The official newsletter of HUNT Real Estate Corporation
A Message from Peter F. Hunt page 2
FY2015 Branch Goal Exceeded page 5
Our Best Year Ever page 6
October/November 2015 | Issue 76
HUNT Agents are the Neighborhood Experts by Dan Mirsky, Director of Marketing
Nobody knows our neighborhoods better than we do. In September, we rolled out our new HUNT Communities section on our website featuring HUNT-branded Community Information Guides for each of our regions. We are pleased to announce our latest enhancement that further demonstrates your local knowledge and expertise... The HUNT Neighborhoods Explorer gives visitors to HUNTrealestate.com instant access to in-depth information about all of our communities. By simply entering a County, City, Zip Code or Neighborhood into the HUNT Neighborhoods Explorer search box, consumers will receive instant information about that locale, including: • Area Description • Demographics • Sales Activity & Market Trends
• School Information • All Active HUNT Listings in that area By offering hyper-local housing data and market statistics, we are further establishing your status as the real estate expert in your community and making HUNTrealestate.com a destination for anyone looking for real estate information and community data in Western, Central & Upstate New York, as well as Phoenix, Arizona. We encourage you to explore all of the information on our new HUNT Communities page and let us know your thoughts. You can get to this new section via the “Communities” link on the top of our HUNT Real Estate homepage or by going directly to HUNTrealestate.com/HUNT_Communities.
A message from Peter F. Hunt Chairman & CEO
The Most Professional Real Estate Organization in the US Can we claim this? I believe we can. Here’s why: 1) We are the only truly fully-integrated real estate and homeownership services organization in the markets we serve. No competitor has the extent of services provided through our Core Businesses (residential and commercial real estate brokerage, mortgage banking, insurance, title, auction, and homeownership services). Their presence in your business portfolio as you compete for listings and buyer agency relationships adds real value to the customer experience and measurable value vis a vis any competitor. Claim your Company’s infrastructure as your own, as well as the team of professionals that work every day to support you in the market. 2) We are the only Company that provides a “matrix” of departmental services to all of our Core Businesses. These include Marketing, Relocation, Career Development, Information Technology and Finance and Accounting. 3) For anyone to call him or herself a “professional”, they must have mastered a body of knowledge. No competitor has the commitment to career development or begins to match our educational and training offerings through HUNT University. Our challenge remains to ensure consistent delivery of these offerings in all regions, and while we know we have a way to go, we work on this every day. No competitor has anything resembling our Leadership Development Program which we have offered for 30 years. Only HUNT Agents can rest assured that their Leadership is educated and trained in state-of-the-art curricula and skills. 4) Our public-facing customer interfaces provide the easiest, most complete customer experience in any market we serve. These include: the Customer Service Center, The Realty Club, the HUNT Hotline, HUNTrealestate.com, our print and direct mail marketing services, our radio show, our presence on the most widely-viewed aggregator websites (Trulia, Zillow and Realtor.com, to mention a few), even our highly visible yard signs.
2
5) Our Agent-facing interfaces provide unmatched opportunities for Agents to be focus on exactly what will most enhance their professional experience. These include: ProShow, Agent Personal Marketing Services, coaching and business planning services, Agent and Senior Advisors, our Town Hall Meetings and Business Leader meetings. 6) Our commitment to being the Model for the industry is unparalleled. No other real estate company we are aware of—and we’ve looked— has created anything like our Model Branch concept, our Model Agent concept, or our Team Concept. And no company we are aware of has constructed a viable succession plan for Agents to allow them to take advantage of their hard work and development of a real “book” of business. I have often said that our real reason for being as an organization is to continuously improve our Agents’ productivity. The proof of our claim to be the most professional real estate organization lies in this measure. In the last fiscal year, which just ended October 31st, 34% of our Agents (those that have 2 or more years experience and completed at least 8 “sides”) produced 79% of our total sides, averaging over 22 sides per Agent—far better than the industry standard 80/20 rule! Please join me in taking great pride in what you individually and your organization as a whole have produced—our best year ever in our 104-year history! And imagine with me what we can do to build on this marvelous foundation…
Career Development by Bob Scholz, Director of Training
Education the Key to Obtaining Listings Obtaining listings has always been an integral part of the professional real estate agent’s life. Finding people who have a need or desire to sell their property is at the top of an agent’s prospecting list. The real estate professional understands their role in marketing the seller’s property. They are constantly analyzing the marketplace and adjusting their marketing strategy to accommodate the subtle, and not so subtle, shifts effecting real estate. The agent must also be prepared to educate the home seller as to these changes and shifts. Staying up on trends is the real estate professional’s job, not the seller’s obligation. Advising the seller becomes an important aspect of the listing presentation. Sellers expect the real estate agent who is going to represent their interests and properly market their home to be the expert in all things real estate. The professional is then obligated to educate the seller on the most efficient ways to increase demand for their property and decrease the supply of competing homes. It is important for the real estate professional to not only understand the changes affecting the marketing but also to be able to effectively explain this to the seller. It is critical that the listing agent be skilled in sharing the effects of changes in the market in order to advise the seller as to how to best obtain the appropriate, qualified and motivated buyers.
This begins with a professional listing presentation. A presentation that does not simply talk about marketing features, or worse, about the past successes of the particular agent is important today! The presentation and analysis must include discussions about marketing trends including the statistics that will back up the ideas being explained. A prime example of this can be found in the change in the importance of print advertising. We know that the effectiveness of print advertising has been declining year after year and that the effectiveness of online marketing has increased in those same years. Sellers should not be expected to grasp this right off the bat! To be a model agent, one must learn to assist the seller in understanding how to expose and increase the demand for their listing has changed. In addition, the seller should realize that online exposure is not enough! The ability of the agent or company to “capture” the interested buyers is essential. You have the state of the art tools that position you as an elite agent in the industry, an agent who understands the nuances of marketing homes in today’s real estate world. What can you do? Learn your tools and systems, understand and explain the changes that are occurring, know your statistics and enhance your skills at communicating these important ideas to your sellers. HUNT ERA is the training company. We provide training that focuses on content and skills. Take advantage of training at HUNT University, your branches and online. For more information check with your Branch Director or Career Development.
3
Agents of the Month Buffalo
September
October
Akron Amherst Buffalo Metropolitan East Aurora Hamburg KenTon Lancaster Lewiston Lockport Orchard Park West Seneca Wheatfield Williamsville-Clarence Williamsville Village
Adam Burg MariaLisa Giglia-Remington Ellen Daly Todd Aichinger Melissa Weidner Karen Loffredo Jeanine Kacala Cynthia Van Dusen Dianne Shaw Geralyn Bonilla Pete Scarcello Mark Lemke Sharon & Steve Frisicaro Amy Benjamin
Kelly Spurlock Mike McDonough Ellen Daly Jason Mears Lou Ann Spaulding Mark Brylinski Jeanine Kacala Cynthia Van Dusen Chari Himmelsbach Geralyn Bonilla Janice Mroz William Yaple Sharon Frisicaro Beth Klipfel
Richard Testa Sandi Van Camp Richard Orczyk Patricia Neubauer Vince LoCastro
Larry Magguilli Sandi Van Camp Rich Orczyk John Denniston Doug DeMar
Rochester Brighton-Pittsford Canandaigua Greece Perinton Webster
Central & Northern NY/Carthage Watertown Camillus Cazenovia Chittenango Clinton DeWitt Liverpool Manlius Oneida Watertown Cicero
The Crocker Team Theresa Billy Sandy Leibl Barb Owens Gaetano Belmonte The Starr-Nicholas Team Dan, Liz and Ben Gaulin Shari Kimball Jill Rosette The Bees Team
Beth Losty Tom Tait Bob Freunscht Barb Owens Chip Hodgkins The Starr-Nicholas Team Nancy Watt Shari Kimball Suzanne Krouse The Bees Team
Judy Viger Shawn Clark Jen Ball Sandy Evans
Dede Olds Dan Lesage Jen Ball Sandy Evans
Ken Mayer Julian DiLeano
Mary Montague Julian DiLeano
Capital District Saratoga Springs Loudonville Glens Falls Slingerlands
Arizona Tempe Scottsdale
4
FY2015 Branch Goal Exceeded by Charlie Hunt, General Manager of Rochester Region & Director of Corporate Relations Branches that beath Written Volume and/or Closed Volume
Kelly Spurlock
Branch Director Akron
(Written & Closed Volume)
Jonathan Orlow
Branch Director Buffalo Metropolitan & KenTon (Written & Closed Volume)
Jim Sauer
Mary Rouse
(Closed Volume)
(Closed Volume)
Branch Director Brighton/Pittsford Canandaigua
Branch Director Cazenovia & Clinton
(Written & Closed Volume)
Neil Gerrity
Branch Director East Aurora
Joe Woutersz
Branch Director Glens Falls
Jamie Mendel-Kolb
Peter Ahrens
(Closed Volume)
(Written & Closed Volume)
(Written & Closed Volume)
(Written & Closed Volume)
Ellen DeMar
Branch Director Lewiston & Lockport
Branch Director Perinton
Amber Wesser
Branch Director West Seneca
John Mitchell
(Closed Volume)
(Written & Closed Volume)
(Written & Closed Volume)
Branch Consultant Orchard Park
Branch Director Williamsville Village
5
Our Best Year Ever by Peter F. Hunt, Chairman & CEO
After 104 years of continuous operation, any business has a tough time bettering a previous year’s production. Yet in spite of the fact that FY 2014 had been our best year ever, FY 2015 was even better. Here are the some of the year-over-year facts: • 10, 385 “sides” (up 12%) • $1.64 Billion in residential sales “volume” (up 9.51%) • 9.4 “sides” per person average, including all agents new to the Company (up 10.5%) • Mortgage “units” up 22% • Title Searches and Policies written up over 50% Contributing greatly to these advances were the many Branches that exceeded their plan by significant margins. The top five were: • Lewiston: 75% over plan • Lockport: 63% over plan • Glens Falls: 60% over plan • Canandaigua: 53% over plan • Akron: 47% over plan This is just a sample of the data we will share with you and does not begin to touch on the many individual performances that combined to smash our previous records. Please plan on being at our Annual Awards Celebration to be recognized for your contribution to what has been nothing short of a remarkable.
6
Safety Is Key by Amber Wesser, West Seneca Branch Director
Safety was September’s BNAR topic. To emphasize this with our agents, we invited Bill Long from Spar Self Defense to come in and speak with us about the awareness of taking our safety seriously. He spoke for 45 minutes on topics like open houses, safety when showing a home, what an aggressor is thinking and how some simple steps beforehand that can keep us out of harm's way or even alive. He also spoke about safety items to have on hand, just in case. We had a full house and you could tell how valuable these tips were to everyone. At the end of the presentation, Bill showed a us a few moves with the help from Gary Kenline, that could help give us a few moments to get away or even stop an attack. This was a very important topic that many of us should think about more often. You never know until you are in that situation how important it really is. Thank you Bill!
7
Congratulations! by Dan Mirsky, Director of Marketing PETER & MARY JO HUNT NAMED PHILANTHROPISTS OF THE YEAR BY THE UNITED WAY TOCQUEVILLE SOCIETY The United Way Tocqueville Society has named Peter & Mary Jo Hunt 2014 Philanthropists of the Year. The annual award is presented to recognize outstanding volunteer service and community commitment. Each year, the award winners are selected by past recipients. The Hunt’s have been longtime contributors to the United Way. Between them they have served more than 15 years on the Board of Directors, and helped inspire tens of thousands of people to change lives in our community through philanthropy as chairs of the 2004 Campaign and of the Tocqueville Society in 2014. “Peter and Mary Jo are a prime example of a family that is dedicated to making the community they live in a better place,” said Michael Weiner president and CEO of United Way of Buffalo and Erie County. “We are proud to honor them as the United Way Tocqueville Society Philanthropists of the Year.” “Supporting the United Way and their continuing commitment to improve our community is near and dear to our entire family,” said Peter Hunt, Chairman and CEO of HUNT Real Estate Corporation. “This tribute is a great honor and we are extremely appreciative of their recognition.”
8
News Around the Regions Corporate
Congratulations to new parents, Kelli and Charlie Hunt! On Saturday, October 3rd, they welcome the newest tiny addition to their family. A healthy baby girl. Alice Catherine Hunt, 7lbs., 4oz., 19.25 inches long!
HUNT Real Estate presented the United Way with the money raised in 2015 on Friday, November 13, 2015. HUNT raised $30,000! Great job HUNT!
The annual Leadership Conference was held on October 14 -16. The leadership team took a few spins around the go kart track.
Buffalo/ Niagara
Beatrice Dunwoodie and some of our agents have been out and about at corporate benefit fairs to promote HUNT Real Estate and our On the House benefit program. They worked hard and had some fun while meeting many new prospects. They visited Excellus, Lifetime Health, New Era and Techniplex.
9
News Around the Regions cont. Buffalo/ Niagara cont.
Our Erie County Fair Table proved to be a huge SUCCESS! Many of the agents who worked the table walked away with 4127 leads. Some of these leads were actually ready to get into the market right away! They were sellers looking to sell and buyers looking to buy. We also wanted to share the great news about the winners of our pink guitar and 4 Buffalo Bisons Tickets! Congratulations to Jessica Feuerstein, winner of our Bisons Tickets (photo on left). Vince Edgerton and Patricia Luss (photo on right).
Rochester
CALL THE PAPARAZZI! We have a couple of local celebrities! HUNT Rochester would like to congratulate our own Ellen DeMar, Perinton BD, on her appointment to the Greater Rochester Association of Realtor’s Board of Directors. Ellen will hold the position for 3 years. The induction celebration was held at the Double Tree in Henrietta. This is a wonderful accomplishment. We are pleased to have a member of HUNT on the board! HUNT Rochester would also like to congratulate to Roberta DiLella from our Webster Branch. She was featured on the front cover of the D&C’s Real Estate Section. She is highlighted in an article about affordable housing options. Roberta represents a seller in a prefabricated home community and educates us on the affordability of this type of home. These homes aren’t just for snowbirds and empty nesters, but for 1st time buyers as well. Nicely done Roberta!
Capital
Our HUNT Glens Falls agents held a benefit on for Joe Woutersz who is fighting Stage 4 Esophageal Cancer. The benefit was held in Queensbury, NY at Bay Meadows Golf Course and had well over 150 people in attendance. In picture perfect weather, the benefit started with 18 rounds of golf and ended with dinner and music. The highlight of the evening was the huge silent auction and the not-sosilent live auction. Many of the auction items came from HUNT Real Estate offices and agents in the Capital Region, as well as some from HUNT offices outside the region. Joe and Elaine were completely overwhelmed by the amount of support and attendance at the event from his HUNT family and the community as a whole. The event was a huge success raising $18,271. Shortly after Joe was diagnosed, Andrew Genovese started an online fundraiser for him that had also raised $16,635, bringing the total amount raised for Joe $34,906. 100% of this money goes towards Joe's medical expenses, and we all pray every day for his recovery.
10
News Around the Regions cont. Capital cont.
The Capital Region has been busy with events and training! Glens Falls hosted Technology Training, Saratoga Springs had a Pot Luck and Peter Hunt hosted a Town Hall Meeting in the Capital Region! (photos from left to right).
Central & Northern NY
The Watertown agents are hosted their first annual coat drive for the less fortunate women and children in the community. The office collected over 40 coats which included donations from many of the CNY/NNY HUNT offices. All donations went to the the Victims Assistance Center and Children's Advocacy Center in Watertown. To help provide the women and children a warm coat during the harsh winter months, the office plans to continue the coat drive every year to benefit the Victims Assistance Center. The Liverpool HUNT office held a "Painting with a Twist" event on Wednesday, October 28th. Painting with a Twist is a painting instruction business located down the street from the Liverpool Branch. Branch Director Lynn Mallaro thought it would be a great way to bring the team together for some fun and to partner with another local business. The participants selected a painting in advance and had a private room with an instructor. They had refreshments provided by HUNT Mortgage and Cherie McCauley brought baked goods. A great time was had by all as they showcased their artistic sides!
11
Employee of the Month by Charlie Hunt, General Manager of Rochester Region & Director of Corporate Relations
Diane Sovereign is October Employee of the Month. Diane received a frantic phone call on a Thursday afternoon. One of our HUNT agents had a sale on a listing that was falling apart due to the buyer being declined. Diane quicly sprang into action, meeting the client that evening to take his application. Time is of the essence. Diane spent hours pouring over his complex tax returns with our team of underwriters. As if the file wasn’t complicated enough, this was Diane and HUNT’s first TRID loan that was also on a new software. However, neither the self employed borrowers, government regulation nor new software could stop our Super Star of over 25 years from her job. The transaction closed, three other “domino” deals were saved with it and happy agents and clients all around. Great job Diane!
Jamie (Mendel) Kolb is the November Employee of the Month. Jamie is the Branch Director leading our Lockport, Wheatfield and Lewiston branches. She has been the catalyst to remarkable company growth in Niagara County and continues to build the region through her recruiting efforts and the training of new hires. Jamie involves the agents in her efforts to grow the HUNT brand by holding monthly recruiting initiatives that help create the motivational environment that we strive for in our branches. Jamie is a true leader and a wonderful example of someone driven to make sure her branches achieve Model Branch status.
Welcome to HUNT! We would like to welcome the following newly licensed agents from across the company: Denise Steiger - Scottsdale Melissa Sanford - Scottsdale Ashley Selevchuk - Wheatfield Paul Slater - Williamsville Shaun Richards - Hamburg Peter Ahrens - Hamburg & Orchard Park Nicole Freidenberg - Hamburg Peter Nuessle - Orchard Park Domenic Surianelle - Williamsville/Clarence Salvatore Aurilio - Williamsville Village Omar Arellano - Loudonville Erin Miller - Saratoga Springs Lauren White - Perinton Shane Shaffer - Brighton/Pittsford Deanna Emblidge - Canandaigua Ashley Howard - Oneida Julie Kielbasa - Chittenango Tamara D’Agata Malecki - Camillus Brittany Moen - Manlius Jennifer Guiles - Camillus Daniel Doney - Dewitt Eamon Weber - Buffalo Metropolitan Andrew Tied - Hamburg Jennifer Schupbach - Williamsville/Clarence Holli Draves - Williamsville/Clarence James Benniger - Tempe
Bridget Baum - Rennselaer Peter Cornell - Rennselaer Paula Anselmo - Brighton/Pittsford Lori Siegel - Brighton/Pittsford Richard Turner - Birghton/Pittsford Tracy Doria - Liverpool Christine Lansing - Manlius
We would also like to welcome the following experienced agents from across the company: Andrea Abel - Scottsdale Jacqueline Smith - Scottsdale Ruby Graf - Scottsdale Teri Shardy - Scottsdale Jennifer Blake - Lockport Mary Beth Dentinger - Wheatfield Richard Dentinger - Wheatfield James Post - Saratoga Springs Cindy McMahon - Slingerlands April Seney - Slingerlands Lorenzo Murray - Slingerlands Sarah Dauphinais - Slingerlands Crystal Collins - Slingerlands Peter Cornell - Slingerlands Mary Stapelton - Slingerlands Daniel Buccieri - Brighton/Pittsford Sandra Snyder - Brighton/Pittsford Anne Astafan - Watertown Guadalupe Vierya - Tempe
Vickie Seymour - KenTon Justin Zurbrick - Buffalo Metropolitan Mary Wagner - Orchard Park Brenda Buchanan - Hornell Judy Clark - Hornell John Falzarano - Hornell Shaune Henry - Hornell Cynthia Herbert - Hornell Barbara Hess - Hornell Douglas Hess - Hornell Linda Lathan - Hornell Tricia Acton - Hornell Denise Grandusky - Hornell Steven Desanto - Hornell Dana Williams - Horenll Nancy Countryman - Horenll Laurie Godown - Hornell Debora Quinlan - Hornell Stacy Galarneau - Hornell