PROUD TO BE AN - North Carolina Association of REALTORS

Transcription

TECH TIPS: PHOTOGRAPHY
IN REAL ESTATE
NC REALTORS® | THE SMART MOVE
THE VOICE OF REAL ESTATE IN NORTH CAROLINA
VOL 95 NO 1 | FEBRUARY 2016
What's Your Business
Plan for 2016?
Kim Dawson
2016 NCAR
President
Good business planning
can help both emerging
and veteran agents .
Keeping Up With Millennials
in the Political Landscape
How will these
young voters affect
upcoming elections?
PROUD
TO BE AN
+
NC RPAC
GIVES THANKS
BROKERS:
DO THIS FOR HIGH
PERFORMANCE
TEAMS
PROFILES
IN GIVING BACK
SOFIA CRISP
NCREALTORS.ORG
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February 2016
[CONTENTS]
16
5 reasons you
should invest
in professional
photography.
12
Departments
Good business planning can
help both emerging and veteran
real estate agents start building
more profitable businesses.
Features
8
Proud to be an NC REALTOR®
Incoming President Kim Dawson is looking
forward to enacting positive change on a larger scale.
18 Keeping Up with Millennial
Learn about political demographics and
trends to better engage both clients
and representatives.
20 Do This for High
4
President’s Message
5
Something to Talk About
Housing Expectations for 2016
11 REALTOR® Partner Program
24 Inside NC REALTORS®
NCAR Ombudsman Program
26 Government Affairs
An Eventful Year Ahead
27 NC RPAC
Thank You to Our 2015 Investors.
29 Forms Guy
Forms Guy Gives Liz a Quiz
Performance Teams
BROKERS: People want to feel
understood and appreciated.
22 5 Minutes With..
TALK TO US
SOFIA CRISP: Learn about
her passion for helping
first-time homebuyers.
Help us spread the Smart Movement from the
mountains to the coast. Learn more on pg. 7.
Have something to talk about? Sure you do — and we want to hear it! Send your stories
to [email protected] and you could be featured in the next Insight.
ncrealtors.org • INSIGHT 3
President’s
MESSAGE
As I step into the role as your new president, I can’t help but reflect on how
our profession has changed over the years. We’ve experienced an economic
downturn and are fortunate to be on the upside of that trend, having
weathered the storm. We’ve seen major changes in technology and how we
communicate with our clients and one another.
And while changes in technology have helped facilitate simpler, speedier
transactions, these trends have taken away from our human interaction
with people from all sides of the table. My hope is that, in 2016, we will all
pause for a moment and refocus on the personal touch. We are still in a sales
business and communication and relationships are at the core of what we do.
We have access to so many great benefits through the association and I
want to make sure we’re all doing our part to spread the word about those
resources. From utilizing the NCAR Legal Hotline when we’re faced with
challenging situations, to taking advantage of one of our many REALTOR®
Partners, it is my hope that we all learn about these available tools to
maintain a higher level of professionalism.
I would be remiss not to talk about the educational opportunities,
including the GRI program, Leadership Academy and annual events and
programming, which all equip us to do our jobs more effectively and to
improve our professional reputations.
My goal this year is to inspire us all to help raise the bar of professionalism
for NC REALTORS®. We have to work hard to ensure our clients and
communities see the value in working with a REALTOR®. One of the biggest
struggles within our profession is earning the respect that we deserve.
We will constantly be challenged by those who wish to harm our industry
and threaten our livelihood, so we must remain diligently on our toes in
anticipation of protecting our business.
The trend of “raising the bar” is being demonstrated all over our industry
— a big example to note was NAR’s newly mandated core standards, which
help ensure we’re representing the real estate industry at the highest level of
professionalism and community involvement. The introduction of NCAR’s
Ombudsman Program this year will help us avoid ethics complaints and give
us the opportunity to clear up misunderstandings we may have otherwise
never known existed.
You’ll see in this issue we introduce a new branding campaign, “NC
REALTORS®: The Smart Move.” Our goal with this project is to reinforce the
fact that working with an NC REALTOR® is always "The Smart Move." We are
community advocates and an essential part of the home buying and selling
processes.
We are doing great things in this state and I look forward to representing
and getting to know you this year. We should all be proud to be a North
Carolina REALTOR®.
Insight Magazine, Volume 95, Issue 1
President
Kim Dawson
Treasurer
Kelly Marks
President-Elect
Treasure Faircloth
Immediate Past President
Tony Smith
REGIONAL VICE PRESIDENTS
Region 1: Kathy Perry, Emerald Isle; Region 2: Deb Hays,
Wilmington; Region 3: Bruce Gates, Goldsboro; Region
4: Brett Bushnell, Chapel Hill; Region 5: Lolita Malave,
Greensboro; Region 6: Phil Rector, Pfafftown;
Region 7: David Pierceall, Gastonia; Region 8: David
DeSilva, Leslie Fisher, Charlotte; Region 9: David Wall,
Asheville; Region 10: Linda Trevor, Asa Fleming, Raleigh;
At-Large: Sandra O’Connor, Greensboro.
Chief Executive Officer
Andrea Bushnell
Editor
Blair Wilburn
Assistant Editor/Designer
Mckenzie Allen
Communications Intern
Kerri Hughes
Contributors
Nicole Arnold
Will Martin
Larry Kendall
Bridget McCrea
Mike Landes
Kristin Nash
Deirdre LePera
Seth Palmer
For Advertising information, contact Mike Buescher
at 336-808-4229 or [email protected].
Insight (USPS 017602) is published four times a year during the
months of February, May, August and November by the North
Carolina Association of REALTORS®, 4511 Weybridge Lane,
Greensboro, NC 27407. Application to Mail at Periodicals Postage
Rate is Pending at Greensboro, NC and additional mailing offices.
POSTMASTER: Send address changes to Insight Magazine; 4511
Weybridge Lane, Greensboro, NC 27407.
This publication is designed to provide accurate and authoritative
information regarding the subject matter covered. Articles which
appear in Insight are an informational service to members. Their
contents are the opinions of the authors alone and do not necessarily
represent those of the North Carolina Association of REALTORS®.
Advertising of a product or service does not imply
endorsement, unless specifically stated.
Prefer to read Insight electronically? To opt-out of paper copy
mailings, email [email protected] with a subject line of
“Insight opt-out.”
4511 Weybridge Lane, Greensboro, NC 27407
Kim Dawson
2016 President
4 INSIGHT • February 2016
Phone: (336) 294-1415, Toll Free: (800) 443-9956
ncrealtors.org
[SOMETHING TO TALK ABOUT]
2002
The year our President
Kim Dawson became
a REALTOR®, after
"losing" a coin toss
with her husband.
(pg 9)
5
The number of
elements agents
should focus on
when creating a solid
business plan.
(pg 14)
83
The percentage of
homebuyers who
rated photos of
properties for sale
as the most useful
website feature.
(pg 16)
3.1M
The number
Celebrating the Brand
In 2016, we are proud to celebrate the
centennial of the trademark "REALTORS®" and
using the term to identify real estate industry
professionals who adhere to the Code of Ethics.
REALTORS® have been working to improve American communities and helping
families and businesses achieve their goals and dreams. While times are certainly
different than they were in 1916, the dedication to excellence by REALTORS®
remains steadfast and stronger than ever.
For more information about the Centennial celebration and to share your story
visit 100years.realtor.
of millennials in
North Carolina,
comprising the largest
generational group
in the state.
(pg 19)
6,000
The number of
clients member Sofia
Crisp and Housing
Consultants Group has
helped since 2007.
(pg 22)
EVENTS
[SOMETHING TO TALK ABOUT]
Feb. 10
Webinar Wednesday:
Protect Your Assets! A Guide to Risk
Management
Learn to protect yourself from possible real estaterelated challenges with effective risk management,
led by REALTOR® Partner Pearl Insurance.
Register at www.ncrealtors.org
Feb. 17
Partner Webinar: Taxbot
Learn how to keep more commissions by taking all
allowable deductions with REALTOR® Partner Taxbot.
Register at www. ncrealtors.org
Apr. 27
Partner Webinar: Taxbot
Learn the best strategies for tax planning and how
REALTOR® Partner Taxbot can help.
Register at www. ncrealtors.org
[ UPCOMING EDUCATION OPPORTUNITIES ]
Feb. 11
GRI: Business Planning
Raleigh
Apr. 21
GRI: ABC’s of Financing
Brunswick County
Feb. 24
GRI: ABC’s of Financing
Hickory
Apr. 22
GRI: Balancing Business
Risks & Ethics
Brunswick County
Apr. 6
GRI: Technology Tools &
Resources
Hickory
MORE
INFO
Register at www.ncrealtors.org/gri
DID YOU KNOW? REALTORS® with a GRI
designation earn about two times more than those
without. The GRI can help YOU! Learn more and
register for classes at www.ncrealtors.org/gri.
REGISTER
BY FEB. 29
TO SAVE
$100
2016
NC REALTORS®
CONFERENCE
SEPT. 11-13 | THE GREENBRIER
ADVOCATES
PARTNERS
ADVISORS
NEIGHBORS
As REALTORS®, nothing is more important to us than
our clients and our communities. Their successes are
our successes. Their growth, our growth. We are their
advocates, their partners, their advisors, their neighbors.
Last year, the National Association of REALTORS®
mandated a new set of core standards for associations
to meet, including emphasis on comsumer outreach. We
saw this as an opportunity for NC REALTORS® to rebrand
ourselves in an effort to ensure our communities and
clients see us the same way that we view ourselves.
NC REALTORS® are “The Smart Move.”
Whether a client is a first-time homebuyer or
downsizing empty nester, NC REALTORS® are “The
Smart Move.” Whether a business owner is opening her
first bakery or expanding a Fortune 500 company, NC
REALTORS® are “The Smart Move.” Regardless of the real
estate venture, NC REALTORS® have the professionalism,
passion and know-how to help their clients make the
best next step, whatever that step may be.
So we’re starting the Smart Movement. With new,
eye-catching creative, a robust social media and public
relations strategy, an exciting contest and a showcase
video, we’re spreading The Smart Move story from the
mountains to the coast.
We hope you’ll join us in sharing your smart move
story. For more information on The Smart Move and how
you can get involved, visit TheSmartMoveNC.com.
Where do you call home?
We live in Carrboro, in the same
house we moved to 24 years ago.
I guess you could say I’m great at
helping other people move, I just
can’t move myself. Years ago we
decided our next home would be
on the water, so we’re actually in
the middle of building a new house
on Hyco Lake in Semora. It’s going
to be a change of lifestyle for us;
being on the water is good for us.
Tell me a little about
your family:
My daughter, Ketra (28), lives in
Denver, Co. She is my free spirit. You
know when they say to give your
kids wings? Her wings are huge! She
has traveled the world since she was
11 years old with her swim team
and church choir. Ketra is not afraid
to do anything and I envy her. My
son, Gavin (25), is the conservative,
hard working, practical one. He
played soccer from three years old
through college, first at University of
Denver, and later for UNC-Charlotte.
He was part of their first NCAA finals
team, playing UNC-Chapel Hill for
the championship. He’s now a
focused, motivated business man.
He and Ketra are extremes —
like night and day — but both
are very hardworking and
devoted young adults.
My husband Jim was diagnosed
with cancer three years ago, and
it brought us all closer together.
I saw a very different side of my
children during that time. They
pulled together and created a
great bond to be supportive of us.
And, Jim was amazing through
it all. He is the most positive
person I know. He’s in a good
place now and has been cancer
free for two years in February.
That whole ordeal changed our
family. Before, we were all in a
million directions and now we’re
all about family first and then we
fit everything else in.
[KIM DAWSON, 2016 PRESIDENT]
MEET NCAR'S
NEXT PRESIDENT
Late last year, Insight magazine caught up with
Kim Dawson after a day of meetings at the NCAR
headquarters office in Greensboro. With managing
her office, working with clients, building a home
and transitioning into a leadership position at the
state association, it was a calm break in an otherwise
typical day for Dawson.
As the incoming President of NCAR, Dawson is
looking forward to enacting positive change on a
larger scale. “I really believe in what our organization
does for our members,” she says, “and I think it’s important we all take the time to give back.”
Dawson was raised from an early age to get involved and this sentiment is entrenched at the core
of what she believes.
Dawson grew up in the suburbs of Chicago. Her father started working at a bank at 13 in order to
support his mother and his sister, after his dad passed. Dawson remembers watching her father rise
through the ranks in the banking industry – first becoming president of the bank and eventually
president of the Illinois Bankers Association (IBA) and a director with the American Bankers
Association. She fondly remembers sitting in the audience when he was installed as president of
the IBA. It was his diligent work ethic, commitment to family and civic involvement that influenced
Dawson to be a leader and value the importance of giving back to her industry and community.
Dawson attended Drake University in Iowa, where she met her husband Jim Dawson as a
freshman, and they’ve been together ever since. After marriage, they relocated quite often with
his business, living in five states over the span of 10 years. She “did the Midwest.”
It wasn’t until they lived in North Carolina that Dawson landed in real estate. While between
jobs, Jim decided to pursue a real estate license and asked Dawson to join him as a way to spend
time together. At the end of their class, Jim said, “Okay, one of us needs to become a REALTOR®,
and one of us needs to find a ‘real job.’” So, they tossed a coin. At the time, she jokes that she
“lost” the coin toss, becoming a REALTOR® in January of 2002, while Jim found a "real job." But,
now she knows she was the real winner. Being part of a wonderful company that she loves,
Dawson thrives in getting to help people and make a difference in their lives.
Kim Dawson
is ready to prove
why we should all
be proud to be
NC REALTORS®.
Can you name a person who has had a
strong impact on you as a leader?
Early in my real estate career, I was
fortunate to work with Ace Robbins, my
broker-in-charge at Prudential in Chapel
Hill and an NCAR past president. He
talked about NCAR with such pride and
joy that I was envious of those friendships
and camaraderie. It was his passion
for the friendships he built through
the association that inspired me to get
involved with NCAR. So, I got on the
Forms Committee and went from there.
What is one characteristic you think
every leader of NCAR should possess?
I think all leaders should be open to
the ideas of others around them and
not be afraid of the opposition. That’s
one of the biggest things I’ve learned
through my leadership experiences — I
like to hear the other side of the story.
The discussions that happen from
opposite opinions build an even better
decision. Quite often, it’s the blend of
the two which makes the final outcome
even stronger. You’ve created a more
unified force if you’ve taken the blend.
So often, we don’t want to have people
on our committees who have different
opinions or who don’t agree with us,
but I’ve learned over time the value of
having people who think differently.
That’s the best thing for an
organization.
[KIM DAWSON, 2016 PRESIDENT]
Tell me a little about your
extended family:
Most of the rest of my family
still lives in Chicago area. Really,
I’m the only one that moved away.
We have big family events and it’s
only a two-hour plane ride to go
back, so we visit often.
What did you want to be when
you were 5?
I wanted to be a dancer. But, I
only danced in one play in middle
school — HMS Pinafore. I was not
confident enough to be in front of
others and pursue it.
Very first job: I worked at the five
and dime. I was 15 and could walk
there from my high school.
Hobbies: I like to take old jewelry
and redesign it. It’s my stress
reliever. I also enjoy decorating
and am an out-of-practice artist.
But, of course, spending time
with my kids and supporting
their endeavors is probably my
biggest pleasure.
Last vacation: In Christmas of
2014, both kids had time off at
the same time — a first in many
years. We hadn’t had a real family
vacation together in 15 years (due
to sports), so we told them to pick
a place for us to go. Well, they
went for it and picked Italy! We
made it work and created many
wonderful memories.
How do you maintain the personal
touch with clients?
A personal handwritten letter
has been my signature since I
got in the business. I write thank
you cards to customers after each
transaction. I always hand sign my
holiday cards, each with a personal
note. As great as technology is,
somewhere along the way we lost
the personal touch. Now is the
time to bring it back.
"I want to make sure we’re all spreading
the word on how valuable the NC REALTOR®
is to our community and our clients."
Tell me about your current company.
I’ve been with Coldwell Banker Advantage
since April 2014. I went there to help with a
merger acquisition after they bought a local
boutique firm. I had already announced my
campaign for presidency with NCAR and
fortunately, they took me on board and
were extremely supportive, always wanting
to know what they could do to help me be
successful in that role. It’s been wonderful.
While it’s a large franchise, the company
operates like a family company and the
owners take pride in their REALTORS®. I
know I can pick up the phone to call one of
the owners and they’ll take time to call me
back. They’re in tune with the industry, which
is one of the things that made me attracted to
the company. They know what’s going on and
that’s important to REALTORS®. They want
their agents to understand why it’s important
to be involved.
What do you see as the future
for real estate?
We are in changing times. There are lots
of questions about using a REALTOR® in
the transaction process and that’s why
it is important for us to prove the value
of our profession. It’s not just about the
commission, it’s about the knowledge
REALTORS® bring to the table. That’s what
we don’t get credit for — the information
about communities, housing, the closing
transaction and navigating the crazy
mortgage industry. It’s the REALTORS® job
to help the client navigate and understand
how to get from A to Z in the closing process.
We’ve seen the changes with TRID, although
this is only the beginning of that. I anticipate
there will be people challenging commissions
and how we’re paid.
As much as I’d like to say real estate is on
the upturn and things are going to be good,
we have to be prepared for challenges. We
have to proceed with caution, yet, still reach
for the stars. And, we have to do it in a smart
way. That’s one thing I like about the team
here at NCAR. We come up with the big ideas,
but then we spend time determining the
right way to do it. We do that conservatively,
assessing the pros and cons and the long
term aspect of every decision.
What are you priorities for the coming
year as president of NCAR?
I want to spread the word about all that
NCAR offers and does for its members.
During my campaign, I realized how many
people don’t know about the services
NCAR provides. They don’t understand the
REALTOR® Partner Program and they take
for granted our legal hotline. When I was at
NAR’s annual conference in San Diego last
fall, I attended the Presidents’ Forum and
realized how much NCAR already offers that
other states don’t even have established. We
are ahead in many ways and our members
just don’t realize that. It has been an ongoing
struggle to make members realize what they
get in return for their dues. That’s one of my
big goals this year.
I also want to help raise the bar of
professionalism for the North Carolina
REALTOR®. One of the biggest struggles
within our profession is earning the respect
that we deserve as REALTORS®. We need
to make people aware of the responsibilities
we have to our clients and communities. We
don’t do a good enough job of tooting our
own horn and it’s something we need to focus
on as an industry. I think we’ve done a better
job of getting there legislatively, through
our grassroots program. We’ve been able to
tell people the difference we are making in
their tax dollars. And, they’re getting it —
they’re signing up. We need to continue those
efforts and let the public know we’re making
a difference and we’re saving them money.
I want to make sure we’re all spreading the
word on how valuable the NC REALTOR® is
to our community and our clients. We’re in a
good place, but there is so much more we can
do to make ourselves better.
Finally, my goal for this year is to give
people a reason to be proud to be an NC
REALTOR®.
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WHAT’S
YOUR
BUSINESS PLAN
FOR 2016
BY BRIDGET MCCREA
Not just for newbies, good business planning can
help both emerging and veteran real estate agents
start building more profitable businesses.
As a well-known author on personal
time management, Alan Lakein once
said, “Failing to plan is planning
to fail.” He followed that up with,
“Planning is bringing the future
into the present so that you can do
something about it now.” Neither
one of these quotes is lost on the
busy, time-strapped real estate
agent who has only so many hours
in the day to get everything done —
both personally and professionally.
And while technology has made
communications, planning and
tracking a little easier, it has also put
new demands on the agent who is now
operating in a 24/7/365 environment.
On a more positive note, there’s
nothing like a New Year to get real
MEET THE EXPERT
estate professionals thinking about
business planning and goal-setting
— both of which can help REALTORS®
better manage their time while
working toward (and hitting) shortand long-term goals. For the typical
agent, this exercise should be divided
into basic business planning (where
you are now and where you want to
be over the next one to five years);
marketing planning (how you’ll
market yourself in 2016 in order to
hit your business planning goals);
and budgeting (tracking money in
and money out with the overall goal
of maintaining profitability and
business growth).
Taking a step back
Mark Given, “chief thinker” at Mark
Given Seminars in Roanoke Rapids,
N.C., and a GRI instructor, says too
many agents jump right into the
business, eager to start closing deals
and earning income. And while the
drive to succeed can be “enough” for
Mark Given is an author, international speaker and
expert on helping individuals and companies get
the results they want in their business. He is also the
author of the Business Planning course for the N.C.
GRI program and has been teaching it across the
state. Given's course raises awareness by asking the
hard questions: Is your financial house in order? How much do you
really make an hour, and is that enough? Don't know these answers...
then we'll see you in class! The Graduate REALTOR® Institute will
provide you with the tools to improve your business and maximize
your potential. Learn more at www.ncrealtors.org/gri.
some agents, the majority would
benefit by taking a step back
and reassessing their current
and future goals and
accomplishments.
“A lot of agents that
get into the business
have never run
companies before, so they
skip the planning step,” says Given.
“Instead, they draw on their own past
experiences and set their sights on
showing and selling houses.”
This laser-like focus can be
detrimental for the agent who
doesn’t understand exactly what it
takes to run a profitable enterprise
that posts year-over-year growth.
“Just because you’re getting
commission checks doesn’t mean
you’re going to be free and clear of
your expenses and debts at the end
of the year,” Given points out. “In
fact, running a real estate business
can be pretty expensive.”
With that in mind, Given says
both new and existing agents will
benefit from a 2016 “gut check”
that includes a new (or updated)
business, marketing and budgeting
plan. For new agents, he says going
beyond the licensing processes
and talking to experienced agents
who are “in the know” is a good
first step when developing a plan.
Ask these agents how long it took
to close their first sale, how long
it typically takes to get that allimportant first commission check,
what they spend on marketing (and
what avenues work best for them)
and any other tips they can provide
on how to effectively budget (both
professionally and personally) when
working on a commission basis.
“Figure out what it really costs
to run your business, including
marketing, MLS and other fees that
you may have to pay out of pocket
during your first few months in
business,” Given advises. “Then,
determine exactly how much business
you’ll need to generate in order to
ensure profitability every month.”
Factor in the ups and downs
When planning out their business
and marketing activities over the
next 12 months, agents should also
factor in any seasonal fluctuations
and other ebbs and flows that might
impact their revenue streams. If, for
example, a REALTOR® works mainly
in coastal towns where the summer
months are “hot” and the winter
months are “not,” then stockpiling
some cash during the busy times
is a good idea — knowing that the
commission checks may slow when
the climate changes. “The lean times
will come” says Given, “and it
pays to prepare for them.”
[BUSINESS PLANNING]
5 ELEMENTS TO INCLUDE
IN YOUR BUSINESS PLAN
In its Field Guide to Writing a Business Plan, NAR advises
agents to focus on these five elements when creating a
solid business plan
1. Define your mission & vision
Writing a solid business plan begins by defining your
business’s mission and vision statement. Though creating
such a statement may seem like fluff, it is an important
exercise. The mission and vision statement sets the
foundation upon which to launch your business.
2. Set goals
Next, translate your mission and vision into tangible goals.
If your mission statement is to make every client feel
like your most important client: how specifically will you
implement this? Do you want to grow your business? Is this
growth measured by gross revenue, profit, personnel or
physical office space?
3. The marketing plan
The Marketing Mix concerns product, price, place and
promotion. What is your product? How does your price
distinguish you from your competitors — is it the industry
average, upper quartile or lower quartile? How does your
pricing strategy benefit your clients? How and where will
you promote your services? What types of promotions
will you advertise? Will you ask clients for referrals or
use coupons? Which channels will you use to place your
marketing message?
4. Form a team
Ensuring the cooperation of all colleagues, supervisors and
supervisees involved in your plan is another important
element to consider. Is your business plan’s success
contingent upon the cooperation of your colleagues? If so,
what specifically do you need them to do?
5. Implementation & follow-up
Set dates (annually, semi-annually, quarterly, or monthly)
to review your business plans goals. Are you on track? Were
the goals reasonable to achieve, impossible, or too easy?
How do you measure success — is it by
revenue, profit or number of transactions?
And lastly, how do you plan to implement
your business plan’s goals?
Pointing to the recent National Association of
REALTORS®’ statistic that 50 percent of new agents
never make it to the five-year mark, Given says
budgeting can play a major role in an agent’s early
and ongoing success in the industry. “A lot of people
just don’t realize how much it’s going to cost to get
started and to keep things going for five-plus years,”
says Given.
To buck this trend, agents should develop a realistic
budget that factors in both business and personal
expenditures and assets over a 12-month period.
Factor in how much cash you have in reserve, how
much money your spouse or significant other is making
each month (if applicable) and how much commission
you can reasonably expect during your first six to 12
months in business. Then, use a mobile budgeting app
like Mint, GoodBudget or PocketExpense (or, a basic
spreadsheet) to input your income and expenditures,
figure out how much money you spend on a monthly
basis, find areas where you may be able to cut back and
get a good handle on your budget.
“Come into it as prepared as possible,” says Given,
“and the odds of success will be much better than if
you just ‘wing it.’”
Not just for newbies
Good budgeting can also help veteran agents
who, after a full year of closing deals and depositing
commission checks, find themselves missing the mark
when it comes to overall profitability. “There are a
lot of agents who do very well in this business, but
spend everything they make,” says Given, who tells
REALTORS® that simply tracking profits and losses
throughout the year can help them quickly identify “red
flags” that may be draining the company’s profitability.
On the marketing front, you can use a similar
approach to figure out which efforts are paying off and
which are draining your budget. A banner ad program
that costs $5,000 a month may sound good in theory,
but if, after three months of use, it has only produced
a single sale, then that $60,000 a year will probably
be better spent on another advertising mechanism.
Without the solid numbers in front of you (in this case,
the money spent and the results achieved), it’s often
easier to keep making those $5,000 payments than it is
to reassess your marketing approach.
Looking around at the current marketplace, Given
says there’s no time like the present to start planning
out your successful real estate career. Market optimism
is high, interest rates are still low and the climate is
favorable for the ambitious individual who is either
getting into real estate for the first time or looking to
further his or her career by taking the time to plan out
a strategy for 2016. “It used to take three to five years
to make money in this business, but if you plan things
out and take the right steps — and if you’re wise about
marketing and profitability — you can really speed up
that timeline and build a profitable business.”
Here’s to you for
loving what you do.
Nationwide® salutes your commitment
and passion for being a member of
NC Association of REALTORS®.
At Nationwide, we’re passionate about
making a difference, too. It’s just one way
we prove that we’re More Than a Business®.
Learn more about our partnership and special discounts.
nationwide.com/NCAR
Local Agent
1-866-688-9144
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CRB, CRS, GRI, ABR, SFR & SRES
Lead Generating Website www.REISR.com
Realty Executives North Carolina Offices
Where will YOUR star shine?
Nationwide Insurance has made a financial contribution to this organization in return for the opportunity to market products and services to its members
or customers. Products underwritten by Nationwide Mutual Insurance Company and Affiliated Companies. Home Office: Columbus, OH 43215. Subject to
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would like to thank all 2015 Annual Sponsors.
[TECH TIPS]
[Photography in Real Estate[
BY: DEIRDRE LEPERA
REAL TRENDS RESEARCH STRATEGIST
REAL Trends, in partnership with Virtuance, surveyed hundreds
of top-producing real estate professionals across the country to
find out how real estate brokerages and agents use professional
photography in their businesses.
We found that there were five clear and compelling reasons why
real estate sales associates and/or brokerages choose to invest in
professional photography.
1.
You have a duty
to your seller
Of those surveyed, 94 percent of the
agents and 73 percent of brokers felt
passionate about the importance of using
professional photography. Several agents
and brokers cited that the importance of
using professional photography stemmed
from their obligation to their seller. One
independent broker in Arizona went so far
as to say, “You have to [use professional
photography]. You are doing a disservice
to your clients otherwise. People are
visual, and you have to grab them.”
2.
Drives your
online traffic
According to the National Association
of REALTORS® 2014 Profile of Home
Buyers and Sellers, 83 percent of
homebuyers rated photos of properties
for sale as the most useful website
feature. In the same report, 43 percent
of buyers looked at homes online as
their first step in the home-buying
process. This was up from 35 percent
in 2011. This trend will continue to
increase incrementally over time, and
it makes sense to give your buyers the
quality content they are seeking on your
own website.
3.
Wins you
more listings
This may be the most obvious reason
to use a professional photographer
for your business. One of the primary
responsibilities of a listing agent is to
successfully market a property to get a
seller the best sales price possible. The
majority of that task relies on a strong
visual representation of the home,
especially as homebuyers increase their
online home shopping activities.
4.
Solidifies your
brand image
We know that photos often serve as the
first impression of the home and must
capture the attention of the buyer. The
truth is that they also serve as the first
impression of your brokerage or your
personal brand as an agent. If you aren’t
producing the same quality of photos
for each of your listings, you have to
ask yourself, “What message are you
sending to your potential clients?” We
asked what one feature agents felt to be
the most important. Some 75 percent of
agents and 73 percent of brokers ranked
“quality of property photographs” as
the most important feature. The second
highest ranked feature was “consistency
in the look and feel of property
photographs.” These two features
together are the basis for creating a
reliable and trustworthy brand.
5.
Best bet for your time
and money
The cost of professional photography
has dramatically shifted in the last
10 years. A service that could cost
around $1,000 is available now at about
one-tenth of that cost. Agents and
brokerages combined reported paying
on average $160 for property photos.
When asked whether or not the agents
and brokers felt they received a good
return on their investment, the answer
was a resounding "Yes!". Even agents
who were paying closer to $300 or more
for their property photos still felt that it
was worth the investment.
ABOUT VIRTUANCE
Based in Denver, Virtuance was
founded in 2010 and is one of
the fastest-growing real estate
photography companies in
the world. Virtuance is the
creator of HDReal®, an awardwinning, proprietary imaging
system designed specifically
to market real estate.
Using artificially intelligent
automated algorithms and
highly trained HDReal®certified photographers,
Virtuance produces real estate
marketing images that are
proven to drive online traffic
and result in conversions
through more inquiries and
property showings. Virtuance
supports the HDReal® system
with a comprehensive array
of marketing tools and
platforms, including interactive
floorplans, listing videos and
social media marketing.
REAL TRENDS
Hands down, professional
photography for your listings
is one of the simplest ways
you can shape your brand and
business. What’s even better is
you don’t need to do the heavy
lifting. Using a professional
photographer allows you to focus
on the activities that only you can
do to build your business. If you
are a broker/owner or manager,
consider finding a way to bring
professional photography into
your company on a consistent
basis. The incentive of having a
photography solution in place
for your agents is something that
benefits you both.
METHODOLOGY
In April 2015, REAL Trends emailed a 38-question survey to the nation’s
top-producing real estate brokerages and agents as identified by the
REAL Trends 500 and America’s Best Real Estate Agents by REAL Trends in
partnership with the Zillow-Trulia Group. The email survey remained open
for 45 days and had 437 respondents.
In addition, REAL Trends interviewed 10 real estate professionals between
May and June 2014. These professionals ranged from broker/owners,
managers, agents and coaches. Some were a part of major national brands,
and others were a part of independent brokerages. These professionals had all
been involved in the real estate industry for a period of 12 years or more. All of
those interviewed had used or were familiar with the company Virtuance.
REAL Trends requested all parties to provide complete data from
their 2014 calendar year. The average is the primary statistical measure
used throughout this study. Due to rounding and omissions for space,
percentage distributions may not add to 100 percent.
This article originally appeared
in the November 2015 issue
of the REAL Trends Newsletter
and is reprinted with
permission of REAL Trends Inc.
Copyright 2015.
Keeping Up with Millennials
BY: MIKE LANDES | DIRECTOR OF POLITICAL OPERATIONS
Electoral politics is a gamble. If you’re a strategist, a pundit or
even a regular citizen who’s interested in advocacy, you’ll have to
make a prediction at some point. Who’ll win the election? Who’s
coming out to vote? What will the biggest issues be in a given
race? Some of the answers to these questions are obvious. Others
demand the attention of experts and divide the opinions of
commentators all over the country.
To understand the political landscape well enough to predict
the future, strategists often examine the changing demographics
in local and statewide communities. How many millennials live
in North Carolina, and will they turn out to vote? What about
baby boomers and Generation Xers? How should we expect them
to vote on issues like the Mortgage Interest Deduction and the
upcoming statewide spending referendum?
Strategists also look into the trends that belong to each of those
demographics. How does each generation communicate, and what
do individuals in those generations like to talk about? Millennials
are exceptionally active on social media, and while their fascination
with cat videos is worthy of dissection, they also engage with
different parts of the political spectrum than their predecessors.
Political scientists all over the United States research American
demographics and trends to better understand how electoral
politics are shaped over time. In a recent presentation* to
the North Carolina Free Enterprise Foundation (NCFEF), an
organization dedicated to education and non-partisan political
analysis, Dr. Rebecca Tippett and Dr. Michael Bitzer spoke about
their research in demography and what to expect from the
newest politically-engaged generation, the millennials.
Dr. Tippett, the UNC Demography Center’s director of
demography, and her study found that millennials make up the
largest generational group in North Carolina with more than 3.1
million individuals. They also found that as a group, millennials
tend to reside primarily in urban areas, as well as in areas where
colleges/universities are located. This data is further supported by
the fact that 49 percent of millennials in the state have received
some form of post-high school education.
But the data also shows many concerning trends for the
millennial generation. As a likely result of the Great Recession
and consequential economic downturn, millennials have a lower
rate of labor force participation than previous generations. Due
to this, a majority of millennials (77 percent) rent their place
of residence, while some still reside with their parents or other
family members (35 percent). Additionally, millennials have
the lowest rates of voter registration of all generational groups.
Based on their review, millennials make up only 24 percent of all
registered voters. This is due to the fact that only 57 percent of
millennials are registered to vote.
Dr. Michael Bitzer, a political science professor at Catawba
College, noted in his presentation to the NCFEF that millennials
appear to be stepping away from partisan political leanings. He
found that 48 percent of registered millennials consider themselves
politically independent, rather than identify with a specific ideology.
As far as registration, 38 percent of millennials are registered
independent, while 36 percent are Democrats and 25 percent
are Republicans. One percent of millennials have registered as
Libertarians, marking the largest generational affiliation to the
Libertarian movement of any of the generations mentioned.
Millennials are also far less interested in politics than older
generations, though this may change as they grow older.
Bitzer also observed that millennials receive their news from
different sources than their parents and grandparents. While
60 percent of baby boomers receive their news from local TV,
only 37 percent of millennials use that as their primary source
of information. Instead, millennials rely on communication
mediums like social media. According to his analysis, Bitzer found
that 61 percent of millennials get their news from Facebook.
How do these changing demographics change the current
political climate? How does this information affect our analysis
and predictions of electoral politics? When we examine millennials,
it isn’t easy to paint a picture of what our electorate will look like
once they reach prominence. However, there are a few key points
of interest for NCAR’s Government Affairs Department:
1. Millennials’ movement to the political center. Fewer
and fewer young voters feel the same party loyalty as their
parents.
2. Millennials rent instead of buy. At a time when US
homeownership is at its lowest rate in decades, millennials are
renting at higher rates than their predecessors.
3. Millennials’ reliance on social media for information.
Millennials’ disinterest in using more traditional forms of media
changes the manner in which we try to engage with them and
educate them about the importance of the real estate industry.
I encourage NCAR members to learn as much as you can about
political demographics and trends. This kind of information is
crucial to making decisions about how to engage with our clients
and elected representatives. In the meantime, you can find every
member of the Government Affairs Department on Facebook and
Twitter – it’s how you can tell we’re keeping up with the kids.
*To view these full presentations, visit http://www.ncfef.org/#!presentations-/x4xjz
Brokerage
RETURN ON APPRECIATION
Do This for High
Performance Teams
People want to feel understood and appreciated. Do that and you’re golden.
BY LARRY KENDALL, CHAIRMAN OF THE GROUP, INC. AND AUTHOR OF NINJA SELLING
How do you recruit, motivate and
retain a high-performance team? In his
excellent book, “The Heart of Coaching,”
Thomas Crane cites a research study by
Glenn Tobe & Associates. In this survey,
managers and their team members were
each asked to rank a list of performance
motivators. What managers thought
team members wanted most from their
jobs and what team members wanted
most bore little resemblance to each
other. There was a significant gap!
Managers ranked money as the
top motivator—wages, income and
commission split. However, money
only ranked No. 5 to team members,
important but not as important as their
top three:
1. Appreciation
2. Feeling “in” on things
3. Understanding attitude
Where did these top three motivators
for the team rank with the managers?
Dead last! Managers were out of touch
with what motivated their people. What
would it cost to do these three activities?
A little investment of your time. Your
ROA (Return on Appreciation) will
be huge! Improve your recruiting,
performance and retention by putting
your focus on these three areas.
[BROKERAGE]
•
Make the rounds.
Face time is a key. We encourage our
managers to walk through their offices
and see their people at least twice a day.
•
Send notes, emails
and phone calls.
As chairman of our company, I have
a goal to acknowledge at least five of
our people a day personally. That’s
25 a week. Given the size of our
organization (250 people),
I’m having personal interaction
(and showing appreciation) to
everyone at least once a quarter.
Our managers should have far
more interaction with their people,
preferably weekly.
•
Load into your calendar all
your team members birthdays
and anniversary dates of joining
your company.
When those dates pop up on your
calendar, make sure you let team
members know they are appreciated.
•
Share what is happening
and what is about to happen
in your company or office,
so they feel in on it.
Let them know first so they are
not learning about it on the street.
Communicate your message more than
once (some research says seven times)
so everyone gets it.
•
Get to know your team members
personally — their families,
their goals, their whys.
You will have a better connection
with them and understand what he
or she is going through.
•
Read the book, “The Five Languages
of Appreciation in the Workplace,”
by Gary Chapman and Paul White.
Everyone likes to be appreciated in one
of five ways.
Have you ever heard of the
Hawthorne Effect? It’s a term in
psychology that developed out of a
study in Hawthorne, California decades
ago. Industrial psychologists were
trying to figure out how to motivate
workers in a manufacturing plant
to higher levels of productivity. One
theory they tested was the lighting
in the plant. Their theory was that if
the workers could see better (more
light); they would be more productive.
As the light level was increased, sure
enough production went up. However,
surprisingly, as the light level was
reduced, production went up again!
They kept lowering the level of light
and production was soaring in a plant
that was almost dark. How could this
be? The psychologists discovered that
humans performed better when they
know someone is watching them—
that someone cares about what they
are doing. This is now called the
Hawthorne Effect. Put the Hawthorne
Effect to work in your organization.
It starts with communication and
appreciation.
Whether it is the Hawthorne
study, the Glen Tobe & Associates
study or just my personal experience
motivating salespeople for over 40
years, appreciation, connection,
communication and understanding are
the keys to recruiting, performance
and retention. It’s simple, and what
does it cost? Your ROA (Return on
Appreciation) will be huge!
REAL TRENDS
Here’s a system to do it:
What managers
thought team
members
wanted most
from their
jobs and what
team members
wanted most
bore little
resemblance
to each other.
There was a
significant gap!
This article originally appeared in the November 2015 issue
of the REAL Trends Newsletter and is reprinted with permission
of REAL Trends Inc. Copyright 2015.
5
PROFILES IN GIVING BACK
minutes
with...
Sofia Crisp of Housing
Consultants Group
Director of Community Outreach Nicole Arnold sat down with
2015 Regional Service Award winner Sofia Crisp and learned
about her drive to help others overcome challenges and find
stability and security in homeownership.
In 2016 Sofia Crisp celebrates the twelfth year of her nonprofit,
Housing Consultants Group. She has always had a passion for
helping first-time homebuyers. A former registered nurse, Crisp
volunteers for her church nursing ministry and gospel choir,
serves on the Family Service Committee of Habitat for Humanity
of Greater Greensboro and volunteers with her local Girl Scout
troop. She is a respected leader among her peers and was elected
as the 2016 Vice President of Homes4NC, NC REALTORS®
housing opportunity and disaster relief foundation.
You became a REALTOR® in 1993. What made you decide
to found your nonprofit, Housing Consultants Group
(HCG), in 2004?
I visited a good friend who worked for Self Help Credit Union.
Real estate was booming in the early 2000s, and she had 50
closings that year. Out of the 50 closings, she had talked with
300 people. I wondered what happened to the other 250 people.
My friend’s answer was that those potential clients needed
more time, help and homebuyer education. A light bulb went on
in my mind. I could help those people. I could keep them from
falling through the cracks.
How many people has HCG helped since it began?
Since 2007, we have helped at least 6,000 clients.
Learn more about the Housing Consultants Group at
www.housingconsultantsgroup.com
How do potential homebuyers find HCG?
They find us through the local municipalities in the Triad
area that offer downpayment assistance. They also find
us online through our website and by word of mouth. We
advertise our homebuyer classes at local recreation centers
and churches. REALTORS® and lenders also refer potential
homebuyers to us when they need more preparation before
qualifying for a home loan.
What is the biggest obstacle facing prospective
homebuyers who need your services?
Most clients don’t know how to start the process of buying a
home. They don’t know what they don’t know. We find that
people are willing to sit through an eight-hour class on a
Saturday just to learn how to start the process. Once they have
this knowledge, they are ready for deeper level learning in a
face-to-face appointment with our staff.
What has changed in your service delivery from when you
started to now?
Ten to 15 years ago, the only people in our classes were
those who were already approved by a lender. Now more of
our students are coming to us needing preliminary financial
instruction as they work to secure financing. In the beginning
we described our services as “financial literacy.” Then, we
realized that clients needed more, so we changed our language
to “financial capability.” Now, I describe our services as
“financial empowerment,” because we offer a full range of
educational opportunities. We are able to help clients stepby-step with individual budgeting and savings plans. We also
"There are over 80 housing counseling agencies across
the state. At least 25 of these are HUD-approved housing
counseling agencies that provide one-on-one homebuyer
education. REALTORS® should look for those agencies
that provide face-to-face educational services."
offer post-purchase classes to teach savings discipline that
anticipates the cost of home repair and maintenance.
discipline. Clients must be willing to make substantial
changes in their spending behaviors or their circumstances.
What do you see as the benefits of homeownership for
a family or an individual who completes education with
HCG and becomes a homebuyer?
Research shows that neighborhoods made up of homeowners
are safer with less crime. Research also demonstrates that
children are better students when they come from homes
owned by their parent or guardian. It makes sense because
children and families need stability in their lives. Children
especially do not benefit from changing schools often and
moving multiple times. The community benefits from
homeownership from a safety perspective, but also from a tax
base perspective. Homeowners pay taxes, and governments
can provide services from that consistent tax base.
What can REALTORS® do to better equip first time
homebuyers to be successful homeowners?
There are over 80 housing counseling agencies across the
state. At least 25 of these are HUD-approved housing
counseling agencies that provide one-on-one homebuyer
education. REALTORS® should look for those agencies that
provide face-to-face educational services.
Do you think homeownership is for everybody?
Homeownership is not for everybody. In our classes, we teach
that the purchase of a home is just the beginning; your work
is not finished. We discuss the self-discipline and the costs
required for preventative maintenance. Seventy-five dollars
per year in gutter cleaning may save you from a $1,600 bill for
shingle and siding damage down the road. We emphasize that
when things go wrong, there is no landlord to call.
Your nonprofit helps people every day who have
suffered a financially devastating event like job loss,
prolonged illness or divorce. From your perspective,
what does it take for a person to bounce back and
become a homeowner again?
The first obstacle to overcome is the pride preventing him
or her to ask us for help. We see people every day who have
never asked for or needed assistance. But circumstances
have led them here so we treat everyone with respect. We do
not judge; we do not dwell on the past. We welcome them
with warmth and provide them with proven adult-learning
methods. The second challenge is a lack of willingness or
“coachability” on the client’s part. Clients get answers from
us, but the answers may not be what they want or expect.
To come back from difficult circumstances, the client must
be receptive to our training. The third challenge is self
Learning money management skills begins at home
and should continue in school. If you could impart one
piece of wisdom to parents of schoolchildren today,
what would that be?
Parents need to encourage, embrace and teach the value of saving
money. Parents also need to model this behavior for their children.
Every child needs to have a savings account, not one where parents
contribute, but one of their own. The child needs to manage the
account actively, at an age-appropriate level. Parents also need to
talk with their children about debt. Don’t hide the mortgage, don’t
hide the car payment. Everything has a cost. Some things you pay
for over time. Some things (like houses) build equity. Children
need to understand good and bad debt and how to build equity.
You are an active member of Greensboro Regional
REALTORS® Association and NCAR, where you are the
2016 Vice President of Homes4NC. Why do you give your
time to the NC REALTOR® charitable foundation?
Homes4NC helps REALTORS® give back to their
community with care and compassion. The foundation
provides value through its ability to impact individual
homebuyers, certify Workforce Housing Specialists (WHS)
and partner with other nonprofits in the housing industry.
WHS designation in particular is near and dear to my heart
because it takes REALTORS® to another level. Specialists
are familiar with all the resources potential homeowners
need. They understand that working with first time
homebuyers is a challenging, emotional, work intensive
experience but also a rewarding one. Why would a client
not want to work with a Specialist? He’s made a friend for
life, and the Specialist has made a client for life.
[INSIDE NC REALTORS®]
Simply put,
the Ombudsman Program
is informal telephone mediation.
In some cases it can address and solve minor
complaints from the public. It can also solve interREALTOR® conflicts before they become serious issues.
WHAT IS THE
OMBUDSMAN PROGRAM?
Like a mediator, an ombudsman helps parties find solutions;
however, the ombudsman process does not replace
mediation. It is a more informal process that will
take place earlier and, if successful, will avoid the
need for a more formal mediation process
and potentially a formal hearing ethics
or arbitration hearing.
NCAR's Ombudman Program
Ombudsman Procedures adopted by the North Carolina Association of REALTORS® are intended to provide
enhanced communications and initial problem-solving capacity to the professional standards process. NCAR
is charged with the responsibility of receiving and resolving ethics complaints and requests for arbitration
filed against its members. NCAR ombudsmen will be utilized to field and respond to a wide variety of inquires
and complaints. Here's a quick overview of the program:
HOW WILL I KNOW TO ASK FOR
AN OMBUDSMAN?
Many complaints do not expressly
allege violations of specific articles of
the REALTOR® Code of Ethics and
may not concern conduct related
to the Code. Some complaints are
transactional, technical and procedural
issues that can be readily responded
to. Some complaints are due strictly
to lack of communication. These types
of issues may be appropriate for the
Ombudsman program.
WHAT ARE REALTOR®
OMBUDSMAN BENEFITS?
You can receive non-judgmental real
estate related information in a timely
manner and at no cost.
WHO ARE THE OMBUDSMEN?
REALTORS® appointed to be
Ombudsmen must:
• Meet criteria for extensive real
estate experience;
• Demonstrate objectivity;
• Participate in a training program;
• Possess extensive knowledge of
the REALTOR® Code of Ethics &
Standards of Practice.
HOW DOES THE OMBUDSMAN
PROCESS WORK?
The NCAR Ombudsman Program
Administrator will assemble
information to be sent to the
NCAR Ombudsman via e-mail. This
information may include:
• Name, phone number and role of
the complainant;
• Name, phone number, and role of
the respondent;
• If the respondent is a broker, the
name of principal broker and/or
managing broker.
The NCAR Ombudsman will make all
necessary contacts in an attempt to
resolve the complaint. If the efforts are
not successful, the Ombudsman will
advise the Complainant about the next
step(s) in the complaint process.
THE OMBUDSMEN WILL NOT:
• Adjudicate/make the final decision;
• Give legal advice;
• Determine who is right or wrong;
• Disclose communications – the
process is CONFIDENTIAL;
• Make any written record of
discussions and/or agreements.
A GREAT SUCCESS
Insight sat
down with Diane
Disbrow, 2015
National Association
of REALTORS®
Professional Standards Committee
Chair, to learn why the ombudsman
program is good for NC REALTORS®:
"This is a huge benefit to NC
REALTORS®. With the assistance
of an ombudsman, REALTORS®
now have a chance to clear up
misunderstandings they may
have never known existed. I’ve
had experiences where this
valuable service has helped a
member get a transaction back
on track to ensure the consumer
has a positive real estate
experience. It’s an opportunity
to improve our professional
reputation as REALTORS®."
AWARDS AND RECOGNITION
The following Association Executives will receive a
$750 scholarship to the 2016 Regional AE Conference:
• Brittani Cowles – Wilkes County Assn.
• Tiffany Daugherty – Lincoln County Board
• Elizabeth Hensley – Burke County Board
• Laurie Ridenhour – Lexington-Davidson County Assn.
• Chris Triepke – Roanoke Valley Lake Gaston Board
• Dana Wooten – Johnston County Assn.
ELECTION INFO
$1000 scholarship to NAR’s 2016 AE Institute:
• Nancy Atkinson – Cleveland County Assn.
• Melinda Greene – Goldsboro Wayne County Assn.
• Lillian Threlkeld – Mountain Lakes Board
$500 scholarship to NAR’s 2016 Leadership Summit:
• Elizabeth Hensley – Burke County Board
• Darlene Spivey – Neuse River Region Assn.
Congratulations to these
individuals for their hard
work and dedication to
the industry.
Applications are now being accepted for President-Elect, Regional Vice Presidents for Regions 3, 4, 6, 8, 9 and 10,
Finance and Budget Committee members, Issues Mobilization Committee member and NAR Directors to begin
serving in 2017. Also, because of several resignations, we will elect Region 2 and Region 8 Vice Presidents for
one year and an Issues Mobilization Committee member for one year. The deadline for receiving applications is
March 11, 2016. If you are interested in serving the association, contact Donna Peterson at 336-808-4221
or [email protected] to obtain an application. Elections will be held August.
NCAR STAFF CONTACTS
NCAR staff can be reached by telephone at 800-443-9956 during normal business hours Monday through Friday, from 8:30 a.m. to 5 p.m.
Greensboro: 4511 Weybridge Lane, Greensboro, NC 27407; Raleigh: 421 Fayetteville Street, Suite 1109, Raleigh, NC 27601
ADMINISTRATION
Andrea Bushnell
Chief Executive Officer
[email protected]
Direct Dial: 336-808-4222
Bryan Jenkins
Chief Financial Officer
[email protected]
Lee Ann Martin
Accounting & Education
Assistant
[email protected]
Sherry Harris
Administrative Assistant
[email protected]
Donna Peterson
Executive Assistant
[email protected]
Mike Buescher
Director of Business
Development
[email protected]
Caitlin Thompson
Compliance Counsel
[email protected]
Caroline Main
Receptionist
[email protected]
Phyllis Lycan Accountant
[email protected]
COMMUNICATIONS
& MARKETING
Denise Daly
Membership Records
Coordinator/Bookkeeper
[email protected]
Blair Wilburn
Director of Communications
& Marketing
[email protected]
Mckenzie Allen
Communications Specialist
[email protected]
Samantha Ashburn
Electronic Communications
Manager
[email protected]
Tyler Helms
Technology Manager
[email protected]
Robin Cooper
Partner Program Manager
[email protected]
EVENTS
Mandy Lowe
Events Director
[email protected]
Keri Epps-Rashad
Meeting & EXPO Manager
[email protected]
GOVERNMENT
AFFAIRS
Cady Thomas
Chief Lobbyist
[email protected]
Seth Palmer
Director of Political
Communications and
Shared Local Government
Affairs Director
[email protected]
Kristin Nash
Fundraising
[email protected]
Mike Landes
Operations
[email protected]
Shanell Smaw
Political Fundraising
Assistant
[email protected]
Isabel Villa-Garcia
Legislative Specialist
[email protected]
Nicole Arnold
Director of Community
Outreach and Local
Government Affairs
[email protected]
Jason Evans
Shared Local Government
Affairs Director
[email protected]
Susanna Hailey
Field Representative
[email protected]
Paul Mott
Field Representative
[email protected]
LEGAL
Will Martin
General Counsel
[email protected]
Kay Bailey
Legal Programs
Coordinator
[email protected]
PROFESSIONAL
DEVELOPMENT
Ellie Edwards
Director of Professional
Development
[email protected]
Monica Huckaby
Professional Development
Coordinator
[email protected]
[GOVERNMENT AFFAIRS]
An Eventful Year Ahead
BY: SETH PALMER | DIRECTOR OF POLITICAL COMMUNICATIONS
W
ith the ink barely dry on what
was an eventful 2015, this year
has the makings of being all
that and more. In the waning days of
their 2015 session, legislators modified
the state’s election schedule, meaning
those who desired to run for election this
year have already filed in December. As
opposed to past years, the primary election
is upon us; this year occurring on March
15. This legislative session also has an
accelerated start date of April as opposed
to its normal May date. Many issues await
the legislature and while it is intended to
be a “short” session, all indications point
towards one with big issues to address.
So what does all this mean for
REALTORS®?
First and foremost, it means that
you need to remain vigilant and ready
to respond when issues impact your
business. This can be achieved by
responding to Calls for Action from
either NCAR or NAR, participating in
Legislative Meetings on the national and
state level [NCAR Legislative Meetings
are June 20-22 in Raleigh] and following
NCAR emails and publications. Staying
informed on issues that impact you and
your business is half the battle.
Secondly, make sure you take the time
to register to vote and also vote in this
year’s elections. Across North Carolina,
you will have the opportunity to vote for
officials at all levels of government. From
your president, United States senator
and congressman, to the governor and
members of the General Assembly, all the
way to local officials, you will have the
opportunity to make your voice heard
in the ballot box. Support candidates
who advocate for REALTOR® priorities,
like strong communities, smart growth
principles and protecting homeownership.
You can also help to support REALTOR®friendly candidates on the local, state and
national levels by investing in NC RPAC.
Finally and most importantly, keep
NCAR Government Affairs staff in the
know. We work to stay informed on
issues throughout the state but we can’t
do it without you. If you are having an
issue with a local or state government
regulation which is negatively impacting
how you do business, let us know.
NCAR Government Affairs staff has
been working throughout the winter to
develop new tools to keep you informed
of new issues and engaged in topics that
directly impact REALTORS®. Debuting
in just a few weeks, you will see a new
Government Affairs Update with
updated graphics and a changed format.
We will also be rolling out new NC RPAC
materials, our Social Responsibility
Report and revised website content
like issue white papers and a new FAQ
section. Watch your email for updates.
Stay informed. Stay engaged.
This year’s
statewide
primary will take
place Tuesday,
March 15.
Elections will be held for officials
at all levels (national, state and
local), as well as for a statewide
bond initiative to provide $2
billion for infrastructure at our
state’s community colleges,
universities, state parks and
government buildings.
Not registered to vote or need
to change your registration?
Contact your local Board of
Election. You have until February
19 to register or make changes
in order to be eligible to vote in
the primary.
Early voting begins Thursday,
March 3 and continues until
Saturday, March 12. Early voting
sites are set by counties. You
can find a list of sites and other
election information by visiting
www.ncsbe.gov.
Have questions?
Send us an email
([email protected]).
2016 Legislative
Issues
State budget
One of the most significant
pieces of legislation every year,
this year’s budget will certainly be
something to watch.
Mortgage Interest and
Property Tax Deductions
While these deductions were
protected in last year’s budget and
tax reform efforts, we will remain
vigilant to ensure no adverse
changes are made this session.
Public-Private Roads
Prior to adjourning the 2015
session, the General Assembly
directed the Department of
Transportation to study public and
private roads to determine new
ways to maintain roads throughout
the state. NCAR was a strong
advocate for this legislation and
has been a participant in the study.
The final report is due out in April.
Insurance
While numerous bills were
presented during the 2015
session, no progress was made on
insurance reform last year. NCAR
has worked over the interim with
Senator Michael Lee to develop a
comprehensive insurance reform
package which we expect will be
introduced in the early part of this
year’s session.
Contact Seth Palmer at
[email protected].
Hall of Fame
(Lifetime Investments
total $25,000 and up)
Douglas Brindley*
Danny Brock*
Leigh Brown*
Andrea Bushnell*
Robert Carter
Cindy Chandler*
Bill Gallagher*
Swayn Hamlet
Alan Holden
Tommy Lawing*
Tomp Litchfield*
Sandra O’Connor*
Jerry Panz
Scott Rooth
Buddy Rudd
Tony Smith
Allen Tate
Ronald Thompson*
Stephanie Walker*
Patrice Willetts*
Mary Edna Williams
Myra Zollinger*
Platinum R's
($10,000 or $5,000 renewal)
Hadi Atri
Leigh Brown*
Bradley Cohen*
Tony Smith
Golden R’s
($5,000 or $2,000 renewal)
Douglas Brindley*
Maren Brisson-Kuester*
Danny Brock*
Ray Burton*
Andrea Bushnell*
Brenda Carroll
Cindy Chandler*
Glenn Cobb*
Wade Corbett
Linda Craft
Kimberly Dawson
Asa Fleming*
William Gallagher*
Bruce Gates
Swayn Hamlet
Tessa Hultz*
Thomas Lawing*
Tomp Litchfield*
Valerie Mitchener
Christopher Nave*
Sandra O’Connor*
Buddy Rudd
Cady Thomas
Leland Thomas
Ronald Thompson*
Stephanie Walker*
Patrice Willetts*
Mary Edna Williams
Myra Zollinger*
Crystal R's
($2,500-$4,999.99 or
$1,500 renewal)
Randall Blankenship*
Nancy Braun
Diana Braun
Robert Carter
Michael Davenport
Anne Marie DeCatsye
Jason Gentry
Wendy Harris
Amy Hedgecock
Erin Nixon
Jerry Panz
Roger Parham
Teresa Pitt
Joe Rempson
Kourosh Sharifi
William Shugart
Mike Slocum
Renee Smith
Russell Wing
*Indicates President's Circle members
NC RPAC continues to be one of the largest
PACs in the state. It’s a nonpartisan committee
organized for the specific purpose of raising funds
to support political candidates of all parties, and
it exists through the voluntary investments of
members, their spouses and their families.
NC RPAC raised over $626,000 in 2015, reaching
119 percent of our $525,000 goal. More than
8,400 NC REALTOR® members invested in the
PAC, bringing our statewide participation to 25
percent. This year proved to be one of the most
successful fundraising years in NCAR history. We
also ended the year with 175 major investors, 23
President’s Circle members and 41 of the 52 local
associations met or exceeded goal this year! The
leadership and staff of NCAR greatly appreciates
your voice, time and investments and would
like to give a big “thank you” to each of you. (A
complete list of all 2015 investors can be found on
our website at www.ncrealtors.org.)
Sterling R's
($1000-$2499.99)
Eddie Alie
Lee Allen
Jim Allen
Mary Burt Allen
Nena Alsaker
Lou Baldwin*
Tema Barnes
Michael Barr
Margaret Bishop
Kirk Booth
Shawn Britt
Phyllis Brookshire
Rosemary Buerger
Brooke Burr
Brett Bushnell
Michael Butrum
Kathryn Carpenter
Randall Carson
Crystal Copas
Connie Corey
David Costner
David Cross
Cynthia Cumbie
Allen Dargins
Laurie Davis
David Deal
Harriette Doggett
Rosemarie Doshier
John Dowdy
Sandy Ellington-Graves
Anita Emery
David Evans
Bonzie Everson
James Fagan
Treasure Faircloth
Willard Fishburne
Leslie Fisher
Margaret Fisher
Van Fletcher
Peter Frandano
Amy Gamble
Bridget Graves
Kevin Green
Kathy Haines
Mary Halter
W. Neal Hanks
Joseph Hartsell
Zanthia Hastings
Brenda Hayden
Debra Hays
Diane Honeycutt
Heather Hopkinson
Scott Hoyt
Ruth Hudspeth
Marlyn Jamison
Tony Jarrett
Charles Jetton
Deborah Key
Dan Kingsbury
R. Gilliam Kittrell
Linda Kolarov
Curtis Leonard
Eric Locher
Christopher MacDonald
Teresa MacFarlane
Robert Mahool
Lolita Malave
Kelly Marks
James McBrayer
Calinda McMickle
Larry McNeill
Timothy Milam
Gina Miller
Ann Milton
Marcus Nance
Steven Norris
Chet Oehme
John Ogburn
Mollie Owen
Joe Padilla
Mark Parker
Laurie Phillips
Sherri Pickard
Sheila Pierce
Denise Pilkington
Scott Pridemore
Robert Rabon
Jill Rekuc
George Rich
Jacqueline Ricks-Sample
Mark Saunders
James Sherrill
Elliotte Sherrill
Colleen Shriver
Betty Smith
Tom Somerville
Margaret Sophie
Darlene Spivey
Marian Stafford
April Stephens
Michael Tavener
Ida Terbet
Richard Tolson
Joseph Tomlinson
James Townsend
Linda Trevor*
Joshua Tucker
Lucia Turlington
Isabel Villa-Garcia
Joann Wainio
Sharpe Wall
James Wallace
Donald Walston
David West
Leslie Williams
Bruce Williams
John Wood
Barry Woodard
Dana Wooten
Scott Wurtzbacher
Leslie Young
John Young
David Zeitz
Governor's Club
($500-$999.99)
William Aceto
Bruce Alexander
Nancy Anderson
Virginia Black
Sarah Brown
Teresa Byrd
Brooke Cashion
Alison Combs
David Cooper
M. Kent Copeland
Cathy Cottle
Steina De Andrade
Steven Dozier
Susan Duncan
Daniel Fenyak
James Goodman
Melissa Greer
Cathy Griffin
Lewis Grubbs
Bill Guill
Carol Hampton
David Kennedy
John Kindbom
Terri King
Dolores Knudsen
John Leatherwood
Andrew Leung
Jeffrey MacIntosh
Mark Mansfield
Ilona Matteson
Shane McDevitt
Paul McGill
Jane McNeil
Kathryn Merlo
Zan Monroe
Sam Ogburn
Kyle Olinger
Andrew Pressley
Sherrie Puffer
Nancy Radtke
Patrick Riley
Bob Robbins
Elisabeth Shuey
Tom Smith
Cassandra Snyder
Eddie Speas
Jennifer Spencer
Sharon Stevens
Jeffrey Sweyer
Christopher Toolan
Yuriy Vaynshteyn
Nancy Whitt
Elizabeth Wiederhold
Rachel Wiest
John Wilander
Robert Wiley
David Worters
Capitol Club
($250-$499.99)
Anne Alexander
Kathryne Alonso
Catherine Anderson
Gayleia Bailey
Brendan Bailey
Jonathan Barefoot
Donna Barham
James Barnes
Tom Barton
Kathy Beacham
Jean Benham
Gray Berryman
Heather Bonner
Philip Bowman
Faye Brock
Bo Bromhal
Tammera Brooks
Robert Broome
Cherie Burris
Steve Candler
Jane Cannon
Douglas Carson
Allison Caudle
Hoi Chan
Brad Cherry
Dorothy Ciarrocchi
William Coin
Sharon Collins
Kimberly Conroy
Cirila Cothran
Marlys Currie
Diana Davis
Frank DeRonja
Michelle Edwards Mitchell
Kimberly Endre
Mary Fouty-Davis
Susan Franks
Jennifer Frontera
Melanie Gates
Blake Ginther
Heather Gool
Stephanie Gossett
Sumit Gupta
Herbert Hayes
Jeanette Holland
Karen Hollingsed
Terry Horner
Stacey Horowitz
Wendy Hostetler
Louis Jewell
Matthew Johnson
Tom Johnson
Donna Johnston
Kris Kiegiel
Dawn Kilby
Christopher Kirkman
Julie Kohlenberg Tache
Cynthia LaChapelle
Michael Lancsek
Sharon Laney
Patricia Langevin
Marcus Larose
Alan Leary
N. Vernon Luffman
Harry McComb
Patricia Midgett
Henry Miller
Mike Miller
Jon Morris
George Munford
Thomas Nielsen
Betty Norman
Douglas Nunnally
Mindy Oberhardt
Sarah OBrien
Gregory Payne
Larry Peele
Marlene Peeler
Wallace Peiffer
Bertha Pyne
Michael Ransom
Boston Reid
David Reitzel
Colleen Rhynders
Linda Rike
Jan Ringeling
Ginger Robles
Janice Rosenberg
Michael Ryden
Leila Schellenberg
Hensley Scott
Willie Snow
Dorothy Stark
William Taylor
William Trull
Monica Underwood
Tracy Vanderpool
Pam Vines
William Watson
Louis Weil
Queen Wheeler
Donald Whiteside
Margaret Wood
*Indicates President's Circle members
FORMSGUY
Forms Guy Gives Liz a Quiz
DEAR FORMS GUY, I don’t have a
specific question for you, but I was just
wondering what’s on your mind these
days? Sincerely, Liz
DEAR LIZ: Thanks for asking. I’ve been in
a reflective mood recently, pondering the
thousands of questions my law partner and
I have gotten over the past year. In fact,
I’ve picked out 10 of my favorites from
our weekly Q&As. Would you like to hear
them? Sincerely, Forms Guy
LIZ: Shoot!
FORMS GUY: Don’t be discouraged, Liz.
We’re just getting started. Here’s question
No. 2: If a buyer and seller agree to a
new settlement date, does the 14-day
permitted delay period still apply?
LIZ: Yes!
FORMS GUY: Tell you what, I’ll pose each
of the questions to you and we’ll see how
many you get right, okay?
FORMS GUY: Right, unless the parties
agree otherwise. Also, there’s a new
optional checkbox in the Agreement to
Amend Contract form that allows a fourday delay rather than a 14-day delay. Read
more about that in the Q&A dated August
4, 2015. It’s in the archived Q&As under
“Forms/Contract-Related Forms.”
LIZ: This is very exciting!
LIZ: What’s the next question?
FORMS GUY: Question No. 1: Is
the new Mineral, Oil and Gas Rights
Mandatory Disclosure Statement
required for sales of vacant land?
FORMS GUY: Question No. 3: If a
seller sells the fuel in a tank back to the
fuel provider after she’s entered into
a contract to sell her property, but the
fuel is still in the tank at settlement,
does the buyer get the fuel as part of the
purchase price?
LIZ: Sure!
LIZ: I don’t see why it shouldn’t be, so my
answer is yes.
FORMS GUY: I agree that there’s no
reason why it shouldn’t be required for
vacant land sales, but it isn’t, so the correct
answer to the question is “no”. Read the
Q&A I wrote on January 6, 2015. You can
find it in the archived Q&As under the
category “Real Estate License Law and
Rules” on the Legal Department page of
the NCAR member site.
?
DID YOU
KNOW
LIZ: Since the fuel is still in the tank at
settlement, I think the answer is yes.
FORMS GUY: Wrong, Liz. Go back
and read paragraph 2(b) of the Offer to
Purchase and Contract. And while you’re
at it, review the Q&A dated August 25,
2015, under “Forms/Offer to Purchase
and Contract” in the archived Q&As.
BY: WILL MARTIN | GENERAL COUNSEL
LIZ: Gosh, I’m only one out of three so
far. What’s question No. 4?
FORMS GUY: It’s another fixtures
question, Liz. Is a free-standing stove a
fixture that conveys with the property
according to the contract?
LIZ: If it’s not a built-in stove, it’s
personal property, not a fixture, so the
answer is clearly no.
FORMS GUY: I hate to break it to
you, Liz, but you clearly whiffed again.
You’re correct that a free-standing stove
ordinarily would not be considered a
fixture by law, but the question was
whether it’s a fixture according to the
contract. “Range/stove/oven” is on the
list of items in paragraph 2(b) of the
contract that are considered fixtures
and included in the purchase price. So,
whether the stove is a fixture or not is
irrelevant because the parties have agreed
between themselves that it’s a fixture for
purposes of their contract.
LIZ: Where can I find that Q&A?
FORMS GUY: It’s under “Forms/Offer
to Purchase and Contract” and it’s dated
September 8, 2015.
LIZ: Okay, what’s the fifth question?
FORMS GUY: Let’s say a buyer agent
delivers a due diligence fee to the listing
agent, and the listing agent
NCAR’s lawyers write weekly Q&As and those appearing in Insight based on calls they receive through
the Legal Hotline. As a member of NCAR, you now have free, unlimited access to the Hotline! Have a
legal question? Call 800-443-9956 or email [email protected] to get started.
[FORMS GUY]
acknowledges receipt by signing on the
last page of the contract. The question
is, when the listing agent delivers the due
diligence fee to the seller, should the seller
also sign the seller acknowledgment on
the last page?
LIZ: Hmm…I think the answer is no, but
since I’ve gotten the last three answers
wrong, I’ll say yes.
FORMS GUY: Correct! To understand
why, read the Q&A dated July 21, 2015 in
the archived Q&As under “Forms/Offer to
Purchase and Contract.”
LIZ: Whew. I’m back on track. What’s
question No. 6?”
FORMS GUY: As a general rule, who
should sign the listing agreement on
property that’s in an estate?
LIZ: The heirs of the deceased owner and
the heirs’ spouses, if any, along with the
administrator of the estate. I know that
one because I called you with that very
question a few months ago.
FORMS GUY: Right again, Liz. The Q&A
is under “Forms/Listing Agreement
Forms” and is dated March 3, 2015.
Ready for question No. 7?
LIZ: Ready!
FORMS GUY: If a buyer terminates
a contract during the due diligence
period and the seller doesn’t dispute
the buyer’s right to a refund of the
earnest money deposit (EMD), can the
escrow agent pay the EMD to the buyer
without the seller’s written consent?
LIZ: Yes?
FORMS GUY: Good guess, Liz. That’s
three in a row. It’s a good idea for the escrow
agent to try to get the seller’s written
consent, but if the seller won’t sign for some
reason, it’s okay to disburse the EMD to the
buyer as long as there isn’t any indication
that the seller disputes the buyer’s right
to get it back. This Q&A is dated April 1,
2015 and is in the archived Q&As under
“Real Estate License Law and Rules.”
LIZ: Quick, ask me another question
while I’m hot, Forms Guy.
FORMS GUY: Question No. 8: If an
agent decides to change firms, is it okay
for the agent to contact the sellers on all
the agents’ listings to see if they want to
terminate their listing agreements with
the firm and sign new listing agreements
with the agent’s new firm?
LIZ: No, that would be unethical.
FORMS GUY: Right. It would be okay
for the agent to contact the sellers to
inform them that he or she is changing
firms, as long as he or she doesn’t say
or do anything to induce the sellers to
cancel their listing agreements with the
firm. For more information, see the
Q&A dated December 2, 2014 under
“NAR Code of Ethics.”
LIZ: I’m five-for-eight now. Lay another
one on me, Forms Guy.
FORMS GUY: No top-10 list would
be complete without a question about
disclosure of material facts.
LIZ: My favorite category.
FORMS GUY: Okay, here you go.
Question No. 9: If a buyer gives the seller
a copy of an inspection report done on
the seller’s property and then terminates
the contract, is the inspection report a
material fact that must be disclosed by the
listing agent to other potential buyers?
LIZ: If the report contains material facts,
yes indeed.
FORMS GUY: While I wholeheartedly
agree that the listing agent must disclose
any material facts revealed by the
inspection report, I do not agree that the
listing agent is obliged to give the report
itself to other interested buyers. So I’m
afraid I have to consider your answer
incorrect. I suggest you review the Q&A
on the subject dated November 24, 2015
under the “Disclosure” category.
LIZ: Shucks! Can you at least give me half
a point for my answer?
FORMS GUY: Nope, no partial credit.
You’re now five-for-nine, Liz and we’re
down to the last question. If you want a
passing grade, you need to get this one right.
LIZ: I’m so nervous!
FORMS GUY: We’ll round out the quiz
with a good old-fashioned agency question.
Let’s say a buyer submits an offer and the
listing agent emails the buyer agent and
says the seller will accept the offer if they
increase it by $5,000. After consulting
with the buyer, the buyer agent changes
the purchase price in the original offer by
$5,000, the buyer initials and dates the
change and the buyer agent emails the
updated offer back to the listing agent. The
listing agent emails back saying that the
sellers will accept the revised offer and that
as soon as the sellers sign it, he will email
a copy back to the buyer agent. Question
No.10 is, has a binding contract been
created at this point?
LIZ: I don’t think so.
FORMS GUY: Is that a “no” answer, Liz?
LIZ: Yeee….sssss.
FORMS GUY: Congratulations, Liz, you
got it right! The standard listing agreement
does not confer authority on agents to bind
their principals to real estate contracts, and
unless there is evidence that the sellers
had executed another agreement, such as
a power of attorney granting the listing
agent such authority or permitting the
listing agent to represent himself as having
such authority, the listing agent did not
possess either the actual or the apparent
authority to bind the sellers to a contract.
See the Q&A dated March 17, 2015 under
“Agency” in the archived Q&As.
LIZ: That was fun! Let’s do it again.
FORMS GUY: Maybe next year. So long
for now, Liz. I hope you sell a lot of real
estate in 2016!
Contact Will Martin
at [email protected]
if you have a suggested
discussion topic for Forms Guy.
TWO MEN AND A TRUCK
®
877.263.6444
twomenandatruck.com
Each franchise is independently owned and operated.

PROUD TO BE AN - North Carolina Association of REALTORS

Transcription

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