June 2016 - Hampton Roads REALTORS® Association

Transcription

hampton
roads
REALtor
®
Vol. 37 ~ Iss. 6
JUNE 2016
Published for Members of the Hampton Roads REALTORS ® Association
Business doesn’t
take a vacation
(but you should)
PLUS: COMMERCIAL INTEREST IS HIGH; REALTORS ® HAVE A HEART FOR GIVING BACK; JUST WHEN
YOU THOUGHT YOU KNEW TRID; GETTING THE MOST BENEFIT OUT OF NETWORKING GROUPS
Tr
7.8
Pr
Co
Let’s work together to help
more buyers achieve their goals
Recommend Wells Fargo Home Mortgage
Your goal is to turn buyers into homeowners. Our goal is to provide financing to make that happen. And, as the
nation’s #1 residential mortgage lender, we provide a wide array of products and programs. So no matter what your
client’s home buying goals, we can help you by providing financing options to meet nearly any homebuyer need.
• A wide selection of conventional loan programs
• Fixed- and adjustable-rate mortgages (ARMs)
• Mortgage options with built-in renovation financing
• PriorityBuyer® preapproval
• The attentive service of knowledgeable mortgage professionals
• Purchase loans including FHA and VA programs
No other lender is as dedicated to delivering quality products and services to you and your clients as
Wells Fargo Home Mortgage.
We’re ready to help you put buyers into homes. Contact your Wells Fargo Home Mortgage branch today.
Virginia Beach — Independence Boulevard
757-493-4111
Newport News — Thimble Shoals
757-873-3308
Virginia Beach — Laskin Road
757-448-6720
Kill Devil Hills, NC — Croatan Highway
252-441-7610
Chesapeake — Greenbrier Circle 757-420-6162
Elizabeth City, NC —- Main Street
252-331-6221 This information is for real estate professionals only and is not intended for distribution
to consumers or other third parties.
Information is accurate as of date of printing and is subject to change without notice.
Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2015 Wells
Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1065613 Expires 08/2015
p. 2 HAMPTON ROADS REALTOR ® • JUNE 2016 CONTENTS
hampton roads
REALtor ®
FEATURES
6
Advocacy doesn’t take a vacation
18
You can take a vacation as long as your
business does not.
7
Business doesn’t take a vacation (but you should).
Just be prepared.
20
Being “one” means you can never take “it” off
8
Wiping clean the mental chalkboard
22
Getting the most benefit out of networking groups
9
Commercial interest is high
10
You deserve a break today
24
Time off: make time by having consistent
practices and processes in place
11
The Great I am one® Travel Giveaway
25
Chip Dicks in the HRRA house!
12
Government Affairs heats up with Spore
presentation
26
REALTORS®, you deserve some relaxation
13
REALTORS® Have a Heart for giving back
29
Ready to conquer the real estate market
(ethically, of course)
14
Trading in corporate America to put yourself first
15
Just when you thought you knew TRID…
IN EVERY ISSUE
4
From the Chair
5
A Picture is Worth 1,000 Words
11
I am one® Supporter of the Month
16
Calendar of Events
17
Calendar of Education
21
HRRPAC Spotlight
28
Legal Corner
30
Welcome New Members
5
11
13
25
advertisers
Cox Real Estate Program - 29
EastWest Communities - 19
Fulton Mortgage - 31
Kirbor Homes - 28
NewTowne Mortgage - 23
NHRA - 27
Pilot Media - 10
The Real Estate Printer - 25
Landmark Title - 32
Wells Fargo Home Mortgage - 2
HAMPTON ROADS REALTOR ® • JUNE 2016 p. 3
FROM THE CHAIR:
Downtime is the treasure you seek
Are you one of those people
who hardly ever says “no”? Do
you love getting involved and being active in all kinds of ventures?
Do you catch yourself thinking or saying “I’m so busy”? Or
wanting to just scream, “I don’t
have enough hours in the day”?
Perhaps you’re yearning for
more time with family or friends,
more vacation time or more time
at the gym. How is it that the
faster we go, the farther we fall
behind?
It’s true. Our schedules are
loaded. We are ultra-connected
at our fingertips via smartphones,
and now we have smart cars, portable offices and can be reached
24/7 virtually anywhere in the
world. We travel by jet, visit drivethru restaurants, use FedEx and
shop with a click. Our society
has accelerated, and we want everything instantly and everything
done instantly.
A decade or two ago, we
assumed that these time-saving
inventions were going to free
up our time, but they have done
quite the opposite. They have allowed us to cram more into our
day. People complain about how
overloaded, busy or stressed out
they are, all the while looking for
a faster computer or the sharing
of news instantly on social media.
Becky Claggett,
ABR, CRS
2016 HRRA
Chairman of the
Board
The Eagles had a song, “Life in
the Fast Lane,” that said, “Life in
the fast lane, surely make you lose
your mind… ,” and we certainly
don’t want to lose our mind (or
control or anything else), so how
do we prevent this?
First, I think we have to take
an analysis. Consider the following:
Are you busier than ever?
We think we are working more
than ever when, in reality, we work
less than we did in the agrarianindustrial economies. Consider
that feeling busy or frantic might
be part of your everyday life.
Whether you’re constantly rushing from place to place or feeling
weighed down by your to-do list,
it’s easy to think that you don’t
have enough hours in the day.
Perhaps becoming more organized or working at creating more
balance in your life is the answer.
Try to simply quit telling yourself
how busy you are!
Do you take time for yourself ? Do you take time to read a
novel, converse with a friend, listen to music or take in the arts?
Try it occasionally (or regularly);
you may be surprised.
Do you plan vacations
(and take them)? Not everyone
(continued on page 9...)
Thank You to our 2016 HRRA Partners
PLATINUM
SILVER
COPPER
p. 4 HAMPTON ROADS REALTOR ® • JUNE 2016 BRONZE
AMBASSADOR
HAMPTON ROADS
REALTORS® ASSOCIATION
Chairman of the Board: Becky Claggett
Chairman-Elect: Sherry Maser
Vice-Chairman Finance: Nikita Houchins
Immediate Past Chairman: Rusty Hulett
Executive Committee: Terry Gearhart,
Jennifer Cool, Gary Lundholm
DIRECTORS:
Dayla Brooks
Mark Edwards
Tonya Feamster
Terry Fraley
Elaine Griffin
Cindy Hawks
Betsy Hughes
Jimmy Jackson
Jeremy Caleb Johnson
Kimberly Plourde
Carolette Reisner
Margaret Richardson
Maily Roberts-Jacobs
Sherry Snyder
Jessica Whitt
HAMPTON ROADS REALTOR®
MAGAZINE
Approximately 3,800 copies of each issue
of the Hampton Roads REALTOR® are
published monthly by the Hampton Roads
REALTORS® Association, Inc. (HRRA),
638 Independence Parkway, Suite 100,
Chesapeake, VA 23320.
HRRA reserves the right to edit or refuse
all submissions for publication. HRRA
reserves the right to receive royalties from
some programs and services. Views and
advertising expressed in this magazine are
not necessarily those of, nor endorsed by,
HRRA. The Hampton Roads REALTOR®
is created for the members of HRRA by
Organization Management Group, Inc.
(www.ManageGroup.com).
Editors: Victoria Hecht [email protected]
Kim Breeding-Mercer [email protected]
Advertising Sales: Connie Hedrick,
[email protected]
Design/Layout: Kim Breeding-Mercer
Copyright © 2016 Hampton Roads
REALTORS® Association; all rights reserved.
HAMPTON ROADS
REALTORS®
ASSOCIATION
I am one.
®
A Picture is Worth 1,000
Words
Recent photos of HRRA members and events
HRRA’s convention hits a homerun! REALTOR® Experience 2016, HRRA’s Convention & Expo, scored all three on April 14. The inaugural
event, presented by the association’s New Homes and Affiliate councils in conjunction with Alpha College of Real Estate, was held at the
DoubleTree by Hilton Norfolk Airport Hotel with hundreds of members in attendance. Kicking off the full day of networking, enlightenment,
and a vendor and new homes show was a presentation by Mark Allen, vice president of association industry relations for Move Inc. and the
operator of Realtor.com. Other events included a meeting of the Women’s Council of REALTORS® and the REALTOR®/Lawyer Committee,
featuring attorney James T. Lang with Pender and Coward and city of Norfolk certified lake manager David Rosenthal, who explored the
topic “Waterfront Homes – Special Considerations From Being on the Water: Riparian Rights and Water Supply Reservoirs.” Rounding out
the afternoon was the “Secrets for Success” panel of award-winning REALTORS®, who shared their best practices for sustainable businesses.
Attendees also unwound, networked and learned more about HRRA’s Affiliate members during the Tools for Success Vendor Expo and Lunch.
And, yes, they took home lots of great swag and door prizes from the exhibitors, including HRRA’s own “I am one®” campaign. Thank you to all
for coming out in support of this first-time event! – Victoria Hecht, HRRA Communications and PR Specialist
Advocacy
doesn’t take
a vacation
Ron Lovell
HRRA Local
Government Affairs
Director
Gordon Dixon
HRRA State
Government Affairs
Director
As you are reading this, do you
realize HRRA’s Government Affairs
Committee members have visions
of snow, ice and hot air in their
minds? Seriously. Your committee
members have been looking over
and deliberating on HRRA’s legislative policy agenda for 2017.
As you know, the Virginia General Assembly won’t meet again until January 2017, but the Virginia Association of REALTORS® and your
Hampton Roads REALTORS®
Association are working on advocacy issues right now so we have the
ideas and concepts in the right position.
Advocacy does not take a vacation. It is a constant rhythm of
drum beats, notes and support from
many areas. Advocacy has many
definitions and forms. While the
method of HRRA’s advocacy may
evolve over time, one fact remains
the same: As housing and private
property rights advocates, we have
identified major issues. Advocacy
is a process of putting our views
in front of the public and decision
makers, and our goal is to EDUCATE, ENGAGE and CHANGE.
As we see it, there are 10 basic
steps to advocacy, and we would like
to go through them with you now.
Step 1: Bring people together. We bring together REALTORS®
to act as a common voice. Despite
their diverse backgrounds we can
also bring local government, builders, developers and other business
groups to focus attention on a key
issue.
p. 6 HAMPTON ROADS REALTOR • JUNE 2016 ®
Step 2: Identify and prioritize your “issue.” There are lots of
issues out there, and you need to develop a laser focus, because you are
vying for policymakers’ time and attention over everything else they’re
being presented with. Focus on a
VAR and HRRA
are working on
advocacy issues
now to prepare
for 2017.
limited or even single-most- important issue, and don’t “water down”
your efforts with other issues if you
can help it.
Step 3: Develop your objective. What is the solution or outcome we are looking for? If we
know that, then we are halfway
there to developing our path for advocacy.
Step 4: Research and get the
facts. When discussing policy, facts
matter, and accurate facts will often
trump emotional issues. With the
correct facts, you can make a strong
case for the achievement of your
objective. By looking at the facts,
you will also identify the weaknesses. Work with your collaboration
partners to confirm the data and
collect other data, because that is
what coalitions do.
Step 5: Identify your target
area. You need to be smart about
“who” you send your message to.
While the media is important, it is
not the final decision maker.
Step 6: Identify the decision
process. After the “who,” you need
to know “what” and “when.” Additionally, understand the decisionmaking process and the timeline.
Are there particular steps you need
to go through before the decision
maker is ready to deliberate?
Step 7: Identify your allies,
and build a coalition. You are
much more likely to be successful
when working together. Different
backgrounds provide different perspectives and a sense of community
to your message. That is important
as the decision maker is trying to
figure out how many people or
groups are impacted by your issue.
Step 8: Determine your
method of delivery. As agents
good at marketing, you know there
are multiple ways to reach an audience, and you need to figure out
which method will work best. Technology has taken over this space,
but don’t forget the advantages of
wearing down “shoe leather.” Meeting face to face will help your cause
and enable you to read the body language like no email every will.
Step 9: Review, evaluate and
adjust. Just like you do in your yearly plans, you need to take a moment
to assess where you have been successful and where you need to make
(continued on next page...)
Business doesn’t take a vacation
(but you should).
Just be prepared.
Margaret Richardson
Member, HRRA Board
of Directors
If you ever hit a slow patch
where your buyers are lethargic and
your listings aren’t showing, the solution to kick-start activity is to go
on vacation. It works every time!
Your buyers will suddenly find the
home of their dreams, and you’ll
get multiple offers on at least one
of your listings.
While this is great for your
bank account, it often leads to unwelcome stress, plus you may get
eye rolls from your travel companions. However, with a little preparation, you can likely enjoy your vacation and keep business going.
Step one to a successful holiday: A few days before you leave
town, let your buyers and sellers
know your departure and return
dates. Give them expectations regarding how you will be able to
communicate with them and what
they should expect your response
time to be. If you are going overseas
or on a cruise and will not be able to
communicate, let them know that.
Give them a name, number and
email address of an agent who will
handle your business while you’re
unavailable. Try to establish a buddy
system with another agent in your
office who has a similar work ethic.
Work out mutually-agreeable terms
to assist each other during your respective vacations.
Prior to your departure, set up
an automatic email response that
Don’t allow
vacation to burn
you out.
alerts your contacts that you’re on
vacation. Within this response, include the date that you will return
to work, the frequency that you will
respond to emails and your buddy’s
contact information in case one
needs immediate assistance. You
don’t want to lose a sale because you
didn’t give your buyer guidance during your absence.
Secondly, personalize your
voicemail with similar information.
Finally, before you leave your
office, make sure that you give your
buddy a contact information sheet
for each of your transactions. Include any showing instructions,
CBS codes, and buyers’ and sellers’
phone numbers. Put a copy in your
broker’s files, and let your office administrator know that it’s there.
Once you are underway, explain to your travel companions that
you have taken every precaution to
limit the amount of time you will
spend working. But also tell them
that you will probably have to take
time each day to answer emails and
return phone calls, and that you appreciate their patience because business doesn’t stop during vacation.
You may find that one of your
contacts decides he or she needs to
immediately list or buy a house during your absence. If this occurs, you
have a decision to make: Will you
spend a significant time away from
your companions and work the deal
or refer the deal to another agent
and continue with your excursion?
It can be difficult and painful
to refer the business to another, but
keep in mind that it’s healthy for you
to take time off, reflect and rejuvenate. Don’t allow vacation to burn
you out. ⌂
(Advocacy, continued from previous page)
corrections. All plans need adjusting. Meet
with your coalition and group on a regular basis; this will help everyone stay on the same
page.
Step 10: Celebrate successes. Advocacy is a process, it is not a single activity, and it
evolves over time. Don’t get discouraged that
your issue failed on the first attempt. Assess
where there were victories, and recognize that
this helps advance your cause a bit further
than you were just a few months ago. Keep at
it, because advocacy works! ⌂
Lorem ipsum dolor sit amet,
consectetur adipiscing elit.
Fusce sit amet metus nec
tortor efficitur cursus. In
blandit elementum tempor.
Sed volutpat tempus %
malesuada. Aenean sit amet
purus sem. Quisque at Ů
scelerisque massa. Fusce
vulputate nulla sit amet
elementum pulvinar. Aenean
ultricies a lectus a mollis.
Proin hendrerit # quam id
est dictum ultrices. Mauris
nibh elit, efficitur vel ante
eget, placerat lobortis purus.
Pellentesque non feugiat Ř
nibh. Integer luctus elit enim.
Shewling Moy
Chair, Government
Affairs Committee
and
2015 Rising Star of
the Year Award
Aenean at dui cursus, sodales nibh. Vivamus quis sem sed @
neque blandit, & tempus urna.
ante mattis sagittis id at ®
Nulla rhoncus blandit neque quis ante. Integer suscipit risus /
risus vitae sagittis gravida, {
£ diam orci vulputate sem, in
lacinia dolor neque vel risus. ¢
aliquet nulla. Aenean nec neque
ut enim aliquam vestibulum ±
non pellentesque ante. Nullam
interdum consectetur eros.
Aliquam blandit nisi vitae mi
lacinia, non lobortis lectus
bibendum. Suspendisse vehicula
pretium feugiat. Ut sodales
non lacus vel facilisis. ¥
Pellentesque rutrum sed √
tortor in blandit. Œ § 85
Curabitur non tincidunt leo,
ut facilisis erat. ? Vestibulum
ac sem ultricies, et dignissim Praesent fermentum, mi sed elementum orci risus, porta
velit aliquam. Integer a enim
efficitur imperdiet, leo purus congue orci vehicula eu. Proin
vel diam consequat sollicitudin neque, ut tincidunt laoreet, purus vel pretium 79
bibendum id eu 13 metus quam vel sapien. 4 Donec euismod, sapien velit sagittis
nibh, at semper odio urna ut
nisl. Proin semper, a tempor leo, consectetur 2
Wiping clean the
mental chalkboard
commodo. In non finibus ex.
Etiam at lorem blandit, ¶ 3
porta sem
ullamcorper,
lobortis
Standing a few feet back from
a blackboard, I am uncertain what I
am looking at. The board is full of
words, phrases, quotes, paragraphs,
sentences, diagrams and charts, and
I am baffled by it.
The board seems like a mess
of white-chalk chaos. Nothing on it
makes sense, just like my brain when
I get overloaded with the activities
of everyday life.
This happens to me frequently
with the abundance of daily tasks,
projects, events and meetings of
daily life. With my job as a compliance broker and agent, volunteer
work and personal life, life can seem
overwhelming. Days and nights are
overflowing with activities, multicity travel, out-of-town meetings
and training seminars.
After weeks or months of all
that commotion, my brain and body
feel like that blackboard. Sometimes
I have no idea what I have taken in,
where I have been, and what is left
to do or not to do. Ouch!
At that point, I want to take a
break away from my life. Ah, maybe
a vacation is the answer!
Vacation is defined by Merriam
Webster as “an extended period
of recreation, especially one spent
away from home or in traveling.”
After a few days off, I can return to the mayhem with a fresh
perspective on my job, relationships
and life. It’s as if that blackboard has
been erased clean of the white chalk
of confusion, and I can start with a
clean board. I am ready to take “IT”
on!
p. 8 HAMPTON ROADS REALTOR ® • JUNE 2016 As real estate agents, most of
us operate independently and likely
do not have a backup. Some of us
are fearful to be away from our business for any period of time. An unpredictable adverse occurrence with
an ongoing transaction might take
Yes, find time
to empty out
your muddled
brain! Erase
that cluttered
blackboard.
place in our absence. Clients might
feel that their transactions are on
hold.
Who will answer questions that
the lender has? What if the termite
report is not clear or the repair work
does not meet the client’s expectation?
Lessen the turmoil by building
relationships in your office and expanding your network. Identify individuals you can trust with your business. Look for a mentor, partner or
team that can function as a backup.
Make this a priority! In the
event of unexpected absence or a
scheduled break, having an established backup can make a huge difference in lessening chaos. Others
can step in and look after your busi-
ness with ease, if needed.
Often we feel that a particular
real estate transaction or another aspect of our business might not be
able to survive if we take a vacation
or are unexpectedly absent. But all
of us need to have a break every
now and then. A vacation will provide new-found energy and a new
perspective. You will return and be
able to work harder and smarter
with a happier and healthier body
and mind.
Yes, find time to empty out
your muddled brain! Erase that cluttered black board. Rearrange the
content. Get a fresh start. Schedule a formal break on your planner;
make vacation a routine priority.
You work hard and have earned a
time of “clarity.”
When WAS the last time you
took a vacation? ⌂
Commercial
interest
is high
Terry Fraley, CCIM,
MRP, ABR, SRS
Chair, Commercial
Alliance
It’s true!
Interest in commercial real estate is very high, and real estate offices are seeing the positive impact
of adding commercial real estate to
their portfolios.
Leasing and managing commercial property interest has increased as well. Taking older buildings and breathing new life into
them is again on the rise, with Norfolk, Suffolk and Hampton all offering good examples. Shoppers are
still moving out of malls and into
standalone stores (the Harbor View
area in Suffolk is an example of
standalone increase as Chesapeake
Square Mall continues to decline).
And while lending practices
have tightened a bit this year over
last year, according to CoStar Group
(costargroup.com), these policies
haven’t stopped demand for office, industrial and special purpose
properties. Make sure to build your
commercial work relationships with
lenders, attorneys, inspectors, etc.
Theses contacts will help guide you
and your client through the commercial-buying and -selling process.
Taking older
buildings and
breathing new life
into them is again
on the rise.
So far this year the Commercial Alliance has held the Discover
Commercial Real Estate course
twice here at HRRA. Next we are
also offering a June 29 workshop
on fire insurance and safety in commercial buildings, featuring three
guest speakers, at Great Bridge Dry
Cleaners in Chesapeake. A guided
facility tour will follow the presentation. The host site is a state-of-theart facility with a beautiful conference room.
We will hold workshops
throughout the year. One of our
upcoming workshops will be Commercial Buildings Anatomy 101.
(Stay tuned for details.) Find out
what’s under the ceilings and behind
the walls. What do load-bearing and
flex space mean? All this and more
is coming your way.
Remember, success starts with
you. Get out there and make a positive difference in the commercial
real estate market! ⌂
(Downtime, continued from page 4)
loves vacations. Some simply loathe the idea
of forced relaxation! Others worry about being away from their business (or, worse, try to
vacation and do too much business to the dismay of their family and friends, who feel like
they never take a break).
Do you take a moment twice a day at
your desk or in your car? Often we forget to
take a micro break or a few minutes to clear
our mind, relax, meditate or whatever it is that
will bring you Zen. Take a break! You can do it
right at your computer. Go to calm.com, rainfor.me, or similar sites and apps designed to
help you relax and find your moment(s) right
at your desk. Or just do nothing for two or
three minutes!
Do you schedule downtime from
technology? Gardening, swimming, catching a movie, attending a soccer game (without
your phone)? Watch the sun rise or set…and
breathe!
The “American Dream” may just be the
culprit of our 24/7 work culture. We believe
that hard work makes dreams come true, and
we want that pinnacle of success. But as we
work toward that dream, and we continue to
charge faster and produce more, take a moment to assess yourself and spend some time
in the five categories above.
Look for your peace, your moment to
slow down. It’s there like a buried treasure, but
you have to find it. ⌂
You
deserve a
break
today
Carol Rasberry
Millis
NMLS# 111994
Atlantic Bay
Mortgage Group
Because the real estate business
is a 24/7 career with clients reaching out to you around the clock, you
may feel like you can’t take a vacation. That’s understandable. You
don’t want to let anyone down. You
take pride in the fact that you are responsive to your clients’ needs.
However, you work hard and
you do deserve to take a vacation.
With some planning and help from
your team, you can take time off.
It’s often said that “team”
stands for “together, everyone
achieves more,” and even if you do
most of your work solo, you still
have a team behind you. You have
your lender, settlement agent, fellow
agents and possibly even an assistant. Rely on them to help you.
You’re no good to anyone if
you burn out, right? Here are some
tips to make sure you can have time
off without feeling like you are turning your back on your customers.
Plan ahead. You know when
business is the craziest—the summer. Plan your vacation during
slower times. If your children are
a factor and a summer vacation is
HRRA I am one
the only option, make sure you start
telling people when you are going
on vacation as soon as you know.
Block it off on your calendar. Set
deadlines for when you need to have
things done before you go.
The word
“vacation”
needn’t be taboo
in real estate.
Ask for help. This is where the
“team” comes in. As a mortgage
banker, I know just how important
the closing is to you and how important deadlines are. Those with
whom you work will make sure that
things keep moving smoothly while
you are out, such as scheduling the
closing before or after your return.
Communicate. Be up front
with your clients and business partners about when you are (and are
not) available, and let them know
®
A Great Opportunity for HRRA Members
Don’t miss your chance to participate in the HRRA I am one
co-op ad running the 3rd Saturday of every month in Home + Living.*
®
Please email the below information to [email protected]
$
99
per month
Deadlines:
Space & Ad Material:
Tuesday prior to pub
Would you like to run monthly only? or Reserve space to automatically renew?
• Your Name & Phone Number • Company Name • Headshot
Ads Go To Press:
*Must be a HRRA member to participate.
3rd Saturday
•
p. 10 HAMPTON ROADS REALTOR ® • JUNE 2016 whom they can talk to in your absence. If you will have access to
email or phone, establish hours
when you will return calls or check
messages. Explain to all that this is
for emergencies only and make sure
you set up out-of-office messages
on your devices and accounts.
Anticipate. Have a contingency plan for emergencies. In other
words, have a back-up plan for your
back-up plan. If you’ve asked a fellow agent to help you out, ask who
that person’s back-up is in the event
he or she gets sick or has a conflict.
Celebrate. When you get back,
thank everyone who helped you,
and pat yourself on the back for
being able to take a break and have
everything go smoothly in your absence. Celebrate with an informal
brunch or coffee break with those
who helped you. A souvenir from
your trip might be a nice touch, too.
The word “vacation” needn’t
be taboo in the world of real estate. With some proactive thinking
and the support of your colleagues,
you’ll be able to relax and achieve
work-life balance. ⌂
Thursday prior to pub
Publishes:
T
T
®
m
o
a
n
I
“
e
t
a
”
e
r
G l Giveaway
e
h ave
r
Wear it
Share it
WIN IT
l's
Apri r
e
Winn

Our April monthly winner
is Marie White Bogue of
Century 21 Nachman Realty!
Congrats, Marie! The
drawing resets with each
month, so keep those entries
coming, REALTORS®!
Snap a picture of yourself with a piece of “I am one®” swag, then upload it to the HRRA or “I am one®”
Facebook page for the opportunity to win a TRAVEL VOUCHER for seven days at one of hundreds of
destinations worldwide, plus other prizes, courtesy of HRRA and our contest sponsors. Good luck!
Thanks to our PRIZE SPONSORS
THE RULES: One entry per photo per month. Enter as many photos as you’d like per month, but each photo MUST be
different. Entrants may not use the same photos from month to month; each photo may be used only once. HRRPAC
contributors automatically receive a second entry per month. A monthly finalist will be drawn at the end of each month. At the
end of the year a winner will be drawn from the monthly finalists and awarded the trip voucher and other GREAT “I am one®”
TRAVEL GIVEAWAY prizes.
DISCLAIMER: By posting your photos to the HRRA and “I am one®” Facebook pages, you grant permission for that image to
be used on HRRA’s social media platforms or website and in its publications or other printed materials. Neither HRRA nor the
contest’s Affiliate sponsors will be held responsible if the winner does not redeem the trip voucher. Upgrades to the awarded
trip voucher are at the winner’s discretion and financial responsibility; neither HRRA nor the contest’s Affiliate sponsors will be
held responsible for winner-selected upgrades from the awarded voucher.
He’s got that IAM1
“swag-ger”
I am one.
®
Terry Fraley, CCIM, MRP, ABR, SRS, has a big heart for commercial real estate as HRRA’s
Commercial Alliance chair, but he also has a fondness for the “I am one®” campaign.
Whether he’s instructing a course at HRRA, attending a committee or council meeting,
extending association greetings at the annual Commercial Alliance Awards or hopping on
the bus for REALTOR® Day on the Hill, this managing broker for Century 21 Nachman
Realty’s new Ghent office is sporting his blue “I am one®” button or gold pin. We’d say he
is proud to always proclaim his “I am one®” spirit, and for that he’s our June “I am one®”
Supporter of the Month. Thanks for setting a great example, Terry! REALTORS®, do
YOU have the “swag-ger”, too? Wear and share your swag here, there and everywhere!
Government Affairs heats up with
Spore presentation
It’s fitting that May’s Government Affairs forum was held on Cinco de Mayo, because both the topic and gathering were hot, hot, HOT! Just
because Jim Spore recently retired as Virginia Beach city manager after 24 years (making him one of the longest-serving city managers in the
nation), he hasn’t stepped away from serving others or the community. Today, he’s president and CEO of Reinvent Hampton Roads, which
launched as the Hampton Roads Community Foundation’s regional economic competitiveness initiative in 2012 and, today, is its own nonprofit
entity. Attendees learned about the organization as Spore shared its goal of finding an “aspirational strategy that embraces our region’s traditional
employment sectors while also attracting and nurturing new employers, entrepreneurs and industries,” and noted the key role that real estate plays
in achieving this. Attendees had many questions for Spore about the role Reinvent Hampton Roads will play in our region’s growth.
According to research completed by the nonprofit in 2014, in order to create more and higher-paying jobs, diversify the economy (for example,
less reliance on the military, port and tourism) and “create a culture where entrepreneurship can thrive,” it is imperative to “fundamentally alter
the region’s economic profile and performance over time.” According to metrics provided by Spore during the presentation, Hampton Roads
ranks near the bottom in employment growth when compared to similar-sized metropolitan areas across the United States. To attain “actionable
solutions,” current projects under way include REAP (Regional Export Acceleration Program), shovel-ready building sites, industry clusters,
workforce development and identification of collaborative projects, among others. Spore estimated that Reinvent Hampton Roads’ efforts would
see resulting job creation in three to five years. Learn more at reinventhr.org. Thank you to Affiliate sponsors Chip Simkins of OVM Financial
and Brad Brinke of ProCraft Home Services for providing lunch and to generous Affiliates in attendance who brought door prizes. (We even saw
bottles of salsa going around the room. Olé!) – Victoria Hecht, HRRA Communications and PR Specialist
p. 12 HAMPTON ROADS REALTOR ® • JUNE 2016 REALTORS® Have a
Heart for giving back
Sherry Snyder, ABR,
SFR, e-PRO
Chair, Resale Council
“REALTORS® Have a Heart,”
teamed with HRRA’s signature
“I am one®” REALTOR® pride
and awareness campaign, is a
REALTOR®-member volunteer opportunity that I am very excited to
announce.
We’ve all heard the common
misconception that real estate
agents do very little work and make
a whole lot of money. Well, this is
one way for us to show our support
for our neighbors and communities.
It’s important that we get the message out that we care about helping
people.
We held our first volunteerism
event at Norfolk’s Ronald McDonald House in April. We showed up
40 REALTORS® strong and conducted spring cleaning inside and
out. We had members cleaning out
the dusty third floor, wiping down
kitchen cabinets, washing windows,
picking up debris, sprucing up
flower beds, hauling off old TVs
and computer components to the
recycling center, and even wiping
down the Ronald McDonald statue
that sits on the porch to welcome all
visitors.
As of press time, our next volunteer event is June 4 in conjunction with the Chesapeake Bay Foun-
Many people
want to give back
but don’t know
where to start.
We’ve made it
easy for you!
dation’s Clean the Bay Day. We are
teaming up with the Virginia Aquarium & Marine Science Center to
clean areas of Owls Creek, Croatan
and Rudee Inlet. We hope to have
our HRRA families working side
by side with our neighbors to help
clean and protect our waterways.
Moving forward, the Resale
Council will plan one volunteer
event per quarter. We will aim for
the last month of each quarter (i.e.
March, June, September and December). When possible, we will
arrange for a sponsored lunch and
hold the event on the first Tuesday
of the month in lieu of a meeting.
We will also try to locate opportunities within the various cities. Feel
free to approach us with possible
options.
I encourage everyone to get
involved and join us! Many people
want to give back but don’t know
where to start. We’ve made it easy
for you! This isn’t just a great way to
become more involved in your community, but it lends tremendously to
your business as you are out there
working side by side in the community and networking with some of
the best agents in Hampton Roads!
Volunteering doesn’t usually require skills but rather heart, and to
be in this business, you have to have
a big one. Please join us. ⌂
Trading in
CORPORATE AMERICA
to put
Suzie Harris
Keller Williams
Realty Elite
As prisoner of the monotonous grind of corporate America
for over 20 years, I entered the
real estate industry with the aspiration of having a flexible schedule
and the opportunity to surpass my
steady income as I knew it. (Those
of you still stuck in the grind know
exactly what I’m talking about.) The
consistent daydreams of being able
to run errands in the middle of the
day, have lunches and meetings with
prospective clients, and work when
I wanted were all within my reach.
The thought of being able to
whisk away for long weekends on a
moment’s notice just seemed surreal
as I’ve always been a prisoner of the
timeclock.
Now let’s talk about the facts.
Only 10 days of vacation per year
is what most of us are granted. If
you look at the grand scheme of
things, two weeks of rest out of 52
weeks of working is depressing. The
irony of all this is that we work like
Christmas elves to prepare for our
departure by putting in excessive
hours before and after our regular
shifts to prepare our work to pass
off to the unfortunate soul who has
been deemed one’s temporary replacement during your absence. You
feel badly for all the work you are
leaving that person, and find yourself apologizing and buying small
tokens of appreciation just so you
can reduce the guilt. Why?
And then after all of that,
most of us sneak away periodically
to view and respond to our emails
while we on vacation. Although
YOURSELF first
we physically go on vacation to appease our families, the fact is that,
mentally, we are sitting in our office working. We are worried about
being replaced. We are concerned
The very last thing
anyone wants to
hear from me is
that I am taking
the day off.
about not being there to defend our
staff. We are anxious and stressed at
the thought of not receiving acceptance from our superiors, and the
last thing we ever want to do is give
them a reason to not believe in our
capabilities and down-right commitment to the company.
To make matters worse, when
we return to our jobs we are ridiculously overwhelmed by the volume
of emails and expected responses
that we go in early and stay late for
at least the first day or two back.
Oh, and that poor soul who
tried to help you while you were
out? Well, you quickly realize that
the projects you banked on them
covering didn’t quite make it in their
“to-do” lists for the week, despite
your overzealous preparation.
Last but definitely not least,
after you sit and tally all of the
week’s receipts from your vacation
adventures you begin to start to experience heart palpitations because,
in order to actually pay for these
adventures you put on your credit
cards, you’ll need to return to that
job tomorrow, punch the timeclock
and start all over.
Is the real estate industry any
different? Well, I can tell you that
I have NO timeclock. While I may
not be as concerned about impressing leadership, I am very concerned
with ensuring my clients are happy
with my service. This industry is
predicated on emotion. Buying
property is usually a person’s largest purchase, so naturally there are
myriad feelings paired with this.
I completely understand and
embrace that. You are going to call
me in a panic on a Friday night at
8:45 when you’re waiting to hear
back on your offer. You are going to
want to discuss getting a rental unit
to store your furniture on Wednesday morning at 7:30 while you are
on your way to work. While I have
a “flexible” schedule, I believe that
the term is far different than what I
initially anticipated.
My normal working hours have
flexed from 7 a.m. to about 11 p.m.
just about every day. The very last
thing anyone wants to hear from
me is that I am taking the day off.
Therefore, I seek pockets of unshaded areas on my Google calendar to insert things that are important to me, even if that means going
to the grocery store in the middle
Just when you
thought you
knew TRID…
Kristen Genovese
NMLS #1172850
CMS Mortgage
Solutions Inc.
It’s eight months later and not
everyone has adapted to or understood the true meaning of the
TRID (TILSA-RESPA Integrated
Disclosure) rule.
From delayed closings to lack
of emails, we still are in a period of
learning. While consumers should
be using the new federal home-buying guidelines to their advantage,
lack of knowledge is holding them
back, and the expense of compliance that lenders are going through
is continuously increasing.
It requires mortgage professionals to have a whole new conversation at the time of application
to explain the new TRID requirements, which seems a bit cumbersome to the beginning of the mortgage process.
From mortgage professionals,
title companies, real estate professionals to everyone involved in the
transaction, it is their job to ensure
the consumers understand upfront
the waiting periods involved in the
home-buying process.
It is pertinent for consumer
to have an email address or access
to an email address prior to getting
pre-qualified. Not having access to
an email address could extend closing up to seven days.
From delayed
closings to lack
of emails, we still
are in a period of
learning.
Now there are three sets of
documents that typically go out via
email during the process. The first
document is to acknowledge the
“e-consent” upfront. Next is to esign the disclosure package via the
lender and, finally, to sign the closing disclosure three days PRIOR
to closing. Any changes to the loan
(i.e. loan amount, interest rate, rate
locks, etc.) must be acknowledged
by the borrower prior to having the
closing disclosure sent out for acknowledgement.
In late April, the Consumer Financial Protection Bureau (CFPB)
announced that it is possibly looking at rewriting TRID guidelines.
Directly stated from CFPB Director
Richard Cordray, “We also believe
that there are places in the regulation text and commentary where
adjustments would be useful for
greater certainty and clarity. … Accordingly, we have begun drafting
a Notice of Proposed Rulemaking
(NPFM) on the Know Before You
Owe rule. We hope to issue the
NPRM in late July and look forward
to your comments on it then.”
This rule change will directly
affect consumers, the real estate industry and the mortgage industry.
As a whole, each industry will have
to adjust to the rule and ensure consumers are completely aware and
understand the changes.
Let’s see what fun TRID brings
us this summer! ⌂
(Trading corporate, continued from previous page)
of the typical workday. I have become a pro
at capitalizing on starting my day at 5 a.m. to
knock out much of my busy work, so I can
focus on my clients when I see them later in
the day.
As far as vacations are concerned, we try
not to leave town during the spring or summer because, as everyone knows, it’s property
frenzy at that time. It reminds me of the old
Westerns when everyone sought to claim their
piece of land to settle in and make it a home.
When we do leave town, I am humbled by the
generosity of my colleagues in the industry
and the opportunities we grant by watching
over each other’s businesses. It never fails that,
the day you leave town, someone wants to put
an offer in on a house, and it’s refreshing to
know that there will be someone nearby to assist your client that has the knowledge, professionalism and enthusiasm to help in your
absence.
Why? Naturally, they will want me to do
the same for them. ⌂
EVENTS CALENDAR
JUNE
Golf Outing with TMBA
Government Affairs Committee
New Member Orientation
Resale Council
New to RPR® - Agent Training
Women’s Council of REALTORS®
REALTOR®/Lawyer Committee
Affiliates Council
Common Interest Community Forum
Property Management & Leasing Council
REALTOR® Day on the Field
RPR® - Agent Advanced Training
GREAG - Global Real Estate Advisory Group
June 2
June 2
June 4
June 4
June 7
June 9
June 9
June 10
June 16
June 21
June 21
June 23
11 amHeron Ridge Golf Club, Virginia Beach
1 pm
Virginia Beach Room
9 am
Virginia Beach Room
9 am
Clean the Bay Day
10 amPortsmouth Room
10:30 am
Virginia Beach Room
1 pm
Virginia Beach Room
9:30 am
Portsmouth Room
1 pm
Virginia Beach Room
12:30 pm
Virginia Beach Room
7:05 pmHarbor Park, Norfolk
9 am
Virginia Beach Room
June 23
June 30NoonSuffolk Room
JULY
HRRA will be closed in observance of Independence Day
New to RPR® - Agent Training
Government Affairs Committee
Affiliates Council
Owners/Managers Council
REALTOR®/Lawyer & Resale JOINT MEETING
Property Management & Leasing Council
PaintFest with the Affiliates Council
Common Interest Community Forum
RPR® - Agent Advanced Training
REALTOR®
Day
on the
YPN
Fi e l d
Your Professional
Network
HAMPTON ROADS REALTORS®
p. 16 HAMPTON ROADS REALTOR ® • JUNE 2016 July 4
July 7
July 7
July 8
July 12
July 12
July 14
July 19
July 19
July 21
July 28
1 pm
Virginia Beach Room
9:30 am
Portsmouth Room
9 am
Virginia Beach Room
6 pmTBD
1 pm
Virginia Beach Room
12:30 pm
Virginia Beach Room
4 pm
Virginia Beach Room
1 pm
Virginia Beach Room
Tuesday, June 21
at Harbor Park
in Norfolk
Baseball and networking!
Tickets are just $9.
Register at HRRA.com.
EDUCATION CALENDAR
JUNE
E4S: New Real Estate Laws for 2016
Broker Licensing: Brokerage
Principles of Real Estate
Continuing Education Required Topics
Legal Update w/ Flood Credit
Broker CE
Accredited Staging Professional (ASP designation)
Continuing Education Related Topics
Military Relocation Professional (MRP designation)
June 1
June 2-3, 6 June 6-27
June 6-27
June 9
June 9
June 16
June 21-23
June 21- August 9
June 21- August 9
June 23
June 24
June 28
June 28
9 am
Chesapeake Campus
8:30 amNewport News Campus
*Newport News Campus
*
Chesapeake Campus
8:30 am
Chesapeake Campus
8:30 am
Chesapeake Campus
*
Chesapeake Campus
*
Virginia Beach Campus
8:30 am
Chesapeake Campus
*
Chesapeake Campus
8:30 am
Chesapeake Campus
8:30 am
Chesapeake Campus
July 7-8, 11 July 11-29
July 11-29
July 12
July 12
July 18-22
July 19
July 21
July 25-29, August 1 July 28
July 28
*
Chesapeake Campus
8:30 am
Chesapeake Campus
8:30 am
Chesapeake Campus
*
Chesapeake Campus
8:30 am
Chesapeake Campus
8:30 am
Chesapeake Campus
6 pm
Chesapeake Campus
8:30 am
Chesapeake Campus
8:30 am
Chesapeake Campus
JULY
Broker Licensing: Appraisal
QUICKSTART© (3 hours post-licensing)
Broker CE
Continuing Education Related Topics
Broker Licensing: Finance
Alpha
Campus
Locations:
* Check website for times.
• 638 Independence Parkway, Suite 100, Chesapeake, VA 23320 - [757] 427-1740
• (Classroom only) 11861 Canon Boulevard, Suite A, Newport News, VA 23606 - [757] 873-8884
• (Classroom only) 184 Business Park Drive, Virginia Beach, VA 23462 - [757] 427-1740
• (Classroom only) 5000 New Point Road, Suite 1101, Williamsburg, VA 23462 - [757] 253-0028
• (Classroom only) 114 Maple Grove Avenue, Colonial Heights, VA 23834
For more details, please visit www.AlphaCollegeOfRealEstate.com
Course schedule may change without notice.
You can take
a vacation as
long as your
business
does not.
Arnel Tanyag
Tanyag & Company
Despite the fact that June
doesn’t contain a major holiday, it’s
one of the busiest months of the
year for families, especially if you
have young or high school-aged
children.
Why is that? Well, it’s the month
that most public schools let out
for the summer, which means that
kids have no school for about three
months. If you have college-bound
seniors, they graduate and plan on
enjoying the summer before heading off to college. With the kids out
of school and you living in a coastal
area, the time is perfect for families
to get together to take a vacation.
Why not?
If you plan accordingly, you
can take a vacation with your family
and still have your business generate
money while you’re away.
Why own a business if you cannot enjoy the freedom of being your
own boss? One of my beliefs is that
the purpose of owning a business is
to grow it in terms of money and
time in order to create an ideal lifestyle for yourself, your family and
your community.
From my experience over the
last 20 years working with small
business owners, especially real estate agents, and brokers/owners of
real estate firms, very few take vacations. If they do, they feel guilty.
Most of them are on a treadmill.
The treadmill is where the business
owns you versus you own the business.
According to a recent Gallup
Poll, one of the results indicated
p. 18 HAMPTON ROADS REALTOR ® • JUNE 2016 that microbusiness (one with no
more than two employees) owners
who don't take vacation time are
more likely than their peers who do
vacation to report struggling with
their work/life balance and being
dissatisfied with their standard of
Very few small
business owners
take vacations.
If they do, they
feel guilty.
living. Taking a vacation was connected with longer, more satisfied
and happier lives.
With happier lives and a more
positive outlook on life, a business
owner can increase productivity by
as much as 31% and sales by 37%.
The question is, “How do I keep my
business going while I take a vacation?”
Here are three recommendations that will help you:
Schedule your vacation
based on a 90-days calendar.
For example, if your objective is to
generate $10,000 a month for three
months, you can go on a vacation
and have the revenue drop, but you
should also know that the next additional months you will have to
achieve $15,000 and $15,000 to still
be on track with your goals. There
is less pressure on you if you know
you can make it up versus knowing
that you have failed to achieve your
objective because you went on vacation.
Know your numbers! Know
how many conversations you need
to have in order to achieve the number of ratified contracts or listing
agreements. Know the number of
specific activities that generate the
leads or referrals for buyers and sellers that your business will need to
achieve on a month-to-month basis
to achieve your goals and objectives.
Even if you go on vacation, the activities to generate new business are
still being implemented.
For example, if your business
needs to have 50 conversations a
month in order to close two transactions per month, all your business needs to do is to continue your
activities to generate new business,
such as following up on leads, calling sphere of influence for referrals,
and sending out post cards.
Assemble a team, such as
another agent or agents who will
cover you, and utilize administrative staff if needed. There are always people who can support your
business while you are on vacation.
If you apply all three of these recommendations, you can take a vacation, and your business will still keep
running.
Lastly, it is your business, and
you are the business owner, which
means you own the business. Do
NOT let the business own you. ⌂
AR
EA
61
3108 Summerhouse Dr. • Model Open Daily
WeldenField & Rowe Custom Homes
Virginia’s Finest Homes Have Always
Been Built Along The River
CUSTOM HOMES FROM THE LOW $500S
MINUTES FROM
3394 Village Square Place • $649,900
Birdsong Builders
DOWNTOWN NORFOLK | OPEN DAILY | 2 FURNISHED MODELS
757.638.9100 |
The-Riverfront.com
6101 WALKERS FERRY LANE, SUFFOLK, VA 23435
3391 Village Square Place • $629,900
Norman Miller Builder
DIRECTIONS: Located in Harbour View in Suffolk at I-664
and Route 17, near the Monitor Merrimac Bridge Tunnel.
AREA 65 | From the $400s | Two Furnished Models
Top Ranked Isle of Wight County Schools
FoundersPointe.com | (757) 238-9009
Site of 2016 P of H
Sasser Construction
$449,900
Located near historic Smithﬁeld,
9 miles from I-664 at Harbour View.
Only 25 mins. to Downtown Norfolk.
TRF_FP HRRA 5_16.indd 1
Saybrook Homes
$499,900
Sasser Construction
$595,500
1302 Founders Pointe Trail
Carrollton, VA 23314
Information Center OPEN DAILY.
5/6/16 9:59 AM
Being “one”
means you can
never take “it” off
Doug Albert
Chair, I am one®
Advisory Group
“I am one®” is way more than
a snappy slogan; it’s a way of living
that goes completely to the core of
who you are.
Wherever I have travelled I
have always found it interesting to
see how people live. This has probably happened to you as well. You’re
on vacation, and you see real estate signs. You start comparing the
properties to where you live and ask,
“How much are those selling for?”
Wait a minute. You are supposed to be on vacation! You just
can’t help it; you want to get inside
some of these homes to see what
they look like. Is that all we ever
think about? It seems that we become hard wired over time to think
about real estate non-stop.
There has to be more to us
than that. Let me share a few examples of what being “one” has meant
in my life.
In 2004, being “one” allowed
me to work with underprivileged
children in Salto, Uruguay. Uruguay
is in the Southern hemisphere, so
Uruguayans celebrate Christmas at
the beach with swimming and a barbecue. Uruguay is the only country
left on the planet with no hoof and
mouth disease, so their cattle do not
have to be inoculated with drugs.
When you take the first bite you
can immediately tell the difference.
The food in this country is off-thecharts incredible and only surpassed
by its people.
In July 2006, I was fortunate
enough to travel to Russia in the area
around Smolensk and the city of
Moscow. While on this trip I again
was working with children who had
been forgotten and abandoned. Before I left for this trip I had taken up
a collection from agents in my of-
Integrity has no
dollar value and
no economic
class barrier.
fice with the intent of buying shoes
for the children who needed them.
Once we met the children, they
showed us that, rather than shopping in the brick-and-mortar stores,
the money went a lot further in the
open-air markets. We like to think
of ourselves as good negotiators.
These kids had MASTER negotiation skills. They were able not only
to buy shoes, but pants, shirts, jackets, socks and underwear for every
child.
The stark contrasts between
the haves and the have-nots were
all around me. Red Square is the
bastion of Communism, with the
Eternal Flame Memorial on one
side and, on the other, a carefully
camouflaged three-story mall that
makes Rodeo Drive in California
look like a discount mall. Capitalism
is alive and well in Russia for some.
In 2010, my travels took me
to Central America to the country
of Guatemala. In Guatemala City
everything of value is gated and
protected by razor wire and armed
guards. Houses, businesses, churches...all are protected this way. The
disparity of the classes is extreme.
Every night at my hotel, all of the
cars were pulled into the inner court
and locked behind a huge gate and
watched by armed guards. There, I
found a group of people who quite
literally live in the city landfill. They
sustain their families on what is cast
away by others. When I tell you that
they live in the dump, that’s what I
mean. Not around it and not nearby,
but IN the dump.
Guatemala City is surrounded
by three very active volcanoes which
cause seismic disturbances, earthquakes that cause the garbage to literally collapse and bury hundreds of
these people alive every year. When
I asked why they continue to live
here, raise their children here and
make their living from the dump,
the answer I got went straight to my
heart. They would rather live like
that honestly than steal or commit
other crimes to support themselves.
Integrity has no dollar value
and no economic class barrier.
I have continued to travel
around the globe sometimes for
charity, sometimes for business, and
sometimes for pleasure. Wherever I
go I am fortunate to have the opportunity because “I am one®” and
I represent an industry that affects
every man, woman and child on this
planet.
Don’t take a vacation from
investing in your business!
Make your HRRPAC
contribution today!
Go to HRRA.com and make your contribution online
(through your Members Only login), or call 473-9700.
The Fair Share is only $35 per year, which isn't much
to you, but when combined with the contributions
from your fellow HRRA members, gives us the
leverage we need to fight for the American Dream!
HRRPAC is your
political voice.
Hampton Roads REALTORS® Political Action Committee (HRRPAC), REALTOR® Issue Mobilization (RIM/nonpolitical) and HRRA Foundation contributions are voluntary and do not affect membership. Contributions to HRRPAC
and RIM are not deductible as charitable contributions for federal income tax purposes. Contributions to HRRPAC
are voluntary and are used for political purposes. The amount indicated is merely a guideline and you may contribute
more or less than the suggested amount. The Association will not favor or disadvantage anyone by reason of the
amount of their contribution, and you may refuse to contribute to the PAC without reprisal by the Association. 40%
of each contribution is used by HRRPAC. Up to 60% of each contribution is sent to National RPAC and is charged
against your limits under federal law (2 U.S. C. 441a); National RPAC returns up to 30% of your contribution to
Virginia RPAC for use in connection with the election of state and local candidates in Virginia.
HRRPAC Spotlight
Paula Johnson-Irby,
ABR, GREEN,
EcoBroker, SRES
HRRA member since: 1992
HRRPAC contributor level:
Mayor’s Club
Why I give to HRRPAC:
Laws change on a regular basis, and to have the
confidence to do as good a job as possible for
the people who trust me is important to the
integrity of doing the job I love.
Why donating to HRRPAC is important:
It’s a safety net of sorts for our industry! My
partner (and husband), Donn Irby, has been very
actively involved in HRRA and VAR for many
years. One of his jobs was chairing HRRPAC,
so I did get a rather extensive education (in their
advocacy work). Also, our office participates at
a nearly 100% contribution level every year. If
you ask yourself if you can afford to give, I
would suggest that you tell yourself you can’t
afford not to!
Want to learn more and become a HRRPAC
contributor like Paula?
Visit HRRA.com/hrrpac/ to get started. ⌂
(Being one, continued from previous page)
Everyone needs a place to live. I believe
that we affect the lives of so many people as
we go about our day. I believe that the number
of people we mean to affect is far outweighed
by those of whom we are not aware—they are
unmeasurable.
I encourage you to proudly wear your “I
am one®” swag, but remember that when you
take off that hat, button or other bling, you
are still a REALTOR®. What you do with that
is up to you. What you do can and does impact
a lot of people wherever you may be on this
planet.
Make your mark on the world, leave a
lasting legacy, and always at the end of the day,
lift your head up high and be proud to say, “I
am one®.” ⌂
Getting the most benefit out of
Networking Groups
Peter Korer
The Real Estate
Printer
Last month I wrote about how
to utilize your existing contacts and
vendors to expand your network
and get referrals. This month I will
talk about how to use organized
networking functions to get referrals from people outside your immediate contacts.
There are several types of
events that you may attend:
• Leads groups, which usually meet
on a regular schedule and are set
up for the purpose of sharing
leads with other members of the
group;
• Meetings at various associations
for educational purposes;
• Association functions that are set
up as mixers;
• Chamber of Commerce functions; and,
• Community or charity events
open to the public.
This month I would like to
discuss the most-feared type of
networking opportunity first: the
dreaded leads group. For the most
part, I enjoy going to my networking groups every week. I have developed great relationships with
people, both personally and professionally. In fact, I met some of
my closest friends in networking
groups.
The general format for these
groups is they will ask everyone to
take turns standing up and telling
the group about themselves for 30
to 60 seconds, depending on the
size of the group. Most groups will
also have you announce if you have
received any business that week
from another member or if you
have a referral to give another member. There are even some groups,
like LeTip International (LeTip.
com) or BNI (BNI.com), which will
track the dollar amount of the refer-
You only have
30 to 60 seconds
to speak, so
make it count!
I recommend
telling a story.
rals generated by the group. Other
groups, like The Future Billionaire’s
Club (FutureBillionaires.Club),
count the number of items given to
charity. Some groups charge a fee to
join, sometimes hundreds of dollars per year (LeTip and BNI), while
others require a donation to charity
(The Future Billionaire’s Club), and
some don’t have any cost involved.
The downside to a group with no
cost involved is that the commitment of the members to the group
(and you) will not be as strong since
there is no “skin in the game.”
There are a few things to know
before you go to one of these networking groups. Most importantly,
always make sure you bring a lot of
business cards. Some meetings have
you pass your business cards around
the table and anyone who would like
a card will take one.
Arrive early, because the meeting usually starts on time, and once
the meeting begins, you will not
be able to talk one on one with
the members there. If you arrive
early, you will be able to speak with
people already there in an open-networking format. You want to look
for a group where members come
up to you, thank you for visiting the
group and make you feel welcome.
If you were invited by someone to visit the group, have them
take you around and introduce you
to people in the group who would
benefit you the most from knowing.
If you are a member of a group and
invite someone to your meeting, you
should do the same.
I have had many people tell me
that they chose not to return to a
group because they felt that when
they walked into the meeting, they
felt like an outcast. No one greeted
them, and they all seemed to be in
little groups keeping to themselves.
If a visitor doesn’t feel welcome, he
or she will not return. Visitors become members, members make the
group larger, and a large group increases your sales force.
So, if you visit a group and
don’t feel like it is welcoming, look
for another group to join. If there
is a particular person or type of
occupation you would like to meet
and you do not know anyone in the
group, it’s perfectly OK to intro(continued on next page...)
(Networking, continued from previous page)
duce yourself to someone and ask if there is
someone that is in the desired profession at
the meeting.
When the meeting starts everybody gets a
turn to share who they are. If you are nervous
about speaking in public, don’t worry. It gets
easier the more you do it. When I first went to
a networking meeting and saw everyone going
around the table speaking and all eyes were on
them, I was terrified.
I did not hear a single word that anyone
said until after I spoke. I could only focus on
what I wanted to say and to muster up the
courage to say it. Now I love standing up in
front of people and speaking.
Most people will say the same thing every
week. I have even heard people stand up and
say, “I am John and you all know what I do,”
and then sit down. This happens because they
are under the impression that what you are
supposed to do is follow a format of, “Hi, my
name is [your name]. I work for [your company] and I do [your profession].”
This is boring, and people will tune you
out after hearing it a few times. You only have
30 to 60 seconds to speak, so make it count! I
recommend telling a story. Think about a time
that you were a superstar to a client. What did
you do that really made them love you? Share
that story. Make it come to life and entertain
or educate everyone.
Do you take time to prepare for a listing presentation? Do you use the same statistics and comps for every house you do a
listing presentation for? Networking should
be planned and change weekly as well. Maybe
one week share a story on how you saved a
first-time homebuyer thousands of dollars on
his or her purchase, and then the next week
share tips on how to get the most return on
home renovations.
If you say the same thing every week,
people will tune you out. If every week you
have something valuable or entertaining to
share, people will look forward to hearing
from you.
When you become part of a group, make
it a point to sit down with the other members
outside of the meeting and have a cup of coffee, a drink or lunch and, get to know them
on a more personal basis. People do business
with those who they know, like and trust. All
you need to do is get to know them, especially
the new members, and build the relationship.
So, look for networking opportunities
and find a group gathering where you feel welcome and can not only get business from, but
also contribute.
People go to weekly networking groups
because they want to get more business, but
the best reason to go is to build more relationships. Those relationships become business
from not only other members, but from all
the referrals that you will get from the group’s
members. ⌂
Make time
by having
consistent
practices and
processes in
place
Betsy K. Hughes, SRA
Chair, Appraisers
Council
Summer is right around the
corner, and most of you probably have your summer vacations
planned or are in the planning stage.
What will happen to your business
while you are gone? Does your business go on vacation when you do?
If so, you’re losing valuable leads
and momentum. Your business
should be able to run without you.
What if you or a family member is
sick? Do you still work?
With today’s technology and
the numerous types of assistance
available, you should not have to be
a hands-on operator. Your business
should keep running in your absence.
The key is to find a system that
will maintain consistency. If your
business is dependent on when you
are working it will never grow.
Using assistants, whether virtual or in person, is necessary to
grow your business and maintain
a personal life. Vacations and time
off from work are necessary to clear
your mind and recharge your body.
However, your time off will not be
relaxing if you have to play catchup when you return or work twice
as hard to find clients because your
business stopped. Here are some
processes that can be implemented
to run your business smoothly.
Hire an assistant or transaction coordinator. This person
can help with daily routines, answer
If you allow your
clients to dictate
your time, you will
never have any of
your own.
calls, manage paperwork, set appointments, show listings, etc. Not
only will this help in your daily process, but it will also allow you to take
time off seamlessly.
It is an investment in your business. If you don’t have enough work
to keep them busy, share your assistant with another agent in your office until you have enough work to
support them, or hire a virtual assistant to work on an as-needed basis.
Use technology to automate
systems. What can be automated
to make the business run smoother?
Keep files in a secured cloud environment so you and your assistants
both have access, and use a shared
schedule for business appointments.
Set boundaries. Don’t take
a client’s call at 10 p.m. Let it go
to voicemail, and return the call
promptly in the morning. You will
set the boundaries between your
personal time and work. If you allow your clients to dictate your time,
you will never have any of your
own.
Finally, make your clients are
aware of your time off in advance,
and give them your assistant’s contact information.
By implementing processes,
your business will run without you.
This will allow you to take time off
but will also give you time to work
ON your business instead of IN it.
This is necessary to grow the business and be successful.
If you are still working independently and doing all the work
yourself, look at the agents who are
the top producers in your company
or market area. How do they become a top producer? They have a
team that helps them get there. ⌂
HRRA members can take 3 hours of Ethics CE/PL at NO COST.
Contact Alpha today to learn more! 757-427-1740
p. 24 HAMPTON ROADS REALTOR ® • JUNE 2016 Chip Dicks in the HRRA house!
HRRA hosted a sell-out class April 19 as the Property Management & Leasing Council welcomed back VAR legislative counsel Chip Dicks,
manager of FutureLaw LLC, to present the annual Virginia Residential Landlord and Tenant Act seminar. The class, always a favorite of
HRRA’s property managers, was approved for six hours of continuing education. Big thanks go to Affiliate sponsors Smoke Detector Man,
Commonwealth Exterminating, Servpro of Virginia Beach and George Mason Mortgage LLC for providing the great food to fuel the full day’s
learning. – Victoria Hecht, HRRA Communications and PR Specialist
Are your marketing materials compliant with NAR Guidelines?
Many agents, are unaware of all the guidelines involved with printing materials using NAR’s Servicemarks.
It helps to have a printing company that is familiar with those guidelines and will help you to stay compliant!
Ask us about setting up a free custom branded
print ordering portal for your company!
Call us at 757-315-8565 or online at www.TheRealEstatePrinter.com
REALTORS®, you
deserve some
relaxation
Amy Holloway
HMS Home
Warranty
It’s important to remember, especially for those of us who tend to
be workaholics, that a bit of relaxation can actually boost your productivity.
Real estate professionals don’t
work typical 9-to-5 hours, and
around-the-clock phone calls and
emails can grow difficult to maintain. Hardworking agents are always
willing to respond, no matter what
time of day. Early-morning phone
calls and midnight emails are all part
of the job for some.
However, productivity tends to
drop when stress levels rise, which
can leave agents working harder but
with fewer results. As people continue to re-enter the housing market
after a hiatus, or seek to buy homes
for the first time, real estate technology makes working anywhere
and anytime more feasible, making
it difficult for workaholics to carve
out time to relax.
Health consultants suggest
being mindful of the unconscious
ways the mind operates on a daily
basis. For example, if you ask a neg-
ative question—“Why is this home
not selling?”, for example—the
answer will also probably turn out
negative. Instead, put a positive spin
on the question—“How can I fig-
A person’s habits
can actually be
a root cause of
many stressors.
ure this out?”—and you’ll come to a
less stressful solution.
A person’s habits can actually
be a root cause of many stressors.
Agents can infuse positivity and relaxation into their daily routines to
ensure stress doesn’t take over and
productivity remains strong. One
way to do this is to work breaks into
your schedule. There are a couple
ways to do this.
Never skip lunch. This is a
break built into the work day, so
News you can use…and use…and use
What are you learning from this magazine? (These REALTORS® from Long & Foster’s
Ghent office are gleaning all kinds of great info!) Want to share it with your clients and
friends but don’t want to part with your copy? Tell them to visit HRRA.com to read it
online. Don’t forget to thank and support our generous advertisers. (Affiliates! Place
your ad with Connie Hedrick at [email protected].) Want to showcase your writing
talents? Email Victoria Hecht at [email protected] to get started.
p. 26 HAMPTON ROADS REALTOR ® • JUNE 2016 take advantage of it. Not eating will
actually contribute to higher stress
levels. Taking the time to consume
lunch will improve daily productivity.
Work a number of quick
pauses into each work day. These
can be as short as five minutes. A
few quick breaks per day will go a
long way toward ensuring that stress
levels don’t increase. Try meditating or taking a walk outside to keep
calm throughout the day.
Keep a consistent sleep
schedule. Not getting a full seven
or eight hours of sleep can contribute to rising stress levels. That midnight email can wait until the next
morning; it’s important to go to bed
early enough every night to ensure
you’re keeping stress under control.
Being a workaholic isn’t a bad
thing, but letting stress take over
certainly is. Making small efforts to
keep your busy life as a real estate
agent under control will help you
stay stress-free and maintain high
levels of productivity. ⌂
LEGAL CORNER:
Inspections, repairs under the Removal Addendum
Dominic Lascara
Dominic P. Lascara,
PLC
Paragraph 14.D.1. of the REIN
Standard Purchase Agreement provides, “Buyer may request, at Buyer’s expense, a home inspection of
the Property, at Buyer’s cost to determine the condition of the Property..”
Assuming a buyer desires a
home inspection and delivers a
Removal Addendum requesting
the Seller to make repairs, under
paragraph 2.C.(i) of the Inspection
Contingency Addendum, “Seller
will have (5) days (“Negotiation
Period”) from Seller’s receipt of a
Removal Addendum either to agree
to correct all of the Required Repair
Items or to negotiate with Buyer
those requested Repair Items which
Seller will repair.
Paragraph 2.C.(ii) then provides that, “At any time prior to expiration of the Negotiation Period,
Buyer may accept the terms agreed
upon to date, continue to negotiate or remove the contingency(ies)
described in Paragraph 1 of this
Addendum and proceed with the
closing under the Agreement. During the Negotiation Period, neither
Buyer nor Seller shall have the right
to terminate the Agreement unless
mutually agreed upon by both parties.”
Finally, Paragraph 2.C.(iii) provides that, “If no agreement has
been reached by the end of the
Negotiation Period, including no response from Seller, Buyer shall have
an additional day immediately fol-
lowing the Negotiation Period (the
“Additional Day”) in which to accept the terms agreed upon to date,
to continue to negotiate, to remove
the contingency or to terminate this
Agreement. After expiration of the
Additional Day, if Buyer has not
There is only a
short period of
time to handle
repair concerns
of the buyer...
accepted the terms agreed upon to
date, removed the contingency, or
terminated the Agreement, either
Buyer or Seller may terminate the
Purchase Agreement. Seller does
not have the right to terminate this
Agreement until after the expiration
of the Additional Day.”
This part of the agreement can
be critical in getting the home inspection contingency removed and
having the transaction go to settlement. There is only a short period
of time to handle repair concerns
of the buyer, and it’s important for
real estate agents to fully understand
the time frames under the Removal
Addendum.
Agents must be aware the immediately following the initial five-
day negotiation period, the buyer
may terminate the agreement. I
have seen instances where a seller
loses a sale over minor repairs that
are being negotiated instead of simply agreeing to make the requested
repairs.
Conversely, the agents need to
be aware that, after the additional
day provided for the buyer, any
party may then terminate the agreement. There are many scenarios
that can occur after a buyer gets a
home inspection, and knowing that
the agreement can be terminated
should motivate the agents to quickly resolve repairs issues to all of the
parties’ satisfaction.
Finally, under the Removal Addendum, “All repairs to be completed in a workmanlike manner
prior to walk through and evidence
of payment, if applicable, for such
work shall be provided to Buyer
prior to walk-through.”
I can’t tell you the number of
times I have seen repairs not properly done and not completed prior
to the walk-through. As agents, you
are the professionals in these transactions, and you should be guiding
your clients in fulfilling their obligations. ⌂
This column is not, nor is it intended to
be, legal advice. You should consult an attorney for advice regarding your individual
situation.
We Value Our Relationship With Agents!
SELL 1
*
Kirbor Home
kirborhomes.com
757.689.1880 | [email protected]
p. 28 HAMPTON ROADS REALTOR ® • JUNE 2016 On Total
Purchase
Price
SELL 2
Kirbor Homes
SELL 3
BONUS
BONUS
*
VISIT OUR WEBSITE FOR ALL AVAILABLE PROPERTIES!
*
Kirbor Homes
*Homes sold within a 12 month period.
Ready to conquer the real estate
market (ethically, of course)
We love seeing lots of smiling new faces at HRRA! The association welcomed this huge class during its recent orientation and ethics training.
Special thanks to Raynelle Ricks of BridgeTrust Title for the great Panera spread to fuel the day’s learning, led by ethics instructor extraordinaire
Ann Palmateer. Attendees also got the lowdown on the educational offerings of Alpha College of Real Estate and how to be “I am one®”
ambassadors (plus free swag to do so, of course). Congrats to our BridgeTrust and “I am one®” door prize winners. Please help HRRA welcome
these new members! – Victoria Hecht, HRRA Communications and PR Specialist
welcome new members
PROSPECTIVE REALTOR ® MEMBERS
Manuel Abreu, Jr.Howard Hanna William E. Wood
Richard Allaire, Jr.Howard Hanna William E. Wood
Soren Arn-OelschlegelLong & Foster
Bridget AshcraftRose & Womble
Michael BeverlyRose & Womble
Cindy BogleToday Homes Realty
Shon Bynum
Keller Williams
Chestley Cowling, Jr.Rose & Womble
Lindsay Cvejanovich
Keller Williams Elite-Town Center
Tara DavisThe Real Estate Group
Tiffany Dennis
World Class Realty
Jeffrey DenteRE/MAX Central Realty
Adam Dierstein
Berkshire Hathaway HomeServices
Keith DodsonHoward Hanna William E. Wood
Raymond Duncan
ERA Real Estate Professionals
John David EdgertonRose & Womble
Robert Edmonds, Jr.
Keller Williams
Alexander FergusonLong & Foster
Marcus Ferguson
World Class Realty & Associates
Hollie FullerHoward Hanna William E. Wood
Kenneth Goings
ERA Real Estate Professionals
Jordan Griggs
Keller Williams
Angela HardageThe Real Estate Group
Christopher HarneyLong & Foster
Kevin Harrell
Century 21 Nachman
Jarryd Hasty
Winston Hensley
Keller Williams
Lena Siri Hogue
Keller Williams Elite-Western Branch
Priscilla HornerDoud Realty Services, Inc.
Randal Howell
James & Lee Realty
Jack Huffman
Amit JeevanRose & Womble
James Jones
Charles Pefley & Associates
Katie JonesThe Real Estate Group
Bridget KellyRE/MAX Allegiance
Un Joo KimRose & Womble
Salesha Lankford
Century 21 Nachman
Christina LundeSaunders Real Estate Professionals
Jacqueline ManuelRose & Womble
Steven Middleton
1st Class Real Estate
Jerry Morgan
Kris Weaver Real Estate
Tyler Nash
Better Homes & Gardens Real Estate
Nathan Ogle
Nwabufo Okigbo
John OmilianowskiRE/MAX Allegiance
Ann Marie PadlanRose & Womble
Crystal Parker
Keller William Elite-Town Center
Reena Patel
Kris Weaver Real Estate
Myriam PfyfferShaffer Real Estate, Inc
Lisa Pleas
World Class Realty & Associates
Tameika PrinceLong & Foster
Michelle ReddickHulett & Associates
Elise ReevesHulett & Associates
Patricia ReynoldsRose & Womble
p. 30 HAMPTON ROADS REALTOR ® • JUNE 2016 Alexis Rice
Keller Williams Elite Town Center
Jovon Rivera
Stacey RouseHoward Hanna William E. Wood
Kyle RyderHoward Hanna William E. Wood
Marilyn Victoria Sanchez
Better Homes & Gardens
Edward SenterRose & Womble
Beth Ann SkovinskiThe Real Estate Group
Robert SurbaughHoward Hanna William E. Wood
V. Lazarus TalleyAll Hands Realty
Michael Tart Sr.
Exit Realty Central
Ananda Taylor
Marie Thompson
Virginia Van CampRose & Womble
Kelly WaltonRose & Womble
Colleen Whiteway
Robert WilliamsSoutherland Real Estate Inc.
Jan WillisHoward Hanna William E. Wood
Ronald Wilson
Chesapeake Bay Realty
HRRA MEMBERSHIP AS OF APR. 30, 2016
Active REALTORS®:3366
Pending Members:
170
REALTOR® Life: 89
REALTOR® Emeritus: 61
Affiliate Members:
Affiliate Offices:
Principal Firms:
Branch Offices:
NEW AFFILIATE MEMBERS
Crawl to Crown, LLCOwen Littlewood
Upstaging Spaces, LLCNatalie Giles
Ware Insurance
Charles Robison
Follow HRRA
on Facebook
Keep up with your
fellow HRRA members,
association events, calls to
action, news updates and
more on the official page at
facebook.com/hrrarealtors
- it’s social networking at its
finest!
708
183
191
45
MEDICAL
PROFESSIONALS PROGRAM
Fulton Mortgage Company has designed a mortgage
program dedicated to making home ownership easy and affordable
for medical professionals* including Pharmacists, Dentists and
Veterinarians. If you have a medical doctorate degree, this program
may work for you.
• 15 & 30-Year Fixed Rates** as well as Adjustable Rate
Options Available
• Up to 100% financing available for loan amounts up to $1.5 Million
• Mortgage Insurance not required
• Student loan payments that are deferred for 12 months or
longer are not included in the credit approval process
• Up to 6% seller paid closing cost and prepaids allowed
• Gift funds are allowed from immediate family members
Contact one of our mortgage professionals for more information.
Lisa Cafferty
Holly Damalas
NMLS #: 106796
NMLS #: 758490
Sales Manager
Senior Loan Officer
757.692.2290
757.692.6669
Matt DesRoches
Tom Lira
NMLS #: 659388
NMLS #: 284626
Senior Loan Officer
757.651.6288
Senior Loan Officer
757.718.1200
Kimberly Mills
Mortgage Loan Officer
NMLS#: 908715
757.572.0848
fultonmortgagecompany.com
Fulton Bank is a Member FDIC. Member of the Fulton Family. Subject to credit approval.
*Medical Doctorate degree required. Restrictions apply. **Monthly payment for a $250,000
15-year term mortgage at 3.582% Annual Percentage Rate (APR) would be $1,787.21.
Monthly payment for a $250,000 30-year term mortgage at 4.414% APR would be $1,248.21.
HAMPTON ROADS REALTORS® ASSOCIATION
638 Independence Parkway, Suite 100, Chesapeake, VA 23320
Phone: 757-473-9700 ~ Fax: 757-473-9897
www.HRRA.com
I am one.
®

Simple









June 2016 - Hampton Roads REALTORS® Association

Transcription

Similar documents

Royal LePage Dynamic Real Estate Brochure

It`s For REAL - Central Louisiana REALTORS® Association

CRUISE IN THE CARIBBEAN

PenFed Realty LLC

1006 A Rochow St.

“Commit To Engage” 2013 - Greater Antelope Valley Association of

I`m helping to end MS by participating in the 2016 Jayman BUILT MS

before they were brokers

CITRUS VALLEY ASSOCIATION OF REALTORS ®

Tweet your support #RespectAllMusic