REALTOR® Toledo - Toledo Regional Association of REALTORS

Transcription

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To REALTOR®
Volume 52, Issue 1
Winter, 2014
John Mangas
President
Penny Kice
President Elect
Mike A. Crouse
Treasurer
The Trusted Voice of Real Estate
Brad Crown
Past President
Megan Meyer-Foos
Chief Executive Officer
Jack Amlin, ABR
Joann Amos
David Browning, GRI
Carol Dimas, ABR
Phil Henderson, ABR, GRI
Esther Johnson
Mark Kruse, ABR, CRS, GRI
Daniel McQuillen
Mary Ann Mills
Michael Poulos, Jr., SIOR
Scott J. Seipel, CRB
NORIS Representative
Melissa Utterback, ABR
Jody Zink, e-PRO
Toledo REALTOR® Magazine
Managing Editor
Christi Marino
Executive Editor
Megan Meyer-Foos
Officers:
President . . . . . . . . . . . . . . . . . . . . . . . . . John Mangas
President Elect . . . . . . . . . . . . . . . . . . . . . . Penny Kice
Treasurer . . . . . . . . . . . . . . . . . . . . . . . Mike A. Crouse
Past President . . . . . . . . . . . . . . . . . Bradley A. Crown
Chief Executive Officer . . . . . . . . . Megan Meyer-Foos
NORIS Representative . . . . . . . . . . Scott Seipel, CRB
Directors:
Jack Amlin, ABR, CAI, AARE Auctioneer
Joann Amos
David Browning, GRI
Carol Dimas, ABR
Phil Henderson, ABR, GRI
Esther Johnson
Mark Kruse, ABR, CRS, GRI
Daniel McQuillen
Mary Ann Mills
Michael Poulos, SIOR
Melissa Utterback, ABR
Jody Zink, ePro
Toledo REALTOR® Magazine is published four times a
year: January, April, July and October (some years
five times a year with the addition of the Special Election issue) by the Toledo Board of REALTORS®, 590
Longbow, Suite A, Maumee, OH 43537.
Toledo REALTOR® Magazine
590 Longbow, Suite A
Maumee, Ohio 43537
Phone: 419-535-3222
Fax: 419-535-7990
www.toledorealtors.com
INSIDE THIS ISSUE:
President’s Letter
3
Coaching Corner: How Relevant are you?
4
New Members
4
New Qualified Mortgage Rule
5
Ohio Officials Moving Forward with New Septic Rules
5
TBR 2013 Annual Business Meeting Highlights
6-7
City of Toledo DPU Voluntary Monthly Budget Plan
8
Continuing Education
9
Image is Everything
10-11
Chris Hall Takes the Helm of OAR
12-13
Homes are Getting Smarter, More Connected
14
2 Steps to Success
15
NORIS: ShowingTime Questions & Answers
16
NORIS: dotloop—peoplework not paperwork
17
NORIS: GoMLS
18
NORIS: Fusion MLS—2014 Classes
19
Problem Solving Formulas
20
Warnings about Smartphone Damage in Cold
21
Calendar of Events
21
Women’s Council of REALTORS®
22
3 Ways to Show Former Clients Your Appreciation
23
Agent, Appraiser: How Much Can We Talk?
23
Volunteers Needed—HBA House & Home Show
24
Legally Speaking: Is the Listing Released or Off Market?
25
The Toledo Board of REALTORS® neither approves or
disapproves of the products or services of its advertisers.
Page 2
Toledo REALTOR® Magazine | February 2014
What can I tell you that you haven’t already heard?
I just read through the 2013 Profile of Home Buyers and Sellers that NAR released on January
15th. My initial reaction was that I’ve heard it all before, but then as I dug a bit deeper I found a
few stats, trends and concepts that were really fascinating. I’m taking this opportunity to share a
few of those, along with how they might play out in our local markets. So let’s get going…
HOUSEHOLDS:
 Gross Household Income in 2010 was $72,200 and $83,300 in 2013. While the economic
recovery has been slower than any of us would like, this is a clear indication that a grass roots
recovery is underway.
 More married couples are buying homes; in 2010, 58% of buyers were married and in 2013,
66% of buyers were married. Interestingly, in 2010, 20% of buyers were single females and in
2013, 16% of buyers were single females. This is a significant trending reversal that is worth paying attention to.
 The number of households with adult children residing with their parents dropped by 1% from 2012 to 2013. This is the first
drop in that dynamic in years.
FIRST TIME BUYERS:
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In 2009, 47% of all buyers were first time buyers and in 2013, it was 38%.
Median age: 31; Median household income: $67,400; Median sq. ft. of home purchased: 1,670; 91% used a Realtor.
REPEAT BUYERS:
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Median age: 52; Median household income: $96,000; Median sq. ft. of home purchased: 2,060; 86% used a Realtor.
THE SEARCH PROCESS:
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89% of buyers frequently (76%) or occasionally (13%) looked online for homes.
Photos were the most valuable thing to buyers looking online.
Detailed information about the property was the second most valuable item to buyers searching online.
50% searched on a mobile device.
INVENTORY:
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The average buyer looked at 10 homes before buying.
The average buyer looked for 12 weeks before making an offer. This includes two weeks of looking prior to selecting an agent.
The seller received 97% of their asking price, up from 95% the prior year.
The median time on the market decreased from 11 weeks to 5 weeks.
88% of sellers were assisted by an agent, up from 79% in 2001.
The Northwest Ohio market may differ somewhat with these statistics, but the basic trending remains useful. We are fortunate that
buyers and sellers continue to see value in what we as REALTORS® bring to the buying and selling experience. In fact, there is a case
to be made that our role in a transaction has become more valued by consumers. The Large amount of data available to consumers,
the complexity of many transactions, and compliance standards are just a few reasons for this.
The Toledo Board of REALTORS® leadership and staff continue to look for ways to enhance the REALTOR® image through public relations, agent training and political advocacy. Building on the REALTOR® brand benefits us all and provides us more opportunities to
assist consumers in very tangible ways.
John Mangas
2014 President
Toledo Board of REALTORS®
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Coaching Corner: How relevant are you?
Earlier this week I participated in our
local board’s strategic planning meeting
and it has really prompted some interesting thoughts. The facilitator posed
some very provoking questions about
our relevance, so I am posting that
wise
words |
same question to you in terms of your
own business—are the services you
provide relevant to what your clients
need and want from you as a REALTOR®?
This is a great new year question and
an opportunity to examine your business from the inside out to determine
what is working and what isn’t. We all
get into ruts with “how things have always been done.” Does this service
our clients, our business? No! We
need to be constantly re-evaluating
what we do and how we do it.
What do our clients expect from us and
are we providing that to them? If our
future business was based upon the
ratings of our current and past clients,
how plentiful would that new client base
be?
Take some time for a bit of business/self-examination and explore for
yourself how you might reinvent yourself
within your business. Put yourself in the
mindset of a consumer and see how
things might need to shift or even stop
happening. Be hones, be brutal and be
fearless—this is so important to you, your
clients and our industry.
- Marilou Butcher Roth
Ohio Association of REALTORS®
“Don’t judge each day by the harvest you reap
but by the seeds that you plant.”
- Robert Louis Stevenson
New Members
The Bylaws of the Toledo Board of REALTORS® require that the names of all applicants for active REALTOR® membership be
published in the newsletter. If any member objects to any applicants being elected to membership, he or she should state it in writing to the Board. Such objections, however, must be based upon lack of qualifications set forth by the Bylaws.
NEW MEMBERS
Apple Creek Realty
Turley, Patricia
City Trends Realty
Loch, Daniel
Coldwell Banker Haynes
Nalls, Alisha
The Danberry Co.
Hutt, Chelsea
Perkins, Nicholas
Shoemaker, Sarah
Stowell, Christine
Weisenburger, Tina
DiSalle Real Estate
Arps, Amy Jo
Kiefer, Darlene
Woo, Brenda
Gerdenich Realty Co.
Ostrowski, Christopher
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Industrial Developers Ltd.
Stambaugh, Craig
RE/MAX Central Group, Inc.
Gedert, David
Key Realty
Carroll, Amy
Dale, Danielle
Harrington, Michael
O’Brien, Angie
Peske, Janye
Smith, Jill
RE/MAX Masters
Sell, Michael
KP Premiere Realty
Kramer, Dirk
Ohio Real Estate Auctions
Wiemken, Stanley
RE/MAX Preferred Associates
Gaytan, Miguel
Horman, William
Rader, Ronald
Shaner, Jennifer
Vincent, Tracy
Welles Bowen Realtors
Falk, Michelle
Jervis, Marcy
Realty Five Defiance
Snow, Matthew
Reichle Klein Group
Dorsey, Dana
New “Qualified
Mortgage”
RuleIsn’t
Takes
Building
Relationships:
There
An Effect
App forJanuary
That 10
The start of 2014 signals the launch of
new rules by the Consumer Financial
Protection Bureau (CFPB) requiring that
borrowers seeking a mortgage show
proof of their ability to repay the loan.
According to the CFPB:
The Ability-to-Repay and Qualified Mortgage rule is a “back-to-basics” approach to mortgage lending that will
protect consumers from the debt trap of
a mortgage they can’t afford. Starting
January 10, lenders will be required to
make a reasonable, good-faith determination that a borrower can afford to
repay a mortgage. That’s a commonsense policy that responsible lenders
have already been following for decades – and this month it will be the
law.
The Bureau also has a fact sheet about
the new rules. In short, to be a Qualified Mortgage, the loan:
 Cannot have excessive upfront
points and fees:
 Cannot be longer than 30 years;
 Cannot have certain risky features,
such as paying only interest and
not principal, or paying less than
the full amount of interest so that
the total debt grows each month;
and
 Must be in one of three categories:
1. The monthly loan payment, plus
the borrower’s other debt payments, does not exceed 43 percent of the borrower’s monthly
income; or
2. The loan qualifies for purchase or
guarantee by a government sponsored enterprise (Fannie Mae or
Freddie Mac), or is insured or guaranteed by a federal housing agency;
or
3. The loan is made by a small lender
that keeps the loan in portfolio.
The CFPB estimates that 92 percent of
all mortgages fit into one of the three
key categories. CFPB Director Richard
Cordray, who previously served as Ohio’s
Attorney General, explains the rule to the
following National Association of REALTORS video (which also accessible via
realtor.org).
CLICK HERE for additional information
from NAR regarding the new mortgage
rules.
- Carl Horst
Ohio Association of REALTORS®
Ohio Officials Moving Forward with New Septic System Rules
State health officials are moving forward with plans to implement new septic standards in Ohio, following a series
of public hearings that were held across
the state late last year. The new rules
would mark the first update in standards since 1977.
Six years ago, an effort to update the
state’s septic rules was scrapped after
home builders, REALTORS® and other
interest groups expressed concerns
about the excessive costs and burdensome regulations. Ongoing discussions
between officials and interested parties
resulted in the revised proposal.
The public comment period on the new
rules ended in mid-December and are
currently undergoing a final review by
the Ohio Public Health Advisory Committee. OAR requested a delay in the
effective date of the new standards and
a clearer definition of what constitutes
economic impact, among other technical concerns.
It’s likely that the new draft will be finalized by June, with a yet-to-bedetermined effective date.
State health officials have indicated
that the new rules will not force homeowners to replace working systems.
They are intended to apply to new construction or failed septic systems. A
Page 5
2012 survey found that 31 percent of
septic systems statewide were leaking
sewage into streams and groundwater,
although health officials stress that
many of these will not need to be replaced but simply have broken and/or
missing parts replaced.
sand and soil.
Though the new soil requirements are
not as stringent as the 2007 standards,
they are still a big improvements, said
Karen Manci, a sewage and waterquality expert at Ohio State University.
The Ohio Department of Health has created a website designed to address
concerns raised throughout the public
hearing process and debunk myths that
have surfaced.
Adoption of the new septic rules appears more likely this go-around, the
Dispatch notes:
One of the biggest technical changes
in the new draft compared to the standards proposed in 2007 is a reduction
in soil requirements—now proposed at
6 to 18 inches in most parts of Ohio
versus the earlier standard of 2 feet.
As the Columbus Dispatch noted:
Where soil is deemed inadequate,
standard septic systems could be altered to include such things as additional tanks or mounds of landscaped
As the Ohio Department of Health prepares to forward the rules for a legislative panel’s review, one potentially powerful opponent already is on board.
“We signed off on the whole thing some
time ago,” said Vince Squillace, vice
president of the Ohio Home Builders
Association.
- Scott Williams
OAR Director of Government Affairs
TBR Installs New Officers and Recognizes Top Honorees at 2013
Annual Business Meeting
The Toledo Board of REALTORS® (TBR)
held its Annual Business Meeting on
December 5, 2013, at Forrester’s on
the River. The meeting was sponsored
by Fifth Third Bank and Toledo Public
Schools was the featured charity.
During the meeting, the following individuals were recognized for their accomplishments:
Dan McQuillen, The Danberry Co., was
awarded the 2013 REALTOR® of the
Year Award. Dan has been licensed for
nine years, is a 2013 President’s Sales
Club Award of Distinction recipient and
has served on TBR’s RPAC, Legislative,
YPN, Education, Member Engagement
and Budget Committees.
In addition to his real estate activities,
he is a “20 Under 40” Award Winner
and is a member of Little Flower Church,
a Leadership Toledo Trustee, is on the
University of Toledo Finance Advisory
Board, a member of EPIC and the
Toledo Sport & Social Club, and was a
judge for the 2013 Youth Jefferson
Awards.
Kathy Kuyoth, RE/MAX Preferred Associates, was awarded the 2013 REALTOR®/Citizen of the Year Award. Kathy
has been licensed for 37 years and has
been involved in numerous causes in
the community. She served on the
2013 Board of Directors and Executive
Committee of the Better Business Bureau and was nominated three times for
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the BBB Torch Award. She has helped
raise thousands of dollars for the Children’s Miracle Network and the Susan
G. Komen Foundation, and during the
holidays she makes it an annual tradition to adopt a family in need. She is
an active member of Christ the King
Church where she has served on the
Parish Council since 2007, and is a
regular supporter of the Seagate Food
Bank.
Debbie Petersheim, Midland Title &
Escrow, was awarded the 2013 Affiliate of the Year Award. Ms. Petersheim
has been in the title business for 11
years and sold real estate for 12 years
prior to that. She currently serves on
TBR’s Legislative and RPAC Committees, and has served on TBR’s Equal
Opportunity in Housing & Cultural Diversity, Commercial/Industrial, Education, Events, Summerfest and YPN
Committees. She has served on the
TBR Cares Program, Leadership Development, Rookie League, Game Changers, TBR Habitat Builds, Sheriff Sale,
Trade Fairs and Home Ownership Expo
Task Forces. While she was a REALTOR®, this year’s recipient served as
an OAR Director for seven years, was
on TBR’s Board of Directors for six
years, and was an Affiliate Director on
the Board of Directors for four years.
She is currently a member of the HBA,
WCR and is a member of the Mortgage
Bankers Association Board of Directors.
Carole B. Hunter, The Danberry Co.,
was awarded the 2013 Distinguished
Service Award. Carole has been licensed for over 31 years, was a manager for 28 years and holds the GRI,
SRS and CRB designations. After serving seven years as an agent, Carole
joined Danberry’s management team
where she ushered the company into
the “age of technology” by buying their
first fax machine. In addition to her full
time duties she was dedicated to going
back to school full-time so she could
obtain her broker’s license. She has
been involved at the Toledo Board of
REALTORS®, the Ohio Association of
REALTORS® and the National Association of REALTORS®.
At the TBR she has been a strong RPAC
supporter, and was a member of the
Public Policy Committee, 100th Anniversary Planning Committee and the
Innovation Task Force. She was the
1983 REALTOR® of the Year and was
the 2nd female President of the TBR
Board of Directors. In addition to her
involvement at TBR she has served as
on OAR Director, on various OAR committees and as a NAR Director.
Outside of real estate she is involved in
the Maumee Chamber of Commerce,
Our Lady of Lourdes Catholic Church,
the Arbutus Beach Association and St.
Joseph Senior Bride.
In addition to selling real estate she
enjoys real estate management, training and coaching agents, playing
bridge, cooking, decorating, entertaining and is an avid reader.
The National Association of REALTORS® recognizes REALTORS® who
have been with the National Association for over 40 years with REALTOR®
Emeritus Status. The following members were recognized:
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TBR Board President and the following
new members of the Board of Directors
were also sworn in:
Robert Beery, Jr.
W. William Conklin
Janet L. Faunce
James Flynn
Brent Gagne
Everett Harris
Robert Harwaldt
Allen Hotchkiss
James Irons
Michael E. Murray
Sandra Ryan
Ferdinand Seipel, Jr.
Lance Tyo
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Jack Amlin, The Danberry Co.
Dan McQuillen, The Danberry Co.
Mark H. Kruse, The Danberry Co.
Mary Ann Mills, RE/MAX Masters
During the meeting REALTOR® and coowner of RE/MAX Preferred Associates
John Mangas, was sworn in as the 2014
Page 7
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February 12
Advanced iPad Training in Real Estate
9:00a—12:00p
3 Hours CE Credit
Sponsored by First Capital Title
April 14
Core Law
9:00a-12:00p
3 Hours Core CE Credit
Sponsored by First American Home Warranty
February 21
Asbestos, Lead & Mold Awareness
9:00a-12:00p
3 Hours CE Credit
Cleaner & Dryer, 5056 Angola Road, Toledo
Sponsored by Cleaner & Dryer
April 15
Fair Housing
9:00a-12:00p
Sponsored by Greater
Metropolitan Title
February 25
Increase Your Profitability: Business Planning
9:00a-1:00p
4 Hours CE Credit
Sponsored by Greater Metropolitan Title
April 15
Ethics: NAR Code & Ohio Cannons
1:00p-4:00p
Sponsored by Greater Metropolitan Title
March 13-14
10-Hour Post Licensure for the Salesperson
9:00a-3:00p (both days)
Sponsored by Midland Title
*All classes are being held at TBR unless
otherwise specified.
March 26
You’ve Earned It, Don’t Lose It License Law
9:00a-12:00p
3 Hours CE Credit
Sponsored by First American Home Warranty
Page 9
For a list of all CE Classes being offered for the year
CLICK BELOW ↓↓
Image is Everything
What you can do to make yourself a trusted and credible expert
who is vice chair of IAR’s Professional
Standards Committee.
Deb Campbell's Tips:
 If you know you are going to be late
to an appointment with another
agent, contact them directly and
promptly.
 If you get to a listing and something seems amiss, call the listing
agent immediately.
 Be respectful of other agents, and
property owners, when it comes to
following the rules for lockboxes
and sharing codes.

Continue learning to become the
market expert today’s buyers demand.
Respect the public and your peers
and take responsibility for the properties you are showing.
Chris Reads’ Tips:
 Offices can take greater care in
training new agents on professional behavior. REALTORS® reflect the company they work for so
hiring and training professional
agents feeds into that image.
Professionalism means practicing the
“Golden Rule”
You can never go wrong by treating your
clients and other REALTORS® the way
you would want to be treated, REALTOR® Mike Drews said. Not only is it
good business practice, but good common sense.
If you don’t have a good business relationship with people, chances are
you’re not going to get more business,
said Drews, a broker with Charles B.
Doss & Co. in Oswego. It doesn’t matter
if you do one transaction a year or 200.
What matters is making sure you do
each transaction in a professional manner.
“You don’t get a chance in the real estate business to do something over,”
Drews said. “If you’ve messed up a
transaction, it could have a lasting effect on your business, your reputation
and whether or not you get referred
down the line.”
The National Association of REALTORS® has outlined a list of professional courtesies that REALTORS® can
follow in the document, Pathways to
Professionalism, which includes tips for
respecting the public, property and
their peers.
Drews, who has chaired IAR’s Professional Standards Committee three
times and is a member of NAR’s Professional Standards Committee, said
REALTORS® and brokerage companies
would be well served by reviewing the
Pathways to Professionalism more often. Scan it before you meet with a new
client or refer to it in office sales meetings.
The Mainstreet Organization of REALTORS® produced a video that became
a popular training tool highlighting key
elements of professional courtesy. NAR
recently remade the video, “A Pathway
to Professional Conduct” featuring
some of the same Chicagoland area
REALTORS®.
REALTOR® Deb Campbell has some
advice for agents who think that because they have gotten busier in the
rebounding market they can let slide
some of the professional courtesies
they should show the public and their
peers.
Think again, says Campbell, a broker
with Concept Real Estate in Columbia,
Ill. Professionalism has never been
more important. How REALTORS® approach their jobs and present themselves to the public can shape their
reputation, both good and bad.\
“Being a professional is very important.
That’s what we build our reputation on,”
Campbell said. “If you don’t follow the
rules, you won’t be trusted.”
This year marks the 100th anniversary
of the REALTOR® Code of Ethics, which
establishes the enforceable standards
of professional conduct for REALTORS®.
But “professionalism” encompasses
more than following the Code.
For REALTOR® Chris Read, managing
broker of CR REALTOR® in Naperville,
presenting yourself as a professional
covers three tiers: business skills, ethics
and professional courtesy.
“Professionalism is a decision that every
individual makes,” she said. “What level
of service do you want to provide? What
kind of image of yourself do you want to
put out there?”
Consumers will gravitate toward the
trusted advisor who is going to provide a
value proposition to the transaction and
part of that includes having the knowledge, skills, trust and image that people
want to be associated with, said Read,
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Professionalism takes a strong skill set
In the past, REALTORS® were the
keepers of information and consumers
came to them for access and information on homes and the market, Read
said. But today, buyers and sellers
have so much information at their fingertips that the REALTOR® role has
changed.
Now they want someone who can help
them wade through all that information
and put it into context. They want a
REALTOR® who knows the industry,
knows the market and knows the community, Read said.
“There’s a huge amount of homework
and preparation in order to have the
level of professionalism that the consumer is going to expect and demand
in today’s world”
Part of being professional, Read says,
is keeping up and staying current with
what is happening in the industry.
REALTOR® education courses and designations are important but so too is
staying on top of real estate news and
trends. That also includes being an
expert on your local community and
real estate market.
“You have to earn your reputation with
every single new person that you are
dealing with,” Read said. “You have to
be on top of your game every time.”
Mike Drews’ Tips:
 Revisit the “Pathways to Professionalism” often. Review the list frequently. Use it as a refresher before going on appointments. Offices
could use it in monthly sales meetings.
 Stay professional even if someone
on the other end isn’t following suit.
 Speak up if necessary. If you see a
fellow agent behaving badly, talk to
them. Be polite but let them know
their behavior was not professional.
Professionalism means paying attention
to detail
Sometimes it’s the little things that can
make a difference. If you know you are
going to be late to an appointment, let
the other person know. Follow through
with providing feedback on a listing. If
you are showing a listing, make sure the
sellers know, but also alert them if plans
change.
The market may be picking up but that
is no excuse for agents to ignore professional courtesies. Your actions on the
job not only reflect you but also other
agents and the industry as a whole.
If you view a listing with your buyer and
wait a week to respond with feedback,
or don’t respond at all, the seller wonders why the listing agent can’t get information and it impacts their perspective of the transaction, Campbell said.
The same is true when there is miscommunication and sellers aren’t notified
that a showing appointment has been
made and they are surprised to find a
potential buyer on their doorstep.
You wouldn’t cancel a doctor’s appointment without contacting someone. Why
should it be different if
your buyers change their mind at the
last minute about touring a property,
Drews asks. It just leaves the impression on sellers that the agent isn’t being
professional in business.
“Most of the problems that come up
between REALTORS® and even the public come down to communication,” said
REALTOR® Laura Martin of RE/MAX
Unlimited in Peoria. “Always return a
phone call even if it’s for simple things
like letting them know you don’t have an
answer yet.”
No one wants to be “that agent,” with a
reputation for not following up, missing
appointments and not communicating.
People have long memories and if a
transaction goes well with another
REALTOR®, you and your clients will
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remember it. If it goes badly that will
leave an impression as well.
Laura Martin’s Tips:
 Don’t treat the seller’s home like
your own. Take your shoes off
when entering. Supply potential
buyers with plastic booties if they
won’t. Don’t let visiting children
play with the toys in the home.
 After you show a listing, leave it the
way you found it. Turn off lights,
shut doors, check that windows
and doors that should be locked
have been.
 Don’t let buyers in a home without
an agent present.
REALTOR® Lauren Mitrick, a broker
with Newman Realty in Chicago, said
she wants to be the REALTOR® who
when other agents see her on the listing sheet, are excited to work with her
again.
“I’m helping someone with one of the
biggest decisions they are going to
make in their life,” Mitrick said. “I
would want to make that big decision
with someone who is detail-oriented,
diligent and professional in all capacities.”
Professionalism and a REALTORS®’
reputation are their calling card in what
is often a referral-based business. How
you present yourself to the public and
your peers reflects not just on you but
on the industry as a whole.
“I think it makes it a smoother, less
stressful process for buyers and sellers
when we’re all professional. The public
has their own perception of what our
industry is and I like to pleasantly surprise them.” says Martin.
“Often we hear, ‘why use a REALTOR®?’” Let’s give them the reason
why through our actions.”
Lauren Mitrick’s Tips:
 Dress for success. Look pulled
together when you meet with clients. Don’t show up in gym clothes
during off-hour showings. Don’t
have dirty shoes, chipped nails or
other fashion faux pas. You want
your appearance to reflect your
professionalism, not serve as a
distraction.
 Keep your car clean. Your clients
won’t think you’re organized if they
get into your car and find listing
sheets, trash and crumbs every-

where. Also keep the trunk tidy as
clients may put bags in the back.
Be mindful of what you post online.
You’ll be working with clients of all
age groups. Be cautious about photos and information you post on
Facebook and other social media
and make sure it reflects well on
you professionally.
A word from IAR Legal Hotline Attorney
Betsy Urbance
As the IAR Legal Hotline Attorney, I hear
our members sometimes air their grievances about their colleagues’ less than
professional behavior. As a result, I
have compiled a list of “simple suggestions” that could be employed in a broker’s everyday practice to foster cooperation and congeniality:
1. Respond in a timely manner (even if
you don’t have a definitive answer
yet).
2. Be transparent to the extent possible (without disclosing your client’s
confidential information).
3. Encourage your seller client to sign
something indicating he has at
least seen an offer, even if he is
rejecting it or taking no action.
4. Be mindful about protecting your
client’s confidential information,
even in your own office. It is your
duty to do so.
5. Remember that your client’s interests take priority over your own.
6. Announce everyone who is in attendance before speaking if you are on
a conference call or Web meeting/
call; or before you transfer a call to
speaker.
7. Say “please” and “thank you.”
-- Stephanie Sievers, Associate Editor
Illinois Association of REALTORS®
“Pathways to Professionalism
> NAR has compiled a list of professional courtesies for REALTORS® in the document “Pathways
to Professionalism”
> Watch the video, “A Pathway to
Professional Conduct”, which features Chicagoland area REALTORS®
Chris Hall Takes the Helm of Ohio’s REALTOR® Association
Chris Hall of Oregon was installed as the
2014 President of the Ohio Association
of REALTORS® (OAR) during the organization’s Winter Conference, Jan. 19-21,
in Columbus.
Installed to the post of OAR presidentelect was Greg Hrabcak of Westerville
and to the office of treasurer, Sara Calo
of Mayfield Village.
Chris Hall has been licensed since
1979, and acquired his broker’s license
in 1990. He currently serves and vice
president for the Danberry Co. and manages the Oregon and Perrysburg offices.
On the local level, Hall served as president of the Toledo Board of REALTORS®
in 2004 and was honored as its
“REALTOR® OF THE Year” that same
year.
On the state level, Hall has served as a
district Vice President from 2008-2011,
and as an OAR Director since the mid1990’s. He has chaired or served as a
member of many OAR Committees, including Strategic Planning, Local Government, Enlarged Legislative and Legislative Steering. Additionally he was
appointed to the Education and Research Advisory Group by the Superintendent of the Ohio Division of Real Estate and Professional Licensing, until it
was disbanded.
Nationally, Hall serves as director of the
National Association of REALTORS®
(NAR) and as the State Representative
to the Risk Management Committee.
Additionally, Hall holds the CRB
(Certified Residential Broker) designation of NAR. Hall has two daughters
and three grandsons and resides in
Oregon.
2014 OAR President-elect Greg Hrabcak has been involved in the sale and
leasing of commercial, industrial, investment and office real estate since
graduating from The Ohio State Univer-
sity in 1984. He is currently a broker/agent for HER Commercial Real
Estate Services in Columbus. 2014
OAR Treasurer Sara Calo is with The
Calo Group at Howard Hanna Real Estate Services in Mentor.
OAR, with more than 26,000 members,
is the largest professional trade association in Ohio.
- OAR Association News
Treating Frostnip
Frostnip is a milder, more common form of frostbite injury during cold winter
months. It typically affects exposed areas such as cheeks, noses, ears, fingers and toes. Here are a few ways to treat frostnip at home:
 When possible, go indoors immediately and remove all wet clothing.
 Drink a warm beverage while treating the damaged area.
 Don’t rub affected skin, since this could further damage the tissue.
 Immerse affected body parts in mildly warm water (approximately 100
degrees) until all sensation returns. If water is not available, use warm
blankets or body heat, such as tucking your hands into your armpits.
 Never use direct heat from heating pads, fireplaces, or heaters to rewarm
because the affected skin is often numb and can easily burn.
 Visit a doctor if skin appears white and waxy and feels numb and hard.
 Don’t walk on affected feet. Carry children whose toes are affected.
 Avoid thawing a frostnipped area if it could refreeze before receiving
medical attention. Severe tissue damage can occur to skin that is thawed
and then refrozen.
Page 12
OAR INSTALLATION BANQUET —01/20/14
Watch the Tribute Video
to Chris Hall that was played
during his installation banquet
in Columbus.
For more TBR Event Photos visit our website at www.toledorealtors.com/Photo Gallery or CLICK HERE
Homes are Getting Smarter, More Connected
Sixty-one percent of consumers say
they’re interested in learning more
about home automation, according to
recent market research from the Consumer Electronic Association. Home
owners have an increasing number of
options, too.
Smart-home technologies are growing,
with everything from the ability to remotely control a home’s lights and temperature to sending text messages to
appliances or monitoring a home’s security and energy consumption from a
smartphone.
Several technology companies are
showing off gadgets for the connected
home during this week’s 2014 International Consumer Electronics Show in
Las Vegas.
Mass adoption of smart home technology has been slow and is likely still 10
years away, said panelists at a Wednesday session called “Exploring the Future
of the Connected Home.”
But smart-home technology has made
strides in recent years with easier-to-use
designs and more flexible products. The
smartphone has been fueling that
growth, said Matt Rogers, co-founder
and vice president of engineering at
Nest.
Smart homes can be trained to react to
the owner and be automated based on
the owner’s lifestyle: Lights can turn on
when it senses the owner is a certain
distance and can turn off as the owner
leaves, said Mike Soucie, Revolv’s cofounder and head of marketing.
Homes are being outfitted to capture
predictive analytics that can help owners know when something is wrong, too.
“You have a check engine light on your
car that tells you when something is
wrong,” explained Mark Hanson, product development lead at Alarm.com,
during a CES session called “Home
Sweet Radical Home.” “But with a
home, you often don’t know until something breaks. With [smart home] technology, your home will tell you when
something is about to go wrong.”
Smart Home Technology Debuts at CES
A range of smart home technologies
were featured at this year’s CES, including:
 Texting appliances: LG’s new Home
Chat smart platform connects your
home’s appliances to your smartphone, allowing you to text back
Page 14
and forth. For example, you can
text your fridge: “What groceries do
I need?” And it’ll respond with a
text containing a grocery list.



App-controlled home: Samsun debuted its Smart Home App, which
allows home owners to control several appliances in their home, from
the TB to connected appliances,
wearable tech, and more. Home
owners can personalize settings on
their electronics and then control
them remotely. For example, they
can view cameras in their TV or
other devices while they’re away
from home; receive alerts from the
Smart Customer Service feature
when something in their home is
going wrong such as an appliance
malfunctioning; and use a voicecontrol setting to speak commands
to the home, such as turning off
the lights by saying “leaving.”

Voice controlled thermostat: Honeywell recently introduced a Wi-Fi
Smart Thermostat that responds to
voice commands. For example, say
“make it cooler,” and the thermostat will cool the house by one degree. Or, tell the thermostat to
“make it five degrees warmer,” and
the thermostat will follow your
voice prompts.
Touch screen locks: Schlage touted
a new lock that can be opened or
locked with a four-digit code and
controlled with a smartphone app.
The lock will also send home owners alerts if the lock is being tampered with or the wrong code has
been entered a certain amount of
times.
Smart lights: Lumen introduced an
app-enabled LED Smart Bulb that
can be controlled wirelessly via a
smartphone. You can dim the
lights, set the lights to come on at
a certain time, and even choose
from 1 million colors to set the
right mood. The lights can also be
set to blink to alert you when you
have an incoming call.
- Melissa Dittmann Tracey
NAR REALTOR® Magazine
2 Steps to Success
By focusing on your natural talents and
eliminating distractions, your business
will soar in the coming new year.
I believe every person on this Earth
has been born with a different potential.
When somebody told you that if you
want something badly enough, and if
you put your mind to it, you can accomplish anything . . . well, in my opinion,
that’s simply not true. We are all born
with different potential.
Let me explain.
Would you agree that I could play basketball every day for the rest of my life
and I will still never be as good as
Kobe Bryant or LeBron James? Of
course that’s true. No matter how
badly I want it, or how much I try, my
potential just isn’t as great in that
area.
My job, and your job, is to figure out
what we do well. This also applies to
your real estate business. You need to
determine what you do well in order to
find our what’s your best use of time.
To set yourself up for success in 2014,
I want you to do two things:
1.
Identify where your successes
came from in 2013, and do more of
that.
To pinpoint your best use of time, go
over your last two years of transactions
and track where they actually came
from. If you find that you had a great
return from search engine optimization
and blogging, great! If you find that
you received a lot of business through
door knocking, then great!
Where you find your business is going
to be different than other people, because you were created with different
potential.
Try and be as specific as possible
when you look at where your business
came from. Referrals are not a “best
use of time” because you can’t focus
on a referral. A referral is nothing
more than two things: time and circumstance. You created enough time
and circumstance with enough people
that they felt comfortable enough with
you to refer you to their friends and
family.
If you want to measure something,
measure the amount of time and circumstance that you want to create
with people. Then do more of it, which
will naturally lead to referrals.
Page 15
You should come up with your top four
“best uses and time” and incorporate
them into each and every workday.
2. Eliminate as many distractions as
possible, and focus on your natural
potential in your real estate business.
Now, in order for this to work, you have
to let go of your addiction to multitasking. Even as you are reading this,
many of you are looking at e-mails,
thinking about shopping lists, and on
and on.
Did you know that according to the
University of London, multitasking can
cause up to a 10-point drop in IQ?
We think we are being productive, but
the truth is, multitasking is why we are
constantly stressed. We perpetually
begin 10 tasks everyday and never finish one.
If you want to do yourself a favor, discover your top four “best uses of time,”
and divorce yourself from your addiction to multitasking. It’s true what they
say: Some people really are too busy to
ever get anything done.
There is a difference between activity
and achievement. One goal gets you
something in the end and the other one
just keeps you busy. Which will you
choose?
- Jared James
NAR REALTOR® Magazine
Exciting News!
ShowingTime
Q&A’s

Q. How do I access ShowingTime for the MLS? A. In Fusion, under “Resources, Resource Links,
SmartLinks”, select ‘Configure ShowingTime.’ This brings you to the ShowingTime for the MLS Home Page
Dashboard.

Q. Why would I use ShowingTime for the MLS? A. ShowingTime for the MLS helps real estate professionals schedule showings online to save them from unnecessary phone calls and busy work. ShowingTime for the MLS saves time, requires fewer calls, generates more showings, helps agents provide better
client service with better accountability and better security . . . all leading to a more efficient home sale.

Q. How will I be notified of a showing request on my listing? A. Under the Agent Setup tab, there is a
section titled ‘Listing Agent Preferences’. This is where you can select how you would like to be notified
about requests on your listings.

Q. How will I be notified when I request to show a listing? A. Under the Agent Setup tab, the section
titled ‘Showing Agent Preference’ is where you can indicate how you would like to be contacted for showing notifications. In addition, when scheduling a showing, you’ll see a terms and conditions screen where
you can also select your contact preferences. You can also indicate how you would like to receive showing instructions.

Q. What are my options for being notified? A. You have three options to choose from for notifications:
1) email, 2) automated text-to-voice call, and 3) 2-way text messaging. You can choose one, two or all
three of
these options.

Q. What if the owner/occupant wants to be notified about showings? A. You can add an
owner/occupant to any listing set to ‘Appointment Required’ mode. This allows the owner/occupant to
be a part of the selling process. They can be set up to confirm requests or simply be notified about showings.
Simply navigate to the ‘Listing Setup’ tab and click ‘Add New Owner/Occupant’. Be sure to indicate the
seller’s notification preferences. Never forward your listing agent version of the emails to your sellers.
They have a separate seller template with limited access.

Q. What if I want to schedule multiple showings at once? A. No problem! ShowingCart™ allows you to
schedule multiple showings with ease!
For more ShowingTime
Questions & Answers, CLICK HERE →
Page 16
*All training videos/webinars can be found at support.dotloop.com and you can call them at (888-dotloop)
Mon.-Fri. 8-8/Sat.-Sun. 10-6 EST.
Bas i c s :
These are the steps you need to know so that your office can have the benefit of reviewing, tracking, and
storing all transactions (loops) online. *Remember to use your special dotloop upload email address to forward/scan docs into dotloop.
1.
2.
3.
4.
Register and attach yourself to your brokerage and/or Association
Create a loop
Upload your completed PDF’s
If your brokerage is using the broker dashboard, click ‘Submit for Review’ (if a loop is returned
for corrections, make the necessary corrections/additions and ‘submit’ again)
Adv a n c e d :
Once you master the basics, you can start taking advantage of their many amazing agent features. If you
want to start a contract on dotloop, follow the steps below to best auto- populate your documents.
Once filled out, the documents can either be printed or shared directly through the application for
e-signatures.
1.
2.
3.
4.
5.
Create a loop
Add your people and assign their roles (including your own)
Edit the details tab (acts as a cover sheet)
Add interactive document templates
Open the documents and fill in the blanks (they will auto-fill as much as possible according to
the information you added in the details tab)
Expert :
Utilize tasks and invite in all parties to the transaction to become a dotloop expert.

Tasks can be created and shared with your clients to offer more value throughout the transaction. Are there preferred vendors/websites that you would like to present to your clients?...add the websites URL to a task list.
 You can invite anyone into a loop. Does the attorney/lender need to view the contract?...share
the document with view privileges directly from dotloop.
• Does the inspector/appraiser have documents to share? Invite them into the loop and let them
upload and share within dotloop.
Dotloop is a transaction network that connects people, documents and tasks in one place to get deals done.
It’s a simple, hassle-free way to work better, together.
Page 17
Page 18
NEW AGENT BASIC FUSION MLS CLASSES 2014
For new agents or those who need help with the basic functions of Fusion MLS.
All classes will be held at Toledo Board of REALTORS®, 590 Longbow Drive, Maumee.
CLICK ON the class date below to reserve your seat!
MARCH 6
2-4 PM
MAY 7
9-11 AM
JULY 8
2-4 PM
SEPT 4
9-11 AM
NOV 5
2-4 PM
Midland Title
Chicago Title
Area Title
Seagate
Inspections, Inc.
First Capital
Title
ADVANCED FUSION MLS CLASSES 2014
All classes will be held at Toledo Board of REALTORS®, 590 Longbow Drive, Maumee.
CLICK ON the class date below to reserve your seat!
FEB 19
10-11:30 AM
MARCH 20
10-11:30 AM
Page 19
Q & A—If you have questions . . . We have answers. Bring your questions
about Fusion MLS to this open session. We will help you with whatever you
need.
Appraiser—If you are an Appraiser this is the class for you. You will learn
how to do in-depth searches and how to complete the 1004MC.
APRIL 10
10-11:30 AM
Q & A—If you have questions . . . We have answers. Bring your questions
about Fusion MLS to this open session. We will help you with whatever you
need.
MAY 21
10-11:30 AM
Creating Personal Search Templates and Grids—Have you ever wanted to
make your search templates with custom information on them? You will
learn how to make your search templates and grids your very own.
Problem Solving Formulas
Golf fans: pretend you are down 1
stroke at the Masters and you are on
the 18th hole. A fan is near the green
eating a hamburger when all of a sudden a gust of wind pulls his McDonald's
bag out onto the fairway. Amazingly, the
ball takes a huge bounce and then rolls
right into the bag. Under PGA rules you
cannot cause the ball to move once it is
in rest or you face a one stroke penalty.
What should you do?
Solution: Light the bag on fire then hit
the ball.
That is Problem Solving!
We run into problems every day when
we are out selling. We forget our presentation materials. We get stood up. We
run into traffic on the way to an appointment. Meetings cancel. The financials
sometimes do not work out. A surprise
decision-maker gets involved. We put
our foot in our mouth.
To be good in sales or sales management, you have to be good at thinking
on your feet. You have to be a good
problem-solver. In fact, that is why sales
can be such a lucrative profession. If
just anyone could do it, there would not
be so much financial opportunity. The
world will pay almost anything for a
problem solver.
Here's 5 steps to help you solve any
problem:
1. Identify the problem - Some people
don't even do this. (Example: Wife that
is mad at her husband, and he doesn't
even know why she is mad)
2. Change your perspective - Identify
three positives - Let's say you drive all
the way across the city during rush hour
traffic in the morning to a breakfast
meeting, and just as you walk in the
door, you get a call on your cell and your
prospective client says, "I'm sorry to
have to do this to you, but I just don't
think this is a good fit, so I'm not going
to be making our meeting today."
What are three good things about that?
Of course, you don't want to get stood
up; but when it happens, you have to
learn to look on the bright side. You can
say to yourself, now I have more time to
call and set up another appointment. Or
you can say, I am thankful every day for
a job that teaches me patience. Every
'no' gets me closer to a 'yes', etc.
Page 20
True Story: While selling books for the
Southwestern Company, Dustin Hillis
got 13 flat tires in one summer. After
the first few, he turned it into a game
to see how fast he could change a
tire. By the end of the summer, he
could change a tire in under 3 minutes.
3. Identify all your possible solutions You can sit around and feel sorry for
yourself. You can take a break. You
can emotionally eat and gorge on the
most fattening of breakfast foods to
help you cope. You can call a friend
and complain about your job. You can
project that it is just not possible to
make money in your profession. I
know all the previous "solutions"
sound stupid; but believe me, people
do them. I have seen many off-track
sales people take a nap in their car or
decide they need to go shopping during the day, when they just need a
break. Another solution would be to
go straight back to the phone and try
to replace that cancelled appointment
with another.
4. Determine which option is best - A
good rule of thumb is to pick whatever
solution gets you in front of another
prospect the quickest. That helps you
to get over it quicker and builds your
self-esteem; because you know you can
work through anything. It allows you to
realize that problems are no big deal.
5. Do it - Sometimes we know what we
should be doing, but we still don't do it.
My dog is even guilty of that. He will
stick his head in the trash can to pull out
the scraps; and while he is doing it, he
will where a cheesy, toothy grin on his
face because he knows he is doing
wrong. Remember, whenever we don't
do something we know we should be
doing it takes our self-confidence down
a notch. When we do something that we
don't want to do because it is the right
thing to do that increases our selfconfid enc e. Act i on cu res f ear !
Bonus tip on having a problem-solving
attitude:
Always focus on the solution - Are we
always solution oriented? How many
times do you hear someone complain
about the market, about their company's
pricing, or complain about how much
they have to do?
If you find yourself, doing any of those,
that is not being solution-oriented, that
is being problem-oriented.
- Emmie Young, Senior Partner
Southwest Consulting
RPAC needs Sponsors
for their
2014 Fundraising Events!
Donate one amount now
and get recognition
at both RPAC events:
TBR/RPAC Spring Fling (March)
and the
Legislative Breakfast (May)
Contact Brad Crown, RPAC Chairman
[email protected] or
[email protected]
Warnings about Smartphone Damage in Cold
The frigid temperatures can take a toll
on your smartphone—even causing it to
temporarily freeze and shut off.
Smartphone manufacturers have
warned in the past about how phones
can overheat on hot days, and now
they’re also warning that phones can
freeze on a cold day, too. In extreme
temperatures—say, minus 10 degrees
or lower—the phone can shut off. Even
pressing the power button a few times
may result in nothing but a blank
screen.
However, your phone most likely isn’t
completely dead. Usually, the phones
will come back on when they’re brought
back inside and have a chance to warm
up, The New York Times reports.
Popular Mechanics recently tested how
well cell phones could withstand the
cold.
“We found, in general, that when you
reach about minus 10 degrees, some
screens start to dim and went immediately to low battery,” says Seth Porges,
a technology writer who oversaw the
Popular Mechanics study. “At minus
20, several [cell phone] models shut off,
and at minus 30, almost every device
suffered severe battery and screen
problems and was almost inoperable.”
Phones that were subjected to temperatures of minus 40 minus 55 went dead,
the study found.
Popular Mechanics, however, did find
the phones returned to normal after the
temperatures got warmer.
On Apple’s website, the company suggests using the iPhone only in temperatures from 32 degrees to 95 degrees
Fahrenheit. The company warns that
lower temperatures can temporarily
shorten the phone’s battery life.
- NAR Daily Real Estate News
Source: “When Your Smartphone Shuts
Down from the Cold.” The New York
Times (Jan. 22, 2014).
MARK YOUR CALENDARS . . . and watch the daily emails for more information.
February 12 . . . . . . . . . . Advanced iPad Training CE Class
March 13-14 . . . . . . . . 10-Hour Post Licensure CE Classes
February 12 . . . . City of Toledo/DON Donation Deadline
March 20 . . . . . . . . . . . . . . . . . Fusion MLS Appraiser Class
February 13 . . . . . . . . . . TBR Board of Directors Meeting
March 21 . . . . 2014 Goal Setting/Vision Boards for Agents
February 18 . . . . . . MBA Monthly Membership Meeting
March 26 . . . . . . . You’ve Earned It, Don’t Lose It CE Class
February 19 . . . . Fusion MLS Question & Answer Session
March 28 . . . . . . . . . . . NORIS Board of Directors Meeting
February 19 . . . . . 2013 Year in Review/Industry Update/
April 4 . . . . . . . . . . . . . . . . . . . . . . . 2nd Quarter Billing Due
General Membership Meeting
April 8 . . . . . . . . . . . . . . . . . Affiliate Brainstorming Session
February 20 . . . . . . . . WCR Business Resource Luncheon
April 8 . . . . . . . . . . . . . . . . . TBR New Member Orientation
February 21 . . Asbestos, Lead, Mold Awareness CE Class
April 10 . . . . . . . . . . . . . . . TBR Board of Directors Meeting
February 25 . . . . . . Increase Profit: Bus Planning CE Class
April 10 . . . . . . . . Fusion MLS Questions & Answer Session
February 26 . . . . . . . . . . ShowingTime Advanced Classes
April 14 . . . . . . . . . . . . . . . . . . . . . . . . . . . Core Law CE Class
February 27 . . . . . . BLS: FHC Condo Association Seminar
April 15 . . . . . . . . . . . . . . Fair Housing/Civil Rights CE Class
March 6 . . . . . . . . . . . . . . Fusion MLS New Agent Training
April 15 . . . . . . Ethics: NAR Code & Ohio Cannons CE Class
March 12 . . . . . . . BLS: Legal Update/OAR’s Peg Ritenour
April 18 . . . . . . . . . . . . . . . . . . . . . . . . . . . TBR Office Closed
March 12 . . . . . Broker’s Round Table/OAR Legal Update
April 23 . . . . . Fusion MLS Contact Mgmt/Prosp/Searching
March 13 . . . . . . . . . . . . TBR Board of Directors Meeting
April 28-30 . . . . . . . . . . OAR Spring Legislative Conference
Page 21
DEBBIE HAFNER, REALTOR®, ABR, SRES
2014 President
Toledo Women’s Council of REALTORS®
Mission of Women's Council of REALTORS®
We are a network of successful REALTORS® empowering women to exercise their potential as entrepreneurs and industry leaders.
Now that the New Year has started, WCR has many new goals to achieve, and I hope that you will be a part of
them.
We had a successful Holiday Gala in December which included a silent and live auction and the installation of
our new officers for 2014. Megan Meyer Foos and Mark Remeis did a great job as emcees and not to mention the great auctioneering by Jack Amlin. The committee chair for the event was Amy Jones, Liberty Title
and many thanks to her and the committee who worked hard to make this event happen. Here are the 2014
Officers:





President: Debbie Hafner, A.A. Green Realty, Inc.
President Elect: Joann Amos, Welles Bowen Realtors
VP of Membership: Sarah Ford, Key Realty
Treasurer: Jennifer Abke, Wells Fargo
Secretary: Shannon Henegar, NOIC
We will be hosting our Business Resource Luncheons at Brandywine County Club again this year. We believe
this will help with the attendance as well as a promise by them to serve great lunches. Our first luncheon of
the year was on January 16, “Living Our Lives in a More Positive Way”, and our next luncheon will be on February 21, “Managing a Career and Having a Life” featuring area real estate professionals. I hope to see all of
you there.
The Toledo Chapter is having a Membership Drive contest for the month of January. Anyone who is renewing
their dues or signing up to be a member will be entered into a drawing for $50. Sarah Ford, VP of Membership has all the details. Give her or myself a call with any questions.
We are working on our Annual Trivia Night which will be April 24th. I will be the committee chair for this fun
event which will feature an Easter theme. Please let me know if you are interested in being on the committee. If not, I hope that you will be able to join us for some trivia and fun!
For more information on WCR Membership and how it can benefit your career, please contact VP of Membership, Sarah Ford, (419) 290-0444 or e-mail: [email protected].
Sincerely,
Debbie Hafner, REALTOR®, ABR, SRES
2014 President / Toledo Chapter Women’s Council of REALTORS®
Our Vision
Through our influence as successful business professionals, women will effect positive change in the profession and in
the broader community.
Page 22
3 Ways to Show Former Clients Your Appreciation
How are you going to differentiate yourself in 2014 to get more leads?
Here are three ideas from Victoria Gillespie with RE/MAX Realty Affiliates in
Mount Airy, Md. Gillespie presented
“Redefining Your Business Proposition”
at the 2013 REALTORS® Conference &
Expo.
1. Her first secret weapon is her little
black book. Gillespie, who is also
the national director of business
development for REALTORS® Federal Credit Union, has put together
a list of her favorite lenders, title
companies, contractors, and local
businesses into a marketing brochure booklet that she only passes
out during high-end, high-touch
situations. She also includes client
testimonials and background
about herself.
2. Twenty percent of Gillespie ‘s clients give her 80 percent of her
referrals. So she leverages those
people and focuses her marketing
activity on them. For example, Gillespie sends a bimonthly newsletter to 150 of her best clients in
which she provides home improvement tips, staging ideas, and local
market information. She usually
gets between five and seven e-mail
responses, some complimenting
her on the content, some just say-
ing hello, and others offering referral leads.
3. Gillespie chooses closing gifts that
her clients will frequently see and
put to use in their home. One of her
favorites is a high-end cutting board
that she personalizes with something her clients are passionate
about, such as music or fishing.
And she refuses to skimp on quality: “If you’re going to spend the
money, make sure it’s on a gift that
will last," she says.
—Erica Christoffer
REALTOR® Magazine
Agent, Appraiser: How Much Can We Talk?
transaction.
“There’s a window of opportunity when
agents and appraisers can talk, but
once the appraisal has been developed
and sent to the client, that window is
closed,” said Vic Knight, appraiser at
Chapel Hill Appraisals in Raleigh, N.C.
Before that point, agents have an opportunity to provide appraisers with
supporting information. For example,
listing agents can be present for the
appraisal and be on hand to clarify any
items necessary, such as a remodeled
kitchen. They can also provide an appraisal package upfront that includes
the purchase contract and comparables that demonstrate how the listing
agent arrived at the price.
Because of the number of off-MLS listings — or pocket listings — in many
markets, agents may have valuable information that appraisers can’t find on
the MLS, said John Anderson, a real
estate agent with Twin Oaks Realty Inc.
in Minneapolis. “Many appraisers are
usually open to the information that
agents bring within the appraisal package.”
Another issue: Although home prices
are picking up in many markets, inventory shortages are limiting comparables,
leading to appraisals lower than the
contract price. Home owners may be
able to appeal a valuation if they can
prove that there are errors in the report,
pertinent comparables are missing, or
the appraiser lacks geographic competency, panelists said.
—Melissa Tracey
REALTOR® Magazine
One big misunderstanding between real
estate agents and appraisers centers on
how, when, and what they can communicate about the valuation process, said
panelists at a Valuation Forum on Saturday at the 2013 REALTORS® Conference & Expo.
While federal laws dictate those communications, appraisers and agents
don’t have to be estranged during a
Page 23
Seagate Convention Center
Friday, February 21, 3-8 PM
Saturday, February 22, 10 AM—8 PM
Sunday, February 23, 10 AM—5 PM
Tickets: $7 at the door; $6 Seniors at the door;
12 and under FREE
The Show features over 250 booths and more
than 150 different exhibitors showcasing
everything imaginable for the home.
VOLUNTEERS NEEDED!
The HBA has given the Toledo Board of REALTORS® a booth (#512) at this year’s show. The
booth will be used to highlight the benefits of home ownership. TBR will provide all the materials for the booth but we need REALTOR® members to staff the booth. In return for your time
you will have the opportunity to talk to potential buyers and sellers and provide them with your
contact information.
For shift times and availability please contact [email protected]
Page 24
Legally speaking: Is the listing released or just “off the market?”
The OAR Legal Assistance Hotline receives an array of real estate-related
legal questions — including license law
issues, disclosure, contract law, ethics
and commission problems, among others. In an effort to help you work within
the law, our “Legally Speaking” series
spotlights some of the timely questions
that are being asked by REALTORS.
This one entails uncertainty about
whether a listing has been released or
not by a previous brokerage…
Q: Recently I took a listing on a home
that had been previously listed with
another brokerage. The seller mentioned to me that he had been unhappy with the former listing agent and
the broker let him out of the listing.
The property is now in contract. I just
received a call from the former listing
broker who indicated that his listing
doesn’t expire until Dec. 31 and that
he never released the seller from the
listing — he only agreed to take the
property off the market. Moreover, because he didn’t release the seller, he
claims he is entitled to a commission if
the property sells during the remaining
term of his listing. He is also threatening to “take me to the Board” for violating the Code of Ethics. Is he owed a
commission and how should I handle
this for the seller? Did I do anything
wrong?
A: Situations such as this have been
the basis for several recent calls to the
OAR Legal Hotline. The problem is almost always caused by confusion over
whether the listing broker agreed to
take the property off the market or actually released the seller from the listing. These are usually not the same
thing from a legal standpoint.
A properly drafted release terminates
the mutual obligations of both the listing broker and the seller under the
listing, including the seller’s obligation
to pay a commission to the listing broker. On the other hand, if a listing broker only agrees to take the property off
the market and to remove it from the
Page 25
MLS he is merely agreeing to do only
that — cease his efforts under the listing to market the property. Such an
agreement generally does not relieve
the seller from the obligation to pay a
commission if the property is sold during the term of the listing.
Therefore, when a seller approaches a
listing broker about taking a property
off the market it is important for the
listing broker to know what the seller is
really asking for to avoid confusion.
Does the seller want the listing broker
to cease all marketing of the property
or does he really want out of listing and
why? Has the seller changed his mind
about selling or does he want to list
with someone else or sell it himself?
Whatever agreement is reached between the broker and seller, it is crucial that it be reduced to writing in a
clear manner, especially with regard to
the seller’s duty to still pay the broker a
commission if the property is sold during the term of the listing.
As to the seller’s obligation to pay a
commission to the original listing broker in this situation, the new listing
agent should recommend that the
seller review any paper work received
from the previous broker to determine
whether the broker merely agreed to
take the property off the market or
agreed to release the seller from the
listing. Because this is a contractual
issue between the previous broker
and the seller, I recommend the new
broker not become involved in this
matter and instead let the seller handle it himself or seek legal counsel.
Regarding the question concerning the
new listing broker’s conduct in this
situation, there are provisions in the
NAR Code of Ethics that could potentially be at issue. Any determination as
to whether a violation occurred, however, would have to be made by a
panel following a professional standards hearing at the local Board level.
Article 16 of the Code is the section
that would most likely be in question. It
provides that REALTORS shall not engage in any practice or take any action
inconsistent with exclusive representation agreements that other REALTORS
have with clients.
Under Article 16 there are several
Standards of Practice (SOP) that provide further guidance to a hearing
panel in considering whether a viola-
tion of this article occurred. SOP 16-6
clarifies that Article 16 is not violated
when the seller initiates the contact
with another REALTOR about listing
their property and further provides that
a REALTOR can enter into a listing that
becomes effective upon the expiration
of any existing listing. However, SOP 169 provides that prior to entering into a
representation agreement, REALTORS
have an affirmative obligation to make
reasonable efforts to determine
whether the prospect is subject to a
current, valid exclusive agreement.
Thus, if an ethics hearing is held, a
panel may consider whether the new
listing agent/broker made reasonable
efforts to determine if the seller had
been released from the first listing
agreement prior to entering into the new
listing.
To avoid a possible ethics violation in
scenarios such as the one posed here, I
always recommend that if the seller
indicates he was released from a previous listing contract with another brokerage that you ask the seller to see a copy
of that listing and any release received
from that former listing brokerage. This
will help to determine if the previous
listing was released or whether the
property was just taken off the market.
Doing this due diligence will not only
help you to avoid ethical issues and
disputes with other brokers, but most
importantly, will avoid putting a seller in
the position of potentially owing a commission to two brokers.
- Peg Ritenour
OAR Vice President of Legal Services

REALTOR® Toledo - Toledo Regional Association of REALTORS

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