Embed Size (px)
Citation preview
Realtor Digest: Realtor Digest: AA publication for and about our memberspublication for and about our members November 2010November 2010
Know what business we are in
Make decisions on a business basis, not a political or emotional one
Gain organizational direction and focus
Reduce reactionary / crisis management
Establish accountability for volunteer lead-ers and staff – creating a clearer indication to members of what you get for your dues dollar
Use our resources to our best advantage
Keep in touch with members needs / wants The business plan is a commitment to YOU on what we will accomplish on your behalf this coming year – and YOU will hold us ac-countable for delivering what we’ve prom-ised. We are ON TARGET for 2011!
On Target: New Strategic Business PlanOn Target: New Strategic Business Plan The Strategic Planning Committee’s work is now our “official” roadmap for the year. We are excited about the goals we have for the Association for the next year to “maximize Realtor profitability”. We think you will be too. Take a look:
ramconline.org/plan2011ramconline.org/plan2011
Click Here to Click Here to
Download the Download the
Strategic Business Strategic Business
PlanPlan
With this Plan, We… With this Plan, We…
RAMC is On Target for 2011!
Page 2
REALTOR ASSOCIATION REALTOR ASSOCIATION OF MARTIN COUNTYOF MARTIN COUNTY
Vision: Vision: Maximize Realtor Maximize Realtor ProfitabilityProfitability
43 43 SW Monterey Rd. Stuart, FL 34994SW Monterey Rd. Stuart, FL 34994 772772--283283--1748 1748 FAX 772FAX 772--288288--02150215 EE--mail: raofmc@martinmail: [email protected] realtors.org
www.www.RAMCRAMConline.orgonline.org
OFFICERSOFFICERS
President President LINDA PRANGE, CRSLINDA PRANGE, CRS
[email protected]@bhgrela.com
PresidentPresident--ElectElect MARTY CARMODYMARTY CARMODY
[email protected]@premierrealtygroup.com
Vice PresidentVice President TOM BAKERTOM BAKER
[email protected]@Keyes.com
SecretarySecretary--TreasurerTreasurer DEBRA DUVALL, CIPS, CRS, CRBDEBRA DUVALL, CIPS, CRS, CRB
[email protected]@WaterPointeRealty.com
DIRECTORSDIRECTORS
CHRISTY BEARSE, CPACHRISTY BEARSE, CPA [email protected]@aol.com
RICK BOSCHEN, SRESRICK BOSCHEN, SRES [email protected]@yahoo.com
DIANA BRUTONDIANA BRUTON AHWD,CRB,LTG,PMNAHWD,CRB,LTG,PMN
[email protected]@gmail.com
KERI BURGESSKERI BURGESS [email protected]@aol.com
JUDY BURKHARDTJUDY BURKHARDT GRI,CRS,CRB,SRES,ABRGRI,CRS,CRB,SRES,ABR
[email protected]@acclaimrealestate.net
BRENT GIFFORD, CRS, GRIBRENT GIFFORD, CRS, GRI [email protected]@yahoo.com
ELSIE LONG, eELSIE LONG, e--Pro, TRCPro, TRC [email protected]@prodigy.net
BONNIE PETERS, CRBBONNIE PETERS, CRB [email protected]@prudentialfloridarealty.com
STAFFSTAFF
JOY LANEJOY LANE Executive Vice PresidentExecutive Vice President joyjoy@[email protected]
ELAINE ELWELLELAINE ELWELL Member Services CoordinatorMember Services Coordinator
Membership, Awards, Dues, Realtor StoreMembership, Awards, Dues, Realtor Store elaine@[email protected]
LANIE HAWLANIE HAW Professional Services CoordinatorProfessional Services Coordinator
Education, SponsorshipsEducation, Sponsorships lanielanie@[email protected]
MARISA MOLEIROMARISA MOLEIRO MLS CoordinatorMLS Coordinator
MLS, Residential Marketing, SupraMLS, Residential Marketing, Supra marisa@[email protected]
JEREMEY BINGHAMJEREMEY BINGHAM Technology CoordinatorTechnology Coordinator
Communications, RAMConline.orgCommunications, RAMConline.org jeremey@[email protected]
Membership News Membership News ‐‐ It’s all about you!It’s all about you!
NEW REALTORS
Jeff Fairchild RE/MAX of Stuart Teresia Frank Beach Front Mann Realty Robert Hunter Better Homes and Gardens, Laviano & Associates
Thurston Brent Keyes Company
Transfers
Arlene Healey to Keller Williams of the Treasure Coast Barbara McNeil to Coldwell Banker Dutcher Taylor to Prudential Florida Rlty Michael Towner to Real Estate of Florida Donna Jones to Keyes
Condolences
Realtor Vic Miskanic for the loss of his father.
New Affiliates
Cabinet Liquidators 2446 SE Federal Highway Unit C-27 Stuart, FL 34994 (772) 463-5380 Fax (772) 463-3385 Janet Davis
First International Title 789 S Federal Hwy. Ste 209 Stuart, FL 34994 (772) 233-4950 Fax (772) 233-4940 Susan McCauley
TLC Experts 1237 Delaware Ave. Ft Pierce, FL 34950 (772) 466-7626 Fax (772) 466-1655
Relocation Guides NOW on Sale…
Price reduced to $2.00 each –Buy 10 or more, $1.50 each.
Stock up now!
RAMC Holiday Giving Season is Coming Up!
As the Holidays approach, RAMC members can al-ways be counted upon to open their hearts to help those less fortunate. Our Canned Food Drive for the House of Hope and our Toy Drive for White Doves/Toys for Tots are always huge successes, and we hope this year will be even better!
We are accepting canned food donations at Tuesday Marketing, or any time now
through November 11th
Annual Toy Drive begins in December, at Marketing on the 7th and 14th, and
any time at the front desk!
Suggested Items:
Arts and Crafts, Backpacks, Blow Dryers, Board Games, Boogie Boards, Books (Twilight Series,) Cell Phones, Curling Irons, Electric Shavers, Jewelry, Make Up, MP3 Players, Movies, Music – CD’s, Overnight bags, Perfumes, Purses, Remote Control Cars/Airplanes, Skateboards, Straightening Irons, Video Games, Wallets, Watches
There are 7 primary billfish species in the world and Real-tor Jim Gallagher has now caught all of them! Over 18 years, traveling the world, Jim’s accomplishment is ever more amazing when you hear it was done with the fly fishing rules - a 12 inch leader at-tached to 20 lb. line for a total of 12 feet in leader He and his crew still hold the record in Costa Rica for the most re-leased Sailfish in a day with 19. He has won the Costa Rica Fly Tournament 7 times. There may be 10 or 12 people in the world who have done this feat. Congratulations, Jim!
Congratulations to Reina Ramos on her recent promotion at Seacoast National Bank! Ramos was promoted to Vice Presi-dent - Residential Lending Production Manager. Reina has more than 24 years’ experience in the banking and residential lending area. Way to go, Reina!
Home ‐ Condo ‐ Commercial Inspections Licensed Pest Control Operator “Termite” WDO Inspections Wind Mitigation Inspections
Call 772Call 772--285285--02340234
Email: [email protected] www.FloridaHomeInspector.com
Ask me about our FREE 3 hour CEU Course! “Women’s Council of REALTORS® Affiliate of the Year”
Realtors and Community Flip Realtors and Community Flip
Pancakes for a CausePancakes for a Cause
On October 17, 2010, a special pancake breakfast was held at the Knights of Columbus in Stuart, for the benefit of Prudential agent Michelle Clarke and her daughters. It was attended by nearly 300 people, and as usual, the Realtor community was well represented. A final financial figure is not yet available, but the attendees were very generous and supportive of Michelle.
Ramos Promoted at Seacoast National BankRamos Promoted at Seacoast National Bank
Realtor Finishes 18Realtor Finishes 18‐‐Year Fishing QuestYear Fishing Quest
We are pleased to announce that Joy Lane joined the RAMC staff on October 18th as Executive Vice President. As a former Association Executive of the Central Carolina Asso-c ia t ion of Rea l tors (Concord, NC), Joy has over twenty years of Realtor Associa-tion experience.
Joy adds “After only two weeks at the Association, I already feel at home. I appreciate the wonderful welcoming that every-one has given me. I am especially excited about working with the amazing staff that we have at RAMC. Please take the time to drop by and see me when you have a chance. I look forward to meeting all of you.”
Welcome, Joy!
RAMC RAMC
Welcomes Welcomes
EVP EVP
Joy Lane!Joy Lane! Jennifer Atkisson Lovett, Elizabeth Lovett, and Michelle Clarke
The Pancake Crew
Page 3
October SponsorsOctober Sponsors
Marketing
Reina Ramos of Seacoast National Bank
Audrey Allen & Wendy Ciacci of PNC Mortgage
Michael Steffen of National Building Inspections
Jennifer Lopez of Homes & Land Magazine
October Breakfast Club – “Vote
No to Amendment 4” Bob Giaquinto of Stanley Steemer
Basic MLS
Joseph Rauso of DR Horton
“How to Close HAMP/HAFA Short Sales” Seminar
Tim Stone of Florida Home Finance Group
Sales Contracts Seminar
Suzanne Granfield of Seacoast National Bank
Learn More to Earn MoreLearn More to Earn More Seminar ‐ “Prospecting and Personal Marketing”
November 11th, 9 AM - 12 PM $20 by 11/5, $25 thereafter, $35 non-member
Whether you are a beginner or a Realtor with 20+ years in the business, this program is designed for those who want to get to the next level of production! This motivational and entertaining seminar provides Realtors with "nuts and bolts" ideas that can be easily implemented into your business plan. You will be provided with worksheets that will help you get focused so you can achieve your goals! Learn how to:
· Become more of an entrepreneur · Focus on the most important job in Real Estate · Improve self motivation · Budget your time and money · Create plans and system for success · How to strategically improve your business
Breakfast compliments of Richard Cushing of TLC Experts.
November Breakfast Club ‐ “Wind Mitigation” November 12th, 9 AM - 10 AM
Free, but reservations are required
Jill Doane of Don Meyler Inspections will present this interactive course which identi-fies and outlines the new wind loss mitigation retrofits required by the new Florida Building Code as of October 2007. The information in this course is designed to high-light key points and methods and familiarize you with the building practices docu-mented in the Florida Building Code. You will be familiar with the new Uniform Miti-gation Verification Inspection Form that has been in use since spring 2010 and the po-tential eligible insurance discounts. Members who have attended this presentation found it to be very informative and beneficial to better serve their clients.
Refreshments courtesy of Jeff Mier of River Crest Insurance
December Breakfast Club “Year‐End Tax Planning” December 3rd, 9 AM - 10 AM
Free, but reservations are required
CPA Scott Nall joins us to help Realtors with year-end tax planning. He'll discuss: IRS rule changes and how they affect you, auto lease vs. purchase - the advantages and dis-advantages, business expenses - what's allowed and what's not for independent con-tractors, capital gains tax and how it effects you, tax tips to save you money and what you should know before meeting with your tax professional.
Refreshments courtesy of Kerrie Russell of Real Estate Showcase.
RAMC Members listen intently at last month’s “How to Close HAMP and HAFA Short Sales in
45 Days or Less” seminar.
Page 4
Page 5
Free Tech Support Florida Realtors Tech Helpline is available to answer members' questions Monday - Friday from 9 a.m. - 8 p.m. and on Saturdays from 9 a.m. - 5 p.m. Just call 407.587.1450 and have your mem-bership information handy (FREC license number or NRDS number). Or you can access this free service via email for com-puter support questions or chat for live computer support.
Ensure the Technology Helpline is just a click away: Download the new desktop widget for computer support and tech help.
E x p e r t A s s i s t a n c e a n d S u p p o r t The Tech Helpline team handles a variety of questions and prob-lems, including: Helping Florida Realtors® members maximize the business
tools and support features on floridarealtors.org, including setting up your free member website and configuring prop-erty functions such as IDX.
Shopping advice for hardware, software, digital equipment. Advice on installing and configuring new hardware and soft-
ware. Diagnosing computer hardware malfunctions. Helping you get the best performance from your equip-
ment. Working through system failure of basic hardware and soft-
ware components. Recommending the most current software for your computer
system. Troubleshooting Local Area and Dial-Up Networking con-
figuration and connectivity.
Consulting with members about networking opportunities.
Read about the Technology Helpline's technical support and com-puter repair services.
NEWSNEWS you can use
Tutorials
Social Media: Join the Revolution
You'll find links to guide-books and resources, connecting you with ba-sic tutorials on popular social media sites. You’ll also find freebies from presenters at REBar-Camp Orlando.
PowerPoint Training
This basic PowerPoint tutorial goes through all the steps to cre-ate a PowerPoint presentation. You’ll also learn how to use this program for effective presentations.
Excel Basic Training
Follow this tutorial to learn basic Excel 2003 programming functions. You’ll learn how to perform basic Outlook tasks, for-matting cells, math functions and converting Excel spreadsheets to CSV format.
For Tutorials log on to http://www.floridarealtors.org/ToolsAndSupport/Tutorials/index.cfm
Tec
http://members.houselogic.com/start/?
http://feeds2.feedburner.com/RightToolsRightNowHeadlinesFrom-Realtororg
Online Blog
Check out the Tech Helpline's blog for Internet and computer repair tips.
RAMC is “On Target” for 2011
Look at these new MLS ser-vices coming to a computer or phone near you!
Listing Book … coming very soon!
Listingbook is a client servicing application for agents and a property search engine for consum-ers that will be a natural extension of our MLS systems. Listingbook allows active MLS partici-pants to register their Buyers and Sellers and give them access to a content rich, collaborative and personalized web-based application that searches listings, provides CMAs, manages Open Houses and Showing Appointments, or-ganizes tasks, and provides daily communica-tions and informational updates between the Agent and their clients.
Realtor Property Resource (RPR) Coming 1st quarter 2011
The mission of the Realtors Property Resource is to provide a comprehensive, catalogued data-base of real estate information on every parcel of property in the United States. The RPR Ap-plication will benefit REALTORS® by provid-ing brokers and agents with unmatched access to a vast, single-source, national compilation of information, maps, analytics, and reports.The RPR system will allow agents and brokers to turn the results of advanced search and valua-tion features into unique, hands-on reports and graphs.
RAMC RAMC at work
Introducing our 2011 Leadership Team GROUPS WITH 2011 BUSINESS PLAN ASSIGNMENTS Chair Vice Chair Affiliate Task Force Karen Gilmore Nicole Mier Awards Committee Bob Castellano Anne Schmidt Communication Comm Tom Baker Diana Bruton Facility Task Force Boyd Bradfield Marty Carmody Finance Committee Deb Duval Bill Dean Government Affairs Dave Powers Jay Keegan Image/PR Task Force Sue Anderson Jill McCarthy Leadership Development Dave Derrenbacker Jennifer A-Lovett Membership Committee Catherine Winters Susan Maxwell MLS Committee Vince Laviano Christy Bearse MLS Vendor Task Force Vince Laviano New Member Orientation Kevin Waugaman Todd Miller Professional Development Sandy McAlister Cheryl Gaydos Residential Marketing Shelly Barrett Roz DeGraff Strategic Planning Marty Carmody Tom Baker
GROUPS WITH GOVERNING DOCUMENT RESPONSIBILITIES Chair Vice Chair Election Committee Elsie Long Grievance Committee Jennifer A-Lovett Ann Busbee Nominating Committee Bonnie Peters Professional Standards Chris Clifford Debbie Wood
APPOINTMENTS TO BOARDS / ORGANIZATIONS Martin County Land Acquisition Selection Committee:
Donna Banister; Debbie Wood alternate Business Development Board: Dave Derrenbacker Commercial Society: Jeff Chamberlain and Bryan Grunbaum
Interested in Serving on a Committee or Task Force?
If you volunteered for a 2011 committee and wonder why you haven’t heard from us yet … don’t worry. We needed to com-plete our Strategic Planning process to see what our goals are for the year and what committees and project teams we will need to achieve them. You will be hearing from us soon. In the meantime, its not too late to let us know your area of interest and how you would like to become involved in 2011. Fill out a volunteer form, call the RAMC office or Committee Chair. We have important work to do - try it . . . You’ll like it!
Page 7
RAMC members part with hard-earned cash to support the REALTOR® cause RPAC funds support political candidates and real-estate related issues on the national, state, and local levels. By making a $99 contribution to the Realtors Political Action Committee, these Realtors show their commitment to protecting the real estate industry from government interference and over-regulation.
99 Club Members (Your name could appear here too!)
Jennifer Atkisson-Lovett Tom Baker
Priscilla Baldwin Christy Bearse Stephen Bohner Rick Boschen
Mary Easley Bradley Keri Burgess
Judy Burkhardt Nancy Burnopp
Ann Busbee Marty Carmody
Chris Clifford Bill Dean
Dave Derrenbacker Steve Dutcher Debra Duvall
Dennis Fadden
Brent Gifford Rick Hartman Marlene Katz Jay Keegan
Angie Laviano Vince Laviano
Elsie Long Pat McGhee
Steve Osburn Bonnie Peters Linda Prange Charles Ross
Colleen Sample Julia Sansevere
Andy Spears Patrick A. Stracuzzi Patrick S. Stracuzzi
Devin Teal Jacqui Thurlow-Lippisch
Mary Ann Villalva Debbie Wood
Bold = new since last month
EYEEYE on government
RAMC voting guide to the November elections Be sure to exercise your right to vote on Tuesday, November 2nd. If you are looking for direction on which candidate an-swered best on real estate-related issues, your Candidate Screening Committee and Board of Directors recommend these candidates to our members:
Martin County Commission District 2: John Yudin
Martin County School Board District 4: Tina McSoley
City of Stuart Commission Group V: Mark Mathes
Each candidate who accepts campaign contributions has received $500 from the REALTOR Political Action Committee (RPAC). The Board of Directors, upon recommendation of the Govern-ment Affairs Committee, recommends the following on ballot issues:
Constitutional Amendment No. 4: Referenda Required for Adoption and Amendment of Local Government Compre-hensive Land Use Plan. VOTE “NO”
County Referendum: Shall the School Su-perintendent be appointed by the School Board for the Martin County School District? VOTE “YES”
General Election ‐ November 2nd, 2010
NAR Says Families Will Suffer if Foreclosure Freeze Continues
NAR warned that a prolonged review process would have a damaging impact on many communities and hinder the na-tion’s economic recovery.
“As the leading advocate for homeownership issues, we un-derstand that many lenders need a time-out to review their actions to ensure that homeowners are not improperly fore-closed on and that the lenders are following regulations and state laws. After that, the foreclosure process must resume quickly to return stability to families, the housing market and the economy,” said NAR President Vicki Cox Golder, owner of Vicki L. Cox & Associates, Tucson, Ariz.
For more information go to: http://www.realtor.org/press_room/news_releases/2010/10/foreclosure_freeze
Realtor Rob listed a home for sale and labeled it “tenant occu-pied” in the Multiple Listing Service (MLS). The 800 square foot property is located in Central Florida and priced at $55,000. De-spite the size of the property, there were five full price offers the day after it went on the market. The five were similar, but the last one stated that the buyer’s down payment was for $5,000, an amount the sellers readily agreed to accept. Seller Stan signed this offer, and the listing went pending in the MLS.
Cooperating broker Bill represented the buyer. On the same day he submitted his buyer’s offer, he e-mailed Rob asking when the tenant would vacate. He received a response 10 days later, long after Rob had received and deposited the escrow money. The answer: The tenant had several months left on his lease and did not plan to move.
Bill was furious. He had presumed that the seller understood that the buyer wanted to move into the property immediately. The purchase contract contained no requirement that the property be conveyed vacant.
Bill filed an ethics complaint against Rob stating that he violated Article 2 of the Code of Ethics. Bill believed that Rob had a duty to disclose that the tenant’s lease did not expire for seven months. Rob responded to the ethics complaint by stating that Bill was upset because he had not crafted his offer correctly and that there’s no way Rob or the seller could have understood that the buyer wanted the property vacant. The MLS stated clearly that the house was “tenant occupied”.
Is it a violation?
The Grievance Committee will probably not forward this case for hearing, and it will likely be dismissed. Article 2 requires Real-tors to avoid exaggeration, misrepresentation or concealment of pertinent facts relating to the property or the transaction. Rob stated in the MLS that the property was “tenant occupied”; there-fore, it’s unlikely that the committee will find probable cause that Rob acted improperly. Even if Bill wished Rob had been clearer, he did nothing to exaggerate or misrepresent the property or the transaction.
LAWLAW & ethics
Q&AQ&A Legal Hotline
Are cooperating brokers who procure a buyer entitled to half the overall commission - making their commission always equal to the commission that’s ultimately received by the list-ing broker?
No. There is no law entitling a cooperating broker to half the commission received by a listing broker. The cooperating bro-ker is entitled to only the commission amount offered by the listing broker.
My buyer made an offer, and the seller made a counter-offer. My buyer countered the seller’s counteroffer, and the seller rejected it. Now my buyer wants to go ahead and accept the seller’s original counteroffer. May he?
No. The buyer’s counteroffer served as a rejection of the seller’s counteroffer. Since the seller’s counteroffer was re-jected it may no longer be accepted.
My real estate broker is considering listing a property for sale that’s particularly hard to sell due to its location. Is our bro-kerage allowed to charge a higher commission than what we normally charge?
Yes, your commission is completely negotiable.
Q&A reprinted with permission of Florida REALTORS.
Play it straight with marketing services fees
Real estate brokers marketing the use of a preferred lender, title company or other settlement service provider should take care to avoid RESPA violations that can be incurred when marketing fees exceed the reasonable value of the marketing services performed These services could include signs inside or outside the sales office and homes for sale; e-mail or direct mail campaigns; banner ads and preferred partner links on the broker’s and agents’ web sites; and the use of the broker’s name and logo in preferred partner marketing materials. Brokers should request that the preferred partner use an inde-pendent marketing expert or system to value the marketing fee and ensure that service and activity levels are reviewed regu-larly.
Page 8
Short Sale Fraud by “Flopping” Beware of committing fraud in a short sale transaction if you become aware that the purchaser has an offer to “flip” the home to make a profit. Two Connecticut Real Es-tate Agents pled guilty to fraud when they persuaded lenders to approve the sale of homes for less than the balance due on the mortgage without disclosing that there were better offers available. After the closing took place, the properties were “flipped” for a profit, and once the lenders learned of the scheme, the brokers were charged with criminal fraud by the FBI, and ultimately pled guilty. The lesson – if you become aware during short sale negotiations with a lender that there is a better offer available and that the buyer has plans to “flip” the property to a buyer “waiting in the wings”, that information must be disclosed to the lender prior to lender’s approval of the pend-ing short sale. Prosecutors are labeling “flopping” as the next big scam to come. Of special interest to investigators is a broker issuing a broker price opinion to a lender when there is a pending, hidden deal to sell the property at a higher price. This will obviously result in many prosecutions that will include short sale buyers, sellers, knowledgeable real estate agents, attorneys and any other parties who may be aware of a higher pending offer for the property to be sold by the perspective buyer when there is no disclosure of that fact to the lender during the short sale negotiations. If you become aware of a higher pending offer while the lender’s approval is being negotiated in a short sale transaction, you should advise all parties and agents to the transaction that failure to disclosure the higher offer to the lender prior to short sale approval is a federal crime and you should see to it that the information is disclosed to the lender in writing.
Update on Busby Case This is just a reminder that the court in the Busby case held that it was a RESPA violation for a broker to charge a separate “transaction fee” in addition to its commission in a HUD Settlement Statement, regardless of whether it was designated as an administrative fee, a storage fee or any designation other than a real estate commission. NAR has advised that since a broker may collect its commission as a percentage and/or a fixed rate, if you are going to charge a separate fixed rate fee, it should be shown as an additional real estate commission.
New Contract Requires “Collected” Funds One of the most important changes in the 2010 Residential Contract For Sale And Purchase approved by the Florida Realtors and the Florida Bar is the fact that all funds in the transaction are subject to collection and disbursements are not to be made until the funds are collected. A bank can advise a party that a check has “cleared”, but that does not mean that the funds have been “collected”. Because many banks are holding funds up to 14 days before they are col-lected, this can create an enormous problem for you at a closing. Cashier’s checks are specifically included in the requirement as col-lected funds, since often funds from cashier’s checks are not actually collected for up to 14 days, and with bank failures occurring these days, the funds may not be collected. In order to ensure that the closing agent will be able to disburse at closing, you should make sure that checks for any funds held in escrow are paid to the closing agent well in advance of closing and you should advise your buyer that all funds due for closing should be wire transferred, preferably one to two days in advance of closing. Under the contract, as well as under existing law, a closing agent should not disburse the funds until the closing agent has verified that the funds have been “collected”.
Legally Speaking…Legally Speaking… Updates and legal information from our Association Attorney, John Sherrard
Page 9
When showing a home, whether it's an open house or a private showing, your pri-mary focus is on your clients and whether or not they like the house, right? Sure, but don't let that keep you from being aware of your safety. The question is how do you know what 'safety' means in an unfamiliar neighborhood? It's simple. You preview the property and the neighborhood. Previewing any prop-erty you're showing is unfortunately the best-kept secret shared by top performers in the real estate business. Let's get the word out! Of course the first thing is don't do an open house or meet a client for the first time alone, take a buddy! However, if you must go alone the following are a few simple steps you can follow to provide the safest experience for both you and your clients. In the days before you meet the client, visit the property. This will enable you to speak intelligently about the area, giving your clients the pertinent information on things like school bus stops, yoga in the park, and the location of the closest grocery store. It also gives you an opportunity to put several pieces of your safety plan in place. Walk the surrounding neighborhood, if possible. You will learn much more about it than if you drive. If any of the neighbors are out, introduce yourself and let them know you'll be showing the house. Identify your car for them, so they'll know it's you. Knock on the doors of the houses on either side and across the street from the property you're showing to meet the neighbors. If you'll be putting on an open house, offer them the opportunity to tour the home half an hour before it's open to the public. This has four benefits to you. The neighbors are all curious about the house that's for sale, and they want to see it. They want to know the asking price to compare it to the value of their own homes. Perhaps they have a friend who wants to move into the neighborhood or perhaps they'll need an agent to sell their own home someday. First it gets qualified buyers into the house. Second, it may create future business for you. Third, these neighbors may reveal things about the neighborhood you hadn't noticed yourself. This can give you additional selling features to highlight to your clients. Fourth, and most importantly, it familiarized people with you and makes them aware that you'll be there.
While you're in the neighborhood, visit the local police substation to let them know you'll be there and during what hours. If you're hosting an open house, tell them you'll have refreshments for any officers who stop by. Do the same at the local fire station. That way, there are two groups of emergency responders who will know you'll be in the house and when. What's more, you've extended the invitation for them to stop by. Make at least three trips to preview the property. Yes, it's time consuming, but it will also give you an excellent overview of the property and surrounding streets. Not only will you impress your clients, you'll know just what to do if something goes wrong.
Visiting the property also allows you to develop what's known as your "word track." This is a technique used by peo-ple in call centers when they react to something a customer says during a call. Your word track is used to draw the cli-ent's attention away from you when you're most vulnerable. For example: Just as the walkway narrows for only one person and the customer suggests that you lead the way, you can remark, "Hey take a look at that [unique feature you noted earlier]." While he's walking over to look, that's when you unlock the lockbox and open the front door. By the time he's returned to you, you've turned to face him again and can devote your full attention to the remainder of the showing. There are many other aspects to safely showing a home or hosting an open house. Doing your homework by preview-ing the property is only the first step to ensuring your safety. So now you're in on the secret!
Andrew Wooten is the President of Safety Awareness Firearms Education (S.A.F.E.), and has been in the safety and security industry for the past
twenty‐four years.
Know What You ShowKnow What You Show
How to Safely Prepare for an Open House or Showing
Page 10
Page 11
Multiple Listing Service NewsMultiple Listing Service News
MLS Training Classes (and FREE CEUs!) Whether you are a new agent, want to refresh your MLS skills or need CEU credits, you are invited to join our monthly MLS classes held at RAMC! Basic MLS is held every month, and the Intermediate and Advanced MLS classes alternate every other month. Basic MLS: Nov. 15th, 9a-12:30p, 3 CEU
Learn the RAMC Rules and Regulations, and cover the basics of using MLXchange like listing entry, search and maintenance, client setup, and open houses.
Intermediate MLS: Nov. 15th, 1:30p-4:30p, 3 CEU Listing search review, prospecting, hot sheets, financial functions and CMAs. Prerequisite: Basic MLS
The classes are FREE but you must register at
www.RAMConline.org , or call 283-1748
Open House Tour ScheduleOpen House Tour Schedule
Oct. 19Oct. 19thth through Dec. 10through Dec. 10th th
Map Area Map Area Tour Date Submit ByTour Date Submit By
R, S 14 10/19/10 10/15/10
Q, T 14, 16 10/26/10 10/22/10
O, P 12 11/2/10 10/29/10
J 9 11/9/10 11/5/10
K 9 11/16/10 11/12/10
L 9 11/23/10 11/19/10
M, N, Indiantown 10 11/30/10 11/24/10*
A 1 12/7/10 12/3/10
Z 7010, 7015 12/14/10 12/10/10
NEW: The IMAPP Gadget
Success in the rapidly changing world of real estate demands the latest in tools and connectivity. When your client requests infor-mation on the fly, you need to retrieve property data quickly, without the added steps of opening a web browser or other applications. The tax and MLS information you need is in-stantly available via our newest fea-ture, IMAPP desktop Gadget. The IMAPP Gadget is an easy-to-use mini program producing information at a glance and providing seamless access to frequently used tools di-rectly from your computer desktop. The IMAPP desktop Gadget will soon be available for all participating REALTOR® Association members. It is compatible with PCs
with the following applications: Vista Windows Sidebar Gadget; Google Desktop Gadget; Yahoo! Widget. Specific installation instructions will be available on the IMAPP website. Once installed, the Desktop Gadget allows a simple search of IMAPP tax and MLS data directly from your desktop. Choose either Tax or MLS search, enter the criteria and then click on “Search” to access the full record from IMAPP or browse multi-ple results and select a subject property.
Tax search options MLS Search Options Owner Name Listing Number Property Address Property Address Parcel ID
In today’s competitive market, IMAPP understands that REAL-TORS® need timely, accurate and comprehensive data. The IMAPP Gadget is another way we help make your job easier. For complete download instructions, click here.
Profit from Supra’s Showing Information Did you know that Supra can send you an email after a Showing Agent opens a keybox at your listing? The email includes the Showing Agent’s contact information, making it easier for you to follow up on the showing to obtain feedback and better market the property. And, since ActiveKEYs and eKEYs can transmit showing information immediately after a keybox is opened, showing emails can be current.
To set showing emails: log onto SupraWEB. (For instructions on how to log onto SupraWEB, please click here.) After logging in, please select Settings, and then select General Email. Enter your email address and check each type of notice you want to receive.
It is also helpful if you assign your keyboxes to your listings. For more detailed instructions on how to do this, please refer to page 4 in the SupraWEB Guide.
*Date changed due to holiday
MAP AREA TOUR DATE CUT-OFF IS 5:00 PMH 7 6/8/2010 6/4/2010I 7 6/15/2010 6/11/2010G 8 6/22/2010 6/18/2010
R, S 14 6/29/2010 6/25/2010Q, T 14,16 7/6/2010 7/1/2010*O, P 12 7/13/2010 7/9/2010
J 9 7/20/2010 7/16/2010K 9 7/27/2010 7/23/2010L 9 8/3/2010 7/30/2010
M, N, Indiantown 10 8/10/2010 8/6/2010A 1 8/17/2010 8/13/2010Z 7010, 7015 8/24/2010 8/20/2010
B, C 3 8/31/2010 8/27/2010D 3 9/7/2010 9/2/2010*E 5 9/14/2010 9/10/2010F 6 9/21/2010 9/17/2010H 7 9/28/2010 9/24/2010I 7 10/5/2010 10/1/2010G 8 10/12/2010 10/8/2010
R, S 14 10/19/2010 10/15/2010Q, T 14,16 10/26/2010 10/22/2010O, P 12 11/2/2010 10/29/2010
J 9 11/9/2010 11/5/2010K 9 11/16/2010 11/12/2010L 9 11/23/2010 11/19/2010
M, N, Indiantown 10 11/30/2010 11/24/2010*A 1 12/7/2010 12/3/2010Z 7010, 7015 12/14/2010 12/10/2010
Open House Tour ScheduleThrough July 12, 2011
A listing may not be on tour more than once in a 12 month period with the same listing agent. Marketing is held at 8:30 a.m. in the Association Auditorium on each Tuesday listed.
Tour hours are 9:30a.m. through 12:30 p.m.
,No Marketing Happy Holidays 12/21/2010 --No Marketing Happy Holidays 12/28/2010 --
B, C 3 1/4/2011 12/30/2010*D 3 1/11/2011 1/7/2011E 5 1/18/2011 1/14/2011F 6 1/25/2011 1/21/2011H 7 2/1/2011 1/28/2011I 7 2/8/2011 2/4/2011G 8 2/15/2011 2/11/2011
R, S 14 2/22/2011 2/18/2011Q, T 14,16 3/1/2011 2/25/2011O, P 12 3/8/2011 3/4/2011
J 9 3/15/2011 3/11/2011K 9 3/22/2011 3/18/2011L 9 3/29/2011 3/25/2011
M, N, Indiantown 10 4/5/2011 4/1/2011A 1 4/12/2011 4/8/2011Z 7010, 7015 4/19/2011 4/15/2011
B, C 3 4/26/2011 4/22/2011D 3 5/3/2011 4/29/2011E 5 5/10/2011 5/6/2011F 6 5/17/2011 5/13/2011H 7 5/24/2011 5/20/2011I 7 5/31/2011 5/26/2011*G 8 6/7/2011 6/3/2011
R, S 14 6/14/2011 6/10/2011Q, T 14,16 6/21/2011 6/17/2011O, P 12 6/28/2011 6/24/2011
J 9 7/5/2011 6/30/2011*K 9 7/12/2011 7/8/2011
*Indicates deadline has been moved up due to a holiday
Real Estate Trend Indicator September 2010Real Estate Trend Indicator September 2010
Price Range 0-2 3 4+10 Total
Units09 Total
Units2010 2009 Price Range
10 Total Units
09 Total Units
2010 2009
<$99,999 13 9 2 24 41 278 212 <$99,999 24 23 225 251
$100 - $199,999 11 23 7 41 69 432 407 $100 - $199,999 12 11 207 232
$200 - $299,999 2 18 8 28 25 348 304 $200 - $299,999 6 9 150 186
$300 - $399,999 0 5 4 9 13 199 234 $300 - $399,999 5 3 82 108
$400 - $499,999 0 3 1 4 7 144 175 $400 - $499,999 1 2 32 49
$500 - $599,999 0 1 4 5 3 90 96 $500 - $599,999 0 0 18 22
$600 - $699,999 0 2 1 3 1 62 69 $600 - $699,999 0 0 22 26
$700 - $799,999 0 0 1 1 1 43 52 $700 - $799,999 0 0 10 14
$800 - $899,999 0 0 0 0 1 21 47 $800 - $899,999 0 0 8 12
$900 - $999,999 0 0 0 0 2 32 32 $900 - $999,999 0 0 6 6
$1 - $1,499,999 0 0 0 0 2 68 73 $1 - $1,499,999 0 2 14 16
$1.5 - $1,749,999 0 0 0 0 0 15 22 $1.5 - $1,749,999 0 0 1 3
$1.75 - $1,999,999 0 0 0 0 0 23 24 $1.75 - $1,999,999 0 0 0 3
$2 - $2,499,999 0 0 0 0 0 11 20 $2 - $2,499,999 0 0 0 1
$2.5 - $2,999,999 0 0 0 0 0 21 15 $2.5 - $2,999,999 0 0 1 0
$3 - $3,499,999 0 0 0 0 0 2 9 $3 - $3,499,999 0 0 0 0
$3.5 - $3,999,999 0 0 0 0 0 6 5 $3.5 - $3,999,999 0 0 1 0
$4 - $4,999,999 0 0 0 0 0 12 3 $4 - $4,999,999 0 0 0 0
>$5,000,000 0 0 0 0 0 9 18 >$5,000,000 0 0 0 0
Total Units 26 61 28 115 165 1,816 1,817 Total Units 48 50 777 929
Avg Price 101,212 220,629 298,554 212,603 207,106 481,772 540,273 Avg Price 133,130 191,056 254,066 268,971
Med Price 97,500 185,000 265,000 177,000 146,475 259,000 299,000 Med Price 99,050 120,000 179,900 198,000
Total Val 2,631,500 13,458,354 8,359,500 24,449,354 34,172,492 874,898,300 984,377,042 Total Val 6,390,220 9,552,800 197,409,315 249,873,961
Residential CondominiumSold by # of Bedrooms Inventories Sold Inventories
Type 2010 2009 2010 2009 Type 2010 2009Assum 0 0 15.79 11.01 Assum 0 1Cash 60 79 Cash 35 30Conv 32 44 Conv 12 16FHA 16 36 FHA 0 1VA 3 3 VA 0 0
Seller 1 0 2010 2009 Seller 0 1Other 3 3 16.19 18.58 Other 1 1
DOM 2010 2009 DOM 2010 2009
1-30 24 49 1-30 14 731-60 13 24 31-60 12 761-90 13 17 61-90 5 691-120 8 11 91-120 3 3121+ 56 64 121+ 14 27
Residential Condo
Absorption RateCondo
Solds by Number of DOM Solds by Number of DOM
Solds by Financing Type Absorption Rate Solds by Financing TypeResidential Residential Condo
Absorption rate: indication of average length of DOM
To calculate the absorption rate, divide the number of lis tings in your market by the number of sales during that month. For
example, if your market had 300 home listings last month and 100 sales, the absorpt ion rate
is three months.
Based on MLS information from the Realtor Association of Martin County, Inc.
Page 13
November 2010 Association CalendarNovember 2010 Association Calendar
Questions? Call Questions? Call 283283‐‐1748 1748 Fax Fax 288288‐‐0215 0215 ee‐‐mail mail raofmc@martinraofmc@martin‐‐realtors.orgrealtors.org
MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY 1 2
Residential Marketing Area 12, Maps O,P
3 4 2:00 Residential Marketing Committee
5
8 11:00 Affiliate Task Force
9 Residential Marketing Area 9, Map J 3:30 Government Affairs
10 11:00 Supra Key Training 3:00 Professional Development Cmte.
11 8:30 Board of Directors 3:00 Image/PR Task Force
12 9:00 Breakfast Club: Wind Mitigation 11:30 Past President’s Luncheon
15 9:00 Basic MLS 10:00 Communications Task Force 1:00 Intermediate MLS
16 Residential Marketing Area 9, Map K
17
18
19 9:00 New Member Orientation
22
23 Residential Marketing Area 9, Map L 2:00 Orientation Task Force
24 11:00 Supra Key Training
25
26
29
30 Residential Marketing Area 10, Maps M&N, Indiantown
DEC 1
2
3
Business Banking for Local Professionals • Operating Accounts • E.A.S.Y. Escrow Service • Deposit Courier Services • Internet Banking • Lock Box Processing • Remote Deposit Capture
BUSINESS & PROFESSIONAL BANKING
CASH MANAGEMENT
RESIDENTIAL MORTGAGES
INVESTMENT MANAGEMENT SERVICES HOME/PROPERTY OWNERS
ASSOCIATIONS COUNTRY CLUBS
Port St. Lucie
772-408-5940
9815 S. U.S. Highway 1
Stuart
772-426-8100
2400 S.E. Monterey Road
Jupiter
561-354-4200
250 S. Central Boulevard
Delray Beach
561-665-4200
909 S.E. Fifth Avenue
www.gsbb.com
Office Closed for Thanksgiving
NAR Annual Convention and Trade Expo, New Orleans, LA
NAR Convention Continues
