshow/2014/12/2014-gift-guide-11-budget-friendly-ideas">2014 Gift Guide: 11 Budget-Friendly Ideas</a> </div> <div class="field-item odd"> <a href="/buyers-guide/gifts/article/2013/12/2013-holiday-gift-guide-3-high-touch-ways-give">2013 Holiday Gift Guide: 3 High-Touch Ways to Give</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> Gifts Mon, 09 Feb 2015 16:57:52 +0000 gwood 18217 at http://realtormag.realtor.org 7 Mistakes You Make With Closing Gifts http://realtormag.realtor.org/product-guide/gifts/article/2015/02/7-mistakes-you-make-closing-gifts <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"> You want to make a lasting impression on your client at the end of a transaction, but it could be the wrong kind if you’re not paying attention. </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, February 10, 2015</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>Showing thanks to your clients with a closing gift is a traditional way many real estate professionals seal up a transaction. A closing gift not only serves as a special treat to your home buyers and sellers, but it can also help make you more memorable long after a transaction ends. After all, <a href="/sales-and-marketing/relationship-management/article/2014/07/repeat-business-why-your-clients-really-">expressing gratitude can be a powerful motivator</a> in getting clients to use your services again down the road, studies have shown.</p> <blockquote> <p><strong>Don&#39;t Miss</strong></p> <p><a href="/product-guide/gifts/article/2015/02/10-closing-gifts-they-ll-remember-you">10 Closing Gifts They&#39;ll Remember You By</a><br /> We&#39;ve got some suggestions for presents you can give clients that they&#39;ll truly appreciate.</p> </blockquote> <p>But even with the best of intentions, your gift-giving gesture can backfire if you&rsquo;re not careful. Here are some closing gift offenses to avoid:</p> <ol> <li> <strong>Making it all about you: </strong>That engraved wall clock with your company&rsquo;s logo etched in the middle really is the perfect gift &mdash; for you. Your intention is that your client will remember you every time they glance at the time. But in all honesty, what&rsquo;s the likelihood that a clock with your name plastered all over the front will end up tucked away in their attic? &ldquo;It&rsquo;s not about you,&rdquo; says sales coach Liz Wendling, who works with real estate companies on maximizing their business potential. &ldquo;Make your gift client-centered, not agent-centered. If you give them a gift that is egotistical or something they won&rsquo;t enjoy, it isn&rsquo;t going to be used to remember you by.&rdquo; You needn&rsquo;t have your name and logo in all caps all over your gift for them to remember your kind gesture. As long as it&rsquo;s a thoughtful gift, they&rsquo;ll remember you, Wendling says.</li> <li> <strong>Not listening: </strong>You&rsquo;ll miss the opportunity to give your clients a truly heartfelt gift if you don&rsquo;t tune in to their likes and dislikes. &ldquo;When you&rsquo;re driving around with them showing properties, they may mention a favorite restaurant &mdash; which you could give them a gift card to &mdash; or maybe how they&rsquo;ll be taking a cruise soon, and you could give them money to spend for that,&rdquo; Wendling says. &ldquo;Clients are dropping hints all the time. This is one way you can make yourself more memorable, by giving them a gift from listening closely to their likes and dislikes. They&rsquo;ll feel even more touched by your gesture.&rdquo;</li> <li> <strong>Choosing the wrong time to give: </strong>Traditionally, the closing gift is something agents present to clients right after closing. But you may find they&rsquo;ll appreciate your gift even more if you wait. &ldquo;A gift can lose its impact if it&rsquo;s not delivered in the right place or the right time,&rdquo; Wendling says. If your clients just purchased or sold a house, they undoubtedly have a lot on their minds after closing. Your gift could wind up in a stack or pile that gets overlooked later on. Instead, consider giving them a gift 30 days or even 90 days after closing. It provides a perfect way to follow up and get face-to-face with them again.</li> <li> <strong>Not giving the gift in person: </strong>Sending your gift in the mail or leaving it at your clients&rsquo; doorstep means you&rsquo;ll miss a perfect excuse to deepen your relationship by checking on how they&rsquo;re doing. You&rsquo;ll also be passing up an opportunity to ask for referrals, Wendling says. Contact your clients and say: &ldquo;I bought a gift to thank you for your business, and I&rsquo;d like to drop it off in person.&rdquo; This is where you can weave in asking for a referral in a nurturing, kind way. You&rsquo;re not just asking for five friends they can connect you with. Instead, you&rsquo;re using the gift as a subtle way to meet with them again and throw in a &ldquo;by the way, if you happen to know of anyone else I can help, please send them my name.&rdquo;&nbsp;</li> <li> <strong>Deducting too much &mdash; or not enough &mdash; on your taxes:</strong> The IRS allows you to deduct some of your business gift-giving, but make sure you stay within the legal limits for your deductions. Check out <a href="http://www.irs.gov/publications/p463/ch03.html" target="_blank">IRS Publication 463</a> for the guidelines. In general, you are allowed to deduct no more than $25 for business gifts to each person during a tax year.</li> <li> <strong>Accidentally offending your client: </strong>A gift of wine would be the wrong choice for a recovering alcoholic or someone who doesn&rsquo;t drink due to religious reasons. Your gourmet sweets also may be a bad choice for someone with an allergy to nuts or dairy. To play it safe, Wendling recommends giving your customers a choice of three gifts. At the end of closing, say: &ldquo;I usually like to give my clients a little gift after they do business with me. I often do one of three things; which one would you like?&rdquo; By allowing them to select the gift from your three options, they may be more appreciative of it, and you don&rsquo;t have to fear you gave the wrong gift.&nbsp;&nbsp;</li> <li> <strong>Not giving anything: </strong>&ldquo;You don&rsquo;t have to spend a fortune,&rdquo; Wendling says. &ldquo;You give based on what you can afford and what you think it&rsquo;s worth.&rdquo; Yet some real estate professionals are adamant that they shouldn&rsquo;t be expected to give a gift in return for their service. Like it or not, closing gifts have almost become an expectation among many buyers and sellers. Giving nothing could backfire and may make some clients feel snubbed, Wendling says.</li> </ol> <p>You can avoid all of these closing-gift mistakes, but remember that your client&rsquo;s satisfaction doesn&rsquo;t rest on it. &ldquo;Honestly, they&rsquo;ll remember you much more by how you treated them than by your gift,&rdquo; Wendling says. &ldquo;But you&rsquo;re using a closing gift to build your reputation, showing thoughtfulness and using it as another opportunity to connect with your clients on a deeper level.&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>You want to make a lasting impression on your client at the end of a transaction, but it could be the wrong kind if you&rsquo;re not paying attention.</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/feb15_PG_bad_gifts.jpg" type="image/jpeg; length=32489">feb15_PG_bad_gifts.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/feb15_PG_bad_gifts_0.jpg?1423581150" /> </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/feb15_LP_PG_bad_gifts.jpg?1423581167" /> </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/your-nar/article/2014/01/give-closing-gift-everyone-can-use">Give a Closing Gift Everyone Can Use</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/feature/article/2007/03/6-clever-closing-gifts">6 Clever Closing Gifts</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/feature/article/2015/01/art-saying-thank-you">The Art of Saying ‘Thank You’</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Gifts Mon, 09 Feb 2015 16:49:38 +0000 gwood 18216 at http://realtormag.realtor.org Adding Health and Wellness to Office Space http://realtormag.realtor.org/commercial/feature/article/2015/02/adding-health-and-wellness-office-space <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"> Building owners and property managers can leverage technology, amenities, and infrastructure to help tenants create a best-in-class health and wellness experience for their employees. </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 9, 2015</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/mike-mckeown">Mike McKeown</a> </div> </div> </div> <!--paging_filter--><p>Today&rsquo;s workforce is more health conscious and tech savvy than ever before. As more attention is paid to these topics, building design and performance will play a critical role in creating a competitive advantage for those offering healthier office environments.</p> <p>Programs like the <a href="http://delos.com/about/well-building-standard/" target="_blank">Delos Well Building Standard</a> are laying the groundwork for more formal ways to measure and certify the well-being aspects of buildings. But outside of certification, there are more basic changes that building owners and property managers can consider to evolve their real estate offerings. Three areas to focus on are infrastructure, technology, and amenities.</p> <h4> Infrastructure</h4> <p>A building is only as strong as its foundation. Are you leveraging your current infrastructure? Do you have the proper data on mechanical, engineering, plumbing, and HVAC performance to understand the return on investment of reduced energy consumption? Sometimes simply sharing that data with tenants can yield results: A <a href="http://www.clickgreen.org.uk/research/trends/125326-study-finds-the-missing-ingredient-in-energy-efficient-buildings-are-the-people.html" target="_blank">recent study conducted by Washington State University</a> found that effective training on the features in high-performance buildings led to higher satisfaction in the work environment. Aspects of well-being that can be directly impacted by proper infrastructure include regulated temperature control, appropriate lighting levels, and indoor air quality.</p> <p>Many building owners are also retrofitting spaces to accommodate raised floor systems &mdash; which provide healthier, more energy-efficient air distribution &mdash; and individual occupant temperature control. In my experience surveying thousands of building occupants, complaints about poor air quality and lack of personalized temperature control rank among the most common. Investing in these upgrades can give you a leg up on the competition.</p> <h4> Technology</h4> <p>As tenants continue to look for ways to customize how they interact with their surroundings, they will expect technology to pave the way. The personalization of lighting and temperature control is becoming ubiquitous, but what else might we see in the future? Organizations may begin to use gamification techniques on a broader scale to help measure health and well-being metrics. For instance,many companies already help their employees to track metrics such as steps they take each day, then create healthy competition to measure and increase performance. But there is also potential for an entire building to measure occupants&rsquo; overall steps (or a reduction in elevator usage) and compare that to other comparable properties. As a building owner, it could be a powerful message to say that your building helps encourage people to walk more, and be able to back it up with hard data. One company I&rsquo;ve worked with added digital displays in the stairwells to track real-time data on how many total steps were taken on a daily basis. Imagine scaling up that concept for an entire building.</p> <p>Digital displays can also provide educational content, such as nutritional information in the cafeteria, exercises that can be done in the office, reminders to drink more water, and notices of how many calories one can burn by walking around the building. Studies show that having more access to health data on a regular basis can motivate people to change their behaviors.</p> <h4> Amenities</h4> <p>Amenities can be a huge selling point to potential tenants in an existing building, and should be fully explored when developing a new property. As a starting point, do your homework. For instance, if your building doesn&rsquo;t have a fitness center, are there other facilities nearby that can provide discounts to your tenants? This can often be a more cost-effective compromise if it is too difficult to add space in an existing building. Also, while some buildings restrict access to stairwells for security reasons, opening these areas up can provide a healthy alternative to taking the elevator. The majority of building occupants I have surveyed note that having access to walk the stairs as a form of exercise (on their lunch break, for instance) would be a highly desirable amenity. Consider upgrading the finishes and lighting in the stairwells to give them an even more inviting feel. Newer construction is implementing more stairwells positioned near the exterior, with views to the outside.</p> <p>While many people think of amenities as traditional add-ons, such as cafeterias and fitness centers, it&rsquo;s important to look for other ways to improve the overall quality and convenience of life for your tenants. Examples include ample and safe bicycle storage, access to and integration with the outdoors, day care and pet care services, car maintenance, and dry cleaning. While these amenities may not make your tenants physically healthier, they can help alleviate some of the stress in their lives. Anything you can do to improve the overall quality of life for your building occupants is a step in the right direction. And if you can&rsquo;t make these adjustments directly in the building, reach out to the business community to look for strategic partnerships and creative solutions to provide more valuable amenities.&nbsp;</p> <p>Of course, such changes do little to bring in new tenants if they&rsquo;re not shared with the community, so you need to get the word out on the street about all these great steps you are taking. Look for ways for your building to be more integrated with the community and leverage this for PR purposes. Can you open a common area in your building for community yoga classes, sponsor a &ldquo;climb the stairs&rdquo; charity event in your building, or put your energy savings toward other local health initiatives? These types of investments can create an engaging story in the real estate community and beyond.&nbsp;&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>Building owners and property managers can leverage technology, amenities, and infrastructure to help tenants create a best-in-class health and wellness experience for their employees.</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/feb15_C_healthy_building.jpg" type="image/jpeg; length=28320">feb15_C_healthy_building.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/feb15_C_healthy_building_0.jpg?1423592516" /> </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/feb15_LP_C_healthy_building.jpg?1423592534" /> </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="/commercial/feature/article/2014/03/welcome-walkable-suburbia">Welcome to Walkable Suburbia</a> </div> <div class="field-item even"> <a href="/home-and-design/feature/article/2014/07/building-for-future">Building for the Future</a> </div> <div class="field-item odd"> <a href="/home-and-design/feature/article/2007/05/materials-interior-detailing-healthy-homes">Materials, Interior Detailing, Healthy Homes</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, 09 Feb 2015 20:23:51 +0000 mwhite 18218 at http://realtormag.realtor.org Go Beyond Training http://realtormag.realtor.org/for-brokers/network/article/2015/02/go-beyond-training <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Classes and mentors are great, but brokers should consider structuring their companies around long-term agent support. </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 9, 2015</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/graham-wood">Graham Wood</a> </div> </div> </div> <!--paging_filter--><p>Far too often in real estate, it&rsquo;s every man for himself. Agents come into a brokerage, they&rsquo;re given a desk, a phone, and a computer, and they&rsquo;re told: &ldquo;Good luck.&rdquo;</p> <p>&ldquo;That&rsquo;s how to lose an agent in less than six months,&rdquo; says Chris Scott, president of The Paperless Agent and marketing manager for GoodLife Realty in Austin, Texas.</p> <p>Brokers can&rsquo;t expect to retain top talent unless they&rsquo;ve created an environment that truly supports agents. So step one: Don&rsquo;t throw them to the wolves.</p> <p>Scott, along with Mary Maloney, broker-owner of Hometown Realty in San Marcos, Calif., spoke at the Real Estate Connect conference in New York about how brokers can structure their companies to focus on agent success. While training is an important element, Scott and Maloney say there&rsquo;s so much more that can be done to prop up agents.</p> <h4> Hire People Who Really Belong at Your Company</h4> <p>&ldquo;You know what happens when you hire agents just for the manpower?&rdquo; Maloney says. &ldquo;You end up firing them all.&rdquo;</p> <p>Bringing someone into a business environment that they aren&rsquo;t truly suited for just to get more hands on deck is the first sign that a brokerage doesn&rsquo;t take agent support to heart. But how do you know whether someone is going to be a good fit for your company?</p> <p>&ldquo;Hire to your core values,&rdquo; Maloney says. She&rsquo;s no stranger to letting agents go: She had to clean house once after realizing nobody she hired met the vision she has for her brokerage. When she started evaluating potential hires based on her core values, she began to spot the talent she wanted.</p> <p>Maloney&rsquo;s company core values are:</p> <ul dir="ltr"> <li> Be grateful.</li> <li> Serve the customer.</li> <li> Constantly innovate.</li> <li> Elevate and grow.</li> <li> Deliver amazing experiences.</li> <li> Be relentlessly authentic.</li> <li> Have passion and purpose.</li> <li> Surprise and delight.</li> <li> Stay humble.</li> </ul> <p>&ldquo;By evaluating each situation against these core values, it is easy to determine if an agent&rsquo;s actions are aligned with these core values either internally or externally,&rdquo; Maloney says.</p> <h4> Delegate Non-Sales Tasks to a Support Staff</h4> <p>Producing marketing materials, managing social media profiles, and generating leads takes agents&rsquo; time away from utilizing their No. 1 skill: selling. Maloney and Scott have both hired support staff to take care of these tasks at their brokerages, freeing up agents to spend more time with clients.</p> <p>&ldquo;We believe that agents are great sales people but may not always have the skills and discipline that it takes to be great marketers,&rdquo; Maloney says. &ldquo;The days of the lone-ranger agent are numbered in my mind. There is only so much capacity for a single person. Consistency of brand message and marketing gets lost when the demand of execution of transactions takes priority. This is what creates the &lsquo;feast or famine&rsquo; business for most single agents.&rdquo;</p> <p>Maloney&rsquo;s support staff handles marketing, lead generation, and transaction management so agents can focus on &ldquo;delivering an amazing experience to the consumer,&rdquo; she says, adding that she hires experts in each position to &ldquo;empower them to be great at that job.&rdquo;</p> <h4> Invest in More Managers</h4> <p>Every agent should get regular one-on-one time with a manager, but larger brokerages often put too many agents under one manager, Scott says. That makes it less likely for the manager to find the time for a meaningful meeting with each agent to discuss their goals and progress.</p> <p>&ldquo;In any other industry, you wouldn&rsquo;t try to have a ratio of 30 or 40 sales professionals to a single manager,&rdquo; Scott says. &ldquo;But it&rsquo;s often what people do in real estate, and then they wonder why the agents don&rsquo;t perform or why customers give agents poor reviews.&rdquo;</p> <p>GoodLife Realty has a full-time manager for 15 agents, plus a part-time trainer, a contract-to-close manager, and a full-time and part-time marketing specialist. The manager meets with the agents once a month separately from sales meetings.</p> <p>&ldquo;This is part of the cost of providing value to our agents, so they can have the support they need to serve their customers,&rdquo; Scott says. &ldquo;Any&nbsp;brokerage that isn&rsquo;t providing enough support to their agents is hurting themselves, the consumers, and our industry at large.&rdquo;</p> <h4> Make a Personalized Business Plan for Each Agent</h4> <p>In the monthly meetings between GoodLife&rsquo;s managers and their agents, the managers help each agent figure out their income goals for the year and steps they need to take to meet those goals. And every month, they track the agent&rsquo;s progress.</p> <p>&ldquo;Each agent&rsquo;s business plan breaks it down into the number of deals needed to hit their income goal and&nbsp;the number of appointments they need to schedule each week to achieve that number of deals,&rdquo; Scott says. &ldquo;Each appointment, contract, pending, and closing is tracked so we know how the agent is performing compared to their goals.&nbsp;Our managers sit down with each agent one-on-one every month to see how they are tracking toward their goals. This leads to a meaningful discussion about what support the agent needs if they are falling short, or to acknowledge their success in achieving their goals.&rdquo;</p> <hr /> <br /> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="width: 150px; height: 117px; float: left;" /><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> <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>Classes and mentors are great, but brokers should consider structuring their companies around long-term agent support.</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/feb15_B-B_support.jpg" type="image/jpeg; length=33797">feb15_B-B_support.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/feb15_B-B_support_0.jpg?1423864991" /> </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/feb15_LP_B-B_support.jpg?1423865025" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2014/08/create-winning-brokerage-culture">Create a Winning Brokerage Culture</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2014/09/training-made-easier-team-them-up">Training Made Easier: Team Them Up</a> </div> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2014/07/responding-agents-demands">Responding to Agents&#039; Demands</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2015/02/training-agents-new-construction">Training Agents on New Construction</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2015/01/building-community-minded-culture">Building a Community-Minded Culture </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, 09 Feb 2015 16:47:46 +0000 echristoffer 18215 at http://realtormag.realtor.org