Board Briefs 7-07 - the Lebanon County Association of REALTORS
Transcription
Board Briefs 7-07 - the Lebanon County Association of REALTORS
Lebanon County Your Voice for Real Estate In Lebanon County Volume 19 ~ Issue 2007-7 From the President, Scott Graby HAPPY 4TH OF JULY! Hopefully everyone will have the opportunity to take the day off and spend it with your family! I want to welcome all of our newer agents to the business! This month, we are focusing our special interest pieces on our newer agents, and hopefully you’ll find some great tips to help you get a good start in the business! I will offer a few tips to get started: In this business, the harder you work, the more money you will make. There is no secret beyond that. The most common reason for not making it, is giving up before you get over that last hill. Find some scripts that work for you and get you in the door. This will help you with FSBO’s and expired listings. Consider talking to your manager about going back through files of salespeople who have left the business. People who bought a house five years ago may be thinking about moving a even know someone else who is. Finally, follow the more experienced salespeople in your office around and ask a lot of questions to find out how they became successful in this business. To gain valuable experience, you may want to offer to work as an assistant to a successful agent for the first year. Hopefully I have offered something of benefit to all of the new agents in our business. You can also read the pieces on pages 8 and 9, or at any time you can browse NAR’s entire “For the Rookies” reference library : www.realtor.org/rmotoolkits.nsf/pages/rookiesmain_new? OpenDocument&Start=1&Count=1000 Day 1: Hit the ground running! Send letters to everyone you know and follow up a few days later with a phone call. See the article on page 9 for more ideas on prospecting. Day 7: Structure your days. While our business seems unstructured at times, top salespeople understand that success requires discipline, and that discipline has to come from within. Remember, you are here to run a business, not just sell houses. An example of structuring your day might be to prospect every morning and do paperwork and showings in the afternoon and evening. It’s all about getting in front of people, so set that time aside to prospect every day. Day 30: Work with your broker to set some goals and put them in writing. Set an income goal and figure out how many transactions you have to settle to obtain that goal. On the expense side, your plan should factor in the cost for advertising and lead generation to attain your sales goals. Pick an area to farm or your “sphere of influence” and be in touch with these people at least four times a year. Finally, factor in your technology needs. Day 90: Learn as you sell. If your company doesn’t provide training, find out what classes are available to you and take as many as you can. Try to take a little something from each class. No one can predict when you will sell your first house, but by the end of three months, you should at least feel that you are well on your way. No matter what phase you’re in, avoid getting discouraged. Rejection is going to be a big part of your life in the early days. Dates To Remember… July: 4 ASSOCIATION OFFICE CLOSED 9 Luncheon Meeting - 12:00 noon August: NO luncheon meeting this month September: 3 ASSOCIATION OFFICE CLOSED 10 Annual Picnic - details to come! SEE THE FULL CALENDAR OF EVENTS AT: WWW.LEBANON-REALTORS .COM JULY Don’t underestimate the value of scripts for dealing with contacts. Phone (717) 272-6126 w www.Lebanon-Realtors.com w Fax: (717) 270-5668 IN REAL ESTATE NEWS... leaves them vulnerable to greater default risks when they unknowingly offer lower interest rates to applicants who artificially improve their credit scores. NAR: F LOOD INSURANCE BILL D ESERVES SUPPORT BUT NEEDS WORK ... Source: Internal News Service Report for AE’s The mortgage lenders' trade group has discussed the issue with the credit reporting bureaus, and a complaint to the Federal Trade Commission has prompted federal regulators to review the practice. Expressing its support for protecting the integrity of the National Flood Insurance Program, NAR called for greater participation in the program by homeowners and communities, and expressed concern over the potential negative impact of some elements of the legislation on the housing market, especially for families with low and moderate incomes. In testimony before the House Subcommittee on Housing and Community Opportunity today, NAR suggested that Congress develop a comprehensive approach to protecting homeowners, potential homebuyers, renters and business owners from the effects of future catastrophic natural disasters. H.R. 1682, The Flood Insurance Reform and Modernization Act of 2007, would maintain the partnership between local, state, and federal government and enable participating communities to purchase insurance as protection against flood losses in exchange for state and community floodplain management regulations that would reduce future flood damage. In exchange, the NFIP would make federally backed flood insurance available to homeowners, renters, and business owners TREASURY BOOSTS ALLOWANCES FOR HEALTH S AVINGS ACCOUNTS ... Source: Internal News Service Report for AE’s (6/13/07) The Treasury has announced that amounts individuals can contribute to Health Savings Accounts will jump in 2008 to $2,900 and $5,800, respectively. Health Savings Accounts are tax-free savings accounts that supplement the health insurance benefits of individuals and families who purchase insurance plans with high deductibles. This year individuals can allocate up to $2,850 into an HSA; families may deposit up to $5,650. During 2008, the underlying health insurance must have a minimum deductible of $1,000 and a maximum of $5,600 for an individual; $2,200 minimum and $11,200 maximum for a family. The federal government maintains a website which contains a wealth of information about flooding, flood insurance and other issues at: www.floodsmart.gov. This site also includes a specific page that would advise a property's risk of flooding by simply providing the address. That page can be found at: www.floodsmart.gov/floodsmart/pages/riskassesment/ findpropertyform.jsp TOP 25 GREENEST US CITIES ... Source: Country Home (4/07) As Kermit the frog says, “It’s not easy being green.” LENDERS CONCERNED BY TREND OF “RENTING” CREDIT... Country Home magazine, with help from Sperling’s Best Places, examined all 379 major metropolitan areas in the country, ranking them according to how green they were. Source: REALTOR Magazine Online (6/6/07) Fair Isaac Corp., the developer of the FICO score, plans to tweak its credit rating system this year in an attempt to end the growing practice of poor-credit borrowers piggybacking on the good-credit histories of others. Qualifications for top ranking included air and watershed quality, miles of mass transit, power usage, farmers' markets, organic producers, and the number of green-certified buildings. “We wanted to find out who in America is actually taking action, where they are, and what they are doing,” says Editor-inChief Carol Sheehan. Mortgage lenders have expressed concern about services that allow individuals to boost their credit standing by adding them as authorized users to the credit cards of consumers who have excellent track records, who are in turn compensated with a fee paid by the poor-credit borrower. Lenders say the practice Here are the magazine's picks for the 25 greenest cities in America: 2 1. Burlington-South Burlington, Vt. 2. Ithaca, N.Y. 3. Corvallis, Ore. 4. Springfield, Mass. 5. Wenatchee, Wash. 6. Charlottesville, Va. 7. Boulder, Colo. 8. Madison, Wis. 9. Binghamton, N.Y. 10. Champaign-Urbana, Ill. 11. Ann Arbor, Mich. 12. San Diego-Carlsbad-San Marcos, Calif. 13. La Crosse, Wis. 14. Pittsfield, Mass. 15. Eau Claire, Wis. 16. Durham, N.C. 17. Norwich-New London, Conn. 18. Eugene-Springfield, Ore. 19. San Francisco-San Mateo-Redwood City, Calif. 20. Chico, Calif. 21. Harrisburg-Carlisle, Pa. 22. Barnstable Town, Mass. 23. Utica-Rome, N.Y. 24. Missoula, Mont. 25. Asheville, N.C. 2007 NAR’S ANNUAL CONFERENCE… NOVEMBER 13-16, 2007 There are NO LIMITS to what you can gain at the 2007 REALTORS® Conference & Expo, November 13-16 in Las Vegas, Nevada. With hundreds of programs, networking opportunities, cutting edge technology, and more, you can customize your Conference & Expo experience to your needs and interests. Grow professionally and personally while gaining inspiration to be your very best. It’s the 2007 Conference & Expo, and what happens here, helps you everywhere! REGISTRATION IS NOW OPEN Take advantage of this opportunity for early bird savings and widest choice of hotels. For more details, expo information, to register, and to book your room now, visit: www.REALTOR.org/Convention LEBANON BOASTS VOTE AS ONE OF AMERICA’S LEAST S TRESSFUL CITIES ... Source: Sperling’s Best Places (2007) Between international terrorism and a struggling economy, today's Americans are faced with more stress than ever. In this new study, America's favorite research gurus at Sperling's Best Places have identified the most and least stressful U.S. cities. The "Sperling Stress Index" is comprised of nine different factors which are associated with stress: unemployment rate, divorce rate, commute time, violent and property crime rates, suicide rate, alcohol consumption, self-reported "poor mental health", and number of cloudy days TOP 2 Choices: Albany-Schenectady-Troy, NY Harrisburg-Lebanon-Carlisle, PA These hardworking state capitals and their surrounding areas boast two of the lowest unemployment rates in the country. In fact, both areas score well in many categories- low divorce rates, short average commute times, a low overall crime rate, and low rates of suicide. One downside to these northeastern cities is their often-cloudy skies and dreary winters. www.jonestownbank.com Jonestown 717-865-2112 • Ebenezer 717-274-5421 • Quentin Road 717-279-7720 Lebanon 717-273-0405 • Newmanstown 610-589-1234 • Cleona 717-279-7655 Grantville 717-469-0623 • Palmyra 717-641-0032 Member FDIC 3 ACCORDING TO OUR AFFILIATE MEMBERS... ASK THE ATTORNEY By Jon F. Arnold, Esquire, Ehrgood & Arnold Law Offices QUESTION: CAN I TRIM MY NEIGHBORS BUSHES THAT OVERHANG ONTO MY PROPERTY? ANSWER: The general rule is that your property encompasses all of the land contained within its boundaries and all of the air space above it. Your neighbor has no right to use the air space above your land. Therefore, if your neighbor’s bushes are hanging over the property line, you could trim that portion of the bush which is overhanging your property. You do not have a right to cut the neighbors bush down if it is planted on their land. You only have the right to trim that portion that overhangs your land. If you elect to trim that portion of the shrub that overhangs your property, you need to do it in a non-negligent manner. If you trim it in a negligent manner which causes the bush to die, you could be held responsible for the cost of replacing the shrub. My best advice is to talk to your neighbor. Just because you have a legal right to do something, doesn’t mean you should. Often times, if you approach your neighbor in a civil manner, the neighbor will trim the offending shrub. 4 HIGH SCHOOL SCHOLARSHIP WINNER... ASHLEY GRUBER… Ashley hails from Myerstown, and graduated from ELCO High School. She is involved with different programs and organizations, both in and out of school, and will begin her studies towards a degree in Nursing at Penn State University in the Fall. Congratulations & Best of Luck Ashley! Students were asked to write an essay on “Why You Should Use A REALTOR® When Buying or Selling Your Home”. This was Ashley’s response: “Buying or selling real estate is one of the largest financial investments that people experience in their lifetime. In today’s world, most of the transactions surpass $100,000. Because of the large financial and time commitment, it seems foolish to decline the help of a trained professional. “If you had a $100,000 legal question, would you deal with it without the help of an attorney?” The answer is probably not. So why would a person buy or sell a home without a Realtor®? Realtors ® belong to the National Association of Realtors ®. With the pledge to this association, comes the agreement to abide to a strict 17 article Code of Ethics and a commitment to treat all parties honestly. Realtors ® are expected to have a higher degree of knowledge about buying and selling real estate. In an independent survey, 84% of homebuyers who used a Realtor® would use the same one again. There are many advantages to the buyer or seller of home by hiring a Realtor®. Looking at each one separately and in steps (the different phases of the process), shows the benefits of having a Realtor®. In the first step of the buying process, the person must evaluate their financial status. A Realtor® can help a potential homebuyer by explaining the mortgage and financing process as well as helping them to find a lender that will be the best qualified depending on the buyers borrowing capacity. When looking for a home, a Realtor® has many resources that will assist in the search. They have access to many homes that are for sale and can investigate to find all properties that are available. Realtors ® can offer information about the local community, schools, zoning, utilities, etc. when a purchaser is ready to make a final decision about a particular home. They can also offer advice about negotiating, will find qualified professionals to do inspections, and can guide you through the settlement process. In general, Realtors ® can help you avoid paying too much for a property, speed up the paperwork process, and make recommendations throughout the process of buying a home. In the process of selling a home, Realtors ® are just as helpful and useful. When a person is ready to sell their home, a Realtor® can help because they know the current real estate market. They will assist you in setting a reasonable but competitive price for your home. They can make suggestions about low cost features, “sales appeal”, that could be added to your home to make it sell quicker. They know how to find prospective buyers because of their connection with other Realtors ®. When it comes to showing your home to potential buyers, your Realtor® will pre-screen the people. This way, no unqualified people will be exposed to your home. Your Realtor® will effectively advertise or merchandise your property. When it is time to negotiate the selling price of your home, your Realtor® will be there to evaluate the proposals without compromising your “marketing position”. Even though we live in a do-it-yourself age, the help of Realtor® is needed in the processes of buying or selling a home!” 5 HOME IMPROVEMENT CORNER... homes that feel cold and lack visual landmarks, stagers often bring in rental furniture and create "vignettes," say, a seating area in front of the fireplace. 10 F EATURES THAT R EALLY HELP SELL A HOME... Source: REALTOR Magazine Online (4/6/07) Statistics show the average days on the market for a staged home are 5-42 days, versus an un-staged home which averages 136 days or more (depending on the market). The staged home also has an increase in equity, and less chance of price reductions. Buying a house is largely an emotional decision because people are not just purchasing a home; they are buying a dream...a lifestyle. If you can help them with their vision so they don't have to rely completely on their imagination, you positively impact how they feel in the home, which will be reflected in the sales price and number of offers you receive. In this tough market even small things can help a home sell faster. Experts list these 10 items that home buyers often want and, therefore, are worth marketing when you sell your home: 1. Outside electrical outlets — especially those installed high up for holiday lights. 2. Permanent grill with gas service. 3. Electrical service for a future hot tub or fountain. 4. Security lights. 5. Speaker wires that are installed throughout the house, especially if a diagram is available. 6. Exterior speakers — if they stay with the home. 7. Lawn sprinkler system (note whether it has been winterized). 8. Availability of drawings and permits for substantial renovation work. 9. Storage that is both obvious and hidden, including a crawl space with lights and any oversized closets. 10. Swing-out drawers in the kitchen pantry. Staging is not necessarily pricey either. Anyone can spend thousands of dollars filling a house with costly furniture, artwork, and table settings. Top stagers though, mainly swap existing items from other rooms, and charge as little as $250$300 for a consultation. Most professional stagers create a list of things the clients can do to make their house a masterpiece. If the clients take this list and do more on their own, the stager can do less, and the overall costs will stay low. Do not mistake staging as some underhanded way to unload property. It's simply taking advantage of the same principles of marketing used to sell any other commodity. People want to be inspired; they want to walk in and envision themselves entertaining in the dining room or enjoying a family night in the great room. Staging also benefits potential buyers because it gives them a good idea of how the home could look if they lived there and the scale and style of furniture necessary to achieve the look. PREPARING & STAGING A HOME FOR SALE ... All human beings want comfort, excitement, prestige and love, and all these are at work in the psychology of the home purchase. Effective staging maximizes those feelings, creating an atmosphere that makes people want to linger and imagine themselves living in the space. Ultimately, staging creates a home the prospective buyer will not be able to live without. Source: Tammy Sites, REALTOR ®, ASP Staging Professional, and NAR Information Central Sellers probably know that their property needs to be as clean, clutter-free, and in as good repair as possible, inside and out. But they can further distinguish their home from the competition by having their home staged - or window-dressed - for sale. Home staging is the preparation of a home specifically to sell it for more money and less time, by redesigning and rearranging the sellers existing space and furniture to create immediate eye appeal and emotional interest for the buyers. To learn more about how staging can help you with your listings, contact Tammy Sites, ASP, at 813-4314 for more details, or to set up a consultation! REALTOR® members can earn their ASP designation by simply attending one of the 2-day ASP courses. The cost of the 2day course is approximately $350, plus an additional $89 annual membership fee to hold the designation, and can take your career to the next level. The ASP™ designation not only helps you sell homes faster for more money, but the 2-day course also counts as 7 CE credits in Pennsylvania! Stagers will go from room to room, from floor to ceiling showing the seller how to show each room to its very finest. The number one thing for the seller to remember is, “the way they live in the home, and the way they prepare the home for the market are two different things.” Professional stagers can see your house as buyers will, and they'll set the scene so that buyers can imagine living there. They'll simplify or streamline the furniture in a room for better traffic flow and to enhance its spaciousness. They may neutralize a too-personal color scheme or add touches of color or accessories where needed. In vacant To learn more about becoming staging educated, and earning your ASP Real Estate Agent designation, visit: www.stagedhomes.com 6 ASSOCIATION EVENTS... MMMM… STRAWBERRIES!... And the Lebanon County Association of REALTORS® knows how to kick it off in style! In June, two of the Association’s major “Annual” events took place. On June 2nd, the 2007 GSH Street Fair was held. For the second year in a row, a dry morning welcomed everyone, and festivities went off on Saturday as scheduled. It may have been a little on the HOT side, but people still came prepared to enjoy our delectable strawberry shortcakes! The threat of a late-day storm didn’t have any effect on appetites, and we had plenty of strawberries, shortcakes, and volunteers to keep those bowls filled! Many thanks to Joan Walmer (booth chairperson) for her hard work in preparing for the event. Many, many special thanks to all the Association Member volunteers who prepared and served over 28 pans worth of strawberry shortcakes, which netted over $2,700 in profit for the GSH Auxillary! Thank you Keith Volker, Yvonne Kuhn, Walt & Kathy Zehring, Amy & Wes Dellinger, Brenda Henning, Joe Wentzel, Tammy & Mike Sites, Irene Pickett, Galen Walmer, Melodie & Kyle Brown, Dave, Donna & Alyssa Glick, Jodie Bomberger, James Bowers, Jamie Mann, Steve & Wendy Wills, Mary Rakow, and Laura, Bill, Zachary, Nicholas & David Donmoyer. “FORE!”… Our Association's Annual Golf Outing & Dinner was held on Wednesday, June 6, and it turned out to be an absolutely perfect day! Eighteen teams enjoyed their packed lunches, and then were dispersed with a shotgun start to compete for the top foursome and in various hole contests. We hope everyone was refreshed by the drink & merriment being hand-delivered to them at holes throughout the course by Wendi Donmoyer of Lebanon Land Transfer! As evening rolled around, the fun continued as over 90 people sat down to either a finger-licking good rib or chicken dinner. There were prizes galore handed out thanks to all our generous hole sponsors, Affiliate Members and friends! We hope everyone had as much fun as the committee did putting the event together, and we hope to see you there next year! Low Score Team, 56 Strokes: Closest to the Pin #6: Closest to the Pin #9: Closest to the Pin #13: Closest to the Pin #18: 50/50 Raffle Winner ($162): GPS System Winner: Doug Wright, Doug Meyer, Greg Behney, Ben Weaver Greg Behney - Member Guest Chuck Brandt - Member guest Luau Bower - Member guest Doug Hummer - Commerce Bank Mary Carlino - Lebanon Land Transfer Joe Wentzel - Penn Realty, LTD Golf Committee: Joe Wentzel, Brenda Henning, Stu Hanford, Denise Bollard. Everyone enjoys a yummy picnic lunch prior to tee time. Teams talk over their strategies before the shotgun start. Dave Wierzbicki, Edge Abstract, shows his teammates how to pitch a birdie par 2 on 18. 7 Scramble winners (par 56): Doug Meyer, Doug Wright, Greg Behney & Ben Weaver 2007 HOLE SPONSORS 1st National Bank of Fredericksburg Annville Land Transfer Century 21 Krall Real Estate Edge Abstract of Pennsylvania Fortna Auctioneers Frank Tomecek RE Services Fulton Mortgage Company Geller Real Estate HouseMaster Jonestown Bank Land Settlement Services Lebanon Land Transfer Northwest Savings Bank Penn Realty, LTD Rauch Real Estate Re/Max of Lebanon County Suburban Realty The Home Inspector DOOR PRIZE DONORS: Henry & Beaver, LLP Land Settlement Services Maxim Home Mortgage What a yummy way to end the day! ROOKIE CORNER... TOP 7 ROOKIE MISTAKES ... a year, you can’t afford not to get a personal assistant. Source: Terry Watson, Sales Coach Columns, NAR Information Central 4. Not Earning REALTOR® Designations. Many practitioners feel that they aren’t making enough money to allocate funds for education. This is backwards thinking. You take the class to acquire the skills to increase your sales and earn more. The skills you learn and the referral relationships you develop with other students you meet will dramatically affect your bottom line and your potential for success. If you sidestep these common pitfalls, you'll be ready for a successful career in real estate. In the book Trump: The Art of the Deal, Donald Trump tells his key to success in real estate: If you take care of the downside, the upside will take care of itself. In other words, if you have a contingency plan for everything that can go wrong, you can’t help but succeed. 5. Not Purchasing Equipment as a Business Entity. Many real estate professionals purchase their laptops, digital cameras, or PDA's as consumers. This is a big mistake. If the technology breaks or you need help with the device, you will be sent to consumer purgatory, also known as customer support. When you call customer support as a consumer, expect to waste at least an hour of your day. This purgatory is completely avoidable and unnecessary. The next time you purchase equipment, buy it as a business entity. You can do this by stating that you are a business when you purchase the equipment in-store, choosing the business ordering option online, or using the business-ordering phone number through companies like Dell. When you purchase equipment as a business, your customer support will be much better and less time-intensive. When you need help, you can call a support line that is reserved for business accounts. That means that you only spend about five minutes on the phone with one person, and the needed part or parts are sent overnight. In some cases, you can even get a technician dispatched to your home or office to personally fix the problem. You may not end up as wealthy as The Donald, but you should approach your real estate sales career with the same attitude: If you know the top mistakes that prevent real estate professionals from realizing their full potential, you can avoid them — and take your career further, faster. Here are what I believe are the top seven hurdles that could stand between you and a successful real estate career. 1. No Business or Marketing Plan. If you went into business for yourself and approached a bank for a business loan, your loan officer would want to see two things: 1) your income statement and 2) your business plan. Well, when you go into real estate sales, you are going into business for yourself. But many salespeople have no clear goals or timeline for achieving their goals. Consistently, real estate professionals who have a written business plan are more successful than people who don’t. If you don’t know where to start, you can copy a sample real estate business plan from Palo Alto Software Inc.’s Business Plan Pro. The company also offers Marketing Plan Pro. 6. Not Crafting Your Marketing Message to Prospects’ Concerns. If you base your marketing strategy on assumptions about what your prospects want from you, you could be wasting money. The NATIONAL ASSOCIATION OF REALTORS® Profile of Home Buyers and Sellers provides insights into what really matters to the typical buyer and seller. For example, it may not be wise to using marketing dollars to promote your resume; according to the survey, the average homebuyer or seller doesn’t care about your accomplishments. What they do care about is your ability to help them find the right house, negotiate skillfully, and manage the paperwork. Your marketing should target their concerns. 2. Not Using Resources Available to You. Even if you’re new to the industry, you don’t have to recreate the wheel. Take advantage of all the resources that are around you — from your brokerage, your colleagues, and professional organizations. Find top performers in your market or other markets and ask them to mentor you. Read each issue of REALTOR® Magazine and use all the resources available at REALTOR® Magazine Online. Each issue of REALTOR® Magazine is packed with tips from successful practitioners or trainers on how you can become more successful. 7. No Income Buffer, Passive Income, or Nest Egg. What often kills new real estate practitioners is the concept of lag time. When you sell a house, you typically don’t get paid when the contract is accepted. The average contract is written for 45 days. In a perfect world, you would get your commission check 45 days from the date it was accepted. In the real world, you don’t always get paid on time. What could go wrong? Maybe someone forgets to order the title, water certification, village inspection, pay-off letter, survey, termite inspection, or income verification. If you're in a hot market, the title company could be backed up for two weeks or longer. The closing date could be pushed back days or even weeks. A successful real estate practitioner needs a line of credit and a financial cushion of 3. Not Maximizing Your Productivity. If you look at topproducing real estate professionals who are selling 600-plus units a year, you will notice that they have two things in common: assistants and systems. These practitioners are multiplying their efforts and increasing their output through people and technology. According to the NATIONAL ASSOCIATION OF REALTORS® Member Profile, real estate practitioners who used at least one personal assistant had a significantly higher sales volume than those who didn’t. You may erroneously think that you can’t afford a personal assistant. But think again. If you can significantly increase your income by increasing your efficiency and the number of transactions you can close in 8 three to six months of personal expenses to survive. You also need passive income — or income coming in from investment property so that you don’t have to be desperate to close a deal. When that check finally arrives, don’t forget to put some money aside for your nest egg. interest you and offer to provide free home buying seminars to its members. Learn from Your Mistakes, Then Move On Usually it is the simple stuff that derails a potentially successful real estate career, eclipses your joy in helping consumers find a home, or causes practitioners to burn out prematurely. You are where you are today because of decisions you have made or did not make. Before you embark on a real estate career — or before you try to move your career to a new level of production — take a hard look at yourself and see if you’ve been guilty of any of these mistakes. Then make the decision to not make them again. Once that decision is made, your path to real estate sales success is wide open. THE CODE OF ETHICS: PRACTICAL PRINCIPLES FOR BUSINESS SUCCESS... Source: NAR Information Central: For Rookies For new REALTORS®, the NATIONAL ASSOCIATION OF REALTORS®’ Code of Ethics and Standards of Practice often seems distant from the more immediate need to prospect for listings, match buyers with properties, and close your first transactions. After all, the vast majority of real estate practitioners receive compensation solely through commission. This produces a highly competitive atmosphere. New salespeople have lots to learn, but only a finite amount of time each day. Let’s face it, the Code doesn’t read like the latest thriller, either. PROSPECTING: HOW DO YOU FIND C LIENTS ?... But learning about the Code and making its principles a part of your daily life in your new real estate career are essential to getting your career going on the right road to prosperity. Source: NAR Information Central: Personal Marketing ~ continued on page 11 ~ No matter how slick your brochures, business cards, hardware, and Personal Marketing Plan, the key to successfully launching your business is acquiring clients. Follow these tips to find prospects: § Make sure all family, extended family, and friends know that you’re working in real estate sales and are available for their buying and selling needs. Send them your new business card and personal brochure and follow up with a friendly phone call in the first few weeks. § If you’re involved in community organizations, activities, or other personal interest groups, be sure to let everyone in those groups know of your new career. Inform members of your religious congregation, your children’s sports leagues, your doctor, your insurance agent, your dry cleaner, and other service providers. § Find a high-producing sales associate in your office and offer to assist him or her with open houses or other aspects of his or her transactions to gain experience and possible referrals. Consider joining the sales team of a highproducing practitioner until you can establish your own client base. § Offer to work floor time in your office in order to answer incoming calls and find prospects. If your company has a general e-mail box, offer to respond to incoming e-mail inquiries from potential prospects. § Develop contacts with the human resources departments of any major employers in your area and offer your services for relocating employees. § Contact organizations that you’re involved with or that 9 LEBANON COUNTY SOLD STATISTICS... May 1 - 31, 2007 Residential/Farms Annville-Cleona Cornwall-Lebanon Eastern Lebanon Lebanon City Northern Lebanon Palmyra Multi-Family Lots C/I/B Sale C/I/B Lease County Total # Active 767 33 214 110 162 132 116 72 158 36 13 1,046 $ Volume $180,324,013 $ $ $ $ $ $ 9,028,600 57,159,336 30,430,188 14,384,849 36,996,587 32,324,453 $ 12,006,600 $ 23,188,250 $ 17,624,300 $ 2,051,444 $235,194,607 # Sold 132 7 36 19 26 18 26 14 3 2 0 151 Sold Avg $ 168,276 $ $ $ $ $ $ $ $ $ $ $ ADOM 69 109,357 180,229 168,982 74,592 212,642 230,042 137,123 90,833 579,950 0 169,302 56 72 93 68 65 56 148 294 248 0 83 These figures are based on data supplied by the Keystone Multi-List, Inc. Neither the Lebanon County Association of REALTORS® nor the MLS guarantees its accuracy. Data maintained by the MLS may not reflect all real estate activity in the market area of Lebanon County. IMPORTANT INFORMATION REGARDING PALM CITY P ARK... After seeing some interesting information in MLS# 120454, I called Palm City Park to inquire about it. ACCORDING TO OUR ROOKIES … § 75% of respondents researched the business before becoming licensed § 50% thought the RE classes were helpful to learn terminology, but 100% thought that they should include more practical usage lessons and instructions on standard forms as well though § The biggest challenges that they’ve come up against so far are: Ÿ 50% - finding time for everything & getting organized Ÿ 75% - gaining leads & prospects Ÿ 25% - learning all the proper paperwork required The Park is under new ownership, with the new owners residing in the Park themselves. Apparently, there had been 3 mobile homes abandoned when they purchased the property, and since the owners are responsible for the taxes/costs, they are now requiring buyers to pay a $2,000 Security Deposit, which will be refunded to them at the time they sell the mobile. This only applies to models that are 1995 and older. The contact number for the Park is (717) 838-6375. They will be happy to answer any questions! Thanks to Betsy Lesher, Re/Max of Lebanon County for passing on this new information. 26 East Main Street, Annville, PA Annville Office (717) 867-4451 ~ Harrisburg Office (717) 236-7888 Email: [email protected] www.fortnaauctioneers.com Ÿ Tired of showing properties with no offers? Ÿ Are you about to lose the listing along with the time and money you invested in showings and marketing? Ÿ Are you having difficulty determining the value of a specific property? Ÿ Do you have a client that needs to sell immediately? Let Fortna Auctioneers show you how we can work with you and your Broker to achieve the ultimate goal … SELL THE PROPERTY! Fortna Auctioneers is an award winning real estate marketing auction company currently working hand in hand with Realtors, Brokers and Salespersons throughout Pennsylvania. CONTACT OUR OFFICE TODAY FOR BROKER PARTICIPATION DETAILS! LET US MAKE YOUR JOB EASIER! 10 EDUCATION OPPORTUNITIES... AFFORDABLE HOUSING COUNCIL HOMEBUYER’S EDUCATION CLASSES… JULY S ESSIONS Where: Lebanon County Vo-Tech School (833 Metro Drive, Lebanon) When: July 11, 18 & 25 (Wednesdays) What Time: 6:00 p.m. – 9:00 p.m. Class attendance is limited, so registration is required by calling the Lebanon County Redevelopment Authority at: (717) 273-9326. After completing all sessions, each participant receives a letter of completion. This may entitle you to special opportunities with reduced fees and rates with most council member financial institutions for certain mortgage products. PRI EDUCATION CALENDAR… July: 9, 16, 23, 30 11-12 GRI 404 11-12 ABR 17-18 ABR 20 ABR 25 MCE Real Estate Law (4-day course) / Broker Credits Building Blocks for the Real Estate Professional Accredited Buyers Representation Accredited Buyers Representation Innovative Marketing Techniques for Buyer’s Reps Insurance & Consumer Protection $325 $214 $249 $264 $135 $70 Suburban West Assn Office Suburban West Assn Office Lehigh Valley Assn Office Tri-State RE School, Conshohocken Tri-State RE School, Conshohocken Suburban West Assn Office Effective Negotiating for the Real Estate Professional Senior Real Estate Specialist Resort & Second Home Market Real Estate Office Management (4-day course) Real Estate Investment & Property Management 10 Stupid Things REALTORS Do To Mess Up Their Lives Fundamentals of Commercial Real Estate $135 $365 $199 $325 $135 $50 $35 Tri-State RE School, Conshohocken Suburban West Assn Office Days Inn, Meadville Suburban West Assn Office Tri-State RE School, Conshohocken The Inn at Reading, Wyomissing Suburban West Assn Office August: 2 ABR 6-7 SRES 8-9 RSPS 8, 15, 22, 29 9 GRI 502 13 MCE 14 MCE For more information or to register, visit www.PRIOnline.org or phone: (800) 745-5527. ~ continued from page 9 ~ The Code establishes time-honored and baseline principles that come from the collective experiences of REALTORS® since the Code of Ethics was first established in 1913. Those principles can be loosely defined as: § Duties to clients; § Cooperation with other brokers; § Truthfulness in statements and advertising; and § Respect for exclusive relationships other REALTORS® have with their clients. These are the practical business principles embodied in the Code of Ethics. A new sales associate who understands and incorporates these principles in business will have a successful foundation for a long-term career in the real estate industry. For complete information on the Code of Ethics, including the 2007 Code Of Ethics Manual, visit: www.realtor.org/mempolweb.nsf/pages/code 11 JUST FOR FUN... ~~~ WHO AM I? ~~~ The Newsletter Committee was pleased to bring back the popular “Who Am I?” contest, and are even more pleased to announce that we didn’t stump at least one person. Out of 17 submissions, only one person entered a correct guess! Congratulations to our winner: Yvonne Kuhn, Coldwell Banker HSG for her correct guess of our “way back when” photos… Association President Scott Graby! Yvonne is the winner of a “Works” car wash from Triangle Car Wash. CONGRATULATIONS Yvonne… and stay tuned next month for another great game! 12 color of love. (It's no coincidence that we make our money in the same color...) Green is the color of life and abundance leaves, grass, plants - it's all about growing, expanding, and living. So why don't we give ferns instead of roses on Valentine's Day? Because green is about expansive, humanistic love and acceptance, not bodice-ripping romance. What's more, green is a nice person color, a do-gooder, be-gooder kind of color. This person has a warm heart. Hot passion is probably in there somewhere, buried under the integrity and honor. COLOR-CODED P ERSONALITIES … Source: RIS Media (2/27/07) Most of us have a favorite color. Maybe you're drawn to sky blue because it makes your eyes stand out or you find forest green particularly comforting. Whatever the case, your preferred hue can reveal a lot about what makes you tick. And the same holds true for the people you date-you'd probably have a different impression of a date if he or she said, "My favorite color is yellow," versus "My favorite color is black." That's because color speaks a powerful, silent language, and this can help you better understand it. So, look up your favorite color below - and your date's best-loved shade - and get some colorful insights that will benefit your romantic life. Understanding people who love it: If you love green, you put the greater good before your own good-but try a little selfish behavior once in a while. Blue What it represents: Blue is a color of clarity, communications and charm. And regardless of the shade, this hue says: "I like to be understood." On the downside, under stress, a "blue" person can send mixed messages, have trouble making up their mind, or just space out. Red What it represents: Ah, the color of passion, anger and high blood pressure. Red is a primal color. It represents primal urges, like lust, and fury (you know the phrase, "seeing red," right?). Yes, red is a commanding color: Think of how stop signs get you to halt in your tracks and how you stand back when a red fire engine goes whizzing by. Understanding people who love it: If blue is your favorite color, you never run out of anything to say-expression is your strong suit. And if you're dating someone "blue"? The same holds true; you should always know where you stand. Understanding people who love it: They act - sometimes without thinking - on immediate desires. In fact, they're usually the poster child for immediate gratification. It's up to you if you go for it... or proceed with caution. Purple What it represents: Purple evokes the energy of illusion, imagination and fantasy. Or should we say purrrrple? Purple tends to inspire foreplay, romance, flirtation and teasing-it builds anticipation with playfulness. The downside of purple is unrealistic expectation. Is it easier to live in your fantasy world than the real world? Some purple-lovers prefer it. Orange What it represents: orange is not exactly the easiest color to wear and it's not the most common favorite color, but guess what? Orange is as sexy as it gets. Orange is a mellowed redand it takes primal, lusty urges and mellows them with a softer vibe. Orange is the color of early attractions, emotional responses, and inner magnetism. Oh, and one other thing: Orange is also close to gold, the color of success and wealth. Understanding people who love it: If you love purple you can be an imaginative romantic or prefer imaginary romancedepending on how you feel. White What it represents: White is light-the combination of all colors. White symbolizes purity (the virginal bridal dress, the christening gown) and spirituality. There's a simplicity to it, too. Understanding people who love it: Someone who likes orange is alive with feelings, the ability to nurture, and can intuit a path to success. If your favorite color is orange, you don't have an "off" switch when it comes to passion. This is all good stuff, but there's nothing casual about the connections this kind of person usually forges. Understanding people who love it: People who love white are probably clean and orderly. While white isn't the sexiest color, it is certainly healthy. Yellow What it represents: Yellow is the color of the sun, vitality, power and ego... but it's not a great indicator of romance. Watch out for self-centered, me-first energy when someone prefers yellow to the rest of the rainbow. Black What it represents: Like white, black is a combination of all colors, but instead of purity, it represents the unknown, the unseen-mystery. Black basically holds back information... but there's no denying that it has strong associations in our culture with "the dark side" and evil. Understanding people who love it: If yellow is your favorite color, temper your use of the word "I" when you're interested in someone else. You can come across as too ego-centric. Now, if you're dating someone whose favorite hue is yellow, make sure to jump in and share stories about yourself, since this person may not give you much room. Understanding people who love it: If your favorite color is black, you are more hush-hush than ha-ha. The silence of this color lets others fill in the blanks. Black says "I'm not telling you anything." People who love black can be tough nuts to crack, but quite possibly worth the effort. Green What it represents: Here is the heart of the matter. Green is the 13 MEMBER CORNER... Happy Birthday To... COMINGS & GOINGS… New REALTOR® Members: Roman Yudenko, Griffith Group Realty REALTOR® Members Transfers: July 3 3 3 5 6 6 7 8 9 10 12 13 13 14 14 14 16 20 21 22 23 28 Kristan Cosgrove to Ulrich Professionals Realty Alejandrina Lopez, Century 21 Krall RE Betty Meyer, Brownstone Real Estate Doug Snavely, Penn Realty, LTD. Chip Stanilla, Re/Max of Lebanon County Suzanne Johnson, Cedar Abstract Harriet Ponessa, Century 21 Krall Real Estate Barb Grumbine, Century 21 Krall Real Estate Beth Boguski, Brownstone Real Estate Geoffrey Manderwicz, Northwest Savings Bank Anthony Lowe, Coldwell Banker HSG William Fenstermaker, AC Burkholder RE Linda Althouse, AC Burkholder RE Michael Fortna, Fortna Auctioneers Laura Kapp, Coldwell Banker HSG Todd Lechleitner, Brownstone Real Estate Tammy Sites, Re/Max Assoc of Lancaster Richard Ziegler, RE Ziegler Inspection Svcs Michael Root, Suburban Realty Tom Deck, Re/Max of Lebanon County Sally Weise, Re/Max of Lebanon County Adam Heisey, AC Burkholder RE Ray Herb, Sr., Geller Real Estate REALTOR® Member Escrows: David Maldonado, Coldwell Banker HSG Affiliate Member Changes: Linda Brown to Personal Mortgage Company 1735 Keith Ln, Manheim, 17554 (717) 665-7970 CONGRATULATIONS TO ... Nancy Smeltzer, Re/Max of Lebanon County, and Brenda Henning & Doug Snavely, both of Penn Realty, LTD who recently received their e-Pro designations. Keep up The Great Work! Newsletter Committee * Brenda Miller * Debbie Carroll Craig Gates Shawn Koppenhaver Melissa MacBride Kris Mease Brenda Wurges Re/Max of Lebanon County Century 21 Krall Real Estate Fulton Mortgage Company Century 21 Krall Real Estate Century 21 Krall Real Estate Edge Abstract of Pennsylvania Re/Max of Lebanon County 270-2680 273-1631 274-6981 273-1631 273-1631 228-0870 270-8808 If you have any ideas or articles for the “Board Briefs”, please call any committee Member or the Association Office at 272-6126. You may also fax items to 270-5668, or e-mail them to: [email protected] 14 Welcome to our newest class of Realtor members! Pictured L to R: Brenda Wurges (Re/Max of Lebanon County), Mark Tomecek (Frank Tomecek RE Services), Trisha Spangler (Re/Max of Lebanon County), Matthew McDonald (Century 21 Krall Real Estate), Tracy Levengood (Re/Max of Lebanon County), Christina Harvey (Coldwell Banker HSG), Gabriele Brosius (Coldwell Banker HSG), Terri Zellers (Coldwell Banker HSG), and Rhoda Long (Brownstone Real Estate). CONGRATULATIONS… Walt & Kathy Zehring, Rauch Real Estate, who celebrated their 49th wedding Anniversary on June 7th! MARK THE D ATE !... THE HOME INSPECTOR INC. www.thehomeinspectorinc.net The Public Relations Committee has announced dates for the 2007 Benefit Art Auction! Home Inspections Termite ? Radon Water ? Septic The Annual Art Auction to benefit Habitat For Humanity will be held on Friday, October 5 at the Hebron Banquet Facility. Mark your calendars now so you don’t miss this popular event! See future Board Briefs for full event details. Office: 717-865-0222 Toll Free 1-888-511-0222 Email: [email protected] 15 July 2007 Monthly Planner Sunday 1 Monday 2 Tuesday 3 Wednesday 4 Thursday Friday Saturday 5 6 7 12 13 14 19 20 21 26 27 28 Office CLOSED Independence D ay! 8 9 10 11 9:30 AM MLS Board Of Directors 10:00 AM Newsletter Committee 11:00 AM Program Committee Meeting 12:00 PM LCAR Luncheon Meeting 15 22 16 23 17 18 1:30 PM Keystone MLS Board of Directors (Lebanon Assn Office) 9:00 AM Public Relations Meeting 24 25 9:00 AM Executive Committee 9:30 AM LCAR Board of Directors 29 30 31 June S M T W T 3 4 5 6 10 11 12 13 17 18 19 20 24 25 26 27 7 14 21 28 F S 1 8 15 22 29 2 9 16 23 30 August S M T W T 5 6 12 13 19 20 26 27 1 7 8 14 15 21 22 28 29 2 9 16 23 30 F S 3 4 10 11 17 18 24 25 31 Lebanon County Association of REALTORS LCAR MISSION STATEMENT: The Lebanon County Association of REALTORS® (LCAR) actively serves its’ members needs by providing programs, products, and services to enhance ethical and successful business conduct; and, through collective action, advocating private property rights.