Issuu

: The Top 500 2022

46 Real Estate’s Wild Ride While the numbers tell the story of a historically productive year in real estate, the sentiment among Power Brokers paints the picture of a community on edge. Coming off the high—and the stress—of a pandemic-induced, inventory-challenged buying frenzy, respondents to RISMedia’s 2022 Power Broker Survey are left wondering what exactly will transpire next. Concerns over inflation, rising interest rates and the long-term effects of the war in Ukraine have left this year’s Power Brokers unsure: While 39% describe their market as “booming,” 32% say it’s “challenged.” Find the complete results of our research, insights from dozens of Power Brokers and our Top 500 Power Brokers ranked by sales volume in our 34th annual Power Broker Report. 50 The 2022 Power Broker Outlook 53 Power Broker Strategies 58 The Top 500

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RISMedia’s 34th Annual Power Broker Report: The Top 500

INDEPENDENT, TOGETHER Why Leading Real Estate Companies of the World® members enjoy the best of both worlds From L to R: Executive Vice President of Global Operations Chris Dietz, President & CEO Paul Boomsma and Executive Vice President of Member Services Kate Reisinger Photo by AJ Canaria, MoxiWorks

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Happening This Month @RISMEDIA INSIDE THE COVER This month, the charismatic executives of Leading Real Estate Companies of the World® (LeadingRE) take time out from the network’s buzzing annual conference in Las Vegas to pose for a photo shoot. On page 40, see what Paul Boomsma, Chris Dietz and Kate Reisinger—along with many LeadingRE members—have to say about the advantages of the global network.

THE 2022 POWER BROKER REPORT

INTRODUCING

THE CHALLENGES

Power Brokers report their current challenges as:

79%

0.5%

Industry Consolidation

Housing-Related Legislation

Economic Uncertainty

Recruiting and Retention

Lack of Inventory

First-Time Homebuyer Struggles

The Impact of COVID-19

YEAROVERYEAR INSIGHTS:

1234567 1234567

Inventory comes in as the No. 1 challenge for Power Brokers for the fifth year in a row, although by slightly less than 2021 when more than 84% of respondents placed it in the top slot. This year’s figure is still considerably higher than 2020, however, when 68%

Disruptors/ New Business Models

flagged a lack of inventory as the No. 1 challenge. Recruiting, retention and economic uncertainty also ticked up this year, compared to 5.3% and 3% respectively in 2021. The impact of COVID-19 dropped from 3% last year to just 1% this year.

RESOURCE SPENDING

THE GROWTH PLAN

Power Brokers willon investpage the most in the following this year: Power Brokers report 46areas , RISMedia presents thethe Beginning following plan for office th growth in 2022: findings of its 34 Annual Power Broker Survey, 52%by sales including the Top 500 Power Broker ranking Open/acquire volume, exclusive market research, andnew strategies and oﬃces Recruiting/ Training Marketing/ Technology and Retention Social Media insights from leading brokers across the country. See Coaching 51% Create/increase who took the top spots and how Compass factored virtual and/or mixed-use space into the rankings this year. Lead Generation

Opening/ Creating Expanding Virtual Work Oﬃces Environments

YEAROVERYEAR INSIGHTS:

As Power Brokers compete against the lure of signing bonuses and alleged do-it-all technology stacks, recruiting/retention—followed by training and coaching—remain the top areas of resource spending in 2022 for the fifth year in a row.

YEAROVERYEAR INSIGHTS:

While the same percentage of Power Brokers report a plan for opening/acquiring new offices in 2022, fewer respondents this year (51% compared to last year’s 56%) intend to pursue virtual and/or mixed-use space.

*Results based on the Top 1,000 respondents to RISMedia’s 2022 Power Broker Survey. RISMedia’s REAL ESTATE April 2022 51

April22_46-57_PB_Intro_Charts.indd 51

We’ve officially launched our premium content channel, Premier by RISMedia, where members receive breaking news, investigative journalism, exclusive research, in-depth reports and more. Become a Premier member today and start receiving insights to improve your business. Visit rismedia.com/premier for more information.

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RISMedia’s REAL ESTATE April 2022 3

CONTENTS April 2022/Vol. 38, No. 4

ON THE COVER 40 Independent, Together

Why Leading Real Estate Companies of the World® Members Enjoy the Best of Both Worlds

As new business models come and go, and new brands emerge, the independent model remains a dominant player in the industry. By collaborating with Leading Real Estate Companies of the World® (LeadingRE), a growing number of quality-focused independents augment their inherent strength in the local market through membership in this invitation-only global community. In fact, last year, 35 firms joined the network from 16 different countries, from Dubai to Tokyo—with 10 firms already joining the ranks of LeadingRE so far in 2022. “We are a community for real estate companies, by real estate companies. We are broker-owned and broker-led, and our sole focus is to up-level independent brokerages,” says LeadingRE President & CEO Paul Boomsma. In this month’s cover story, members from around the world share how they have benefited from being part of the LeadingRE family.

Photo by AJ Canaria, MoxiWorks

HEADLINERS 11 Marketwatch

2022

12 NAR Power Broker

Roundtable: iBuyer vs. Traditional Real Estate: Where’s the Nexus?

14 Women in Real Estate: ERA Real

46 Real Estate’s Wild Ride

While the numbers tell the story of a historically productive year in real estate, the sentiment among Power Brokers paints the picture of a community on edge. Coming off the high—and the stress—of a pandemic-induced, inventory-challenged buying frenzy, respondents to RISMedia’s 2022 Power Broker Survey are left wondering what exactly will transpire next. Concerns over inflation, rising interest rates and the long-term effects of the war in Ukraine have left this year’s Power Brokers unsure: While 39% describe their market as “booming,” 32% say it’s “challenged.” Find the complete results of our research, insights from dozens of Power Brokers and our Top 500 Power Brokers ranked by sales volume in our 34th annual Power Broker Report.

Estate Launches the ‘Hera Society’ to Advance Women Leadership

17 Meet the Newsmakers: Power

Brokers Make Their Presence Known

21 Policy & Legal Matters: ‘Double Trouble’ and the Homeownership Divide

22 CRD Connect: Go Green and

Differentiate Your Brand With NAR’s Green Designation

50 The 2022 Power Broker Outlook 53 Power Broker Strategies 58 The Top 500

27 Power Broker Perspectives:

MARKET CONDITIONS

29 Buffini & Company – How Real

Lack of inventory, inflation, the war in Ukraine and uncertainty in general are reflected in the almost evenly split description of market conditions as both “Booming” and “Challenged.” This is a sharp contrast to this time in 2021, when the No. 1 response was “Booming” (50%), and only 17% reported their markets as “Challenged.”

32%

Challenged

4 April 2022 RISMedia’s REAL ESTATE

Estate Team Leaders Can Gain a Competitive Edge

30 Sherri Johnson – 4 Strategies to Help Agents Launch Their Career

31 Darryl Davis – The Importance of 13%

Booming

COACHING

YEAROVERYEAR INSIGHTS:

Power Brokers report current market conditions as:

39%

Mark McDonough

Growing

Checking Your Emotions at the Door

Slowing

A Potential Bubble

Balanced

32 Terri Murphy – Are You a ‘Time Warrior’ or a ‘Time Worrier’?

35 The Experts at McKissock

Learning – 8 Things Your Real

Estate Clients Expect From You

82 Stefan Peterson – iBuyers

Rebound as Power Buyers Rapidly Expand

91 Verl Workman – The Business Plan: Your Fixed Point in a Turbulent Market

83 Dan Steward – Why Thorough

BUSINESS BUILDERS

Home Inspections Are More Important Than Ever

36 Real Estate Webmasters:

REW Academy: Interactive and Exclusive Education

37 MoveEasy: Guiding Clients Through the Post-Transaction Journey and Beyond

38 ShelterZoom: Seizing

Opportunities in a Competitive Market

FEATURES 74 Ramping Up for Real Estate’s

Busy Season 76 Global Spotlight: London Calling

EVERY ISSUE 3 Happening This Month

BROKER STRATEGIES 85 Tomas Barrientos, HomeSmart TuCasa Realty

86 Nick Firios, United Real Estate | Preferred

@RISMedia

7 From the Publisher 18 Great Spaces 92 Service Profiles 100 Referrals 103 Index of Advertisers

TEAM TALK 88 Power Team Profile – ‘Doogie Howser’ of Real Estate Leads Top Florida Team

104 RE: Real Estate—Expertise, Ethics and Excellence: Showcasing What Sets REALTORS® Apart

TRENDS & ISSUES 78 Josh Harley – How Agents Can Increase Their Income in 2022

79 Michael Minard – 6

Characteristics of Humility in Leadership

80 Venkatesh Ganapathy –

Delivering Real Value Is the Key to Client Loyalty

81 Bryan Brooks – Mergers and Acquisitions: Real Estate’s New Normal

RISMedia’s REAL ESTATE April 2022 5

NAR'S SUSTAINABILITY PROGRAM

DEFINING SUSTAINABILITY AND RESILIENCE FOR OUR INDUSTRY

Learn how your brokerage and agents can benefit with resources from NAR’s Sustainability Program, and access the ESG+R Report to read about recent sustainability activity at NAR.

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nar.realtor/sustainability to get all the details about the 4 Pillars of NAR’s Sustainability and Resilience Plan, how they impact the industry, and how to create a strategy that will benefit your clients and your business.

FROM THE PUBLISHER

The Measure of Success

ISMedia’s Annual Power Broker Report is celebrating its 34th year, ranking the Top 500 firms by sales volume in this issue (page 46) and the Top 1,000 firms by both sales volume and transactions in our online Power Broker Directory at rismedia.com/ power-broker-survey-results-2022.

As the real estate brokerage business gets more complex, RISMedia has stayed committed to building our ranking on strict criteria: residential sales volume and transactions. Power Brokers have come to rely on the integrity of our report, which we carefully safeguard to provide the most accurate list possible. As I write this, we released the Top 50 Power Brokers online in a special preview. In doing so, we made a few waves by naming Realogy the No. 1 firm by sales volume (HomeServices of America is No. 1 based on transactions), not Compass, as recently reported by other industry media firms. The reason is simple: Compass’ reported sales volume for 2021 included commercial transactions. While Compass told us that the amount of commercial sales volume was nominal, without the specific, verified data, we could not include them. In the era of venture capital-backed and public real estate companies, a brokerage’s success has become a bit more complicated to measure. Sales figures can paint one picture while earnings reports paint another. While Compass’ reported $254.2B (inclusive of commercial) sales volume was certainly impressive, their reported losses of almost $500 million in one of the hottest real estate markets in decades, puts their overall success into question. Of course, there’s a chance that by the time you read this, Compass will have come through and reported its residential numbers. If so, you may very well see them at the top of the chart in our online Power Broker Directory. But as of our print deadline, we were unable to secure and verify this information. In the meantime, we applaud our 2022 Power Brokers for not only ringing up historic numbers in 2021, but doing so in one of the most trying real estate markets on record. You led your agents and consumers through a volatile and uncertain year, and you can now stand proudly in your results. Congratulations to all, and continued success,

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CEO & Publisher John E. Featherston

EDITORIAL Executive Editor Maria Patterson Vice President, Online Editorial Beth McGuire Managing Editor Paige Tepping Content Director Caysey Welton Associate Online Editors Jordan Grice; Jesse Williams Content Editor Paige Brown Contributing Editors Lesley Grand; John Voket; Barbara Pronin; Keith Loria; Andrew King

CREATIVE SERVICES & MARKETING Senior Vice President Kelli McKenna Marketing Director Philip Lodato Email Marketing Specialist Brit Owen Production Manager Susanne Dwyer Associate Designer Janet Yung-Balbin Video Content Specialist Aidan Whalen Digital Content Specialists Liz Ruggiero; Paschal Chukwu

CORPORATE DEVELOPMENT Senior Vice President Jay Featherston

INFORMATION TECHNOLOGY Chief Information Officer Edward T. Kingston Senior Software Engineer Kal Salim Web Designer Kevin Kirwan Web Developers Hema Yemmireddy; Firas Abbas Director, Client Solutions Peter Di Salvo Information Technology Manager James Jones

CLIENT SERVICES & EVENTS MANAGEMENT Vice President, Client Experience Brett Johnson Senior Director, Client Services & Events Deborah Ryan Director, Client Services & Events Darcy Sledge Client Services Representative Kristen Schlesinger

SALES Senior Vice Presidents Kara T. Stripay; Anne Kraft Director, Business Development Colleen Featherston

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PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey ACESocial (Automated Content Engagement) www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO & Leadership Exchange Power Broker Forum, Reception & Dinner Real Estate Newsmakers Reception & Dinner Real Estate’s Rocking in the New Year Copyright® 2022 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years). All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specific authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

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Real Estate Agent, Keller Williams Home Town Realty

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Join ACESocial Today! For more information, visit acesocial.rismedia.com or contact ace@rismedia.com or (203) 855-1234 ext. 1.

Earn your ABR® Designation. Get started at abr.realtor or scan this QR code:

MARKETWATCH

2022’s Best Week to Sell a Home

Average Home Price

April 10 -16 is the best week to list a home in 2022, according to realtor.com®’s Best Time to Sell Report. Homes added to the market during the same week in 2021 received 29% more views on realtor.com® than the average week in 2021 and 18.6% more interest than the average home listed in 2018 - 2021.

$450,000 $400,000 $350,000

% 22

se rea Inc

$300,000 $250,000 $200,000

iBuyers Q4 2020

Connectivity Concerns

iBuyers Q2 2021

Power Buyers 2021

iBuyer Gains

74%

of people who have relocated say the pandemic made reliable and fast internet more important in their home search. More than half of recent movers wanted to live in an area with better infrastructure for fast home internet (52%) and reliable cellular service (54%).

Collectively, iBuyers purchased more than 71,000 homes in 2021, about a 1.3% national marketshare. That compares with about 14,000 homes purchased in 2020, when the pandemic temporarily paused iBuying. The median purchase price for iBuyers increased from $280K in Q4 2020 to $344K in Q2 2021, a gain of 22%. Source: zavvie 2022 Seller Preferences Report

Source: Verizon Movers Study

Aging Home Inventory With the dearth of new construction for more than two decades, the age of homes purchased over time has become older. In 2021, the typical home purchased was built 28 years ago. In 2011, the typical home purchased was built 18 years earlier. Source: The National Association of REALTORS®

Age of Home Purchased

18 15

2009

2010

2011

2012

2013

2014

2015

2016

2017

2018

2019

2020

2021

Source: National Association of REALTORS® Profile of Home Buyers and Sellers

RISMedia’s REAL ESTATE April 2022 11

NAR POWER BROKER ROUNDTABLE

iBuyer vs. Traditional Real Estate: Where’s the Nexus? Chris Kelly, President & CEO, Ebby Halliday Companies, North Texas; Broker Relations Liaison, the National Association of REALTORS®: The market changes all the time—as does the practice of selling real estate, especially in the age of technology. Yet in the seven or eight years since iBuying emerged, it has attracted tons of dialogue as an instant, hasslefree sales solution. What are the pros and cons of the iBuyer strategy? How deeply is it impacting our industry? Perhaps more importantly, what can brokers and agents learn from it? Hoby, how do you see it? Hoby Hanna, President, Howard Hanna Real Estate, Pittsburgh, Pennsylvania: Well, you’re right, Chris. It’s a sexy topic. But I think there’s been a lot more hype about it than the general consumer needs or wants. It isn’t available in every market, for one thing, and while it has a place in the scheme of things, it really only answers a need for a small segment of sellers. We’ve partnered with zavvie as a way to keep our agents at the center of the transaction, no matter what solution works for the client, but we don’t see iBuying as a threat to traditional real estate, especially in today’s hot market. Sherry Chris, President and CEO, Realogy Expansion Brands, Madison, New Jersey: iBuying works for those who want to sell at a discount in return for an instant sale—homeowners who want to skip the showings, maybe, or heirs who want to cash out right away. There will always be a place for it, which led us to launch our RealSure offering. It’s a program that provides instant solutions for both sellers and buyers, and it’s a great tool for our agents to have in their back pocket, but it will likely be at its most popular in a more balanced market. Rei Mesa, President, Berkshire Hathaway HomeServices Florida Realty, Sunrise, Florida: I agree. The iBuyer offering is currently limited to only a few of our markets, and in any case, is less relevant in today’s low inventory environment where prices are increasing and most homes are selling very quickly. 12 April 2022 RISMedia’s REAL ESTATE

CK: You may be right. According to some sources, even in cities with the highest percentage of iBuyer transactions, such as Phoenix or Atlanta, iBuyer transactions comprise something less than 5% of all sales. But it was a force to be reckoned with early in the pandemic, when the market was in a far different place. What’s to be learned from that? RM: New offerings pop up out of need. Even before the pandemic, people were experimenting with online real estate models, and that accelerated when everything live shut down. But in every transaction, and in almost any market state, the majority of buyers and sellers still want someone at their side. They rely on their agent to know the market, to answer questions, to negotiate on their behalf. So, what we take from the iBuyer offering is intensified dedication to improving the customer experience in whatever ways work best. HH: Rather than being a disruptor, iBuying has inspired us to be more creative. The customer is at the center of everything we do, and programs we’ve added—like the “buybefore-you-sell” and bridge loan options—open up viable new customer options while keeping the agent relevant. SC: We see iBuying in 24 markets and growing, and we’ve done the research to learn why and when it works. We know that we can keep a competitive advantage by utilizing the best parts of it and adding more to our agents’ toolbox. CK: I think what you’re saying is that iBuying is not an all-or-nothing trend… RM: It’s a different way to sell, and it only works for a small percentage of sellers. But it has helped us step up to the plate and shorten the time from listing to close. HH: The question should always be, what does this seller need—and how can we best provide it? That’s how we keep our agents at the center of every transaction. SC: iBuying is a complementary offering for those who need an immediate sale. New technologies will continue to emerge, and we must be responsive as an industry. RE The Power Broker Roundtable is brought to you by the National Association of REALTORS® (NAR) and Chris Kelly, NAR’s Broker Relations Liaison. Watch for this column each month, where we address broker issues, concerns and milestones. For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

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WOMEN IN REAL ESTATE

ERA Event Integration: The Hera Society’s first virtual event will be held in December, with future in-person and virtual events held throughout the year at events including Fuel, ERA’s global conference, and Ignite, ERA’s broker/owner and managers conference. Leadership Workshops: Interactive workshops, held both virtually and in-person, will serve as forums for best-practice sharing, business planning and mentorship.

ERA Real Estate Launches the ‘Hera Society’ to Advance Women Leadership

RA® Real Estate recently announced the launch of the “Hera Society,” a new group with a mission to strengthen both the individual and collective impact women real estate leaders have on the network, in the industry and in the communities they serve. The Hera Society celebrated the launch with an inaugural event during Ignite 2021, ERA’s conference for affiliated broker/owners and managers.

dustry for nearly 50 years. Despite the strong history It is a network of collaboraof women professionals tive leaders who have supin the real estate industry, ported one another’s growth there remain important opportunities to accelerate the and success since the brand’s advancement of women as founding—a natural extension of ERA’s culture is to brokerage owners and industry leaders. As a result, advance women’s leaderChris ship strategies within the ERA the ERA brand identified the need to create a dedicated platform brand and the industry,” says Sherry to offer resources, ideas and mentor- Chris, president and CEO, ERA® Real ship opportunities to drive the success Estate. “Building upon our strong founof affiliated women leaders now and dation of exceptional women leaders in the future. Inspired by the name within ERA and the support of Realogy of the Greek goddess of women through the What Moves Her platform, and families, the “Hera Society” will the Hera Society is well positioned to serve to help its members navigate offer members unique leadership dethe unique challenges to their pro- velopment opportunities, content and fessional growth, including financial new areas of impact.” fitness, leadership development and The Hera Society will feature several components to fuel engagement inclusion. “ERA has been a pillar of the in- with its members, including: 14 April 2022 RISMedia’s REAL ESTATE

Communications Channels: In addition to featuring content and highlighting leaders across the ERA brand’s social media channels, the Hera Society’s members will have exclusive access to a real-time communications platform to further encourage best practices and idea sharing beyond the leadership workshops. According to Lee Ann Roughton, national vice president, Franchise Performance, ERA® Real Estate, “The formation of the Hera Society demonstrates ERA’s commitment to fostering an environment where our affiliates can come together to discuss new ways to better leverage each other’s strengths and insights to grow and succeed.” “As a new franchise owner within ERA, I’m elated to be a part of the founding of the Hera Society,” says Erica Texada, broker/owner, ERA Brawn Sterling Real Estate. “The Hera Society will contribute to bridge gender gaps and drive women’s empowerment within and through the brand.” “I love the mission of the Hera Society,” says Tania Moore, qualifying broker, Wilkinson ERA Real Estate. “I’m inspired by the opportunity for women to unite, empower each other and positively impact the communities where we live, work and play.” RE

For more information, please visit www.era.com.

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MEET THE NEWSMAKERS

Power Brokers Make Their Presence Known

By RISMedia Staff

ISMedia’s 2022 Real Estate Newsmakers list is punctuated by some of the country’s top brokerage owners who carried their firms to great success during last year’s intense real estate market. Here are just a few of their leadership lessons.

INFLUENCERS Andrew Linn Broker/Owner ERA Davis & Linn

Linn believes that being inclusive, collaborative and caring are keys to the company’s success. He describes his team this way: “One team empowering real estate professionals to build customer-centric and sustainable businesses opening doors for all to the safety, security and prosperity of a home.”

TRAILBLAZERS Mayi de la Vega

CEO and Founder ONE Sotheby’s International Realty

From leading the launch of an award-winning website to rolling out new marketing tools and technology, wellness programs and community fundraising initiatives, de la Vega’s top priority is keeping her team motivated and empowered. “Every choice we make matters. A choice can shut or open infinite doors.”

ing market, Domber’s firm—joining the Berkshire Hathaway HomeServices family in 2021— closed over $1.54 billion in sales, significantly up from their annual average of $850 million. “Our company has been a pillar in the community with a reputation of stability, integrity, trust and philanthropy.”

MOTIVATORS Kymber Lovett-Menkiti President Keller Williams Capital Properties

In 2021, Lovett-Menkiti became the first African American female and one of the youngest individuals to take on the role of divisional leader of Keller Williams Realty. She also heads the KW National Social Equity Task Force. She believes it’s important to find strength and courage within oneself, citing this quote: “She needed a hero, so that’s who she became.”

“Every choice we make matters. A choice can shut or open infinite doors.” - MAYI DE LA VEGA CEO and Founder, ONE Sotheby’s International Realty

FUTURISTS Thad Wong

Co-Founder and Co-CEO @properties Christie’s International Real Estate

TRAILBLAZERS Steven Domber

Wong massively grew the @properties umbrella in 2021, acquiring Christie’s International Real Estate and leading the acquisition or development of AI, centralized educational platforms and mobile apps. “We’ve come a long way over the past two decades. We’re so grateful for our agents and staff who are integral to our growth.”

As he continued to navigate through an unprecedented hous-

Visit rismedia.com/2022-newsmakers to learn more about this year’s more than 300 Real Estate Newsmakers.

President Berkshire Hathaway HomeServices Hudson Valley

RISMedia’s Real Estate Newsmakers is brought to you by

RISMedia’s REAL ESTATE April 2022 17

GREAT SPACES

Tattoo Artist Kat Von D’s L.A. Mansion Hits the Market In this month’s edition of Great Spaces, tattoo artist Kat Von D’s Victorian mansion, which recently hit the market for a cool $15 million, is in the spotlight in all its gothic glory. by Jameson Doris Built in the 1890s by Isaac Newton Van Nuys, the estate is completely gated and sits on over half an acre of manicured grounds in the Hancock Park neighborhood of Los Angeles. The 12,565-square-foot home, which includes 11 bedrooms and 8.5 bathrooms, also served as the main filming location for the 2003 family comedy “Cheaper by the Dozen.” Notable features around the mansion include a grand salon that connects to the library, a den, formal living and sitting rooms, and a dining room lined with stained-glass windows. 18 April 2022 RISMedia’s REAL ESTATE

The property also boasts a hidden bar and a swimming pool lined in red that’s flanked by classical statues. Additional features include a bedroom suite with a bat-themed mural and fireplace, a stage that comes with original footlights and a turret side room as well as a two-bedroom, two-bathroom carriage house above the garage. Listed by: Jamie Sher, The Sher Group Listed for: $15,000,000 Photos by: The Sher Group RE

WE’RE SOCIAL! Our YouTube channel provides hundreds of videos with tips & tricks for all things real estate related. Crush It In Real Estate was created in 2017 to help provide short, easy to implement tips for Real Estate professionals. Anthony Lamacchia, Owner of Crush It In Real Estate, highlights the most necessary strategies in a very entertaining way.

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#BEEXCEPTIONAL Three people graduated from high school on the same day 15 years ago. Two are modestly successful. They have good positions in the real estate industry, making good money when the market is strong and slowly building a comfortable future for their families. The third is a trailblazer. A millionaire many times over. The founder and owner of one of the fastest-growing companies in their industry. What was the difference? They were all smart and ambitious. They came from remarkably similar backgrounds and families. Their education and career paths were almost identical. The truth is there are a lot of smart people who work hard. It’s not innate intelligence, talent or even dedication that makes the biggest differences in people’s lives and careers.

Beyond the hard work, major success is a factor of two things: what you know, and who you know. Some people have the knowledge and connections to accomplish big things. Others do not. This is how people have been making things happen for centuries. This is why I co-founded NAHREP, the National Association of Hispanic Real Estate Professionals, 21 years ago. So that Latinos in the real estate and mortgage industries would have the information and connections to become exceptional. With L’ATTITUDE, our vision has now expanded to include even more industries including media, entertainment, tech, and politics. Some of the people that attended NAHREP at L’ATTITUDE in 2021 were 8 Fortune 100 CEOs, a dozen leading venture capitalists, and over a hundred top entrepreneurs and tech start up founders, including two new Latino billionaires. NAHREP is the place for exceptional people. Find out more about individual and corporate membership on our website or call 877 2-NAHREP.

visit us at WWW.NAHREP.ORG

POLICY & LEGAL MATTERS

‘Double Trouble’ and the Homeownership Divide By Nia Duggins

omeownership continues to be one of the most important means of wealth building in the U.S. Unfortunately, the number of housing units for sale is at its lowest in almost 50 years given the vast scale of underbuilding and the lack of residential investment over the past 15 years.

The lack of investment in housing in our country has made buying a home much more expensive and out of reach for many credit-worthy Americans. This lack of affordable housing supply also limits economic growth and job creation. Market factors such as greater housing demand, remote work flexibility, supply chain issues, inflation and other pandemic-related impacts have presented additional challenges for prospective homebuyers and the industry broadly. The federal government, local and state governments, and the real estate industry must give greater attention to this growing housing supply and affordability problem by developing pragmatic solutions. A recent report, “The Double Trouble of the Housing Market,” released by the National Association

of REALTORS® (NAR) in partnership with realtor.com®, explores the dual complexities of rising housing costs both for renters and prospective homebuyers and low inventory. The report examines household earning demographics and the share of homes that various households can afford in the current market. The report reveals that home prices increased more than 30% during the pandemic, while wages only grew at 12% and housing affordability for households actually dropped, primarily for those earning $50,000 - $100,000 a year. Essentially, middle-class income earners have been most impacted in the current highly competitive market. The report also highlights the most affordable metro areas across various racial groups and income levels.

Most notably, the report illuminates “the sizable and persistent difference in the homeownership rate across racial groups.” In a recent article, NAR CEO Bob Goldberg stated that the “racial homeownership gap is the most consequential civil rights issue of our day.” NAR also recently reported that the current homeownership rate for Black Americans is at 43.4% compared to 72.1% for White Americans, 61.7% for Asian Americans and 51.1% for Hispanic Americans. Many first-generation homebuyers are significantly impacted as well. To address the supply and affordability crisis and close the racial homeownership gap, intentional programs must be reformed, fully funded and effectively implemented. Government and industry must be strategic partners and stakeholders. For example, the Consumer Financial Protection Bureau (CFPB), along with other key federal agencies, recently issued a statement encouraging lenders to “explore opportunities available to them to increase credit access through special purpose credit programs (SPCPs) to better serve historically disadvantaged individuals and communities.” Additional solutions to narrow the gap include greater support and funding of down payment assistance programs, local and state tax incentives, tax incentives for firsttime homebuyers, financial literacy programs, alternative credit scoring and more affordable housing in more markets. Homeownership can become an attainable goal for more homebuyers if targeted interventions are made now to narrow the gap. RE For more information, visit www.nar.realtor/ research-and-statistics.

Nia Duggins is a senior policy representative for business issues for the National Association of REALTORS®. RISMedia’s REAL ESTATE April 2022 21

CRD CONNECT

But there’s a lot to learn—from solar panels to innovative insulation materials, windows and appliances to smart home systems and more. That’s where NAR’s Green Designation Course: People, Property, Planet, Prosperity comes in. It provides an in-depth look at some of the most common high-performance home features, smart technologies, green certifications and efficiency ratings, as well as their benefits and perceived value to the consumer.

Go Green and Differentiate Your Brand With NAR’s Green Designation

By Jennifer Rzeszewski

pril is Earth Month, and since sustainability is top of mind, it’s the perfect time to highlight the National Association of REALTORS® (NAR) newly updated Green Designation course. Learning about the latest high-performance trends will not only help you help your clients make more informed real estate choices, but it could also increase your earning potential. At NAR, we are committed to fostering a culture of sustainability in real estate through education, advocacy and awareness initiatives. We aim to provide information, insights and tools that will help our members adjust to the changing concerns and preferences of the modern consumer. Consumer demand for smart, energy-efficient homes and highperformance, sustainable features is on the rise. In fact, NAR’s 2021 REALTORS® and Sustainability Report states that in the past year, 32% of agents have been directly involved with buying or selling property with green or eco-friendly features. Additionally, 55% of agents found consumers to be somewhat or very interested in sustainability, and 15% 22 April 2022 RISMedia’s REAL ESTATE

of respondents had clients ask for advice about energy efficiency upgrades very often or often. It’s clear that buyers are increasingly searching and researching green home features—and MLSs are even evolving to reflect this. In fact, 36% of agents report that their MLSs already have data fields to promote green features and energy information. As NAR’s membership numbers continue to grow, it’s critical to seek out opportunities to differentiate yourself and your brand from agents who have not chosen a specialization. Becoming knowledgeable about green real estate trends and technology will help you set yourself apart and attract new business.

In the past year, 32% of agents have been directly involved with buying or selling property with green or eco-friendly features. Learning about these features, their desirability and how they work will prepare you to market these types of properties more effectively. You will also be able to help homeowners decide what kind of upgrades or features will improve their home’s performance and how it could impact their resale value. In short, it will position you as a trusted advisor about all things green within your sphere of influence. If you’re looking to increase your transaction volume this year by relating to the increasingly environmentally conscious consumer, and you’re interested in helping to create a more sustainable world, register for the Green Designation course on green.realtor. To track NAR’s progress in our overall Sustainability and Resilience Plan, check out the new ESG+R Report on nar.realtor. RE Jennifer Rzeszewski is the vice president of Member Development and the executive director of the Center for REALTOR® Development (CRD), NAR’s home for exceptional education. Learn more about CRD at crd.realtor.

Yes, our culture does make a difference.

You’ll never feel alone when you are with Weichert®. We believe a

positive, encouraging environment is key to success. You’ll be plugged into a skilled team who wants to see you succeed and motivate you to be your best. You’ll be recognized for your achievements with annual awards. You’ll get up-to-date information, weekly webinars, in-person workshops, and Weichert University support to help you grow. Don’t settle for good enough. Go for great. Give your local Weichert office a call today or visit jobs.Weichert.com Each Weichert® franchised office is independently owned and operated. ©2021 Weichert Real Estate Affiliates, Inc. Weichert is a federally registered trademark owned by Weichert Co. All other trademarks are the property of their respective owners.

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Learn more to earn more Join the exclusive real estate member program educating the industry’s best real estate professionals. McKissock’s CE PLUS Membership helps you grow your business, boost your sales and elevate your skills. The Unlimited Learning Membership includes: Continuing education. Access top-rated courses to complete all of your requirements. Unlimited resources. Access to unlimited professional development courses, created by expert real estate pros. Free webinars. Monthly Pro Series webinars packed with hot topics, insider tips and expert advice.

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POWER BROKER PERSPECTIVES to handle, but for the ones willing to sacrifice, work hard and keep a positive attitude and communication style, they thrived.

How to ‘Bring Joy’ to Agents by Keith Loria

ark McDonough was working in marketing and advertising at a large, privately held agency in Dallas when he decided to search for a career where he could have more impact on the overall success of the business. At the time, his in-laws—David and Dana Winans—realized they needed someone who could help grow their real estate brokerage to the next level. A dozen years later, McDonough now serves as president of Better Homes and Gardens Real Estate (BHGRE) Winans, and he couldn’t be happier with how far the firm has come and where it’s headed. How is the Dallas/Fort Worth (DFW) Metroplex market faring in these intense times? Mark McDonough: Our market was very strong in 2021. At times, it felt too strong—agents were working harder than ever and dealing with circumstances and frustrations they had never dealt with before. For many agents in the industry, the past two years were just too much for them

What’s the secret to strong retention in these unique times, and how do you entice new agents to come onboard? MM: Recruiting and retaining is all about having a strong value proposition that the company’s leadership, staff and agents all believe in and help build. At BHGRE Winans, we believe we exist to help our agents. When you wake up every morning and go to work thinking about what you can do to help an agent sell one more home than they did last month, you end up creating a culture of retention. You also end up with an agent base that is actively looking to bring more of their peers into the company.

“Lots of companies wouldn’t be okay being a secret when it comes to agent happiness, but for us, it’s part of the magic.” -Mark McDonough, President, BHGRE Winans

Why are agents attracted to BHGRE Winans? MM: Without a doubt, it is our culture that helps us stand out from the rest of the competition in DFW. We’ve been told, on multiple occasions, by agents who joined us that we are the best kept secret in DFW real estate, and we love that. Lots of companies wouldn’t be okay being a secret when it comes to agent happiness, but for us, it’s part of the magic. They know that we don’t

VITALS:

BHGRE Winans Years in business: 38 Size: 200 agents, 8 offices Regions Served: Dallas/Fort Worth Metroplex and Texoma area of North Texas and Southern Oklahoma 2021 Sales Volume: $682,222,875 2021 Transactions: 1,818 accept everyone and that they are surrounded by other agents who do business the right way…who are far more successful than most agents they are competing with. How do you ensure that your agents stay happy? MM: Our job is to bring joy to the agents. Culturally, we want to spend time with them and get to know them outside of just a business setting. Another way we can bring joy to the agents is by helping them increase their sales and, therefore, their income. When an individual is successful, they are able to focus on the things in life that make them happy. We encourage our agents to take time away from work doing what they love. How does the firm keep up with the latest technology? MM: We have a staff that is not only curious, but also loves our industry. This means that we have a team of people who are up to date on trends and technology in our space. We believe that technology is not out to get us as an industry, but rather, that it can be used to propel us forward and create a better end experience for the consumer. RE For more information, visit bebetterrealestate.com.

Power Broker Perspectives is brought to you by RISMedia’s REAL ESTATE April 2022 27

THE VOICE OF THE AAPI COMMUNITY AREAA is dedicated to promoting sustainable homeownership opportunities in the AAPI communities by creating a powerful national voice for housing and real estate professionals that ser ve this dynamic market. To find out more about AREAA visit areaa.org

/areaa

/areaanational

COACHING your team on how to generate more leads, close more sales and, ultimately, increase their income. This allows your team to sharpen their skills, and it demonstrates your commitment to their success—all while improving your bottom line. Remember, a successful team is comprised of agents who love working for you because you provide a unique level of value compared to other opportunities.

How Real Estate Team Leaders Can Gain a Competitive Edge By Buffini & Company

hile there are numerous factors that go into leading a successful real estate team, one that you absolutely must utilize is a value proposition. Identifying your value proposition and putting it into action will make your business stand out and keep your agents happy, productive and loyal. It’s an essential component in taking your team to the next level.

What Is a Value Proposition? A value proposition is a promise of value to be delivered, communicated and acknowledged. It is a statement that summarizes why a consumer (or in this case, a real estate agent) should choose your product or service. It sets you apart in a competitive market and communicates why agents should want to work for you. When creating yours, take into consideration your office culture, your leadership style and how you want your team to interact with each other and their clients. This will help cement your brand identity and allow you to determine what makes

your business special. Try answering these questions to get started: • Why should an agent want to join my team? • What do I provide? • What makes my business unique? • How can I set my team apart from others? How to Show Agents Your Value Once you’ve defined your value proposition, you need to put it into action. One of the best ways to do this is by creating a culture of growth and development. Offer proven and effective training programs that educate

Be Selective and Consistent Ensure that the training you provide is relevant and select the right program for whatever stage in their career your agents are in. For example, if the agents on your team are newly licensed, you’ll want a real estate training program for new agents to master the fundamentals. It’s also vital that you offer training courses consistently. Training shouldn’t just be a one-and-done thing. Create a training schedule and commit to it, whether it be once a month, once a quarter or once a year. When going through a training program, aim to bring everyone together, even if it’s remotely, to discuss the content. This opens the door for bouncing around ideas or addressing any areas of confusion. Plus, it makes them more likely to retain everything they learn. Proving to your team that you care about their professional growth by continually offering valuable training will build agent loyalty. To build and retain a winning team, you’ve got to figure out what makes you different from the competition. A solid value proposition will elevate your team and take your business to new heights. To help make leading your team to success even easier, check out this free real estate training development calendar (www.buffiniandcompany.com/training-calendar). It guides you on exactly when to lead training throughout the year and what to focus on each quarter. RE To learn more, please visit https://buffiniandcompany.com. RISMedia’s REAL ESTATE April 2022 29

COACHING ing a full pipeline of listing and buyer leads. When you incorporate my exclusive GoldMine Pipeline™ System, they’ll have more leads and be able to monetize the value of those leads. This system creates a backlog of future business, and when you give this to your agents, they can double or triple their income in one year.

4 Strategies to Help Agents Launch Their Career By Sherri Johnson

very new real estate agent wants to create immediate success in launching their career. Your partnership with them includes assisting them to achieve this success quickly and effectively. And while not every agent is ready to launch, once you identify those who need to make money quickly and have the drive, passion and business plan to jump in immediately, it’s time to lead them into their first month of success, which can and should include at least one new listing and sale. What role do you personally play in getting your agents their first listing or sale within their first 30 days? Are you making an impact or watching them launch their business? Act by implementing these four strategies to help launch your new agents and create the momentum that will keep them going.

Start before they’re ready. The single best thing you can do for your agents is get them busy. They need to get in front of people and start going on appointments. They also need to be doing “Level 10” activities, not busy work.

30 April 2022 RISMedia’s REAL ESTATE

Build their confidence. The best part of coaching is building up the confidence of your new agents to show them that they can and will be successful. Speak to them with confidence and teach them how to be confident in their daily sales activities. Your encouragement and confidence in them will bring out their own confidence.

Implement your new agents into my exclusive GoldMine Pipeline™ System and Strategy. To create immediate results and build consistent and predictable income, your new agents need to start build-

The best part of coaching is building up the confidence of your new agents to show them that they can and will be successful.

Create daily habits for success. Your new agents need to have successful daily habits that will create successful results. New agents often get lost in busy work and don’t create successful daily habits. Help them create a daily routine of action items that lead to listing and showing appointments. Setting new agents up for success is your No. 1 priority for building confidence and creating income for both your agents and your office. Success breeds more success, and you will see that it is very contagious. You’ll be creating rockstar agents who will be contributing new listings, sales and revenue—and they’ll attribute their success to you. RE Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. Johnson offers individual and group real estate coaching, and is a preferred coach for multiple national brokerages. She consults and speaks for many leading organizations, including RISMedia, NAR, McKissock Learning and Homes.com.

COACHING this car. What are they committed to? What is their final destination? What do they hope to end up with when all is said and done? Knowing the answers to these questions will open the door to talk about what’s getting in the way of reaching that destination.

The Importance of Checking Your Emotions at the Door By Darryl Davis

s real estate coaches to our clients, that often means leaving our emotions out of the situation, especially when sellers are making unreasonable demands regarding pricing or repairs (or both). This can leave an agent feeling emotionally drained and exhausted, which can ultimately affect how we handle a situation. What Are They Really Committed To? Sellers might be making unreasonable requests because they aren’t actually committed to selling, which results in them sabotaging their own listing. Their commitment might be to getting a high price, not to moving. Clear the Fog When you start getting emotionally involved, you lose your objectivity, which is one of the most important things we bring to the table for our clients. Imagine that you’re driving down the road and the weather takes a turn, and you find yourself in a thick fog. What you wouldn’t do in that situation is speed up, right? That’s

dangerous. You can’t see the turns ahead, oncoming traffic or danger in the path. So, what do you do? Slow down. Take your time. Proceed with caution. Now imagine that the foggy road is the home-selling process. Your sellers are slowing down because they’re unsure about what lies ahead, and it’s your job to lift that fog. You can’t do that when you’re “sitting in the car” with them emotionally. It’s your job to objectively present their options, not make the decisions for them. When they can clearly see the options in front of them, they can decide on what road to take. How to Start Clearing the Fog First, figure out why they’re even in

When you start getting emotionally involved, you lose your objectivity, which is one of the most important things we bring to the table for our clients. Some might argue against taking on clients who are only committed to price, but I think taking these listings can sometimes work in your favor, so long as you aren’t more committed to selling their home than they are. When an agent becomes more committed to selling the home and moving, they’re too emotionally involved with the listing and the result, which will quickly suck the joy out of their day. Give it some thought, clear the fog, and remember, we’re here to help. RE Darryl Davis has trained and coached more than 100,000 agents globally. He is a bestselling author of “How to Become a Power Agent® in Real Estate,” which tops Amazon’s charts for most-sold book to real estate agents. Davis hosts a weekly webinar to help agents succeed in changing times. Visit www.DarrylSpeaks. com/Online-Training.

RISMedia’s REAL ESTATE April 2022 31

COACHING with family and actually live a little. Start by blocking out your personal time first, what Dr. Stephen Covey calls your “big rocks,” in “The 7 Habits of Highly Effective People.”

Are You a ‘Time Warrior’ or a ‘Time Worrier’? By Terri Murphy

oes it seem like some people get more done in less time than you? Do you find yourself working long hours, sacrificing personal time and feeling exhausted—yet something always seems to get in the way of getting everything done? When that happens, you probably say, “I ran out of time,” or maybe even, “I just don’t have the time to accomplish what I want.” If this resonates with you, you’re not alone. As entrepreneurs, we are free to schedule our own time and activities, and that’s where we can fall short. According to Steve Chandler, author of “Time Warrior,” our mindset defaults to reacting instead of focusing on productive and profitable activities. He states that when you embrace the “time warrior” mindset, you can look at your day with intention, identify the time wasters and say “no” to the time stealers, whereas being a “time worrier” stresses you out because you can never seem to get anything done. Is there really a way to get a grip on your time and life? According to 32 April 2022 RISMedia’s REAL ESTATE

Chandler, the answer is a resounding yes. Implement these tips to develop your warrior mindset: • Every single thing happens in the now. Notice what you are focusing on right now. Are you projecting into the future or lamenting about what didn’t get done in the past? If so, the solution is time-blocking. By setting a timer for 15 minutes and allowing nothing to get in your way of completing the task at hand, you’ll make progress. • Get a handle on your week by identifying the dates and times that are non-negotiable. Block out from 7:00 p.m. until the following morning at 7:00 a.m. on your calendar. You will become more productive when you get some rest, spend time

As entrepreneurs, we are free to schedule our own time and activities, and that’s where we can fall short. • When you block out moneymaking time slots, the magic begins to happen. Block out as little as one hour every day to prospect. Think of prospecting as a consistent plan to nurture and generate prospects who are in need of your services. Schedule time to reach out to your MVPs along with a monthly contact to your past clients. • If you have trouble blocking an entire hour, start with 15-minute increments. This is where the time warrior mindset kicks in. Let nothing interrupt you during that blocked time. Breaking your concentration to answer a “quick question” will cost you almost 24 minutes to get your brain back to what you were doing. For a free Daily Success Habits form, email Terri@TerriMurphy.com. RE Terri Murphy is a communication engagement specialist, author, TED Talk speaker, consultant and master coach with Workman Success Systems. She is the author of five books and the founder of the Women’s Wisdom Network on Facebook. For more information, email Terri@TerriMurphy.com.

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Register Now and Save! RISMedia’s 33rd Annual CEO & Leadership Exchange Sept. 6 - 8, 2022 Mayflower Hotel | Washington, D.C. Hundreds of the most powerful residential real estate decision makers, representing virtually every major real estate brand and business model, will gather at the historic Mayflower Hotel in Washington, D.C. You won’t want to miss it!

COACHING tate before accepting an offer with your client, so always prepare and anticipate any pushback.

Manage the inspection. Connect with a local home inspector you trust, whose experience and expertise will identify every red flag during a home inspection. Attend the inspection so that you’re aware of the property’s condition and, if necessary, ask for any price reductions or concessions from the property seller.

8 Things Your Real Estate Clients Expect From You By the Experts at McKissock Learning

ithout accounting for your real estate clients’ common needs and expectations, you might be underperforming and risk losing their business. Here are eight things your real estate clients are expecting from you as their real estate professional:

Be available. Make yourself available to your clients as often as possible. Even if you cannot answer right away, set up an automatic response letting them know you’ve received their message. We all want to be heard, and no one wants to sit around all day waiting for a response.

Be educated on the market. Your client will look to you as the expert on their target market. Conduct thorough research of the area and read over any market reports prior to meeting them. This will guide your property search within the bounds of their budget and home-buying goals.

Help with lending pre-approval. The home-buying experience can be stressful, especially for new clients. To help make the pro-

cess as seamless as possible, connect your client with a lender and secure mortgage pre-approval before flipping through hundreds of listings. This can provide a more accurate perspective of your client’s budget.

Have a defined marketing plan. Selling a property is no easy task, which is why your client has entrusted you to help them. Be prepared to pitch your best marketing plan to sell their property upon your initial meetings. It might be a red flag to your client if you’re not well-versed in the tools and strategies that help sell homes.

Handle negotiations. Your negotiation skills are paramount when closing deals for your clients. Buyers or sellers will sometimes hesi-

Make yourself available to your clients as often as possible.

Make closing day easy. Ensure that all relevant documents are completed and signed, all monetary transactions are completed, and all keys and deeds are turned over to the rightful owner. And don’t forget to congratulate and thank them for their business.

Recommend vendors. Solidify your client relationship by being there for them now and in the future. Offer to connect them with your trusted vendors for ongoing maintenance and home-care services. Not only will your client appreciate this gesture, they’ll also be more inclined to recommend you to their family and friends. RE

As part of the Colibri Real Estate family of premier education brands, McKissock Learning helps hundreds of thousands of real estate professionals each year achieve sustainable success throughout each stage of their career via continuing education and professional development courses. RISMedia’s REAL ESTATE April 2022 35

BUSINESS BUILDERS “They don’t teach you how to find the lead, how to talk to a lead, how to convert a lead or how to make that relationship for life,” he says. “We focus on those skills.”

“The model and systems we’ve been developing are finally ready to be shared at a wider scale.” AJ HAZZI Founder, Vantage West Realty

Hazzi

REW Academy: Interactive and Exclusive Education REAL ESTATE PROS COME TOGETHER TO BRING A NEW LEVEL OF COACHING TO THE INDUSTRY

By Paige Brown

organ Carey, CEO of Real Estate Webmasters, is dedicated to helping real estate professionals take their business to the next level. With a passion for finding and providing solutions, Carey recently teamed up with AJ Hazzi, founder of Vantage West Realty, to create an educational program that offers exclusive training from industry experts in a digital and interactive classroom setting.

After opening his own coaching program, The Vantage West Academy, Hazzi approached Carey to showcase some of his training sessions and webinars and get them in front of Real Estate Webmasters’ clients. Once they recognized the value these programs offered the industry, they knew that creating and launching REW Academy was the right move. “We cover all the things that a REALTOR® truly needs,” says Carey, referring to the tactical topics covered, from lead conversion to business tips to pay-per-click. “A lot of people ask, ‘why did I learn algebra in University when I’ll never use it?’ I think real estate courses can be the same way,” he adds. 36 April 2022 RISMedia’s REAL ESTATE

In addition to the value that comes from the topics covered, REW Academy is dialed into today’s digital world. Training courses, coaching programs and discussions are all done through webinars, offering an interactive way for agents to learn, ask questions and share items, ideas and files. The content can be accessed from anywhere in the world, which is perfect for a post-pandemic, digitalfocused era. “Being a digital company gives us a huge advantage because we specifically focus on technology, and technology, as we know, is the way of the future,” says Carey. “It’s the way of the now. Everything is remote, and everything is digital, so Real Estate Webmasters is uniquely poised to offer training that is specifically tailored to being online.” Hazzi, in addition to being a longtime customer of Real Estate Webmasters, is an extremely successful broker who brings over 20 years of experience to the program. With an intimate knowledge of the company’s processes and technologies, Carey believes it was a logical fit that the two work together to teach their students how to get the most out of their products and services. “The model and systems we’ve been developing are finally ready to be shared at a wider scale. This industry provides so much opportunity, and it’s unfortunate that so few will realize the true promise of this amazing business,” says Hazzi. “We’ve proven that it’s possible to sell a huge volume of real estate and still have an amazing quality of life. It just comes down to systems and leverage.” Heading into year two of REW Academy, both Carey and Hazzi have seen success come from the program. “We’re finding case studies where our customers are leaning in, getting the leads, applying AJ’s teachings and ultimately finding great success,” says Carey. “Who are you going to learn business from the first time you’re ever doing it? Having a coach is massively important for team leaders, brokers and agents,” concludes Carey. “Our webinar sessions, downloads and other technical components are great, but the best thing about the academy is what we focus on, and the content that truly matters.” RE For more information, please visit www.realestatewebmasters.com.

BUSINESS BUILDERS

Schmidt

Guiding Clients Through the Post-Transaction Journey and Beyond MOVEEASY HELPS SCHMIDT FAMILY OF COMPANIES REAL ESTATE BROKERAGE CONNECT ALL THE DOTS

By Paige Tepping

ike Schmidt got his real estate license when he was just 18 years old. Today, he’s president of Traverse City, Michigan-based Schmidt Family of Companies—a fifth-generation brokerage firm initially founded as H.F. Schmidt Real Estate in 1927 by his great-grandfather, Harold F. Schmidt, before joining the Coldwell Banker Corporation as a franchisee in 1983.

The parent company to its full-service real estate brokerage firms, Schmidt Family of Companies has grown into a network of 90-plus offices in Michigan, northeast Ohio, both coasts of Florida and the U.S. Virgin Islands of St. Croix, St. Thomas and St. John. “I’ve been around the business my whole life,” says Schmidt, who explains that no matter the market, buyers always have the same questions. And they’re always looking for recommendations as far as the best landscaper, roofer, pool guy, fence installer, etc., to turn their house into a home. This makes it paramount that real estate professionals foster relationships with vendors they know, like and trust who will go above and beyond to ensure that

their clients are well taken care of. “REALTORS® have always been the best resource when it comes to connecting the consumer to the people associated with the moving process and home maintenance needs for the lifetime of the home itself,” explains Schmidt. In today’s market especially, where homes are moving faster than ever, it’s mission critical that real estate professionals be able to connect the dots. And thanks to a recent partnership with MoveEasy, a comprehensive post-transaction concierge moving and home-management platform, Schmidt and his team are providing their brokers and agents a personalized custom app—branded as HomeHub Powered By ThisIsOurList.com—and their buyer and seller clients the best moving experience possible. “We get pitched products all the time,” notes Schmidt, “but MoveEasy was the one that provided the most value, so we chose to utilize their white-labeling capabilities to custom-brand our offering as HomeHub Powered By ThisIsOurList.com. This adds to our value proposition for the REALTOR® and the brokerage, but more importantly, it adds exceptional value to the customer.” Part of that value is found in the level of automation built into the platform, which, according to Schmidt, is one of the biggest benefits associated with offering clients the complementary moving concierge services together with the home-maintenance service providers for one’s entire lifetime and real estate journey. “Automating the entire process for the consumer, HomeHub Powered By ThisIsOurList.com makes it easy for them to set up the utilities in their new home, initiate a mail transfer and everything in between,” says Schmidt. But it doesn’t end there. In fact, HomeHub’s powerful concierge tool provided by MoveEasy offers access to a complete list of services including moving, car shipping, home security, TV/internet, home professionals, contractors, utilities, checklists and more. Easing the stress associated with the moving process, Schmidt goes on to explain that time savings is another benefit that can’t be overlooked. “Everything is happening faster today, and the fact that HomeHub Powered By ThisIsOurList.com takes the hassle out of the process, is a real gift to the consumer.” Drilling down further, preferred vendors are only a click away, making it easy to engage and retain clients in today’s competitive market. “Our REALTORS® are the ones who have those relationships, so it’s critical that we work together to get those vendor partnerships in place,” explains Schmidt. “HomeHub Powered By ThisIsOurList.com stays with the client throughout their post-transaction journey and beyond, so its value continues to grow as they settle into the home and make it their own,” concludes Schmidt. RE For more information, please visit www.moveeasy.com. RISMedia’s REAL ESTATE April 2022 37

BUSINESS BUILDERS platform,” says Palumbo. “It helps make me, the REALTOR®, the central focus in the transaction.” Because real estate professionals are often forced to use multiple tools from multiple vendors, Palumbo instantly bonded with the 1REport platform due to the fact that it puts everything she needs to do her job in one place.

“1REport works better than any other platform I’ve seen. Not only is it easier to update, but it’s also easy on the eyes.” SARAH PALUMBO REALTOR®, RE/M AX Edge

Palumbo

Seizing Opportunities in a Competitive Market SHELTERZOOM’S 1REPORT POSITIONS REAL ESTATE PROFESSIONALS AT THE CENTER OF THE PROCESS

By John Voket

ometimes, in the world of real estate, the door to greater success is opened not by what you know, but by who you know. Such was the case when Staten Island, New York, REALTOR® Sarah Palumbo of RE/MAX Edge heard about a suite of digital marketing tools from ShelterZoom after representing the buyer for a home listed by Staten Island broker, and ShelterZoom Co-Founder, Allen Alishahi. Called 1REport, she saw how the platform solved multiple pain points in one. After working with Alishahi, Palumbo jumped at the chance to become part of the rapidly growing group of ShelterZoom users, successfully tapping into the company’s 1REport platform. Offering lead generation, cultivation and expansion capabilities, a vast array of marketing tools and highly secure contract management features, Palumbo points to 1REport as a “one-stop shop” for almost everything a REALTOR® needs to succeed. “All the tools are there, and 1REport makes integrating those features seamless and very user-friendly across the 38 April 2022 RISMedia’s REAL ESTATE

“With everything at my fingertips, it helps me stay in control of the deal and all the details,” says Palumbo. “It’s a place where the entire transaction lives, from lead generation all the way through final contracts,” she adds. “Once a lead comes in, we’re able to capture it right away and engage the lead through the platform with an immediate greeting so that my sellers never miss an opportunity.” The process begins with a QR code feature that lets agents claim this piece of digital “real estate” so that they own the leads that come through their portal. While most other QR providers collect and store the contact information of leads so they can later sell them to other agents, Palumbo likes that ShelterZoom’s QR code will only send the information to her as the owner of the QR code. Every QR code comes with a URL that directs people to the same 1REport so agents can share the link in an email, text message, Tweet, newsletter or other online communication when a QR code isn’t needed. Agents even have the option of sharing the QR code publicly or privately. For marketing and assisting clients with luxury listings, Palumbo is able to pile on with selling points that will help net the client more money, since 1REport provides the tech landscape to put it all out there for qualified buyers. She explains one of her first moments realizing the power of 1REport by saying, “I had a lead come in from someone who scanned the QR code, and I was instantly able to make contact with her, talk about what she was looking for and set up a showing right on the spot. Once they are in the system, I can attach other listings they might be interested in as well as my personal 1REport, all personally branded.” Palumbo also enjoys the privacy and security that comes through the platform’s blockchain technology. “I see this as the future of real estate,” concludes Palumbo. “Everything is going to be so much more private and secure. 1REport works better than any other platform I’ve seen. Not only is it easier to update, but it’s also easy on the eyes.” RE For more information, please visit https://shelterzoom.com.

Education Built for Growth The CE Shop offers all the regulatory coursework you need to bolster your real estate, mortgage, or home inspector business. To learn more about our professional education offerings, visit TheCEShop.com/RIS-Media.

COVER STORY

INDEPENDENT, TOGETHER

Why Leading Real Estate Companies of the World® members enjoy the best of both worlds By RISMedia Staff From L to R: Executive Vice President of Global Operations Chris Dietz, Executive Vice President of Member Services Kate Reisinger and President & CEO Paul Boomsma Photo by AJ Canaria, MoxiWorks

40 April 2022 RISMedia’s REAL ESTATE

COVER STORY

hen Justin Comeau, president of M IMMOBILIER in Montreal, Quebec, Canada, needs a sounding board, he knows he can reach out to fellow broker Alan Mason at TrilliumWest Real Estate Brokerage in Guelph, Ontario, Canada.

Comeau notes that Mason has been helpful to him since first joining Leading Real Estate Companies of the World® (LeadingRE). “We feel that TrilliumWest is very similar to M in many ways, but is also quite complementary in others. Alan’s insight has, in some cases, been helpful in pushing us to explore opportunities tied to our existing strengths, and in others, has pushed us to take a deeper look into areas worth developing. For example, TrilliumWest’s newagent training initiatives have been helpful while we continue to shape our own,” he says. Both companies are independent firms—and both are members of LeadingRE, along with 550 other companies in 70 countries around the world who are “independent, together.” As new business models come and go, and new brands emerge, the independent model remains a dominant player in the industry. The benefits of being independent are clear. Independence offers agility, the ability to respond to local market conditions, the power of building your own brand and the freedom to set your own agenda—but it can also be isolating and limiting when it comes to building your own resources. By collaborating with LeadingRE, a growing number of quality-focused independents augment their inherent strength in the local market through membership in this invitation-only global community. In fact, last year, 35 firms joined the network from 16 different countries, from Dubai to Tokyo. The network is on track to exceed those

numbers this year, with 10 firms already joining the ranks of LeadingRE so far in 2022. “We are a community for real estate companies, by real estate companies. We are broker-owned and broker-led, and our sole focus is to up-level independent brokerages,” says LeadingRE President & CEO Paul Boomsma. “No other network or organization provides the combination of resources that we do, within such a flexible membership framework.” WHY INDEPENDENT? WHY LEADINGRE? For many brokers, being independent is the only way to go, and when paired with the resources and relationships of LeadingRE, they enjoy the best of both worlds. Ashton Gustafson, broker/owner of AG Real Estate & Associates in the greater Waco, Texas, area, puts it this way: “The value of being independent is control—of one’s brand, one’s decisions and how you market. We have our thumb on the marketplace for the benefit of our customers and our agents. But we also see the value of masterminding with other people in the game who are battling the same battles each day, and that is why we did everything we could to be a part of the LeadingRE family,” he says. This sentiment is shared by members worldwide: “Our independence means that we can still use our uniqueness and specific approach to the real estate business in Montenegro, while LeadingRE membership gives us the opportunity to acquire new skills and

Member success is celebrated each year at the Global Symposium.

“We are a community for real estate companies, by real estate companies. Our sole focus is to uplevel independent brokerages.” - Paul Boomsma President & CEO, LeadingRE knowledge and connect with colleagues from all around the world,” says Jelena Damjanovic, broker/ owner, Golden Group Ltd. The preference to be free of corporate restraints is another common theme among independents. “Being independent means there is no Big

RISMedia’s REAL ESTATE April 2022 41

COVER STORY

Members come together during the Conference Week Celebration at Wynn Las Vegas.

Brother to ask permission to open new offices or expand into new markets,” says Tom Reed, broker, Charter One Realty in Hilton Head, South Carolina. “There are no unnecessary fees for our agents. Our vision is just that— ours—so we can focus on what is most important: our clients. And through LeadingRE, we are connected to companies that are just like us; they are the best in the business in their market.” LeadingRE is intentional in fostering collaboration between its members. Network events, from its flagship Conference Week to its more intimate Global Symposium, focus on networking and idea-sharing. CEO Exchange groups provide peer-to-peer consulting, and regional webinars have provided opportunities to connect at a time when face-to-face meetings have been limited. With these relationships in place, LeadingRE members naturally turn to one another. For instance, when Kathy Schmidt, broker/owner of Schmidt Realty

42 April 2022 RISMedia’s REAL ESTATE

“Being a part of LeadingRE is like being a member of a large family where we share business back and forth, and when we do, we are confident they care for our clients like we would.” - Riezl Baker Broker, Luxury Lake Oconee Real Estate Group, Greensboro, Georgia Group Inc. in Edmonton, Canada, was working on her company’s FINTRAC (Financial Transactions and Reports Analysis Centre of Canada) report,

she needed guidance. She reached out to her friends at LeadingRE member CIR REALTY in Calgary, who promptly shared their FINTRAC policy. “In my mind, this went above and beyond what I would expect one brokerage to do for another, with nothing asked in return,” says Schmidt. “The sharing of information and ideas and support for one another as brokers and owners during the height of the pandemic have been nothing short of amazing. To have trusted colleagues in similar roles across the country and around the world who are willing to collaborate and share procedures and policies so we can all keep our businesses running smoothly is so helpful.” REFERRAL NETWORK IN ACTION The collaboration among members is, perhaps, best seen through LeadingRE’s referral network, which facilitates over 30,000 referrals each

COVER STORY year. Referrals are carefully nurtured and managed, and the results are impressive, with a 73% conversion on member-to-member referrals. As Riezl Baker, broker of Luxury Lake Oconee Real Estate Group in Greensboro, Georgia, says: “Being a part of LeadingRE is like being a member of a large family where we share business back and forth, and when we do, we are confident they care for our clients like we would.” Referrals come in all price-points, but one recent referral closing reflects the potential of these opportunities. JBGoodwin, REALTORS® in Austin, Texas, sent a listing referral to Premier Estate Properties in Boca Raton, Florida, that closed for $34,700,000— one of nearly 900 $1 million-plus referrals that closed through the network in the past year. George Mouskides, broker/owner of FOX Smart Estate Agency in Cyprus, shares another perspective on why LeadingRE referrals are crucial to his business. “Referrals are a very important aspect, as one needs to close deals. Cross-border deals are usually easier and, in our case, larger in value than local transactions,” he says. Lisa Halter, broker/owner, Halter Associates Realty in Woodstock, New York, adds: “In these challenging times with low inventory, the referrals we receive and send out through LeadingRE are even more important.” LeadingRE supports the success of referrals by prioritizing education and ensuring all members have dedicated relocation staff. For cross-border referrals, LeadingRE has specialized staff who provide additional assistance and guidance, addressing differences in cultural expectations and business practices. The results say it all. Last year, LeadingRE made introductions in over 100 countries. Properties range from a boutique hotel in Thailand to a ski chalet in Switzerland—just another example of how

LeadingRE’s independent members extend their local capabilities on a global scale.

“Being independent means there is no Big Brother to ask permission to open new offices or expand into new markets. Our vision is just that—ours.” - Tom Reed Broker, Charter One Realty, Hilton Head, South Carolina

AGENT APPEAL The appeal of the independent model backed by the resources and relationships of LeadingRE is not for brokers alone. Agents are attracted to the personalized approach of local independent brokers.

Vanguard Properties (San Francisco, California) agent Selina Zhao explains why she chose to align with an independent brokerage. “Prior to joining Vanguard, I was an agent in a corporate brokerage. I came here because Vanguard is an independent firm that has been in San Franciscoarea real estate for 40 years. I love the culture and the fact that I have access to our management team, in addition to an amazing in-house team that others cannot match. Because it’s easy to get to everything I need as an agent, I can serve my clients better,” Zhao says. Often, agents with LeadingRE companies who relocate choose to align with another LeadingRE member in their new market. Arizona Best Real Estate (Scottsdale, Arizona) has six agents who joined the firm from other member companies. O’Neal Real Estate (Fort Smith, Arkansas) has three agents who came from other member firms—and these are not isolated examples. Agents affiliated with LeadingRE companies experience the value of being with a local independent brokerage, with the bonus of global presence and a strong network, as well as ad-

Recognizing new members in Dubai, UAE.

RISMedia’s REAL ESTATE April 2022 43

COVER STORY

“The sharing of information and ideas and support for one another as brokers and owners during the height of the pandemic have been nothing short of amazing.” Twenty-eight nationalities were represented at the annual Global Symposium.

ditional tools for marketing, technology and education designed to support their success. Among the most popular resources are Luxury Portfolio International®, a comprehensive program for affluent properties; RELO Direct® for corporate relocation; Testimonial Tree for consumer reviews; and LeadingRE Institute, an award-winning online learning platform that offers concise modules focused on skills, productivity and professional satisfaction. “Our member brokers prioritize the success of their agents, and our goal is to support them in making their agents’ lives a little easier and, ultimately, generating more sales by providing market-responsive tools, ongoing support and industry knowledge at the national and international level,” Boomsma says. “All of this translates to happier consumers and better business.” PEOPLE FIRST While having easy access to quality resources and referrals is vital, it all comes back to the people, and this focus begins at the brokerage level and the leadership within the independent firms that comprise LeadingRE. Merit McIntyre, broker of Advisors Living in Boston, Massachusetts, who previously presided over a

44 April 2022 RISMedia’s REAL ESTATE

4,000-agent franchise company, finds it incredibly refreshing to operate as an independent. “We don’t recruit unless someone would enhance the culture of our firm. I’m only going to hire excellent people, and when you do, every call you return is a joy. We’re hand-picking people to run our branches, and our administrators are talented, excellent human beings. When you put people first, the rest follows,” McIntyre says. LeadingRE mirrors this people-first approach, cultivating personal rela-

- Kathy Schmidt Broker/Owner, Schmidt Realty Group Inc., Edmonton, Canada tionships across the world. Boomsma says, “The world of real estate is everevolving—and we help our members stay on top by fostering a community of like-minded individuals and encouraging the flow of skills, ideas and knowledge. These relationships take our strong, local independent member leaders to the next level, creating a value proposition that is uniquely LeadingRE.” RE For more information, please visit leadingre.com.

Compelling presentations from brokers are a mainstay of network events.

2022

REAL ESTATE’S WILD RIDE By Maria Patterson

hile the numbers tell the story of a historically productive year in real estate, the sentiment among Power Brokers paints the picture of a market on edge. Coming off the high—and the stress—of a pandemic-induced, inventory-challenged buying frenzy, respondents to RISMedia’s 2022 Power Broker Survey are left wondering what exactly will transpire next.

Although the pandemic, as of press time, was finally abating and employment numbers started ticking back up, uncertainties over inflation, rising interest rates and the long-term effects

46 April 2022 RISMedia’s REAL ESTATE

of the war in Ukraine have this year’s Power Brokers concerned. Last year, more than 50% of Power Brokers reported their market as “booming.” This year, that dropped to 39%, but

more tellingly, “booming” was closely followed by “challenged” at 32%, compared to just 17% of respondents who described their markets as such this time last year. Despite the current trepidation about what lies ahead for the remainder of 2022, the production results for 2021 reflect the unprecedented nature of last year’s market. The Top 1,000 respondents to this year’s Power Broker Survey report a collective $2,217,784,527,221 in sales volume for 2021, representing

$2,217,784,527,221

619,638

4,784,412

11,366

TOTAL SALES VOLUME

TOTAL TRANSACTIONS

AGENTS

OFFICES

Find updated Power Broker results and rankings at rismedia.com. 4,784,412 transactions. Not only does this mark a significant increase over 2020’s numbers, it clearly depicts the strain on last year’s market. While total sales volume increased by more than $530 billion, transactions increased by slightly more than 520,000. The cause of the discrepancy is obvious when comparing the year-over-year average sales price: $394,043 in 2020 vs. $463,543 in 2021. With not enough supply to meet demand, home-sale prices rose to new heights. THE INVENTORY SHORTAGE: PROBLEM OR SEMANTICS? If there’s one thing Power Brokers continue to agree upon, it’s that there simply aren’t enough homes to go around. For the fifth year in a row, respondents flagged a lack of inventory as their top challenge, chosen by 79% of Power Brokers in this year’s report—less than the 84% in 2021, but notably higher than 2020’s 68%. “Continued delays in the natural progression of sellers to the market, along with decade-long underbuilding, leaves our markets struggling to meet the demands of population growth and economic developments,” says Dereck Fritz, vice president of Berkshire Hathaway HomeServices Homesale Realty in Pennsylvania. Yet with more than 6 million home sales in 2021, it’s still hard to say there’s a shortage. As RE/MAX CEO Nick Bailey said during the RE/MAX R4 Conference in March, it’s not a question of too little inventory, but rather, who has it.

“If we had an inventory problem, you wouldn’t have been able to sell 6.12 million homes,” Bailey told attendees at the event’s opening session. “The inventory was there—the problem was it flew off the shelves in record time. Inventory’s not the problem, it’s who gets it and the timeline in getting it off the shelf. Inventory is only low when it’s not yours.”

“Buyers continue to be frustrated by the lack of inventory and difficulty in securing a contract. Their inability to get under contract in 2021 will continue to drive sales in 2022.” - Jean Rawls Principal, Keller Williams Realty The Rawls Group, Georgia With that in mind, Power Brokers are becoming more competitive and creative in their strategies to secure listings. “The average amount of equity currently in the hands of each homeowner is at an all-time high,” says Jake Piller, broker/owner of Weichert, REALTORS® Heartland in Minnesota. “We are striving to focus on this number and get the word out to each potential seller, or those on the fence, so they know the reality of

the market right now. It is a great time to cash in on the equity and take advantage of what are still low interest rates.” Power Brokers don’t expect the supply and demand imbalance to correct itself anytime soon. “Buyer demand remains high, however, very low inventory across all price points is expected to continue,” says Shawn Schmidt, vice president of Park Co. REALTORS® in North Dakota. “Affordability is a concern as inflation outpaces individual earnings and mortgage rates increase while home prices remain high due to demand. Supply chain issues continue to add to new-home prices [and] homes [take] increased time to complete.” MOVING PAST THE PANDEMIC, DEALING WITH THE AFTERMATH Along with most of the world, Power Brokers seem to have put COVID-19 and its effects on the housing market behind them (although news of a “deltacron” variant surfaced at press time), with just 1% reporting pandemic concerns as a challenge to current business. That said, the ripple effect of the pandemic will continue to be felt for some time. “I believe the impact of the pandemic and the isolation of agents will have a negative impact on the traditional brokerages,” says Michael Killmer, broker/owner of CENTURY 21 North Homes Realty, Inc. in Washington state. “The economic concerns about inflation could stall the real estate market and make affordability out of reach with a rise in interest rates.”

RISMedia’s REAL ESTATE April 2022 47

For many Power Brokers, such challenges are a call to arms. As Trent Barney, CEO of Keller Williams Signature Partners in Kansas, explains, “The economy will continue to see the effects of the pandemic, political policy and cultural unrest for many years. Every business will have to lean into its systems and culture to bring in positive growth. There will be a shift in marketshare negatively impacting the average agent across the country. Every market has an opportunity. It will be our opportunity to shift our business model to adapt to the everchanging industry and current environment. By focusing on relationships with our people, education, training, lead flow to agents and providing additional services, we will be able to enhance the agent experience and grow through 2022.” Barney echoes the sentiment of most Power Brokers—to get innovative and take a hands-on approach to the challenges at hand. Jemila Winsey, broker/owner of ERA Legacy Living in Texas, exemplifies that spirit. “The continued pandemic, economic concerns, social unrest, etc., present an unprecedented set of challenges to all industries, no doubt; however, from my purview, I see an opportunity to grow and reinvent ourselves as brokers and owners,” she says. “We have had to roll our

48 April 2022 RISMedia’s REAL ESTATE

“Low inventory, rising interest rates and consumer uncertainty will apply a drag on 2022, resulting in 10%-plus lower sales numbers than 2021.” - Joe Miller Broker/Owner, Old Colony, REALTORS®, West Virginia sleeves up to provide new tools and support that make our agents stand out as subject-matter experts. The glass is half-full from where we sit.” A POSITIVEBUT MURKY OUTLOOK With so many variables affecting the current market—from economic concerns to geopolitical issues—the outlook for the remainder of 2022 remains murky, despite continued healthy demand from buyers. Like most Power Brokers in this year’s survey, Patrick Conner, president of California’s London Properties, is grappling with a double-edged sword.

“Inflation, we believe, will push people (homeowners, investors and businesses) into hard assets like real estate,” he says. “This is a positive, but leads to other issues like inventory crisis and rising sales prices. Inventory is a major concern—we see this continuing, especially as interest rates move up and the ‘golden cuffs’ of ‘rate-lock’ tighten. Interest rates [are] a moving target that will, at a minimum, cause our market to pause by the third quarter.” Power Brokers also see much opportunity in the year ahead, especially from consumers who put off their home-buying and -selling plans among the uncertainties of the past two years. This group represents the No. 1 opportunity for growth in 2022, according to 30% of respondents. “Price appreciation, lack of inventory and rising interest rates have caused some local buyers to put their purchase on hold for now so that they don’t have to compete with other buyers,” says Suzanne Lail, relocation director for Cottingham Chalk & Associates, Inc. in North Carolina. “However, Charlotte is thriving with relocating individuals and families, which is good for real estate and the overall economy.” But many Power Brokers fear that inflation’s impact on consumer confidence will keep them on the sidelines. “Inflation coupled with unpredictable interest rates will create hesitancy among buyers and sellers,” says Grattan Donahoe, broker/owner of ERA Donahoe Realty in California. Power Brokers are also concerned about the challenging conditions for another critical consumer group: firsttime homebuyers. “Institutional buyers are beating out all first-time homebuyers,” says Ric Devore, broker/owner of Ohio’s e-Merge Real Estate. “This is a trend that started in late 2010 but took off in the pandemic. This will hurt the housing market for years to come if not solved.”

Other Power Brokers feel that the various pressures in today’s market will be a boon for real estate in 2022. “While we are always cognizant of external social, political and economic events that may affect the markets in which we operate, we are bullish on the 2022 real estate market, even after the remarkable sales records we achieved in 2021,” says Salvatore Troia, CFO of New York City-based Douglas Elliman Realty. “Douglas Elliman is experiencing incredibly high demand coupled with low inventory, pushing prices northward. In addition, increased mortgage rates are driving buyers into the market before they go up again, making the start of 2022 a robust sales season with no signs of slowing.” Succeeding in the year ahead will involve a creative mindset, a renewed focus on agents and increased emotional intelligence, explains Andrea Larson, brand manager for Arizona’s North&Co. “Over the last year, our brokerage faced immense change and disruption; through it all, we found success in evolving, staying agile and strategically pivoting each step of the

“Our market is contending with the effects of a short supply of homes for sale, building materials and labor, while interest rates are on the rise. Our home prices continue to climb, and eventually, we will be viewed as ‘too expensive’ to companies planning to move operations to our state. This is something that has caused the boom, but will also cause a correction.” - Tyler Lein General Manager, RE/MAX Excalibur, Arizona

way,” she says. “Our core focus on our people and professionals is the constant that gives us a hopeful outlook on 2022. As the market shifts and inventory levels remain low, IQ/ EQ and creative tactics to find inventory and help clients win are at the forefront of our real estate coaching. With the concerns and variability that the national economy experienced in 2021, we are committed to the fi-

nancial wellness and literacy of our agents so that they and their businesses can withstand any economic outcome.” RE

Maria Patterson is RISMedia’s executive editor.

Why Compass Isn’t on the List The more than $2.2 trillion in collective 2021 sales volume reported by the Top 1,000 respondents to RISMedia’s 34th Annual Power Broker Survey is truly historic. Yet it doesn’t tell the complete tale of last year’s residential real estate market. The missing piece? Compass. While recent industry media coverage has declared Compass “the largest brokerage firm in the United States” in terms of closed sales volume for 2021, RISMedia uncovered that the firm’s reported sales data is imprecise for the purposes of the Power Broker Survey. Compass’ distinction as the largest firm was made based on its 10-K annual report, which states that the firm’s total sales volume for 2021 was $254.2B. This data would have placed Compass in the No. 1 spot on the 2022 Power Broker Report, surpassing Realogy’s more than $246B reported sales volume for 2021. However, a representative of Compass confirmed to RISMedia that its 2021 total sales volume includes commercial real estate

transactions, making the data inadmissible. For 34 years, RISMedia’s Power Broker Report & Survey has ranked firms based on closed residential sales volume and transactions only. Compass declined to provide RISMedia with its residential-only sales volume and transaction data and, therefore, could not be included. How much of Compass’ $254.2B sales volume represents commercial transactions? According to a Compass representative, it’s a “very small amount” based on the fact that only about 1% of Compass agents are responsible for commercial transactions. Could that account for its $8B advantage over Realogy? Without the reporting of Compass’ exact residential sales volume, we’re unable to officially say. What we can say is that the more than $500B increase in collective sales volume over 2020 is not as high as it should be without Compass’ data. RISMedia’s REAL ESTATE April 2022 49

THE 2022 POWER BROKER OUTLOOK The Top 1,000 Power Brokers weigh in on market conditions and strategies for 2022.*

MARKET CONDITIONS

YEAROVERYEAR INSIGHTS:

Power Brokers report current market conditions as:

39%

32% 13%

Booming

Challenged

Growing

Slowing

A Potential Bubble

Balanced

THE OPPORTUNITIES

Power Brokers report their biggest opportunities for business this year as:

30%

Buyers/Sellers Who Delayed Plans in 2021

New Construction

16%

First-Time Homebuyers/Millennials

Other

12%

Relocating Buyers

iBuyers/Alternative Financing

12%

Move-Up Buyers

Investment Buyers

10%

Luxury Market

Second-Home Buyers

YEAROVERYEAR INSIGHTS:

A continued lack of consumer confidence in these uncertain times—combined with the inventory shortage keeping buyers and would-be sellers in limbo—has kept “buyers/sellers who delayed plans” as the No. 1 business opportunity in 2022, coming in a trace lower

50 April 2022 RISMedia’s REAL ESTATE

than 2021’s 31%. First-time buyers and relocating buyers also maintained the No. 2 and No. 3 ranking, although swapping spots from last year when 14% of respondents set their sights on relocation opportunities, and 13% on first-timers and millennials.

THE CHALLENGES

Power Brokers report their current challenges as:

79%

0.5%

Industry Consolidation

Housing-Related Legislation

Economic Uncertainty

Recruiting and Retention

Lack of Inventory

First-Time Homebuyer Struggles

The Impact of COVID-19

YEAROVERYEAR INSIGHTS:

Disruptors/ New Business Models

RESOURCE SPENDING

Power Brokers will invest the most in the following areas this year:

THE GROWTH PLAN

Power Brokers report the following plan for office growth in 2022:

52% Recruiting/ Retention

Training and Coaching

Marketing/ Technology Social Media

Open/acquire new oﬃces

51%

Create/increase virtual and/or mixed-use space

Lead Generation

Opening/ Creating Expanding Virtual Work Oﬃces Environments

YEAROVERYEAR INSIGHTS:

*Results based on the Top 1,000 respondents to RISMedia’s 2022 Power Broker Survey. RISMedia’s REAL ESTATE April 2022 51

Supply Demand

“Lack of inventory causing higher prices is the only big negative in our market. Rising interest rates have not yet slowed down the demand.” - KEVIN BREEN, President, Coldwell Banker Elite, Virginia

“Because of insufficient supply in 2021, we expect to see a backlog of buyers looking to purchase in 2022. Demand is particularly strong due to potentially rising interest rates.” - AMAN DARO, COO, Red Oak Realty, Northern California

“We are still experiencing critically low inventory and limited new housing being built. This has resulted in Maine single-family home prices rising 20% in the last 12 months.” - DAVA DAVIN, Owner, Portside Realty Group, Maine

“While agents are able to make decent livings in this market, the work is harder and at times very frustrating. I worry about agents’ mental health as they navigate the inventory challenge.” - MEGAN WYATT, Owner, RE/MAX Around Atlanta

“We are in a transitioning market that will take real focus on the fundamentals to thrive in 2022.” - MICHAEL PAPPAS, Broker/Owner, The Keyes Company, Illustrated Properties, Florida

52 April 2022 RISMedia’s REAL ESTATE

“Prices on just about every consumer good have been increasing at a rate that is making everyone nervous. Fear of greater recession may hamper those looking to otherwise make a stretch in purchase price.” - BILL FLEMMING, CEO, HomeSmart Connect, Illinois

POWER BROKER STRATEGIES

Real Estate Leaders Share Insights for the Year Ahead By Maria Patterson

oming off of the red-hot real estate market of 2021, Power Brokers are regrouping and preparing for what lies ahead, unpredictable as that may be. Their outlook and their approach are grounded in market realities and the proven methods that have carried their firms through many a challenge. Here, Power Brokers provide insights on the biggest issues at hand—from inventory to inflation—and the strategies they’re deploying to ensure another successful year in 2022...no matter how the next chapter unfolds.

Participants: Carol Bulman, CEO & Chairman of the Board, Jack Conway Dan Forsman, President & CEO, Berkshire Hathaway HomeServices Georgia Properties Joe Gazzo, Regional VP and Broker, Coldwell Banker Schmidt Realty Rick Haase, President, United Real Estate Felicia Hengle, President of Ohio Operations, Coldwell Banker Schmidt Realty Dan Kruse, CEO/Owner, CENTURY 21 Affiliated Teresa Overcash, Broker/Owner, Realty ONE Group Results Mike Prodehl, CEO, Coldwell Banker Real Estate Group Jessica Smith, Executive Vice President, Briggs Freeman Sotheby’s International Realty Todd Sumney, Chief Industry Officer, HomeSmart International

How have the effects of 2021 impacted business in 2022? Mike Prodehl: The events of 2021 will continue to have a moderate impact on our market. The most pressing concern continues to be the scarcity of inventory with no end in sight. Rising rates may limit the buyer pool somewhat, but hopefully they will also get some people who have postponed plans off the fence. Inflation and other economic concerns may rattle consumer confidence, but the cost to rent will continue to compel people into homeownership. The continued pandemic has had much less impact on our markets than the inventory crisis. Jessica Smith: The continued pandemic has limited our large group gatherings, but it has not limited our agents from doing their job or reaching new heights. Texas continues to draw new corporations and transferees, keeping the housing demand strong. Since a large percentage of buyers are from out of state, the inventory has and will be our biggest challenge this year.

“As a firm, we believe this is a business of action. We keep daily activities for success front and center for our agents.” - Carol Bulman CEO & Chairman of the Board, Jack Conway

Felicia Hengle: I’ve always been one to see the glass as half-full, maintaining a positive outlook as much as possible. Somehow through the pandemic, which we have all had to face in not only our personal lives but our business as well, I still believe that there is that silver lining. In the meantime, we’re all in it together, RISMedia’s REAL ESTATE April 2022 53

each having seen these business cycles before. The causes for the cycles vary widely, but the core processes of strong fiscal management are well in place, and have been for some time. Everyone speaks of expense controls, and while we obviously know how to manage that area, we are excited to continue implementing our marketshare growth strategies.

and there will always be enough business to go around. Competition and trying times are not necessarily a bad thing, but what’s most important is that we stay true to ourselves and never lose sight of why we got into the business in the first place. It’s all about relationships.

How are you planning for the possible effects of inflation and rising interest rates on the housing market? Dan Kruse: It’s clear that we’re in a rising rate environment. The big question is how high will rates get due to the pressures of inflation? As a company, we are talking about this new environment and preparing our agents for the consumer discussion. With that said, we believe that even in a rising rate environment, buyer demand will continue to be strong, and we won’t see a major disruption in our industry over the short-term. Rick Haase: We have a very robust process for developing our annual operating plan—which, of course, takes a serious and exhaustive look at sales and financial forecasting. We are fortunate to have industry and non-industry veterans alike,

54 April 2022 RISMedia’s REAL ESTATE

“Inflation and rising interest rates, especially rising interest rates, give us that ability to create urgency.” - Felicia Hengle President of Ohio Operations, Coldwell Banker Schmidt Realty

Dan Forsman: We are much more resilient than we once were after two years of pandemic and uncertainty. We now have a contingency plan that’s been on the shelf in the event that sales stall or a negative situation occurs. We’ve always done a good job of controlling our costs, and

we’re leaning heavily into what most consumers want, which is one-stop shopping. We’re doing everything we can to support core services.

Carol Bulman: We are focused on educating our agents on what’s happening in the market at all times, and with the support of our mortgage company, Conway Financial Services, we provide real-time information and tools for our agents to be prepared for any market. As always, we will face this new challenge by arming our agents with data and strategies to speak directly to their clients and show them what is really happening in the market and how it affects them. This will cause a shift in buyer demand and seller opportunity, but it will bring about a more normal balance, which might be healthy for both agents and clients alike. Felicia Hengle: I’ve always believed that there are two aspects of our business that everyone should be able to articulate. First is the ability to gain credibility in all that we do, and secondly, the ability to create urgency. Inflation and rising interest rates, especially rising interest rates, give us that ability to create urgency. Those buyers and sellers who are on the fence as to whether they should make the move or not can now see the writing on the wall…now may be that time. Unfortunately, those who sit on the side of caution may elect to stay put and ride things out. What strategies have you put in place to counter the inventory shortage? Rick Haase: The question at a macro level is not, “Will there be enough inventory?” There will be plenty of inventory, although at lower levels for sure. The proper question for us is, “How will we make sure that our brokers and agents are prepared to gain share of the market?” So we have been driving more marketing, technology and education services, including

The trick is to be one of the agents involved in those transactions, so we launched some extensive agent training specifically around creating inventory and winning listings—and the results were astounding. We taught agents many different ways to create inventory through mini comparative market analyses, neighborhood reports, neighborhood farming, video marketing, texting, social media and more.

“We believe that even in a rising rate environment, buyer demand will continue to be strong, and we won’t see a major disruption in our industry over the short-term.” - Dan Kruse CEO/Owner, CENTURY 21 Affiliated

accelerating the advancement of our cloud-based productivity platform. In transitioning markets, it becomes even more important to have efficient and effective systems in place. We are fortunate that these elements have resided in our business model and brokerage network since inception.

Todd Sumney: The inventory shortage is really an “active inventory shortage.” As soon as a home hits the market, it goes under contract or inactive quickly; therefore, the usual “active inventory” is low. The overall transactions for the year are still projected to be well over 5 million units.

Teresa Overcash: While inventory is low, we have partnered with an in-house builder who can create new homes for our buyers caught in bidding wars. We are also opening up a luxury division this year and encouraging our investors to purchase multifamily/rental properties so that we have many great options for frustrated buyers who want to buy but are tired of the bidding wars. We also make sure to educate the buyer that even though prices are higher than average, the interest rates more than make up for the price increase over a 30-year mortgage loan. Joe Gazzo: These truly are unprecedented times we are experiencing, and while we all may be experiencing the same storm, we are not all in the same boat. Those that continue to work their databases are the ones who will have the edge and find themselves with the ability to remain successful. We have platforms designed for such activities, along with other tools our agents can utilize to keep them up front and engaged during these challenging times. We actively focus on farming, builders, mining for listings and going back to basics with “just solds” and social media messaging for sellers who want to know what their home may be valued at in today’s market. Carol Bulman: As a firm, we believe this is a business of action. Through the teachings of Ninja Selling, we keep daily activities for success front

and center for our agents. This week (at press time), we are providing a 30-minute workshop each day on ways to revisit members of our sphere. In addition, we provide consistent training on how to make buyers’ offers most attractive and win more on that side.

Dan Kruse: This has been an ongoing issue in our industry for years now. I’m not sure there’s a magic bullet to this challenge, however, we’re coaching our agents around the real estate basics: prospecting, winning listing appointments and offering a value package.

“I think culture wins, and we’ve got a strong culture…It doesn’t mean eXp and Compass aren’t attracting people, they just don’t seem to be keeping people.” - Dan Forsman President & CEO, Berkshire Hathaway HomeServices Georgia Properties

RISMedia’s REAL ESTATE April 2022 55

ing them the support they need to be successful and the tools to aid both their buyers and sellers. We continue to focus on our differentiators so that the agents know they are a part of a company that is on the cutting edge and one that can help them build a viable, sustainable business.

“The overall transactions for the year are still projected to be well over 5 million units. The trick is to be one of the agents involved in those transactions.” - Todd Sumney Chief Industry Officer, HomeSmart International

Companies like Compass and eXp are putting up big numbers this year. Are ‘disruptor’ firms a concern for you—and, if so, how are you creating a competitive advantage? Felicia Hengle: I’m not quite sure if the word is “concerned,” but we always try to stay on top of not only companies entering our market, but the latest trends as well. Cloud brokerages, such as eXp, benefited to a certain degree from the pandemic because of agents who no longer felt the need to go to the office. Erring on the side of caution, they chose to work remotely. Our contention, while we continue to monitor the real estate landscape, is to continue to stay focused on what has made us successful: pouring into our agents, giv56 April 2022 RISMedia’s REAL ESTATE

Dan Kruse: We’ve seen a number of “disruptors” or new models come into the real estate space over the last few years; this is not uncommon in a growing marketplace. Although some of these companies have some new structures, such as private equity backing or being publicly traded, the concept of these structures is not that different from others. We’re an industry where, at the heart, we service clients in making the best possible real estate decisions. That concept has not changed, so I would say our competitive advantage continues to be our outstanding customer service, systems and coaching, and years of experience. Carol Bulman: In our market, we are the disruptor with a new brand and bringing a new HQ building with state-of-the-art technology online. No one in the area has invested in these tools locally, and we’re facing a huge spotlight right now as we lead

in these areas. I’m very proud of the work my team has done to make this all possible.

Rick Haase: I think in 2020 we were the fastest-growing real estate firm in the nation, outperforming the market gains by a long margin. When the industry numbers are in for 2021, I believe our growth rate will actually increase year-over-year. So in short, we are the disruptor, and we believe passionately that our growth is actually in the most sustainable model. We’re not building on fleeting advantages like others, but on rocksolid foundational business principles. We’re profitable, our agents are winning more business and our brokerages are gaining agents as well; we’re scaling, and our enterprise value is growing exponentially, not declining. How have you changed up your approach to recruiting and retention in the midst of trying times for real estate agents? Dan Forsman: The first “R” in recruiting is retention. We’ve stayed very focused on meeting the needs of agents, talking to our top agents and growing our middle tier. Because of that, I think we’ve been most fortunate in the “turnover wars.” I think culture

wins, and we’ve got a strong culture of giving, growing and going to the next level in our company. It doesn’t mean eXp and Compass aren’t attracting people, they just don’t seem to be keeping people. I’m talking to more agents about coming back from Compass than ever before. There’s always that threat, but we’re focused on growing what we’ve got, retaining what we have and attracting new talent to the company.

Dan Kruse: Building our organization around outstanding real estate professionals has always been one of the keys to our success. We continue our recruiting strategy around building great professionals and coaching them on how to succeed in a changing real estate environment. I think the biggest challenge is helping our newer agents find success early in their career, which can be challenging in a competitive market with low inventory. We’re proud of the number of successful first- and second-year agents we’ve seen grow this past year. Joe Gazzo: From a retention standpoint, staying connected with our agents is paramount, especially during the times we’ve all experienced over the past few years. With offices opening up again, experiencing a bit of normalcy is a welcome thing

to say the least, and having such engagement stands only as a reminder as to one of the reasons they joined our company. We are concentrating on live training and events to foster collaboration and synergy to remind our agents of the culture that attracted them to us in the first place.

Felicia Hengle: From a recruiting standpoint, it boils down to a number of things, and not necessarily strictly the commissions. It’s articulating our value proposition, stressing our core values and giving them the support they need to be successful while fulfilling what’s most important to them. Our management team offers years of experience, and what comes with such experience is the ability to help weather the storm during such trying times. We also rely on our agents to be our raving fans and help us to tell our story while out in the marketplace. Rick Haase: We are simply redoubling our efforts to get our story out. As we demonstrate the incredible opportunity within our systems to help agents win business and brokerages to manage their operations, it is reaping great rewards. We keep as a guiding principle that our efforts are all about increasing our agents’ and brokers’ financial trajectory. Recruiting with a discounted stock purchase

“The question at a macro level is not, ‘Will there be enough inventory?’ There will be plenty of inventory. The proper question for us is, ‘How will we make sure that our brokers and agents are prepared to gain share of the market?’” - Rick Haase President, United Real Estate

program or paying agents in shares to help recruit when those shares lose 50%, 60%, even 75% of their value isn’t much of a net-worth growth plan, and agents are figuring that out pretty quickly. We are investing even more in training, education and development, communications, broker outreach, agent marketing and technology services and lead generation in the coming year with great efficiency. RE

Maria Patterson is RISMedia’s executive editor.

RISMedia’s REAL ESTATE April 2022 57

TOP 500 Based on 2021 Sales Volume

Sales Rank

Company

State

Sales Volume Transactions

Total Offices

Total Agents 56,300

Realogy Brokerage Group

$246,052,872,000

376,892

680

HomeServices of America, Inc.

$198,739,502,598

388,098

930

45,929

eXp Realty

$132,373,314,489

355,627

63,143

Douglas Elliman

$51,031,187,364

32,281

105

6,947

Howard Hanna Real Estate Services

$36,544,341,879

125,482

300

10,543

HomeSmart

$25,162,914,396

56,679

13,581

@properties

$23,931,729,431

46,031

3,796

William Raveis Real Estate

$21,000,445,000

28,944

138

4,528

RE/MAX Gold, representing Gold Nation

$16,807,267,091

28,500

121

2,550

Brown Harris Stevens

$14,930,951,881

8,617

2,043

$14,901,455,467

12,462

1,030

$14,257,117,761

48,840

12,462

4,108

12 13

Keller Williams Realty, GO Management Offices

$12,713,653,288

34,539

John L. Scott Real Estate

$12,450,940,766

19,443

1,516

Fathom Realty

$12,169,879,000

38,434

134

8,100

Premier Sotheby’s International Realty

$10,174,453,903

10,608

1,227

Samson Properties

$9,601,719,110

20,240

5,021

RE/MAX Results

$9,539,615,163

27,743

1,268

Keller Williams Realty Pinnacle Partners Group

$8,650,215,184

25,160

3,797

First Team Real Estate

$8,480,180,384

10,128

1,813

Coldwell Banker Bain

$8,381,486,901

10,865

1,266

Berkshire Hathaway HomeServices PenFed Realty

$8,191,039,795

20,844

2,036

The Keyes Company/Illustrated Properties

$8,085,807,076

16,533

3,081

Baird & Warner

$7,739,980,916

20,043

2,517

ONE Sotheby’s International Realty

$7,620,555,406

6,316

1,038

Corcoran Global Living

$7,568,549,658

9,345

2,444

Keller Williams Realty - Mary Tennant

$7,563,445,813

13,475

1,781

Crye-Leike REALTORS®

$7,445,189,705

25,781

2,966

15,139

3,644

Equity Real Estate

$7,274,630,075

Rodeo Realty Inc.

$7,274,065,406

4,749

1,200

PARKS

$7,176,827,323

13,635

1,400

Coldwell Banker Sea Coast Advantage

$7,120,636,231

24,565

1,950

Golden Gate Sotheby’s International Realty

$7,005,030,070

3,732

458

William Pitt/Julia B. Fee Sotheby’s International Realty

$6,962,104,289

8,413

1,100

* eXp has reported that its agents now operate 100% virtually.

The Top 500 is based on data received as of press time. For the most current data—and to see the Top 1,000 Power Brokers ranked by both sales volume and transactions—please see the digital 2022 Power Broker Report Directory at rismedia.com. 58 April 2022 RISMedia’s REAL ESTATE

Find updated Power Broker results and rankings at rismedia.com. Sales Rank

Company

State

Sales Volume Transactions

Total Offices

Total Agents 1,885

Real Estate One, Inc.

$6,806,074,143

21,832

Sereno Group

$6,805,519,750

4,203

600

Keller Williams Realty - Cunningham Group

$6,779,117,037

4,950

1,328

Pacific Sotheby’s International Realty

$6,742,013,049

3,586

670

Keller Williams Realty - Ben Kinney Companies

$6,705,920,513

11,262

1,681

Keller Williams - Brian Smith Mgmt.

$6,640,113,830

3,625

517

West USA Realty

$6,637,131,163

25,420

3,142

Russ Lyon Sotheby’s International Realty

$6,623,766,675

6,681

944

Realty Austin

$6,157,383,214

10,745

630

Keller Williams Realty - The Rawls Group

$6,030,994,846

14,488

2,022

Latter & Blum Companies

$6,003,760,991

23,651

3,437

Keller Williams Realty Memorial

$5,823,676,016

16,828

2,215

Professional Realty Services International

$5,614,339,413

9,031

1,198

RE/MAX Alliance

$5,574,963,753

9,963

826

Berkshire Hathaway HomeServices Utah Properties

$5,574,187,790

5,139

482

John R. Wood Properties

$5,564,298,390

7,080

654

Keller Williams Realty The Haggard Group

$5,532,293,283

15,980

1,657

JP and Associates REALTORS®

$5,429,671,124

16,085

2,137

Tomlinson Family of Companies

$5,279,922,356

10,357

990

CENTURY 21 Affiliated

$5,191,108,134

20,316

124

2,489

TTR Sotheby’s International Realty

$5,058,448,464

4,504

591

Coldwell Banker The Real Estate Group

$5,006,294,754

20,933

1,554

Pinnacle Estate Properties Inc.

$4,915,377,634

6,074

1,241

Daniel Gale Sotheby’s International Realty

$4,902,627,288

4,446

842 1,718

Keller Williams Keystone Partners Group

$4,791,747,485

15,499

RE/MAX Northwest, REALTORS® & RE/MAX Integrity

$4,769,461,867

9,182

546

Atlanta Fine Homes Sotheby’s International Realty

$4,660,061,590

6,218

603

Michael Saunders & Co.

$4,630,979,588

6,993

592

$4,575,096,125

19,602

2,116

Berkshire Hathaway HomeServices The Preferred Realty Keller Williams - Forward Living

$4,533,490,251

3,427

1,405

Coldwell Banker Schmidt Family of Companies

$4,531,979,777

14,524

1,870

Berkshire Hathaway HomeServices Homesale Realty

$4,448,996,605

15,575

1,387

Keller Williams Realty Ridgewood

$4,446,604,463

7,170

1,621

Carolina One Real Estate

$4,397,754,167

9,861

1,025

Hilton & Hyland Real Estate

$4,327,146,000

747

154

Atlanta Communities Real Estate Brokerage, LLC

$4,311,782,025

11,086

1,675

Keller Williams Realty The Virginia Realty Alliance Group Lakes, Jackson Hole & Steamboat Sotheby’s International Realty

$4,287,179,471

7,914

881

$4,228,033,091

3,407

363

The Power Broker Report is sponsored by:

RISMedia’s REAL ESTATE April 2022 59

TOP 500 Based on 2021 Sales Volume

Sales Rank

Company

Coldwell Banker Apex, REALTORS®

State

Sales Volume Transactions

Total Offices

Total Agents

$4,213,912,628

11,455

1,075

Engel & Völkers Gestalt Group

$4,145,477,959

3,599

730

Gibson Sotheby’s International Realty

$4,141,969,978

3,594

557

RE/MAX Estate Properties

$4,131,493,486

3,220

539

Premiere Plus Realty

$4,085,898,676

9,428

1,508

Kuper Sotheby’s International Realty

$3,931,586,885

3,802

349

RE/MAX Professionals

$3,922,759,135

6,276

444

Watson Realty Corp.

$3,887,949,713

12,992

1,393

Realty ONE Group West

$3,849,103,506

4,501

1,091

HUNT Real Estate ERA & ERA Key Realty Services

$3,837,832,049

14,101

1,806

Realty Executives Phoenix and Yuma

$3,829,588,775

7,705

757

Keller Williams Preferred Realty

$3,827,900,771

10,267

1,373

Keller Williams Realty Chadwick Group

$3,790,342,372

9,421

1,195

Keller Williams Xperience Brokerage Network

$3,707,774,377

7,834

814 349

Hawaii Life Real Estate Services, LLC

$3,692,525,004

2,646

Berkshire Hathaway HomeServices Drysdale Properties

$3,689,526,638

4,994

927

Signature Premier Properties

$3,685,222,275

6,015

1,400

Keller Williams Realty - Heart of Atlanta Group

$3,660,262,240

10,029

1,323

Keller Williams Realty Puget Sound

$3,631,647,158

7,095

778

CENTURY 21 Everest

$3,627,458,907

6,701

1,037

Keller Williams Realty Salt Lake City

$3,593,590,079

6,940

860

Keller Williams Realty West Monmouth

$3,566,326,687

6,038

1,476

1,087

Coldwell Banker West

$3,531,997,280

4,560

Washington Fine Properties

$3,530,371,378

2,393

155

Better Homes and Gardens Real Estate Gary Greene

$3,522,743,640

9,037

1,104

CENTURY 21 New Millennium

$3,517,871,209

7,402

893

Keller Williams Realty Partners

$3,485,507,180

11,655

1,037

6,263

874

100

Select Group Real Estate, Inc.

$3,473,769,486

101

Slifer Smith & Frampton

$3,464,864,672

1,931

226

102

Realty Executives Associates

$3,406,136,287

11,075

809

103

$3,394,803,115

4,196

872

104

Berkshire Hathaway HomeServices Commonwealth Real Estate/Robert Paul Properties Lyon Real Estate

$3,385,006,153

6,035

803

105

Keller Williams Realty Boise

$3,377,940,871

6,136

762

Find updated Power Broker results and rankings at rismedia.com. Sales Rank

Company

State

Sales Volume Transactions

Total Offices

Total Agents

Berkshire Hathaway HomeServices Michigan, Northern Indiana, Tomie Raines and Executive REALTORS® Charles Rutenberg Realty

$3,332,758,246

13,563

1,012

$3,307,436,000

9,806

2,330

$3,302,026,356

9,724

910

109

Keller Williams Realty Emerald Coast/Gulf Coast/ NWLA Keller Williams Arizona Realty

$3,291,679,570

8,124

840

110

HER REALTORS

$3,278,143,931

11,924

1,038

111

Shorewest REALTORS®

$3,260,379,743

10,881

920

112

Aspen Snowmass Sotheby’s International Realty

$3,254,968,561

1,158

188

113

Keller Williams Realty El Dorado Hills, Walnut Creek and Danville Coldwell Banker American Homes

$3,240,093,376

3,689

868

$3,226,272,272

5,336

1,235

278

106 107 108

114

115

Realogics Sotheby’s International Realty

$3,201,776,495

2,632

116

Keller Williams Realty Capital Properties

$3,147,461,894

5,858

958

117

RE/MAX Accord

$3,135,016,689

2,996

322

118

Prominent Properties Sotheby’s International Realty

$3,038,834,804

3,319

759

119

Briggs Freeman Sotheby’s International Realty

$3,000,071,408

3,070

374

120

Keller Williams Realty CH Realty Investments LLC

$2,984,289,835

5,764

1,113

121

Cascade Sotheby’s International Realty

$2,968,018,437

3,925

362

122

HomeSmart Evergreen Realty

$2,926,169,087

3,668

1,297

123

Coldwell Banker Howard Perry and Walston Realty, Inc.

$2,884,517,944

6,762

903

124

Allison James Estates & Homes

$2,870,460,904

5,768

1,037

125

Keller Williams Realty Integrity Northwest

$2,824,512,349

7,552

747

126

Hasson Company

$2,818,989,320

3,881

235

127

Your Castle Real Estate, LLC

$2,803,310,930

5,166

770

128

Keller Williams Realty Infinity

$2,788,598,376

8,437

1,064

129

Jameson Sotheby’s International Realty

$2,786,161,180

3,904

446

130

RE/MAX Advantage Plus

$2,771,611,287

7,557

486

131

CENTURY 21 Award

$2,743,732,812

3,602

901

132

Keller Williams Realty Greater Chattanooga

$2,714,506,730

9,071

771

133

Vista Sotheby’s International Realty

$2,684,258,408

1,506

278

134

Keller Williams Realty Meggers Management Group

$2,658,046,802

4,609

925

135

Intero Real Estate Services - East Bay

$2,647,119,887

2,414

422

136

Keller Williams Realty Metro Center

$2,626,140,868

4,393

849

137

RE/MAX Fine Properties

$2,609,582,970

4,782

313

138

Realty ONE Group Complete

$2,597,435,699

4,714

629

139

RE/MAX Alliance Group

$2,581,164,506

6,496

352

140

Keller Williams Realty Portland Central

$2,566,720,170

5,514

582

322

141

Chase International Real Estate

$2,555,632,845

2,899

142

Keller Williams Realty Roseville

$2,551,677,835

4,725

603

143

McEnearney Associates Inc.

$2,535,847,754

3,145

380

The Power Broker Report is sponsored by:

RISMedia’s REAL ESTATE April 2022 61

TOP 500 Based on 2021 Sales Volume

Sales Rank

Total Offices

Total Agents

7,909

831

$2,513,166,869

3,031

375

$2,502,888,647

6,489

427

$2,492,848,570

9,848

872

$2,476,221,664

8,229

2,558

$2,470,392,190

8,039

1,087

604

Company

State

Sales Volume Transactions

144

Sibcy Cline, Inc.

$2,514,794,791

145

Seven Gables Real Estate

146

RE/MAX Executive

147

Keller Williams Realty Lubbock

148

Better Homes and Gardens Real Estate Metro Brokers

149

Tierra Antigua Realty

150

CENTURY 21 Redwood Realty

$2,468,973,988

4,775

151

Keller Williams Realty Los Gatos

$2,466,283,758

1,820

282

152

Coldwell Banker Island Properties

$2,464,815,498

2,282

503

153

Keller Williams Realty The Woodlands and Magnolia

$2,462,600,187

5,699

933

154

The Group Inc. Real Estate

$2,441,739,545

4,591

215

155

Keller Williams Realty RM Realty Associates LLC

$2,438,024,260

8,679

1,350

156

Keller Williams Realty Honolulu

$2,436,744,927

2,861

610

157

Keller Williams Realty Hoover

$2,401,848,789

9,092

1,103

158

Keller Williams Realty, Atlantic Partners

$2,399,237,579

6,011

718

159

Key Realty, LTD

$2,366,838,781

11,491

1,196

160

Realty Connect USA

$2,338,929,222

4,174

905

161

Keller Williams Realty WinWin Charlotte Partners

$2,327,335,447

6,252

738

162

Keller Williams Realty Wendi Harrelson

$2,322,094,041

6,570

893

163

Keller Williams Coastal and Lakes & Mountains Realty

$2,319,423,113

5,577

745

164

Keller Williams Realty Tulsa

$2,317,681,181

9,852

1,082

165

McGraw REALTORS®

$2,283,815,638

7,736

763

166

Realty ONE Group Mountain Desert

$2,269,833,018

6,158

615

167

Rose & Womble Realty

$2,242,461,948

6,212

525

168

Chinowth & Cohen REALTORS®

$2,213,192,055

8,014

725

169

Solid Source Realty

$2,208,283,825

6,100

1,950

170

Keller Williams Realty Agnew Real Estate LLC

$2,207,960,726

2,864

479

171

Keller Williams Realty of Central Florida LLC

$2,201,262,758

7,246

914

172

Keller Williams Realty Jupiter/Palm Beaches/Treasure Coast/PSL Better Homes and Gardens Real Estate The Masiello Group Berkshire Hathaway HomeServices New Jersey Properties Locations LLC

$2,198,027,598

5,920

893

$2,191,223,405

7,233

626

$2,164,696,701

3,820

788

$2,163,609,099

2,983

231

173 174 175

Find updated Power Broker results and rankings at rismedia.com. Sales Rank

Company

State

Sales Volume Transactions

Total Offices

Total Agents

176

Five Star Real Estate

$2,154,771,654

9,283

656

177

Scenic Sotheby’s International Realty

$2,147,420,500

1,565

102

178

Berkshire Hathaway HomeServices Towne Realty

$2,134,076,025

5,378

363

179

Keller Williams Realty King Group

$2,126,144,708

7,389

730

180

Keller Williams Silicon Valley

$2,124,171,039

1,705

311

181

RE/MAX One

$2,115,913,994

6,001

280

182

Nebraska Realty

$2,115,312,977

8,436

915

183

Northrop Realty

$2,112,042,943

4,490

317

184

Keller Williams Realty Ubaldini Group

$2,109,560,755

6,051

901

185

Keller Williams Success Realty

$2,107,071,400

4,472

508

186

Keller Williams Realty The Hilgenberg Group

$2,101,262,109

3,762

639

187

Iron Valley Real Estate

$2,097,104,977

8,517

1,069

188

Coldwell Banker Weir Manuel Real Estate

$2,095,655,826

6,918

658 400

189

Intracoastal Realty Corp.

$2,085,540,016

4,553

190

RE/MAX Precision

$2,076,768,519

7,138

367

191

Keller Williams Realty Greater Nassau

$2,062,438,186

2,711

1,396

192

RE/MAX Premier Properties

$2,059,527,320

2,178

202

193

Keller Williams Realty Greater Portland

$2,043,504,804

5,416

533

194

Dickson Realty Inc.

$2,023,152,996

2,926

300

195

Four Seasons Sotheby’s International Realty

$2,022,651,231

3,788

308

196

Bean Group/The Maine Real Estate Network

$2,019,117,556

5,158

705

197

PMZ Real Estate

$2,017,773,000

4,293

600

198

Keller Williams Realty Knoxville West

$2,006,939,478

6,068

567

199

HomesUSA.com

$2,005,869,500

4,747

200

Beverly-Hanks & Associates

$1,995,394,161

4,622

431

201

Realty Executives Arizona Territory

$1,991,092,937

5,185

610

202

Smith & Associates Real Estate

$1,984,505,687

2,797

280

203

Charter One Realty

$1,978,370,340

2,781

150

204

Real Living at Home Real Estate

$1,974,892,584

3,307

343

205

CENTURY 21 Scheetz

$1,965,697,556

5,872

390

206

Knipe Realty ERA Powered

$1,949,514,717

3,897

184

207

Keller Williams Realty Boston Metro

$1,927,749,862

2,393

414

208

Legacy Real Estate & Associates ERA Powered

$1,913,544,084

1,648

309

209

Coldwell Banker Select Real Estate

$1,911,772,905

2,597

385

210

Coldwell Banker Select

$1,909,852,890

7,760

953

211

Coach REALTORS®

$1,900,911,770

2,936

706

212

Berkshire Hathaway HomeServices Verani Realty

$1,890,373,750

4,626

625

213

Keller Williams Realty Alaska Group

$1,883,116,611

5,932

391

214

Better Homes and Gardens Real Estate Reliance Partners Keller Williams Realty Premier Properties

$1,875,498,513

2,488

375

$1,865,315,435

2,520

548

215

The Power Broker Report is sponsored by:

RISMedia’s REAL ESTATE April 2022 63

TOP 500 Based on 2021 Sales Volume

Sales Rank

Company

State

Sales Volume Transactions

Total Offices

Total Agents

216

Keller Williams Philly South

$1,852,782,932

4,691

444

708

217

HomeSmart Realty West

$1,851,078,439

2,382

218

Red Oak Realty

$1,847,876,345

1,562

168

219

RE/MAX Concepts

$1,818,217,455

7,336

287

220

Keller Williams Real Estate Exton

$1,815,793,018

4,445

573

221

Coldwell Banker Legacy

$1,811,386,319

6,063

571

222

$1,807,101,469

5,925

830

223

Berkshire Hathaway HomeServices Florida Properties Group Keller Williams Realty Encino-Sherman Oaks

$1,801,802,763

1,672

493

224

RE/MAX Realty Group

$1,799,643,659

4,180

292

225

8z Real Estate

$1,796,097,972

3,004

163

226

Keller Williams Realty Acadiana

$1,785,713,061

8,024

1,013

227

RE/MAX Associates

$1,785,646,962

3,654

180

228

CENTURY 21 Judge Fite Company

$1,776,034,125

5,178

1,064

229

Keller Williams Realty Kennett Square

$1,771,695,771

4,807

512

230

RE/MAX Allegiance

$1,729,100,564

3,054

257

231

Keller Williams Tri-Valley Realty

$1,729,097,809

1,472

247

232

Keller Williams Realty Royal Oak

$1,725,211,678

4,611

587

233

RE/MAX Champions

$1,713,502,833

3,119

206

234

Keller Williams Realty Premier Partners

$1,712,010,251

3,618

356

235

Coldwell Banker Prime Properties

$1,707,585,402

7,080

662

236

PureWest Real Estate, LLC

$1,689,831,772

1,560

220

237

Keller Williams Realty Indy Metro NE/Louisville East

$1,686,888,777

6,336

514

238

Keller Williams Consultants Realty

$1,685,706,279

5,940

563

239

CENTURY 21 North East

$1,682,546,159

3,567

882

240

Patterson-Schwartz Real Estate

$1,660,820,573

4,593

405

241

Vylla Home

$1,659,455,781

6,240

1,125

242

Corcoran Pacific Properties

243

Murney Associates

244 245

$1,658,692,012

1,499

249

$1,658,261,297

6,816

583

Keller Williams Level 5 Leadership Group

$1,646,187,640

3,803

943

RE/MAX Town & Country

$1,640,590,040

5,041

210

246

Keller Williams Realty Green Bay

$1,635,736,737

6,798

509

247

Realty Group, Inc.

$1,629,160,724

5,108

572

248

$1,627,558,932

2,872

1,348

249

Berkshire Hathaway HomeServices California Properties Cerritos Keller Williams WinStar Realty

$1,625,551,429

4,642

227

250

Keller Williams Realty Kansas City Northland

$1,623,819,158

4,844

631

251

Lamacchia Realty, Inc.

$1,620,984,964

3,543

453

64 April 2022 RISMedia’s REAL ESTATE

Find updated Power Broker results and rankings at rismedia.com. Sales Rank

Company

State

$1,613,132,223

Total Offices

Total Agents

7,236

529

Sales Volume Transactions

252

Coldwell Banker Heritage

253

RE/MAX Suburban

$1,611,804,270

4,903

261

254

Coldwell Banker Distinctive Properties

$1,607,431,805

2,877

314

255

Keller Williams Realty Rafeh Corp.

$1,606,731,237

2,987

589

256

Keller Williams Realty McLean

$1,606,438,039

2,055

358

257

Berkshire Hathaway HomeServices Montana Properties

$1,603,657,951

2,990

263

258

RE/MAX Gold Coast REALTORS®

$1,603,311,777

2,018

201

259

Greenwood King Properties

$1,601,818,493

1,801

169

260

Keller Williams Realty St. Louis Kirkwood

$1,594,310,312

5,724

707

261

Keller Williams Realty Raleigh

$1,572,481,957

5,594

578

262

Berkshire Hathaway HomeServices Indiana Realty

$1,569,167,752

5,310

405

263

Carpenter REALTORS

$1,560,400,000

6,509

624

264

RE/MAX DFW Associates

$1,557,589,962

3,539

277

265

ERA Brokers Consolidated

$1,553,690,850

3,570

644

266

Coldwell Banker Mason Morse Real Estate

$1,546,181,564

767

108

267

Keller Williams Realty Centre

$1,545,607,762

3,813

736

268

Keller Williams Realty DTC

$1,543,590,270

2,853

441

269

Berkshire Hathaway HomeServices Professional Realty

$1,542,503,330

6,896

652

270

RE/MAX Select

$1,538,117,184

4,202

303

271

Keller Williams Spectrum Properties

$1,534,258,921

1,971

295

272

Keller Williams Realty Milwaukee North Shore

$1,529,848,195

3,943

354

273

$1,529,516,358

3,897

352

274

Better Homes and Gardens Real Estate Kansas City Homes Keller Williams Realty Coastal Area Partners

$1,528,901,417

5,284

417

275

Keller Williams Realty Metropolitan

$1,518,414,526

3,970

453

276

Keller Williams Integrity First Realty

$1,515,484,134

3,454

386

277

Dudum Real Estate Group

$1,511,097,115

1,324

158

278

Keller Williams Realty Spokane

$1,508,950,229

4,413

345

279

London Properties

$1,507,808,783

3,329

331

280

Keller Williams Realty Falls Church

$1,504,807,332

2,715

414

281

Keller Williams Realty Moorestown

$1,504,115,585

4,564

781

119

282

RE/MAX of Boulder Inc.

$1,501,800,479

1,780

283

Keller Williams Realty Haigh Group

$1,497,174,887

4,400

534

284

RE/MAX Select Realty

$1,487,551,447

5,852

351

285

Keller Williams Realty Legacy Group

$1,471,164,879

7,103

589

286

Coldwell Banker C&C Properties

$1,471,005,987

3,006

360

287

Wilkinson ERA Real Estate

$1,465,789,260

4,124

728

288

Keller Williams Realty Puyallup

$1,464,030,351

3,046

310

289

Berkshire Hathaway HomeServices Select Properties

$1,460,551,526

5,165

519

290

Keller Williams Advisors/Advantage/Realty Associate Partners

$1,448,134,918

5,693

527

The Power Broker Report is sponsored by:

RISMedia’s REAL ESTATE April 2022 65

TOP 500 Based on 2021 Sales Volume

Sales Rank

Total Offices

Total Agents

3,944

511

$1,444,089,474

1,906

172

$1,439,069,454

2,344

273

$1,429,446,666

5,237

610

$1,427,516,533

1,714

491

$1,421,842,367

2,061

373

Company

State

Sales Volume Transactions

291

Keller Williams Realty Ballantyne Area

$1,446,168,942

292

RE/MAX of Santa Clarita of Valencia Gateway

293

Phyllis Browning Company

294

Berkshire Hathaway HomeServices Starck Real Estate

295

Keller Williams Realty SoCal

296

Coldwell Banker Danforth

297

Keller Williams Realty Fort Mill

$1,417,818,659

4,138

350

298

Dorsey Alston

$1,416,220,167

2,025

270

299

Keller Williams Realty Hudson Valley

$1,414,648,547

3,261

518

300

$1,414,025,917

4,479

387

301

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® Willis Allen Real Estate

$1,399,626,319

874

164

302

Dale Sorensen Real Estate Inc.

$1,399,062,051

2,611

250

303

Keller Williams Realty Professionals

$1,396,080,493

2,930

736

304

North&Co.

$1,396,072,841

2,351

186

305

Keller Williams Charlotte University City

$1,389,798,277

3,776

484

306

Coldwell Banker Brokers of the Valley

$1,387,231,659

1,124

138

307

Lake Homes Realty

$1,384,604,476

3,294

180

308

Keller Williams Realty Sonoran Living

$1,380,127,277

2,950

422

309

Chapman Hall REALTORS

$1,374,332,800

3,658

550

310

REeBroker Group Inc.

$1,372,758,904

1,894

2,150

311

Keller Williams Realty Cupertino

$1,368,865,072

935

172

312

Residential Properties Ltd.

$1,366,305,486

2,404

260

313

Keller Williams Realty La Jolla

$1,364,694,893

1,612

351

303

314

Keller Williams Realty Carmel Valley/Del Mar

$1,358,486,891

1,229

315

Keller Williams Realty Greater Hartford

$1,354,727,106

4,769

427

316

Coldwell Banker Vanguard Realty

$1,353,661,980

3,813

328

317

RE/MAX Anchor Realty

$1,340,774,685

3,908

141

318

Coldwell Banker Schneidmiller Realty

$1,339,261,827

2,253

180

319

Hometown Realty Services

$1,333,681,056

3,965

362

320

Keller Williams Professionals Realty

$1,323,756,832

3,880

449

321

Charles Reinhart Company

$1,319,742,503

3,356

234

322

Jack Conway & Company, Inc.

$1,307,231,843

2,409

705

323

Keller Williams Realty Platinum

$1,306,257,197

4,048

352

324

Keller Williams Realty Temecula Valley

$1,297,792,255

3,081

652

Find updated Power Broker results and rankings at rismedia.com. Total Offices

Total Agents

4,048

408

$1,294,328,207

1,506

158

$1,292,160,000

625

155

$1,284,973,495

4,813

414

$1,277,839,570

367

Keller Williams Philadelphia

$1,277,360,297

3,381

570

331

Amherst Madison

$1,277,223,825

2,040

165

332

Keller Williams Realty Greater Springfield

$1,277,219,745

5,537

414

333

RE/MAX Advantage

$1,275,746,040

3,033

161

334

Keller Williams Chervenic Realty

$1,274,240,970

6,266

484

335

HomeSmart PV & Associates

$1,270,433,357

2,873

576

336

W Real Estate

$1,261,211,388

1,460

224

337

HomeSmart Connect

$1,260,026,969

4,177

709

338

Coldwell Banker Caine

$1,258,104,722

3,676

219

339

Keller Williams Real Estate - Langhorne

$1,257,742,984

3,571

445

340

Keller Williams Realty The Marketplace

$1,255,111,543

3,288

447

572

Sales Rank

Company

State

Sales Volume Transactions

325

Keller Williams Realty Wilmington

$1,297,367,699

326

Coldwell Banker Schmitt Real Estate Co.

327

Nourmand & Associates REALTORS®

328

Greenridge Realty, Inc.

329

Ocean Reef Club Sotheby’s International Realty

330

341

Keller Williams Realty Tyrrell Enterprise, Inc.

$1,249,609,509

3,747

342

Keller Williams Realty Greater Seattle

$1,241,417,107

1,850

232

343

Coldwell Banker D’Ann Harper, REALTORS®

$1,237,247,928

3,417

529

344

CENTURY 21 Real Estate Alliance

$1,226,944,014

1,278

837

345

Keller Williams Realty Naples

$1,224,003,225

2,229

350

346

NP Dodge Real Estate Sales, Inc.

$1,220,788,295

4,568

395

347

Cutler Real Estate

$1,217,945,271

4,844

380

348

Coldwell Banker Hallmark Realty

$1,213,029,603

1,376

414

349

HomeSmart Realty Group

$1,210,651,068

2,831

329

350

Keller Williams Realty Crofton/Ft. Meade

$1,209,606,946

2,952

480

351

RE/MAX Advantage Realty

$1,201,200,000

3,024

204

352

Keller Williams Realty Easton Market Center

$1,198,810,148

1,965

259

353

RE/MAX Properties, Inc.

$1,195,109,955

2,532

169

354

Reliant Realty ERA Powered

$1,194,507,371

3,522

734

355

Keller Williams Realty Advantage

$1,194,326,135

3,845

534

356

Coldwell Banker Wallace & Wallace, REALTORS®

$1,194,319,040

4,243

430

$1,189,908,921

3,429

479

$1,189,252,171

3,528

332

Keller Williams Realty on the Water

$1,188,577,837

2,694

465

360

Coldwell Banker Premier Realty

$1,187,371,936

2,730

295

361

McColly Real Estate

$1,185,502,184

4,886

508

357

CB&A, REALTORS

358

Keller Williams Premier Realty

359

362

RE/MAX First Realty

$1,177,048,601

3,038

247

363

RE/MAX Realty Team

$1,173,687,219

2,972

121

364

Keller Williams Realty Landmark

$1,159,656,145

1,681

608

The Power Broker Report is sponsored by:

RISMedia’s REAL ESTATE April 2022 67

TOP 500 Based on 2021 Sales Volume

Sales Rank

Company

State

Sales Volume Transactions

Total Offices

Total Agents

365

Keller Williams Realty Prestige Properties

$1,155,717,486

2,259

421

366

Danberry Co. REALTORS

$1,155,162,170

5,515

340

367

$1,153,214,933

4,017

287

368

Better Homes and Gardens Real Estate The Good Life Group Keller Williams Realty Greater Northwest

$1,148,815,252

3,382

168

369

Ruhl & Ruhl REALTORS

$1,146,610,644

5,728

320

370

Keller Williams Realty Brazos Valley

$1,141,669,197

4,008

525

371

Keller Williams Realty Central 75

$1,137,343,280

2,936

628

372

Keller Williams Realty Whittier

$1,133,759,562

1,761

342

373

Keller Williams Realty Bothell

$1,132,230,773

1,632

250

374

RE/MAX Top Producers

$1,127,047,491

1,965

155

375

RE/MAX Realtec Group

$1,126,104,725

3,650

230

376

Keller Williams Group One, Inc.

$1,125,340,997

2,751

295

377

Keller Williams Realty Coral Gables - Coconut Grove

$1,122,065,933

1,070

319

378

$1,121,113,143

1,293

182

379

Better Homes and Gardens Real Estate Advantage Realty & Advantage Realty Valley Isle RE/MAX Executives

$1,115,418,098

1,844

129

380

RE/MAX Whatcom County, Inc.

$1,110,033,711

2,329

128

381

Keller Williams NY Realty

$1,109,894,763

1,794

403

382

Coldwell Banker Hearthside REALTORS®

$1,102,999,866

2,861

394

383

PorchLight Real Estate Group

$1,100,000,000

1,811

197

384

Keller Williams VIP Properties

$1,099,932,199

1,605

453

385

RE/MAX Eastside Brokers

$1,097,979,849

1,652

124

386

Keller Williams Realty Capital District

$1,094,582,518

3,775

391

387

Stark Company REALTORS®

$1,090,939,952

3,071

195

388

Keller Williams Realty Sioux Falls

$1,089,057,905

3,792

310

389

Keller Williams Realty Modesto

$1,085,695,239

2,209

360

390

$1,083,649,502

1,192

305

391

Berkshire Hathaway HomeServices Laffey International Realty RE/MAX 10

$1,081,939,957

3,994

241

392

Keller Williams Realty Fort Worth

$1,080,040,613

3,562

565

393

DPR Realty

$1,073,803,132

2,199

753

394

Keller Williams Realty Palo Alto/Menlo Park

$1,072,551,388

632

151

395

Keller Williams Realty Huntsville

$1,071,867,947

3,288

352

396

Keller Williams Realty Corona

$1,071,347,662

1,697

377

397

CENTURY 21 Masters

$1,067,892,323

1,520

183

398

Keller Williams Partners Realty

$1,067,501,775

2,680

289

399

Keller Williams Realty Pasadena/Arcadia

$1,065,112,325

1,001

217

400

CENTURY 21 Bradley Realty, Inc.

$1,058,018,729

4,786

348

68 April 2022 RISMedia’s REAL ESTATE

Find updated Power Broker results and rankings at rismedia.com. Sales Rank

Company

State

Sales Volume Transactions

Total Offices

Total Agents

401

John Greene REALTOR®

$1,056,468,735

3,084

183

402

Keller Williams Realty Greater Cleveland

$1,053,733,754

4,679

450

403

Strand Hill Properties

$1,049,841,738

385

2,703

182

404

RE/MAX Direct

$1,045,911,434

405

Venture Sotheby’s International Realty

$1,045,350,753

830

406

Keller Williams Realty Plano

$1,044,294,089

2,212

332

407

Keller Williams Realty Bellevue

$1,042,918,033

1,243

178

408

Keller Williams Realty Boston NW

$1,040,371,705

1,395

199

409

Russell Real Estate Services

$1,034,933,100

5,561

632

410

Engel & Völkers 30A Beaches

$1,030,404,799

866

411

Keller Williams Realty Key Partners, LLC

$1,029,075,432

3,189

360

412

Keller Williams Realty Partners

$1,019,410,821

2,840

364

413

RE/MAX One

$1,016,704,137

2,672

185

414

Keller Williams Lowcountry

$1,014,777,706

2,313

241

415

Realty ONE Group Signature

$1,014,509,491

2,368

200

416

Keller Williams Premier Realty

$1,011,821,746

2,713

353

417

RE/MAX Southern Shores

$1,011,169,026

3,746

176

418

Keller Williams Realty New Bern

$1,010,003,073

3,385

357

419

Keller Williams Realty Greater Rochester

$1,008,306,744

4,979

628

420

RE/MAX Excalibur

$1,004,993,917

2,009

135

421

Keller Williams Realty of Grand Rapids

$1,004,148,561

3,303

306

422

Keller Williams Realty Indy Metro South

$1,000,793,944

3,985

385

423

Keller Williams Realty Portland Premiere

$999,226,271

1,599

176

424

Keller Williams Branson Tri-Lakes Realty

$997,544,383

4,198

316

425

Keller Williams Realty Allen

$996,384,855

2,088

214

426

RE/MAX Real Estate Group

$995,164,884

2,216

137

427

Dickens Mitchener & Associates

$989,574,407

1,218

111

428

Real Living Kee Realty

$987,944,158

3,929

431

429

Keller Williams Big Rock Partners

$982,759,160

3,864

450

430

$981,905,437

3,934

338

431

Keller Williams Realty Greater Des Moines/Ankeny/ Ames/Siouxland Realty ONE Group Dockside

$978,298,465

3,921

424

432

Callaway Henderson Sotheby’s International Realty

$977,420,268

1,203

179

433

The AgentOwned Realty Co.

$974,493,507

3,318

496

434

CENTURY 21 Results Realty Services

$972,925,446

2,313

357

435

$972,540,046

1,769

195

436

Berkshire Hathaway HomeServices Innovative Real Estate Keller Williams Houston Southwest

$972,074,960

2,670

585

437

RE/MAX Victory + Affiliates

$971,228,338

3,966

206

438

Keller Williams Realty Golden Ticket Real Estate

$968,776,946

1,173

418

439

CENTURY 21 Beggins Enterprises

$968,325,895

2,451

389

The Power Broker Report is sponsored by:

RISMedia’s REAL ESTATE April 2022 69

TOP 500 Based on 2021 Sales Volume

Sales Rank

440

Company

State

RE/MAX Professionals

$967,952,762

Total Offices

Total Agents

1,993

115

Sales Volume Transactions

441

RE/MAX Results

$967,195,920

3,615

218

442

CENTURY 21 The Harrelson Group

$965,812,448

3,761

239

443

Keller Williams Arizona Living Realty

$964,697,097

2,944

123

444

Keller Williams Fresno

$963,929,573

1,663

172

445

Schuler Bauer Real Estate ERA Powered

$963,512,679

3,784

259

446

Berkshire Hathaway HomeServices Premier Properties

$960,012,148

2,787

399

447

Weichert REALTORS® Tower Properties

$957,936,248

501

448

Keller Williams Realty NJ Metro Group

$937,778,318

1,548

261

449

Coldwell Banker Access Realty

$936,153,841

3,665

281

450

Keller Williams Realty Rockwall/Lake Cities/Red River

$932,736,028

2,641

207

451

Keller Williams Realty Plymouth

$928,522,586

4,200

576

452

Diane Turton, REALTORS®

$927,656,728

1,428

350

453

$927,270,214

919

243

454

Better Homes and Gardens Real Estate JF Finnegan REALTORS®/Thrive/Ventura Barnett Properties RE/MAX 4000 Inc.

$926,032,778

2,441

455

RE/MAX Dynamic Properties

$925,714,091

2,468

143

456

Keller Williams Realty Sun Valley and Southern Idaho

$923,437,832

1,695

149

457

Keller Williams Denver - North Jeffco/Conifer

$920,533,709

1,561

308

458

CENTURY 21 Allstars

$911,144,105

1,664

322

459

Keller Williams Innovations

$909,542,051

2,138

429

460

Keller Williams San Diego East Foothills

$906,717,999

1,450

266

461

Corcoran Reverie

$903,978,346

957

156

462

$902,781,725

2,793

304

463

Coldwell Banker Harris McHaney & Faucette Real Estate Realty Executives Integrity

$897,844,391

2,806

211

464

Keller Williams Realty Community Partners

$892,123,223

2,049

258

465

$890,651,107

2,251

193

466

Better Homes and Gardens Real Estate BloomTree Realty Realty ONE Group Edge

$890,228,854

2,718

191

467

Zeitlin Sotheby’s International Realty

$889,825,428

1,207

176

468

Keller Williams Realty Metropolitan

$883,439,466

1,911

300

469

CENTURY 21 Legacy

$883,100,737

3,282

321

470

RE/MAX Fine Properties

$882,290,675

2,933

141

471

RE/MAX Masters Millennium

$881,535,489

1,476

114

Find updated Power Broker results and rankings at rismedia.com. Sales Rank

Company

State

Sales Volume Transactions

Total Offices

Total Agents

$879,799,731

2,885

302

RE/MAX Executive Realty

$879,440,896

1,815

157

474

Keller Williams Realty Elite

$879,346,228

3,430

236

475

Keller Williams Realty Lakeside

$879,314,763

3,291

374

472

Keller Williams Success Realty

473

476

Keller Williams Realty Buffalo Northtowns

$877,627,399

4,143

450

477

Keller Williams Green Mountain Properties

$876,738,974

2,423

274

478

Better Homes and Gardens Real Estate Paracle

$874,464,615

2,428

310

479

RE/MAX Real Estate Center

$864,674,102

1,987

144

480

Keller Williams Citywide

$863,670,234

3,751

334

481

Keller Williams Capital Partners Realty

$860,675,599

2,559

222

482

RE/MAX Gateway

$858,983,088

1,478

140

483

HomeSmart ICARE Realty

$855,011,124

1,625

374

484

Keller Williams Realty Showcase Properties

$854,316,174

1,556

253

485

Bellator Real Estate

$853,715,168

2,187

201

486

Keller Williams River Group

$853,603,350

3,257

451

487

Keller Williams Realty Atlantic Shore

$852,856,299

2,654

462

488

Keller Williams Realty Larchmont

$851,564,362

638

294

1,093

210

489

Coldwell Banker Mountain Properties

$850,350,946

490

Legacy Properties Sotheby’s International Realty

$850,049,401

962

111

491

Keller Williams Realty Integrity

$845,956,388

1,960

243

492

Keller Williams Realty Nashville Mt. Juliet

$838,526,033

2,246

309

493

Levin Rinke Realty

$836,887,236

1,919

230

494

Coldwell Banker Kappel Gateway Realty

$836,165,461

1,417

142

495

Mott & Chace Sotheby’s International Realty

$836,153,216

1,155

141

496

Keller Williams Realty Chesapeake/Greenbrier

$827,652,975

2,558

287

497

e-Merge Real Estate

$827,575,619

3,830

404

498

Keller Williams Realty Western Upstate

$825,173,877

2,909

271

499

Keller Williams Realty Red Stick Partners, LLC

$824,824,413

3,227

376

500

Coldwell Banker Associated Brokers Realty

$822,690,710

1,758

407

About RISMedia’s 2022 Power Broker Report RISMedia’s 34th Annual Power Broker Report is based on the top 1,000 respondents to the 2022 Power Broker Survey, distributed via email and available online at rismedia.com. The survey ranks residential real estate brokerage firms according to closed residential sales volume and closed residential transaction sides for 2021. The Power Broker Top 500 list is ranked by sales volume and reflects the latest data as of press time. To see the most up-to-date data and the Top 1,000 firms ranked by both sales volume and transactions, please reference the digital 2022 Power Broker Report at rismedia.com. All sales and transaction data are submitted directly by brands and individual brokerage firms, and are verified by a firm’s financial executives, outside financial firm and/or corporate franchise headquarters. The 2022 Power Broker Report is sponsored by Buffini & Company, Colibri Real Estate, Pillar To Post Home Inspectors, Real Estate Webmasters, RE/MAX and Rocket Mortgage. RISMedia’s REAL ESTATE April 2022 71

POWER BROKERS BY BRAND Keller Williams Realty 35% RE/MAX 17.7% Independent 16% Coldwell Banker Real Estate 6.3% Sotheby's International Realty 5.4% Century 21 Real Estate 4.2% Berkshire Hathaway HomeServices 4.2% Realty ONE Group 2.1% ERA Real Estate 2% Better Homes and Gardens Real Estate 1.7% HomeSmart 1.5% Engel & Völkers 1.1% Realty Executives 0.9% United Real Estate 0.5% EXIT Realty 0.4% Real Living Real Estate 0.4% Corcoran Global Living 0.4% Weichert REALTORS® 0.1% NextHome 0.1%

POWER BROKERS BY RELOCATION REFERRAL NETWORK Leading Real Estate Companies of the World® 31% None 14.7% CARTUS 12.7% RE/MAX 12.2% Other 8.6% Keller Williams Realty 5% Realty Executives 3% Sotheby's International Realty 2.5% Berkshire Hathaway HomeServices 2.5% Based on the top Worldwide ERC 2% 1,000 respondents Realty ONE Group 1.5% to RISMedia’s 2022 Brookﬁeld Global Relocation Services 1.3% Power Broker Survey Luxury Portfolio 1% Who's Who In Luxury Real Estate Regent 0.5% HSF Aﬃliates 0.5% VERSA Relocation 0.3% Coldwell Banker Real Estate 0.3% The Power Broker Report is sponsored by:

72 April 2022 RISMedia’s REAL ESTATE

Where Real Estate’s Leaders Get Real Tune in to RISMedia’s RealEdge podcast each week to hear behind-the-scenes stories from some of the most successful people in real estate. Find out how they’ve navigated ups and downs in their careers, and get their insider’s tips on how to build business in any market.

Joe Rand

Rand Realty Chief Creative Officer

Josh Anderson

The Anderson Group Real Estate Services CEO & Founder

Christy Budnick

HSF Affiliates and Berkshire Hathaway HomeServices CEO

David Marine

Coldwell Banker Chief Marketing Officer

Matthew Cohen

Brown Harris Stevens Agent

Paul Boomsma

Leading Real Estate Companies of the World® President & CEO

Tracey Hawkins

Safety and Security Source CEO & Founder

Darryl Davis

Darryl Davis Seminars Founder & CEO

Dawn Pfaff

State Listings Inc. President & CEO

Lennox Scott

John L. Scott Real Estate CEO

Subscribe Today to Tune in to the Latest Episodes at

www.rismedia.com/podcasts/

RISMedia’s RealEdge podcast is hosted by the dynamic and engaging Daniel Ramsey, founder and CEO of MyOutDesk.

Ramping Up for Real Estate’s Busy Season By the National Association of REALTORS®’ REALTOR Benefits® Program Team

pring is here, and with summer just around the corner, the real estate market is shifting into high gear. As a busy real estate agent heading into the busiest time of the year, you’re always looking for ways to optimize your time—and save money. The REALTOR Benefits Program can help by bringing savings and unique offers on products and services just for REALTORS®. Designed with you in mind, the REALTOR Benefits® Program is your official member benefits resource. Program partners are carefully selected, so you can be assured they understand your unique needs and are committed to your success. Whether for professional or personal ®

74 April 2022 RISMedia’s REAL ESTATE

needs, make nar.realtor/RealtorBenefits the first place you stop when you shop. Take advantage of these REALTOR Benefits® Program partner offers designed to fit your busy lifestyle: Let Tech Take the Pressure Off You can shorten your to-do list and take tasks off your plate by letting technology do them for you. Whether speeding

up transactions, gaining more leads or automating your marketing, the REALTOR Benefits® Program has solutions in place that can help. • DocuSign helps REALTORS® accelerate deals, reduce errors and grow their business with a streamlined, digital, forms + eSignature workflow. Members receive 20% off electronic signature services and special plans from NAR’s exclusive eSignature provider. For individuals and offices of up to five users, visit nar.realtor/DocuSign. For offices of six or more users, call 877-720-2040.

• Placester allows REALTORS® to design their own fully customized website quickly and easily. NAR members receive 20% off professional real estate websites, which include IDX integration capability, advanced property search, multiple site designs, unlimited pages and more. Get started at nar.realtor/Placester. • Adwerx lets REALTORS® dive into digital advertising and build their brands through targeted campaigns locally and within their market sphere. Members receive 15% off additional impressions on newly purchased and renewing campaigns, which can be combined with other eligible discounts. Take advantage of this simple and effective platform to boost your digital marketing strategy at nar.realtor/Adwerx. Help Clients Cut Down on Clutter and Sell Homes Faster Decluttering a home not only makes it appear larger, it also has a major impact on how a house looks and shows overall. A clean, decluttered house is much more appealing to potential homebuyers and gives them confidence that it has been wellmaintained. After the sale, you can also help clients remove unwanted or bulky items that won’t fit into their new home with a junk removal service that handles disposal responsibly by recycling and donating items when possible. • 1-800-GOT-JUNK? are industry experts ready to help your clients declutter at any stage of the moving process. Whether preparing for a move, organizing on moving day or making their new house feel like a home, 1-800-GOTJUNK? makes decluttering easier.

Members and their clients receive $50 off any full-service junk removal service. With ready-to-go and exclusive NAR marketing materials, the discounted offer can easily be shared with clients, helping them save before, during or after the real estate transaction. Visit NAR.realtor/1-800-got-junk. Rest and Recharge The more hectic your schedule is, the more important it is that you take some time for yourself. Don’t forget to book some R&R—whether a week at the beach, that cruise you’ve been eyeing or travel overseas. • NAR Travel Club provides a bestin-class travel platform with free access to full-service travel booking, including hotel, resort, car and air with savings of up to 60%. Plus, agents can purchase Resort Vacation Certificates, which members can access directly from the NAR Travel Club website and use for their personal travel or pass along as closing gifts to their clients. Learn more at nar.realtor/ nar-travel-club. RE

You can shorten your to-do list and take tasks off your plate by letting technology do them for you. The REALTOR Benefits® Program is the exclusive member benefits program of the National Association of REALTORS®, bringing savings and special offers just for NAR members. In one year, over 800,000 REALTORS® gained an edge by leveraging at least one REALTOR Benefits® Program offering, saving $74 million on member benefits from industry-leading companies. Program partners are carefully selected and understand the unique needs of real estate professionals. Learn more and save by visiting NAR.realtor/RealtorBenefits.

RISMedia’s REAL ESTATE April 2022 75

London

Global Spotlight: London Calling

By RISMedia Staff

ith years of experience in the property industry, the team at Capital Homes International is well positioned to find their clients the best properties available at any given time. Here, Carlo Nasti and Jonny Keightley—the firm’s directors— provide a glimpse into the burgeoning London market.

Please tell us about your firm. We’ve been in business for five years and work with a range of clients including large-scale developers, funds and individuals looking for the perfect home. We are based in Central London and focus on offering toplevel personal attention to our many prestigious clients, and we have no plans to change this business model. My partner Jonny and I work together on each transaction and will actively search for the right home for our buyers. Many, if not all, traditional agencies will only focus on 76 April 2022 RISMedia’s REAL ESTATE

Nasti and Keightley properties that their firm is instructed to sell; however, we search the entire market to ensure that the buyer receives more options and ultimately finds the perfect property.

What trends are you seeing in pricing? The average house price in London can vary depending on the location, style of property and whether the home is a freehold house or leasehold apartment/maisonette. In Prime Central London, you can expect to pay over £2,000 per square foot ($2,664 USD), but this can easily grow to £3,000 - £5,000-plus per square foot ($3,996 - $6,661 USD) for a unique apartment in the most prestigious location. Immediately outside of Prime Central London, in Zones 1 and 2, homes can be purchased for under £1,500 per square foot ($1,998 USD), with most properties being worth just over (or just under) £1,000 per square foot ($1,332 USD). The most affordable new builds in London will be found in Zones 3 outwards and can be purchased for as little as £550 per square foot ($666 USD). To put this into context, a well-known developer in the capital is currently selling one-bedroom apartments for £320,000 ($426,420 USD), two-

bedroom apartments for £477,000 ($635,633 USD) and three-bedroom apartments for £525,000 ($699,596 USD). Do these figures reflect a rise or decline in pricing? The prices in London have been increasing throughout the pandemic due to many Londoners working from home and their need for more internal and external space. The demand for homes with a garden, large balcony or terrace has gone through the roof, with many buyers paying over the odds to secure a property in 2021. The activity levels this year remain high due to the large number of buyers looking to make a move and the lack of suitable homes currently available. What is the state of inventory? At the present time, agents are working hard on winning the right listings due to the lack of perfect homes for sale. What types of properties do you sell, and which are most popular? Apartments are the most common type of property we sell. A lot of our focus is on new-build developments, so naturally, most of these are located in the center of an urban area. A number of our investors look to purchase multiple units in the same development, as this offers a more straightforward investment for them. What home features or amenities are especially popular with your buyers, and what other trends are you seeing? Many of our purchasers are looking for a secure home with an onsite concierge service. The most important trend for our buyers is that a purchase represents good value for the money and that the acquisition will hold its value. Our clients are looking for more internal space, and since COVID, more usable outside space.

Chelsea, London

What are your biggest challenges/opportunities for growth? Our biggest challenge is to source well-priced homes for our clients. With the stamp duty holiday ending in 2021, our biggest concern is the increase in Stamp Duty Tax for overseas investors and interest rates rising in the future. Are you seeing much foreign investment—and, if so, from which countries? From a purchase perspective, our clients are based in countries all over the world, and the interest from foreign buyers has always been high. At Capital Homes, we manage a portfolio of rented properties, which is predominantly owned by investors living in the UK, Europe and the Middle East. What advice do you have for foreign buyers interested in buying in your area? Instruct us to represent you on your purchase. Retaining a good local agent to represent you on a purchase has many benefits, as a buying agent will represent you (a purchaser) to agree to the lowest price possible. Traditional estate agents are paid by the seller, so they’re only working on the vendor’s behalf to achieve the highest price possible.

A good buying agent will have suitable mortgage lenders, solicitors and accountants for you to choose from, and will be motivated to handle the entire transaction from finding a home, having an offer accepted, all the way to the legal completion. What do you love most about living in your area? London is a fantastic place to live, work or study. You can never be bored in this amazingly diverse city. From shopping, nightlife and entertainment to thousands of years of history and culture—and some of the best-known sights in the world—London has something for everyone. How do you think being part of Leading Real Estate Companies of the World® (LeadingRE) will help advance your business? Being a member of Leading Real Estate Companies of the World® brings us closer to other real estate agents who we would not know otherwise. LeadingRE also offers great training opportunities, as well as fantastic networking opportunities. We are delighted to be a member and look forward to being part of LeadingRE for many years to come. RE For more information, please visit www.capitalhomesint.com. RISMedia’s REAL ESTATE April 2022 77

TRENDS & ISSUES Let me go back to my initial statement and pose the question differently. Even if the number of homes remains steady for 2022, we still have 14% more agents. That means fewer sales opportunities for each agent. So, if an agent sells 14% fewer homes, how does that agent make up for the loss in sales commissions?

How Agents Can Increase Their Income in 2022

Commentary by Josh Harley

nflation is at a 40-year high, new-home sales were down 7% in 2021, home prices are ballooning and interest rates are increasing monthly. As a result, many analysts believe we could see fewer homes sold in 2022. If that wasn’t enough, the National Association of REALTORS ® grew its membership from 1.4 million to around 1.6 million last year, a 14% increase. In essence, more agents are fighting over a potentially smaller pie. While this may sound like a lot of doom and gloom, there is a solution for agents to net more income than they did in 2021. There are only three ways for an agent to net more income: increase their revenue by closing more sales, selling higher-priced properties or decreasing expenses. But what if an agent could do all three? What could that mean for their net income? That’s what I’d like to explore here. For many real estate agents, their most significant expense is not their marketing. Instead, it is the splits they pay their brokerage. This could be anywhere between $15,000 and $30,000 per year or more. For decades, we were programmed to

78 April 2022 RISMedia’s REAL ESTATE

believe that these large percentage splits were there to cover the offices, training, technology and support. But does it really cost that much? I was once told that splits only matter in the absence of value, and I couldn’t agree more. But what if all things were equal? What if an agent could get all of the technology, training, resources and support they are used to for a small flat fee per transaction? What if they could earn an extra $15,000 in income each year, not by selling more homes, but by simply reducing expenses?

I was once told that splits only matter in the absence of value, and I couldn’t agree more. The solution is quite simple. Moving from a brokerage that charges a large percentage split of 20% or more to a brokerage that charges a flat fee of $500 could mean additional income of $1,500 or more on just one sale. Now, multiply that across multiple sales. If all things are equal between your current brokerage and Fathom Realty, which charges a small flat fee, what could you do with that extra income? You could spend more on marketing to drive sales, save for retirement, pay down debt or fund your child’s education. The sky’s the limit, and it simply takes a step of faith. Do not wait until the market shifts to get ahead of the curve. RE Josh Harley is a serial entrepreneur, founder and CEO of Fathom Holdings, tech geek, innovator, disruptor, marketer, teacher, artist, U.S. Marine and Alaska-raised sweet tea fiend. He believes deeply in the principles of servant-leadership and strives to be an example to his leadership team and his agents on serving others first. To learn more, visit FathomCareers.com.

TRENDS & ISSUES money, but that doesn’t mean they don’t make money. Their job is to manage the money and execute in their business.

Humble leaders are never driven by money, but that doesn’t mean they don’t make money.

6 Characteristics of Humility in Leadership

Commentary by Michael Minard

riting about humility in leadership doesn’t feel very humble. For me, it’s especially challenging as I would rather stay out of the headlines and just do my thing at Delta. This topic also requires me to be a bit transparent about myself, providing insight into what makes me tick as a leader. I believe that one of the most important characteristics of humble leaders is that what they do is not about them. This may be obvious, and you probably know it, but it is a core belief. So, if humble leaders embrace the notion that what they do is not about them, what drives them? Here are six characteristics of humble leadership: 1. Humble leaders are driven to achieve for others. For 22 years, I’ve been focused on two simple things: solve problems for real estate professionals and build an organization that people call their “work home.” It has never been about me. It’s all about seeing the success of our partners and the nearly 100 families who are part of our family.

2. Humble leaders take ownership and give their team credit for what they do. Twenty years ago, I had an argument with two team members about the direction of our database structure. We could not afford to make the wrong decision. At the end of the day, it was my decision and I had to own it. If it failed, it was my fault. The decision I made would have never happened without the input of those two. Humble leaders take ownership and give their team credit for the success they make possible.

3. Humble leaders manage mon-

ey, rather than being driven by it. We all know leaders who claim to be humble, but are driven by money, destroying others for their own gain. Humble leaders are never driven by

4. Humble leaders love seeing those in their care excel. Challenge your leadership team to train their replacements. It seems crazy, right?! But that’s what humble leaders do. If you’re in leadership, the only way you can truly excel is by constantly training your replacement. 5. Humble leaders hire people who are smarter and better than them. Why would anyone ever want to hire people not as good as themselves? Yet, you see this repeatedly. Humble leaders seek smarter and better people than themselves for the overall success of the team. 6. Humble leaders own the failures of those they lead. Leaders own the performance, or lack thereof, of those they lead. You can’t blame someone under you for lack of performance. Good, humble leaders own the failures of those they lead.

While there are complete books on these topics, it’s important to bubble up this conversation, especially with new leaders coming into the real estate industry. The value of humility in leadership is a trait every leader should embrace. RE Michael Minard is CEO and owner of Delta Media Group, a leading and trusted technology partner for many of real estate’s top brands, and 100% familyowned and operated. RISMedia’s REAL ESTATE April 2022 79

TRENDS & ISSUES MoveEasy is custom-built to deliver on this promise, empowering agents to deliver value to their clients over their entire lifetime as a homeowner. Homeowners can compare thousands of vetted service providers across categories like home insurance, internet and cable, home protection, energy, utilities and more. The dashboard also features a savings calculator to compare prices, hire a local contractor and apply exclusive discounts.

Streamlining Homeownership

Delivering Real Value Is the Key to Client Loyalty Commentary by Venkatesh Ganapathy

hy do real estate agents work so hard to acquire new clients rather than maximizing repeat business with past clients and existing relationships?

According to the National Association of REALTORS® (NAR), 90% of homeowners say they’ll use their agent again, but only 12% actually do. How can we retain past clients and build loyalty during those dormant years when they’re not actively buying or selling? Consider these clientretention strategies to build stronger, longer-lasting connections.

Rewrite the Playbook

We’re all familiar with the usual playbook: sending holiday cards and seasonal mailers, writing blog posts and social content related to home improvement and maintenance. When done well, this content might encourage past clients to remember you the next time they sell a home. But almost every real estate professional sends a similar battery of seasonal communications with ideas for 80 April 2022 RISMedia’s REAL ESTATE

improving curb appeal, “best value” renovations and updates on housingmarket trends. If you’re sending the same templatized communications as the agent down the street, recipients are likely to tune it out.

Building Loyalty Means Delivering Real Value

Solving these challenges for real estate agents is what inspired the launch of MoveEasy. If agents want to earn past clients’ attention, they need to show them that they’re using their industry knowledge to give them insider advantages and savings. You not only need to create relevant content around homeownership topics they care about, but also hyper-local content, referrals and discounts on home contractors or service providers.

To succeed in today’s hyper-competitive market, agents now have the opportunity and responsibility to stretch beyond the usual playbook to deliver value. Rather than reminding clients to replace their HVAC filter, give them a referral link where they click and subscribe to a company that automatically sends them filters every three months. Instead of offering generic kitchen remodeling tips, give clients a planning tool that provides research that’s relevant to their home and location. Rather than daydreams about how their future kitchen might look, leave them with a list of contractors, an understanding of next steps and a calculation for how an updated kitchen may improve their home’s value. MoveEasy keeps your clients organized and helps you maintain an active relationship with them over the lifetime of their homeownership, providing an invaluable tool to build client loyalty and referrals. RE

Venkatesh Ganapathy is CEO and cofounder of MoveEasy, the country’s first full-service homeowner concierge platform designed to help the 139 million homeowners in the U.S. with all their move and home management needs. For more information, visit www.moveeasy.com.

TRENDS & ISSUES a wider pool of potential clients and a larger workforce, finding it easier to lock down sales at a higher rate than a smaller boutique firm. While growing your business organically may feel daunting, it isn’t your only option. Merging with a local competitor or acquiring another firm is a surefire way to scale your business, increase brand awareness and support your recruitment efforts.

Don’t Discount Ancillary Services

Mergers and Acquisitions: Real Estate’s New Normal Commentary by Bryan Brooks

s the industry has had to adapt to a new real estate landscape, brokerages have had to find new avenues for growth. Once considered taboo, mergers and acquisitions are steadily becoming one of the most strategic ways a broker/owner can invest in their growth and business. Whether your business has been approached for a potential merger or acquisition, or you’re considering ways to deepen your foothold in your market, a merger or acquisition may be an option for your brokerage’s growth.

All Eyes on Real Estate

To say that the housing market has been booming lately may be an understatement. Low interest rates have offered buyers more power, and sellers have leveraged demand to secure multiple offers and record-breaking sales as home values increased. As consumer demand has skyrocketed, so have real estate business values and outside investor interest. This has led to a unique growth opportunity for brokerage owners, opening up new opportunities for capital and the flexibility to scale their business with a little support from the private equity

firms and venture capitalists clamoring for their piece of the real estate industry.

Organic Growth Isn’t the Only Option

In the case of real estate brokerages, bigger is often better. A recent National Association of REALTORS® (NAR) study found that firms with only one office had a median brokerage sales volume of $4.5 million in 2020, while firms with four or more offices saw a median sales volume of $146.2 million. Brokerages with a larger marketshare have

There are countless services and providers involved in selling a home. These business lines offer an infinite opportunity for brokerage owners to increase their revenue streams and value prop with a smart acquisition or two. As a broker/owner, thinking of the big picture when it comes to ancillary services offers an incredible growth opportunity. An NAR study found that in 2021, only 4% of all real estate firms surveyed offered in-house title and escrow services, with only 5% offering mortgage lending in-house. If you’ve been brainstorming new ways to generate revenue, bringing complimentary home services into the fold may be the way to go. But that’s not the end of the merger and acquisition story for a broker/ owner. In positioning your business successfully, your brokerage may draw the attention of an interested party. If your long game is to one day sign the papers on your own acquisition, it’s critical to invest in your growth now. RE

Bryan Brooks is senior vice president of franchise sales for HomeSmart and regularly facilitates mergers and acquisitions for brokerages nationwide. For more information about joining HomeSmart as an agent, please visit HomeSmart.com/join, or visit HomeSmart.com/ franchising for franchise opportunities. RISMedia’s REAL ESTATE April 2022 81

TRENDS & ISSUES increased 10x in 2021. EasyKnock, a nationwide operator, more than doubled its business over the year. Knock expansion exploded from three markets at the end of 2019 to 71 markets in 2021. Homeward kicked off a 20-state expansion plan. And Flyhomes launched a national expansion of “Flyhomes for Agents” by rapidly rolling out in several states.

Collectively, iBuyers purchased more than 71,000 homes in 2021. Cash Wins

iBuyers Rebound as Power Buyers Rapidly Expand

Commentary by Stefan Peterson ccording to our latest zavvie Seller Preferences Report, iBuyers rebounded last year, increasing business fivefold year-over-year during a historic seller’s market.

Even as skeptics asked, “Who needs an instant offer from a tech company if you can sell your house on the open market faster than you ever thought possible for more money than you ever expected?,” iBuyers registered a breakout year in 2021. The numbers should silence doubters. Despite a major iBuyer exiting the market (Zillow), Opendoor, Offerpad and RedfinNow significantly increased their purchasing activity. Collectively, iBuyers purchased more than 71,000 homes in 2021, about a 1.3% national marketshare. That compares with about 14,000 homes purchased in 2020, when the pandemic temporarily paused iBuying. It’s time for agents and brokers to stop questioning whether iBuying is good or bad, and start asking if clients could benefit from considering an instant offer as one of several options. 82 April 2022 RISMedia’s REAL ESTATE

The Rapid Rise of Power Buyers

As iBuying came roaring back, real estate market conditions in 2021 were perfect for Power Buyers, which experienced spectacular growth. It was a year when consumers continued to embrace Power Buyers and iBuyers, and reported very high satisfaction with their experiences across the board. What 2021 tells us is that both solutions are here to stay, and that Power Buying—including “buy-before-yousell” bridge solutions and “cash offer” options—could eventually become the norm in residential real estate. Already, these options for homebuyers are catapulting the growth of Power Buyers and their accessibility to consumers during the last 12 months. Many of the leading Power Buyer firms reported record growth. Ribbon said demand for its Cash Offers

The data show that consumers gained a huge advantage when working with a Power Buyer versus using a traditional mortgage with a loan contingency. Buyers using a mortgage needed to make offers on seven houses before winning the bid. Using a “Cash Offers” program, homebuyers averaged just 1.1 submitted offers before successfully purchasing a home. That’s why cash offers are continuing to drive Power Buyer growth. Many Power Buyers are reporting a 2x to 10x increase for cash offers in Q4 2021 versus Q4 2020.

Offering All the Options

We expect the popularity of Power Buyers to accelerate and iBuyers to continue to expand. It’s why modern brokerages and agents need to offer their clients all the latest selling and buying options. You can check out all the latest Power Buyer and iBuyer trends in our newest zavvie quarterly report for free at zavvie.com/seller-preferences. RE Stefan Peterson is chief data officer and co-founder of zavvie and author of its popular Seller Preferences Report, the first review of its kind, covering all the selling solutions available to homeowners throughout the U.S.

TRENDS & ISSUES • Take a close look at the structural integrity of the home, as it will determine several other factors moving forward. • Examine the exterior, leaving no stone unturned, whether it’s on the roof or in the yard.

Why Thorough Home Inspections Are More Important Than Ever Commentary by Dan Steward

ith over 550 offices in North America, Pillar To Post Home Inspectors ® is in a unique position to acquire valuable feedback from their inspectors who have performed well over 3 million home inspections. Some of the discussions taking place throughout the network are very enlightening, beginning with the fact that homebuyers need to be cautious that they don’t get intimidated into skipping a home inspection. In fact, our inspectors advise today’s buyers to first look at the obvious things they can identify themselves in a home they are looking to buy. Once that goes well, and the buyer is inclined to make an offer, it’s important to ensure that a thorough home inspection is written firmly into the contract. Here are some things prospective buyers should look for when perusing a home: water stains, cracks in walls, windows and doors that won’t shut (or open) properly, leaky or cor-

roded pipes and lights that don’t turn on immediately. These are all things that prospective buyers can point out to their inspector. In bathrooms and kitchens, look under sinks for water, flush the toilets and run all the taps and showers. In the basement and attic, look for signs of water or pests, and throughout the remainder of the home, open and close doors, and give the ceilings and walls a once-over for any cracks, water stains or discoloration. Your home inspector should thoroughly check the following in the most basic home inspection: • Evaluate the property’s foundation and whether or not it will pose any problems down the road.

Homebuyers need to be cautious that they don’t get intimidated into skipping a home inspection. • Look at the property’s plumbing and HVAC units, as both are big-ticket items worthy of a closer inspection. • While harder to examine than just about everything else, it pays to have an idea of how the home’s electrical system is operating. While we’re still experiencing a seller’s market, people began to hear about the consequences associated with skipping home inspections over the last few years and are much more aware of the possible nightmare scenarios that can occur. At Pillar To Post, we offer a variety of home inspection packages, including the new and extremely popular Ultimate Home Inspection, which is quickly becoming the Gold Standard of the industry. RE Dan Steward is president and CEO of Pillar To Post Home Inspectors USA and has been lauded as an RISMedia Newsmaker (2019 - 2022). Pillar To Post Home Inspectors has been named No. 1 in category for nine years in a row on Entrepreneur Magazine’s Franchise 500® prestigious list ranking top franchise companies. For more information, visit www.pillartopost.com. RISMedia’s REAL ESTATE April 2022 83

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BROKER STRATEGIES What tools and resources provided by HomeSmart have been most valuable when it comes to your recent growth? I’m very impressed with the marketing side of things. Everything is in one platform, compared to other brokerages where agents have to go to various websites to get the same thing. The same holds true on the transaction side of things. Our agents can access everything they need—contract management, closing information, etc.—in one place. As the real estate industry continues to evolve, how do you and your agents stay ahead of the curve to maintain productivity? Many of our agents are buyer’s agents, so one of the things we’re doing right now is training our agents to target sellers. We have such low inventory that we’re doing some extensive training to get more listings. Barrientos

Giving Agents What They Need to Succeed Tomas Barrientos

Managing Broker HomeSmart TuCasa Realty Tulsa, Oklahoma https://homesmart.com/real-estate-office/ oklahoma/tulsa/144-homesmart-tucasa-realty Region served: Oklahoma Years in real estate: 17 Number of offices: 2 Number of agents: 59

How did you come to partner with HomeSmart, and how has that helped mold your brokerage? During the pandemic, we tried to find a new way to present something fresh with technology that was simple enough that our agents would understand, while also offering 100% commission with a flat transaction-fee plan. HomeSmart caught my attention because of its name, branding and technology. After they showed me their tech stack, I realized that this is what I was looking for—something that our agents can interact with and that handles marketing and transactions, among other aspects of their business. It had everything I needed to start a new journey for a brokerage. We started with 10 REALTORS®, and within a year, we grew to 59.

How does your company make its agents’ jobs easier? I’m always available to answer their questions. When they’re negotiating contracts, we’re there to help 24/7. We also have a mentoring program to help new agents succeed. We help them negotiate contracts and offers, among other things, to succeed in this market. How are you preparing your agents for the future of real estate? It’s all about training. With new technology coming out, we provide training to our agents, both in person and virtually. We bring in the top inspection companies and lending institutions to get market updates and predictions. I try to help my agents get a beat on what’s going to happen with the market in 2022 to help them prepare for what’s coming. What would you say is the best advice you offer to new agents? One of the unique things about HomeSmart is the fact that the broker works in the office in order to help the agents. Many of our competitors don’t have that. We’re probably the only firm here in Oklahoma that has brokers in the office, so anytime agents need help, they can come here and work out issues and strategies to help them grow their business. We also help them with mentoring. What strategies do you have in place to successfully reach out to first-time buyers? Oklahoma is a state where the population is greater among those in their 20s, 30s and early 40s, so we get a lot of people looking for their first home. We partner with lenders and different companies so we can help each other. Since we have agents specializing in working with first-time buyers, we get referrals from our partnerships. RE For more information, please visit www.homesmart.com. -Jordan Grice RISMedia’s REAL ESTATE April 2022 85

BROKER STRATEGIES available. These were the main elements I was looking to incorporate, in addition to giving back to the industry because it had been so good to me and my family. I knew we had 100% models in the market, but no one was offering the whole nine yards. It was at this time that I came across an episode of “Undercover Boss” featuring CEO Dan Duffy and United Real Estate, and I realized they were doing exactly what I wanted to do. Six months later, I was operating as United Real Estate. Thomas Osborn, Nick Firios and Norma Stuart Hood

A United Approach to Supporting Agents and Driving Success Nick Firios

Principal Broker United Real Estate | Preferred Lake Mary, Florida www.UnitedRealEstatePreferred.com Region served: Central Florida Years in real estate: 20 Number of offices: 1 Number of agents: 100

Tell us about how you got into real estate and how you transitioned to a broker. I got into real estate in 2002 with an interest to flip properties while working full-time as an advertising sales rep. After my first flip, I left my full-time job to begin working with my father-in-law, who is a home builder. As his business grew, he urged me to get my broker’s license to become his marketing arm, which laid the foundation for starting my own independent brokerage in 2006. The timing wasn’t great, as the market began to tank, and given the fact that I was relatively light on any formal real estate training, I decided to earn as many designations and certifications as possible through the National Association of REALTORS® (NAR). All of this training has helped shape who I am as both a REALTOR® and a broker. What were some of the most important considerations as far as selecting United Real Estate as your brokerage partner? When revamping my independent company in 2016, I knew I wanted to offer a flat-fee, 100%-commission model, but with greater support and better training to agents than what was currently 86 April 2022 RISMedia’s REAL ESTATE

How does United support your business, your professional development and your agents’ professional development? While we haven’t been able to meet in person for the past two years due to COVID, we’ve still been able to get together on Zoom calls and share ideas. Everyone at United is like-minded and committed to helping others succeed, especially Rick Haase, our president, who supports his brokers in any way he can. In fact, Rick’s commitment to incorporating new support and services into the mix has been huge for our professional development. How is United Real Estate unique among its competitors, and how have your agents benefited? United is unique in its offering, providing full support via technology, leads and a flat-fee model. Agents benefit by receiving more money, support that is second to none, ongoing training and new technology that helps them run their business seamlessly. We offer training calls five days a week, lunch-and-learns every Wednesday, third-party partners to train on topics our agents are dealing with on a daily basis, and technology such as our Bullseye Productivity Platform. All of these things, in addition to the support and services I mentioned before, are a true win-win. Another thing that makes United unique is its culture. As large as we are today, we haven’t lost that family culture. If you had to point to a couple of the primary guiding principles about running and building your company, what would they be? I can’t say enough about the leadership at the home office, and the strong and dedicated staff that supports us each and every day. Everyone on the team is as dedicated as I am, and as Rick always says: None of us are as strong and smart as all of us together. How do agents learn about your office and company? Not only do I send text messages each day to agents we are most interested in attracting, but I’ve also engaged a company to help me get the word out about United Real Estate Preferred and schedule exploratory meetings with those interested in joining the firm. From

BROKER STRATEGIES there, it’s all about determining the best way to onboard them, what their experience is and whether we are a good fit for each other. We do this before moving forward and introducing our Bullseye Productivity Platform and the rest of our team. We’ve also done a great deal of social media advertising over the years, and while we’ve traditionally focused on Facebook, we’re now expanding to LinkedIn. In addition, we send emails to our target list, congratulating agents on their recent sales. More often than not, agents aren’t receiving this type of communication from their own brokerage, so it opens the door for a bigger conversation. Our agents also play a huge role in referring other agents to our office. You recently welcomed your 100th agent. How did you achieve that milestone? It’s a culmination of a lot of things, beginning with the marketing, onboarding and training that’s coming directly from our Home Office Team. And while the United model in and of itself does a lot to support us, staying motivated and communicating with my staff has been instrumental in terms of reaching this milestone. When meeting with new agents and showing them what we have to offer, which I believe is the best brokerage model on the planet, it’s usually a done deal.

“Nick and his team continuously strive to conduct business at the highest levels of excellence and integrity. The company is an outstanding example of how you achieve success and growth by adhering to core values at a very high level. Very proud to be associated with them.” RICK HAASE President, United Real Estate

Where do you see yourself in five years? Hopefully with multiple offices. I would love to be at 500-plus agents as well. RE For more information, please visit www.GrowWithUnited.com.

APRIL IS

FAIR HOUSING

LET’S MAKE MONTH

UNFAIR HOUSING HISTORY. Visit nar.realtor/FHM to access tools to help you prevent discrimination in real estate.

-Paige Tepping

STOP AND THINK.

TEAM TALK

The Spears Group

‘Doogie Howser’ of Real Estate Leads Top Florida Team

By Barbara Pronin self-described “serial overachiever,” Jonathan Spears was enrolled in college at the age of 14, and in 2010 earned his Florida real estate license just after his 18th birthday.

So, it is little surprise, as he celebrated his 30th birthday in January 2022, that the boyish-looking entrepreneur leads the very successful 11-person Spears Group, under the aegis of Scenic Sotheby’s International Realty, serving a high-end clientele in Northwest Florida and closing more than $1 billion in sales in under five years. “My friends at Florida State called me ‘Doogie Howser’ because of my age,” says Spears. “I didn’t even

88 April 2022 RISMedia’s REAL ESTATE

know who Doogie Howser was for a while—the impossibly young doctor on a TV show in the early ‘90s. I only knew that I was focused on getting my degree and starting to make my mark in the global economy.” In 2011, with the real estate market in an oversaturated and underperforming state, the 19-year-old went to work for a small boutique real estate firm. His business came primarily from short sales.

“I learned a lot about price and value,” he said. “I was beginning to gain experience in the luxury market, and I quickly learned how to go from reactive to proactive and make my phones ring.” In 2015, he joined the newly founded Scenic Sotheby’s International, and with his first hire, administrative assistant Sara Mallet, at his side, closed more than $45 million in Emerald Coast properties in his first year with the company. Barbara Pronin: What is it about real estate that attracted you, Jonathan, when you clearly had a world of choices coming out of school? Jonathan Spears: I’ve always had an advisor’s mindset, for one thing, and I knew how to articulate data. I had planned to go to London and study international business, but the more I learned about how the real

TEAM TALK

estate market works, the more the inner entrepreneur in me jumped at the challenge to compete. BP: When did you decide to team, and why? JS: In 2015, when I joined Sotheby’s. I’m a bit of a control freak, and at first it was hard for me to delegate. But as my business grew, I realized my time was more valuable in the field with clients than trying to keep up with paperwork. Plus, I wanted my clients to have the ultimate consumer experience, and Sara is wonderful at ensuring that every client feels valued and confident that their transaction is in the best of hands. BP: Why did you decide to expand your team? JS: One of my first hires was my brother, Caleb, who was 18 when he came aboard, but had much the same mindset to succeed as I did. At about the same time, though, I hired a seasoned agent who could help handle our growing client list. BP: What does the team look like today? JS: We have eight agents and a client-care support coordinator, plus Sara and a chief executive officer I brought on in 2020 to ensure the team is growing in all the right ways. We also have a full-time media director. BP: How do you operate as a team? JS: Collaboration is key for us. We meet weekly to delegate and to stay up to date on all our transactions, new listings, business and so forth, plus we talk informally on a daily basis. BP: Tell me a little about your market. JS: It’s primarily a second-home market that attracts high-end buyers who want to enjoy the beauty and lifestyle of Florida’s amazing Emerald Coast.

As leader of the 11-person Spears Group, Jonathan Spears is committed to staying ahead of the curve.

“We meet weekly to delegate and to stay up to date on all our transactions, new listings and business.” JONATHAN SPEARS Team Leader, The Spears Group

Our average sale price is $2 million, and we’re proud to represent some of the finest properties from Destin to Panama City Beach, and all along the Gulf of Mexico. BP: What are some of your proudest achievements? JS: We are most proud of the reputation we’ve established both as real estate investment advisors and as the premier team in our market. We closed more than $700 million in 2020 and 2021, and we were ranked by the Wall Street Journal as the No. 1 mid-sized real estate team in Florida and 11th in the nation. BP: What are your goals going forward? JS: To stay ahead of the curve, for one thing, so that we can continue to be the best possible advisors for the high-

end clients in our present and emerging markets—and to create a process that can be replicated in other areas. BP: Such as? JS: Colorado, for one, which enjoys a dynamic change of seasons and is attracting high-end buyers from all over the country these days as the pandemic drives changing lifestyles and priorities. We’d like to be able to leverage the Sotheby’s International brand to build an unmatched referral pipeline. RE For more information, please visit spearsgroupfl.com.

Barbara Pronin is a contributing editor to RISMedia. RISMedia’s REAL ESTATE April 2022 89

. e v i v r u s . e v i r th

. e t a n i dom FREE business consults for Real Estate readers in April. Schedule your time NOW!

(385) 282-7112

TEAM TALK Simply because you’re facing challenges your business plan doesn’t account for does not mean the plan has no value. Your business plan is a defined vision that you ought to let guide you through challenges. Like the distant mountain peak a hiker uses to reorient himself, your plan (and the vision it represents) can provide both perspective and direction as conditions change around you.

The Business Plan: Your Fixed Point in a Turbulent Market

By Verl Workman

veryone in real estate, particularly brokers and team leaders, face significant challenges as they try to run a profitable business in 2022. Historically low inventory, buyers flooding houses with offers, turbulent recruiting and retention conditions—we’ve heard it all. We talk a lot about the importance of planning for times such as this, and for good reason. Creating and following a business plan can give you needed stability and focus as things in the market “go crazy.” Your business plan is the representation of your vision, and the roadmap to achieving that vision. The types of challenges brokers and team leaders are seeing today can make a business plan feel irrelevant. Agents can feel powerless and lost if their clients continue to be outbid and the pool of available listings dries up. They may feel like a business plan won’t even touch these issues. I’ve talked to team leaders and brokers who have all but abandoned their business plans as they’ve tried

to find the right response to these ongoing changes in the market. It all begs the question: What do you do when things don’t go according to plan? Lately, I’ve been thinking about a lesson I learned back in my early scouting days: If you ever become lost, all you need to regain your bearings is a fixed point you can see, like a mountain peak or building. Using that fixed point, you can orient yourself and get back to safety. Allow me to suggest that if it feels like your team or brokerage is getting lost in the challenges we’ve been facing over the last few months, your business plan might be that fixed point you need to guide yourself to the right place.

Simply because you’re facing challenges your business plan doesn’t account for does not mean the plan has no value. By abandoning your business plan, you’re guaranteeing that the vision and goals it contains will never be accomplished. By redoubling your efforts to focus on your plan and charting a new course to fulfill it, nothing in the market—low inventory, high prices, fluctuating retention—will keep you from your goals. RE

Verl Workman is the founder and CEO of Workman Success Systems, a real estate consulting company that specializes in performance coaching and building highly effective teams. Contact wssm@ workmansuccess.com for more information and free downloadable resources.

RISMedia’s REAL ESTATE April 2022 91

SERVICE PROFILES

Index of Preferred Providers

The leading companies providing services to the real estate and relocation industries

ABR®................................................................................... 93

HSASM Home Warranty ..................................................... 95

Amarki................................................................................ 93

Lamacchia Realty............................................................... 95

American Home Shield .................................................... 93

Leading Real Estate Companies of the World®................. 95

Berkshire Hathaway HomeServices .................................. 93

McKissock Learning........................................................... 95

BoomTown ......................................................................... 93

MyOutDesk Virtual Assistants ........................................... 95

Buffini & Company............................................................. 93 Buyside............................................................................... 93

NAGLREP (National Association of Gay & Lesbian Real Estate Professionals) .......................................................... 95

The CE Shop....................................................................... 93

National Association of REALTORS® ................................ 95

Century 21 Real Estate LLC................................................ 93

Pillar To Post Home Inspectors® .........................................96

Cinch Home Services ......................................................... 93

Propertybase .....................................................................96

Constellation1.................................................................... 94

Real Estate Webmasters ....................................................96

The Corcoran Group.......................................................... 94

Realtors Property Resource® .............................................96

CoreLogic........................................................................... 94

Realty ONE Group ............................................................96

Center for REALTOR® Development (CRD)....................... 94

REBAC................................................................................96

CRS Data............................................................................ 94

RE/MAX, LLC ....................................................................96

Crush It In Real Estate ........................................................ 94

Residential Real Estate Council .........................................96

Curbio ................................................................................ 94

Rocket Mortgage...............................................................96

Darryl Davis Seminars....................................................... 94

Sherri Johnson Coaching & Consulting.............................96

Delta Media Group ........................................................... 94

United Real Estate.............................................................. 97

Elm Street ........................................................................... 94

Updater.............................................................................. 97

Fathom Realty .................................................................... 95

Weichert Family of Companies ......................................... 97

Homes.com ........................................................................ 95

Workman Success Systems................................................ 97

HomeSmart International .................................................. 95

zavvie................................................................................. 97

RREIN Service Providers Berkshire Hathaway HomeServices Ambassador Real Estate.......................................................................... 97

Kinlin Grover Real Estate................................................... 98

Berkshire Hathaway HomeServices Florida Realty .......... 97

Lusk & Associates Sotheby’s International Realty............. 98

Berkshire Hathaway HomeServices Georgia Properties......98

McCOLLY Real Estate ........................................................99

Berkshire Hathaway HomeServices Jordan Baris Realty .... 98

Patterson-Schwartz Real Estate.........................................99

Berkshire Hathaway HomeServices Nevada Properties......98

Randall, REALTORS®................................................................99

CENTURY 21 Award.......................................................... 98

RE/MAX 440 and RE/MAX Central ...............................99

CENTURY 21 New Millennium.......................................... 98

RE/MAX Gateway............................................................99

Coldwell Banker Kappel Gateway Realty ........................ 98

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Long & Foster Real Estate, Inc. .......................................... 98

SERVICE PROFILES ABR® (800) 648-6224 • abr.realtor • Chicago, Illinois • Jennifer Rzeszewski, Vice President of Member Development and Executive Director of CRD

Brokers are busy with many competing priorities. They should feel comfortable with their salespeople who have earned the ABR® designation when working with buyer-clients. Real estate professionals can hone their skills in representing the needs of homebuyers in real estate transactions and earn the coveted Accredited Buyer’s Representative (ABR®) designation, giving agents knowledge and confidence to navigate the market.

AMARKI (877) 405-0040 • www.amarki.com •Grass Valley, California • Ian Francis, CEO

Amarki was purposely built by real estate experts for brokerages and agents based on years of industry experience and firsthand REALTOR® feedback. We have developed a marketing tool accessible to anyone, no matter your experience or marketing budget. By providing an intuitive tool that works “for” the agent, Amarki is able to remove the complexity of marketing tasks such as email, social media, text messaging and search and display ads. With Amarki, any digital marketing campaign can be created and deployed with three easy steps in under two minutes.

AMERICAN HOME SHIELD® (800) 735-4663 • www.ahs.com/realestate

American Home Shield founded the home warranty industry more than 45 years ago and remains the industry leader, with more than 1.8 million customers who depend on us every day. We offer not only home warranty plans that help protect against unexpected covered breakdowns of home systems, but we offer services that buyers can take advantage of day one of their contract. Current additional services offered are: rekey service, electronics plan, TV mounting service and pre-season HVAC tune-up service. We’re also leveraging our network of more than 15,000 licensed and qualified contractors to test even more services, like: pest control coverage, house cleaning services, garage door tune-ups, electrician services, and more. Discover the shield difference—contact your local AHS® Account Manager today by visiting ahs.com/find-rep. ®

BERKSHIRE HATHAWAY HOMESERVICES (800) 666-6634 • www.berkshirehathawayhs.com

Berkshire Hathaway HomeServices is a global residential real estate brokerage franchise network with more than 50,000 real estate professionals and nearly 1,500 offices across 12 countries, including the U.S., Canada, Mexico, Europe, the Middle East, The Bahamas and India.

BOOMTOWN (866) 430-1408 • www.BoomTownROI.com Charleston, South Carolina

BoomTown has all the tools, technology and teams you need for real estate success. It’s the only solution that generates and manages your leads, with 300-plus experts at your back. Lead generation, consumerfacing websites, CRM technology, lead management services, and more, come in flexible packages that scale with success. Our mission is to make real estate agents successful, and our service offerings

extend far beyond technology: peer coaching support, lead concierge services to contact, qualify and nurture leads, and dedicated advisors offer personalized support at every step.

BUFFINI & COMPANY (800) 945-3485 • www.buffiniandcompany.com

Headquartered in Carlsbad, California, Buffini & Company is the largest real estate coaching and training company in North America. Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead-generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

BUYSIDE (855) 928-9743, 855-9-BUYSIDE • getbuyside.com Brentwood, Tennessee • sales@getbuyside.com

Buyside is a data analytics and marketing company on a mission to help real estate brokers and lenders profit from their largest untapped asset: data. Buyside aggregates behavior signals generated online, using it to power actionable insights and intelligent marketing tools that help brokers, lenders and other ancillary services capture more homeowners. Our team brings decades of real estate and technology industry expertise. We understand the unique challenges real estate brokers face, and we wake up each day excited to help you conquer them.

THE CE SHOP (888) 827-0777 • www.theceshop.com Greenwood Village, Colorado

Founded in 2005, The CE Shop has become the leading provider of online real estate education through an encyclopedic knowledge of the real estate industry. Our ever-expanding course catalog of pre-licensing, exam prep, post-licensing and continuing education products are trusted throughout the industry and offer agents across the country the education they rely on.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, New Jersey • Michael Miedler, President & CEO

The approximately 148,000 independent sales professionals in over 14,250 spanning 85 countries/territories in the CENTURY 21® System live their mission everyday: to defy mediocrity and deliver extraordinary experiences. By consistently chasing excellence, giving 121% and always elevating, the CENTURY 21 brand is helping its affiliated brokers/agents be the first choice for real estate consumers and industry professionals.

CINCH HOME SERVICES (800) 778-8000 • www.cinchrealestate.com • Boca Raton, Florida

Cinch Home Services is the leading home warranty company that makes it easy for everyone to enjoy their home to the fullest, regardless of whether they own or rent. With over 40 years of proven experience, Cinch uses smart, modern tools and an award-winning customer support network to remove the guesswork around preventing, diagnosing and solving a wide variety of home related issues. The company proudly offers 24/7customer service and the industry’s only 180 day service guarantee. Cinch protects both buyers and sellers from expensive and unexpected repair and replacement costs before, during, and after the sale of the home..

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SERVICE PROFILES CONSTELLATION1 (800) 503-5163 • constellation-1.com • Milwaukee, Wisconsin and Markham, Ontario • sales@constellationreg.com

Constellation1 is an all-in-one brand of award-winning front office, back office and data services for brokerages, franchises and MLSs. Constellation1 simplifies the process of finding and implementing the right real estate technology by providing a portfolio of solutions tailored to the real estate industry. Regardless of a brokerage’s, franchise’s or MLS’ technology needs, Constellation1 is of service, providing industry leading front office sales and marketing tools, including lead generation and relocation management; back office software like accounting, eSignature and transaction management; and extensive IDX feeds and datasets. For more information, visit constellation-1.com and follow us on LinkedIn, Facebook and Twitter.

THE CORCORAN GROUP (800) 544-4055 • www.corcoran.com • info@corcoran.com

The Corcoran Group has been a leading residential real estate brand for nearly 50 years. Through its New York City, Hamptons and South Florida brokerages, along with its rapidly growing affiliate network, the firm is home to more than 100 offices and 4,200 independent salespersons in key urban, suburban and resort markets nationwide. Corcoran agents earn and keep their clients’ trust with an unwavering commitment to white-glove service, expertise and integrity. In every market served, Corcoran helps you find the home that’s just right for you. Live who you are®. The Corcoran® brand comprises both offices owned by a subsidiary of Realogy Brokerage Group LLC and franchised offices, which are independently owned and operated.

CORELOGIC Toll-Free: (877) 849-1023 • Local: (949) 214-1000 www.corelogic.com • Media and PR relations: newsmedia@corelogic.com

As a leading provider of gold standard data, analytics and platforms, CoreLogic enables real estate professionals, financial institutions, insurance carriers, government agencies and other housing-market participants to help people make their dream of homeownership a reality.

THE CENTER FOR REALTOR® DEVELOPMENT (CRD) (888) 480-2487 • crd.realtor • Chicago, Illinois •Jennifer Rzeszewski, Vice President of Member Development and Executive Director

The Center for REALTOR® Development (CRD) offers designations and certifications, learning pathways, over 100 microcourses, and an award-winning podcast. Sharpen your skills and boost your business by investing in yourself. Discover a personalized learning experience today at crd.realtor.

CRS DATA (800) 374-7488 • www.crsdata.com

For more than 30 years, CRS Data has provided a wealth of property tax data through the MLS Tax Suite. This beautiful system integrates seamlessly into your MLS system, offering REALTORS® current tax data, detailed map layers and robust features that are accessible on all browsers and mobile devices. Consistent product enhancements help ensure that the MLS Tax Suite performs as the industry’s leading and most innovative service. We’re proud to pro-

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vide a personalized customer experience that is unmatched. Learn more by visiting www.crsdata.com.

CRUSH IT IN REAL ESTATE (781) 786-2422 • CrushItInRE.com • Waltham, Massachusetts • info@crushitinre.com

Crush It In Real Estate was started back in November 2017 for the sole purpose of providing quick, easy and actionable tips for agents to grow their business and to give a sneak peek into what our REAL Training & System courses look like. These short, digestible videos highlight the tricks and strategies of these courses in an entertaining way that only Anthony Lamacchia can provide.

CURBIO (844) 944-2629 • https://curbio.com• Potomac, Maryland

Curbio partners with real estate agents and homeowners to deliver a smart and hassle-free home improvement experience designed to get every home on the market and sold fast. Curbio’s turnkey approach, trusted team and all-in-one app allow REALTORS® to confidently take on home improvement projects of all sizes. Trusted by more than 800 brokerages nationwide, Curbio is making real estate move by redefining what the home improvement industry represents: transparency, reliability and speed.

DARRYL DAVIS SEMINARS (800) 395-3905 • www.ThePowerProgram.com

Darryl Davis Seminars was founded by real estate expert, coach and international speaker Darryl Davis, CSP. For more than 30 years, Davis has been helping agents double their production by learning the listing and sales skills of real estate. These money-making skillsets are vital when agents are working with buyers and sellers to move their career to their Next Level™. His fast-growing membership platform, www.ThePowerProgram.com, helps real estate sales professionals design lives and careers worth smiling about. He is the best-selling author of three books with McGraw-Hill Publishers, one of which, “How to Become a Power Agent® in Real Estate,” is the No. 1 book sold to REALTORS® on Amazon.

DELTA MEDIA GROUP (866) 233-9833 • https://www.deltamediagroup.com North Canton, Ohio •Franklin Stoffer, Vice President of Sales

Delta Media Group is real estate’s only provider of an all-in-one platform, easiest to use CRM, digital marketing tools, superpowered-SEO and website solution that is family-owned and operated. Delta Media is also the king of website lead generation, through its unmatched superpowered-SEO that leverages custom hyperlocal content creation. Moreover, Delta Media Group is an early real estate technology innovator, established in 1994, yet offers one of the most advanced and affordable, fully integrated digital and social marketing solutions available to real estate professionals.

ELM STREET elmstreet.com • Frisco, Texas

•hello@elmstreet.com Elm Street offers a growing portfolio of real estate technology and marketing services with the goal of providing one vendor and one point of contact, fully fused into one singular platform—Elevate—to capture and nurture more leads into closed business. Elm Street’s portfolio of

SERVICE PROFILES products and services allow busy real estate professionals the ability to streamline and automate their marketing and day-to-day business objectives by offering high-end IDX websites, lead generation tools, a powerful CRM, email, social, text and blog marketing automation, recruiting and retention tools, and more. To learn more, please visit ElmStreet.com.

FATHOM REALTY

sachusetts, New Hampshire, Rhode Island, Connecticut, Maine and Florida, Lamacchia Realty provides cutting-edge tools and systems, and unparalleled training and coaching for REALTORS®, along with innovative and unique programs for buyers and sellers. The company prides itself on helping agents grow their business and, on average, agents who join from other companies grow their business by 318% in their first year. Lamacchia Realty will guide you to your success!

(888) 455-6040 • www.FathomRealty.com • Cary, North Carolina

LEADING REAL ESTATE COMPANIES OF THE WORLD®

Fathom Realty is a national, cloud-based real estate brokerage powered by a proprietary technology platform called IntelliAgent. Agents enjoy a higher net income through Fathom’s 100%-commission, transaction-fee compensation model, allowing them to invest more money into growing their business. Fathom agents also earn stock grants based on their contribution to revenue and company growth. For more information, visit www.fathomcareers.com.

(312) 424-0400 • www.LeadingRE.com

HOMES.COM (866) 697-3308 • http://marketing.homes.com

Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly. With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites. Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HOMESMART INTERNATIONAL (800) 865-9025 • www.homesmart.com • Scottsdale, Arizona • Tori Sokol, Director of Marketing and Communications

Founded in 2000, HomeSmart International is one of the fastest-growing real estate franchisors in the nation, with a mission to lead the industry by providing the highest level of service, support, technology and value to our customers. The company offers franchisees efficiency and innovation coupled with the systems and technologies necessary to succeed in today’s evolving real estate industry. Its low-fee, high-value 100%-commission brokerage model keeps costs down for its nearly 19,000 agents across 31 states.

Leading Real Estate Companies of the World® (LeadingRE) is an invite-only, business-to-business real estate community, interconnecting top local and regional independent companies in 70 countries across the world. It provides its members with performance-driven assets, like elite training and education, marketing and technology resources, referrals and support. LeadingRE gives its 550 brokerages an edge while making their agents’ lives easier—and ultimately helping them to generate more business, assured by exceptional experience, quality service, and access to people and opportunities worldwide.

MCKISSOCK LEARNING (877) 277-5376 • McKissock.com/real-estate

As part of the Colibri Real Estate family of premier education brands, McKissock Learning has helped hundreds of thousands of real estate professionals achieve sustainable success throughout each stage of their career via continuing education and professional development courses.

MYOUTDESK VIRTUAL ASSISTANTS (800) 583-9950 • www.myoutdesk.com www.myoutdesk.com/contact-us

MyOutDesk is the largest, most trusted and reputable provider of virtual staffing in real estate—having served more than 6,000-plus clients, including as Keller Williams, Coldwell Banker and RE/MAX. MyOutDesk virtual assistants (VAs) allow real estate teams the ability to focus on core activities that drive income and sales—saving our clients over $55 million a year. Focus on dollar-productive tasks without sacrificing your quality of service. Hire a Real Estate VA for up to 70% less than the cost of a traditional, full-time employee.

HSASM HOME WARRANTY

NAGLREP (NATIONAL ASSOCIATION OF GAY & LESBIAN REAL ESTATE PROFESSIONALS)

(800) 367-1448 • www.onlinehsa.com HSASM Home Warranty has provided outstanding products and

(561) 865-6117 • naglrep.com • Jupiter, Florida • Jeff Berger, Founder

service to real estate professionals and homeowners for more than 35 years. The home warranty helps sellers and buyers protect their budget from the cost of repairing or replacing the covered home system components and appliances in their home. HSASM also offers additional services to help buyers maintain their homes, including rekey service, an electronics plan and pre-season HVAC tune-up service. With HSA Home Warranty, your clients get reliable budget protection backed by exceptional service, and you get a provider who works hard to better serve you. Contact your local HSA Account Manager today by visiting onlinehsa.com.

NAGLREP is the No. 1 forum for LGBT homebuyers, sellers and LGBT and allied real estate professionals.

LAMACCHIA REALTY (855) 510-SOLD (855-510-7653) • www.lamacchiarealty.com Waltham, Massachusetts • Jackie Louh, Jackie@LamacchiaRealty.com, 781-373-7414

As a full-service, value-based real estate brokerage serving Mas-

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.NAR.realtor • Chicago, Illinois • Bob Goldberg, CEO • Victoria Gillespie, Chief Marketing and Communications Officer • Katie Johnson, General Counsel, Chief Member Experience Officer • Mark Birschbach, SVP, Strategic Business Innovation and Technology • Marc Gould, SVP, Member Development

The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, NAR’s official member benefits resource, providing savings and special offers on products and services just for REALTORS®. Program partners are industry leaders

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SERVICE PROFILES who understand the unique needs of real estate professionals. Visit NAR.realtor/RealtorBenefits. NAR is also proud to offer the .realtor™ and .realestate top-level domains to members. Visit get.realtor. NAR offers a number of designations, certifications and opportunities for continuing education that support member development. Visit OnlineLearning.realtor. NAR empowers REALTORS® to evaluate, enhance and showcase their highest level of professionalism with the Commitment to Excellence program. Visit C2EX.realtor. The REALTOR® Store features publications, webinars and research reports, including the top-selling 2018 NAR Profile of Home Buyers & Sellers. Visit Store. realtor. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation while benefitting NAR members. Visit secondcenturyventures.com.

REALTY ONE GROUP (949) 297-2020 • www.RealtyONEGroup.com Laguna Niguel, California • Eddie Sturgeon, EVP, Global Growth

Founded in 2005, Realty ONE Group is an industry disruptor, radically changing the face of real estate franchising with its unique business model, fun coolture, technology infrastructure and superior support for its real estate professionals. Realty ONE Group has been recognized by Entrepreneur magazine as a Top 5 Real Estate Franchise and has been on Inc. 500’s list of the Fastest-Growing Companies for seven consecutive years. Realty ONE Group is surging ahead, opening doors, not only for its clients, but for real estate professionals and franchise owners.

PILLAR TO POST HOME INSPECTORS®

REBAC

(800) 294-5591 • www.pillartopost.com • Tampa, Florida • Stephanie Bowling, Director of Marketing (416) 620-3572

(800) 648-6224 • www.REBAC.net • Chicago, Illinois • rebac@nar.realtor

Pillar To Post technology coupled with deep knowledge allows us to provide an exceptional home inspection with unique and innovative features, all delivered within a seamless brand experience. This experience, and the people who deliver it, has made Pillar To Post North America’s largest home inspection company.

The Real Estate Buyer’s Agent Council (REBAC) provides training and support that help buyer’s representatives be successful in their business— and educates consumers about the benefits of buyer representation and the ABR® designation in order to improve their home-buying experience.

PROPERTYBASE

(303) 770-5531 • www.remax.com • Denver, Colorado

(855) 390-2273 • www.propertybase.com • John Voigt, Director of Marketing Communications

As one of the leading global real estate franchisors, RE/MAX, LLC is a subsidiary of RE/MAX Holdings (NYSE: RMAX) with more than 140,000 agents in over 8,600 offices across more than 110 countries and territories. Nobody in the world sells more real estate than RE/MAX, as measured by residential transaction sides.

Propertybase is the leading global real estate and mortgage software provider with lead generation, CRM, websites, compliance-driven transaction management, mortgage business growth platform and more. Over 4,500 brands trust Propertybase to deliver innovative technology to scale their business. The Propertybase family of brands includes Propertybase, BoldLeads, BoldMortgage and Unify.

REAL ESTATE WEBMASTERS (877) 753-9893 • www.rew.com • Nanaimo, British Columbia • Morgan Carey, CEO • morgan@rew.com

Real Estate Webmasters (REW) is the leading technology provider for the top 1% of real estate professionals in the world. Since 2004, we have helped shape real estate technology to grow with your professional needs. We are the secret weapon behind many of the names you already know and love, creating cutting-edge websites that generate leads, maximize efficiency and help ensure unrivaled success. If you can dream it, we can build it!

REALTORS PROPERTY RESOURCE® (877) 977-7576 • www.narrpr.com • Chicago, Illinois • Jeff Young, Chief Operating Officer/General Manager

Realtors Property Resource® (RPR) is a national, parcel-centric database that is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

RE/MAX, LLC

RESIDENTIAL REAL ESTATE COUNCIL (800) 462-8841 • www.crs.com • Chicago, Illinois CRS Help: CRShelp@crs.com

The Residential Real Estate Council was established in 1976 to provide real estate brokers and agents with shared knowledge and tools. Recognizing the need for advanced education, the Council developed training courses and established the Certified Residential Specialist (CRS) Designation. The Council is recognized as the leading provider of real estate education and networking for residential real estate agents, and the CRS Designation is considered the most prestigious designation a real estate agent can achieve.

ROCKET MORTGAGE RocketPro.com/RealEstate

Detroit-based Rocket Mortgage is the nation’s largest home mortgage lender. The company closed $320 billion of volume across all 50 states in 2020. Today, Rocket Mortgage and Rocket Companies employ 24,000 full-time team members across the U.S. and Canada. The company ranked highest in the country for customer satisfaction for primary mortgage origination by J.D. Power for the past 11 consecutive years, 2010 - 2020, and also ranked highest in the country for customer satisfaction among all mortgage servicers the past seven straight years, 2014 - 2020.

SHERRI JOHNSON COACHING & CONSULTING (844) 989-2600 • www.sherrijohnson.com

Sherri Johnson is the premier national real estate coach offering worldclass coaching, keynote speaking and consulting services. No other real

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SERVICE PROFILES estate coach matches her 20-plus years of experience as a top agent, manager and executive of a Top-3 national brokerage, having personally led over 700 agents to $1.6 billion in annual sales volume. Sherri’s unique and proven coaching programs—including her exclusive Goldmine PipelineTM strategy—produce immediate, reliable results for agents nationwide, regardless of current production level.

UNITED REAL ESTATE (888) 960-0606 • www.GrowWithUnited.com • Rick Haase, President

United Real Estate (URE), a division of United Real Estate Group, was founded in 2011 to provide solutions for brokers and agents in a rapidly changing real estate industry. Recognized by Inc. 5000 as one of the nation’s fastest-growing real estate companies, United has helped thousands of agents Find Their Freedom® with its full-service, 100%-commission, transaction-based model. The company offers brokerage franchise and conversion opportunities, as well as merger and succession opportunities. Its proprietary technology, Bullseye™ Agent & Broker Productivity Platform, provides on-demand access to next-generation technology, marketing and training, powered by a 1.8 million-plus listings data warehouse. United operates in 24 states with more than 10,500 agents and over 100 franchise and company-owned locations.

UPDATER www.updater.com • New York, New York • Chris Avery, VP of Real Estate • realestate@updater.com

Think about your last move…it was probably confusing, stressful and chaotic. Your clients experience the same thing and desperately need moving help. Updater is the nation’s leading moving and home management app that saves your clients countless hours on various moving-related tasks including connecting TV and internet, reserving a moving company, securing insurance, connecting utilities, and much more. The experience is branded for your brokerage and each agent, and fully personalized for each client’s unique move. Both brokers and agents find Updater to be an incredible way to differentiate and provide an excellent client experience during a stressful time.

WEICHERT FAMILY OF COMPANIES (800) 401-0486 • www.weichert.com • Morris Plains, New Jersey

Since 1969, Weichert, Realtors® has grown from a single office into one of the nation’s leading providers of homeownership services, made up of 18 full-service real estate-related companies dedicated to putting customers first. Its network of real estate brokerages includes more than 500 offices, serving markets in 42 states, with thousands of agents. As a Weichert agent, you have access to industry-leading sales and marketing tools, powerful technology, national and international referral networks and top-notch coaching and training, as well as a unique culture of support and sharing, from interactive staff to collaborative affiliates across the country. Franchises available.

WORKMAN SUCCESS SYSTEMS (385) 282-7112 • www.workmansuccesssytems.com Salt Lake City, Utah

Workman Success Systems delivers comprehensive team solutions to agents, brokers and companies, private and group coaching solutions for every level of business, and proven seven-figure income-earning systems. Workman Success Systems Founder, Master Coach and Speaker Verl Workman delivers the necessary performance skills, the

latest and most effective tools, and proven dialogues and systems that work. To hire Verl to speak at your next event, visit www.workmansuccess.com/speaking. Sign up for a free coaching consult by going to www.workmansuccess.com/consult.

ZAVVIE (888) 407-4556 • https://zavvie.com • Boulder, Colorado • Lane Hornung, CEO

Founded by Lane Hornung and Stefan Peterson, zavvie combines proprietary technology with real world operating expertise, to provide a superior iBuyer strategy for brokers. zavvie is making the experience simple and seamless for iBuyers and agents to work together in the best interest of the consumer by facilitating and empowering listing agents to get all available offers for their clients. Its platform is a one-of-itskind offering, backed by market specific iBuyer and Open Market data and efficient technology. Its customer friendly interface works well with its top-notch Customer Success Team to create a seamless consumer-centric process for brokers and their clients.

RREIN Member Profiles BERKSHIRE HATHAWAY HOMESERVICES AMBASSADOR REAL ESTATE (402) 493-4663 • (800) 477-7653 www.BHHSamb.com • agents@BHHSamb.com

Berkshire Hathaway HomeServices Ambassador Real Estate is dedicated to providing progressive, quality real estate services in Nebraska’s metropolitan Omaha and Lincoln surrounding areas. We service all types of markets: single-family residential, new construction, condos, corporate relocation, third-party relocation, acreages and commercial real estate. With approximately 400 licensed agents, we have an agent to meet your needs regardless of the style, price or age of the property you are looking for.

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Florida • Rei Mesa, CRS, CRB, President & CEO

Berkshire Hathaway HomeServices Florida Realty serves 21 counties throughout Florida with more than 40 locations and approximately 1,800 sales professionals. The full-service brokerage company, founded in 1999, is part of HomeServices of America, the nation’s premier provider of homeownership services. The company is a franchise member of the Berkshire Hathaway HomeServices’ network, one of the few organizations entrusted to use the world-renowned Berkshire Hathaway name. The company offers residential and commercial services as well as seasonal rentals, property management, REO & foreclosures, corporate relocations, referral services, title, home warranty plans and personal concierge services. Berkshire Hathaway HomeServices Florida Realty ranks in the Top 10 in the network and is the overall No. 1 fundraiser for The Sunshine Kids Foundation in Florida, having generated more than $3.6 million. Visit www.BHHSFloridaRealty.com.

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SERVICE PROFILES BERKSHIRE HATHAWAY HOMESERVICES GEORGIA PROPERTIES (770) 992-4100 • www.BHHSGeorgia.com

Berkshire Hathaway HomeServices Georgia Properties has over 1,600 associates and 26 locations across the Greater Metro Atlanta and North Georgia area. The company generated over $4.1 billion in sales volume in 2019. Trendgraphix reports that Berkshire Hathaway HomeServices Georgia Properties is ranked No. 1 in home sales for the Greater Metro Atlanta area. Led by president and CEO Dan Forsman, the organization offers a full suite of real estate services including residential real estate, luxury real estate, new homes services, condo/high-rise services, commercial real estate, corporate relocation, property management, mortgage lending, title and settlement services, home warranties and insurance. Equal Housing Opportunity. Visit http://www.BHHSGA.com.

BERKSHIRE HATHAWAY HOMESERVICES JORDAN BARIS REALTY (800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com

Founded in 1952, Berkshire Hathaway HomeServices Jordan Baris Realty is among the most respected full-service real estate brokerages in Northern New Jersey. With a team of close to 150 associates, the firm operates offices in Livingston, Oradell, South Orange and West Orange, with teams focused on Bergen, Essex, Hudson, Morris and Union counties. Berkshire Hathaway HomeServices Jordan Baris Realty offers real estate brokerage to buyers and sellers of residential and commercial properties, developers, tenants and landlords; title services through JB Title Agency, LLC; and award winning global relocation services.

BERKSHIRE HATHAWAY HOMESERVICES NEVADA PROPERTIES (800) 735-4488 • www.BHHSNV.com

With more than 260,000 homes sold and 35 years in the industry, Berkshire Hathaway HomeServices Nevada Properties is the leader in Las Vegas real estate. Consistently rated among the top brokers in the nation, our agents successfully help families find their dream homes. With six area offices, Berkshire Hathaway HomeServices Nevada Properties is a full-service brokerage focused on quality service and the development of its agents. Call today to see how we can help increase your business.

CENTURY 21 AWARD (800) 293-1657 • www.century21award.com

Century 21 Award is the premier Southern California-based, full-service real estate company serving San Diego, Orange, San Bernardino and Riverside counties from 15 distinctive office locations. Our 1,000 professional agents and staff are fully equipped to assist you with all of your real estate needs. Our services include residential, commercial, relocation, property management and bank-owned properties.

CENTURY 21 NEW MILLENNIUM (800) 727-6888 • www.c21nm.com

CENTURY 21 New Millennium is a full-service real estate brokerage in the greater Washington, D.C., area. The company joined the CENTURY 21® System in 1998 and has established a sound and successful organization providing traditional residential and commercial services, on-site mortgage, title, and property management, and access to a vast network of relocation and other real estate service

98 April 2022 RISMedia’s REAL ESTATE

providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 20 locations and approximately 900 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand. It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 hand-selected brokerages in the United States.

COLDWELL BANKER KAPPEL GATEWAY REALTY (844) 861-5631 • www.KappelGateway.com

Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining more than $600 million in sales dollar volume and welcoming more than 240 agents in seven offices, with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals.

KINLIN GROVER REAL ESTATE (508) 420-1130 • www.kinlingrover.com

Kinlin Grover has 16 real estate offices covering Cape Cod from the bridges to Provincetown, specializing in the marketing and sale of waterfront, village, commercial properties and fine homes. From the very beginning, the Kinlin Grover mission has remained constant: “to help our clients make the best real estate decisions and to uphold the highest standards of ethics and professionalism.” In addition, Kinlin Grover Vacation Rentals is the largest real estate firm on Cape Cod with over 600 privately-owned Cape Cod vacation rental homes. We value every client and pledge to deliver unsurpassed service as trusted advisors, expert facilitators and skilled negotiators.

LONG & FOSTER REAL ESTATE, INC. (866) 677-6937 • www.LongandFoster.com

Long & Foster Real Estate, the nation’s No. 1 independent brand by sales volume, is part of The Long & Foster Companies, a subsidiary of HomeServices of America, a Berkshire Hathaway affiliate. HomeServices is the nation’s second-largest real estate brokerage and one of the largest providers of integrated real estate services. Long & Foster Real Estate is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic and Northeast, and it is a founding affiliate of Leading Real Estate Companies of the World®, a prestigious global network of real estate professionals that includes the Luxury Portfolio International division. Long & Foster Real Estate has over 220 offices, stretching from Raleigh, North Carolina, to Fair Haven, New Jersey, and from Martinsburg, West Virginia, to the Atlantic Ocean, and it represents more than 11,000 agents in seven Mid-Atlantic and Northeast states, plus the District of Columbia. The company, which has a productive commercial business in addition to its residential side, sold more than $31.1 billion worth of homes and helped people buy and sell homes nearly 85,000 times in 2017.

LUSK & ASSOCIATES SOTHEBY’S INTERNATIONAL REALTY (717) 291-9101 • www.LuskandAssociates.com

When you work with Lusk & Associates Sotheby’s International Realty, you can count on specialists who can answer your questions, apply

in-depth knowledge of current market conditions and access extensive resources that can expedite the sale of your home.

MCCOLLY REAL ESTATE (800) 348-2100 x206 • www.mccolly.com

Since 1974, McColly Real Estate has found your place to call home, from the shores of Lake Michigan in Northwest Indiana to Lake Street Beach in Chicago. McColly is a proud LeadingRE member with bilingual agents in 14-plus languages among 450-plus Realtors® in 18 offices. McColly Companies is the One Source for All Purpose Real Estate with its ancillary companies of McColly Insurance, Community Title, McColly Auctions, McColly Bennett Commercial, McColly New Homes Division and Luxury Home Portfolio™.

PATTERSONSCHWARTZ REAL ESTATE (877) 456-4663 • www.pattersonschwartz.com pattersonschwartz@psre.com

Patterson-Schwartz Real Estate is Delaware’s largest independent REALTOR® with over 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With nine offices and 415 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental, relocation services and property management.

RANDALL, REALTORS® (401) 364-3388 • www.randallrealtors.com

Randall, Realtors® has been a consistent leader in the marketing of Southern New England properties for more than 28 years. Special-

izing in waterfront properties and second homes, our agents boast a 98.5% client satisfaction rating. Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, Realtors®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

RE/MAX 440 AND RE/MAX CENTRAL (215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tom@tomskiffington.com

RE/MAX 440 and RE/MAX Central is a first-class, professional real estate company. Our goal is to provide the most prompt, courteous and professional services to all our customers and clients. We are the leading RE/MAX in Pennsylvania and Delaware with the highest sales volume and transactions. RE/MAX 440/Central has 10 different offices in Bucks, Montgomery and Lehigh counties.

RE/MAX GATEWAY (703) 652-5760 • www.gateway2realestate.com

The real estate market is ever changing. It takes constant evaluation, review of recent trends to forecast a potential future and education of agents through mastermind groups and real estate information exchanges. These are areas in which we excel at RE/MAX Gateway. Contact us today if you are looking to advance your career in real estate through a multitude of educational experiences and resources, or if you need real estate advice in order to make informed decisions when buying and selling houses.

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BROKER-TO-BROKER REFERRALS CALIFORNIA

DELAWARE

Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com • Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com • URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, California Offices: 7 • Associates: 240 J. Rockcliff REALTORS® 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

CONNECTICUT Page Taft 89 Whitfield St., Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage Areas: Connecticut • Offices: 3 • Associates: 60 Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

100 April 2022 RISMedia’s REAL ESTATE

Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) • Offices: 9 • Associates: 415

FLORIDA Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy., Ste. 400, Sunrise, FL 33323 Contact: Rei Mesa, CRS, CRB, President & CEO Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Email: ReiMesa@BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs Email: sharonsapp@BHHSFloridaRealty.com URL: www.BHHSFloridaRealty.com Coverage Areas: 21 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area • Offices: 40 • Associates: 1,750

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 26 • Associates: 1,600

ILLINOIS McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Alsip, Aroma Park, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Ridge, Clearing, Country Club Hills, Crest Hill, Crestwood, Crete, Evergreen Park, Flossmoor, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homewood, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manteno, Matteson, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Richton Park, Riverdale, Roseland, Steger, Tinley Park, University Park, Worth • Offices: 18 • Associates: 450+

INDIANA McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Beverly Shores, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, Dune Acres, East Chicago, Gary, Griffith, Hammond, Hebron,

BROKER-TO-BROKER REFERRALS Highland, Hobart, Kouts, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Long Beach, Lowell, Merrillville, Michiana Shores, Michigan City, Miller Beach, Morocco, Munster, Ogden Dunes, Otis, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, St. John, Sumava Resorts, Thayer, Valparaiso, Westville, Wheatfield, Whiting, Winfield Offices: 18 • Associates: 450+

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Coverage Areas: Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) (800) 443-2295 (Toll Free) Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) • Offices: 9 • Associates: 415 RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

MASSACHUSETTS Kinlin Grover Real Estate 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage Areas: Southeastern Massachusetts Offices: 16 • Associates: 275

MISSOURI Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Rd., Ste. 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 • (314) 835-6050 (Direct) Email: aignatowski@bhhsselectstl.com • URL: www.bhhsselectstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County • Offices: 11 • Associates: Over 500

NEBRASKA Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation & Business Development Tel: (800) 477-7653 or (402) 547-5137 Email: Katie.adams@BHHSamb.com • URL: www.BHHSamb.com Coverage Areas: Omaha and Lincoln Metropolitan Area, including Omaha, Bellevue, Ralston, LaVista, Papillion, Gretna, Elkhorn, Fremont, Lincoln, Council Bluffs and surrounding communities

NEVADA Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Ste. 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com • URL: www.BHHSNV.com Coverage Areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump • Offices: 6 • Associates: 1,050

NEW JERSEY Berkshire Hathaway HomeServices Jordan Baris Realty 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: Northern New Jersey representing the New York Metropolitan area focused in Bergen, Essex, Hudson Morris, Passaic and Union counties. Offices: 4 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

NORTH CAROLINA Coldwell Banker Advantage 7610 Six Forks Rd., Ste. 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation & Referral Services Tel: (800) 274-5345 • (919) 846-3330 (Direct) Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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BROKER-TO-BROKER REFERRALS PENNSYLVANIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+ Lusk & Associates Sotheby’s International Realty 100 Foxshire Dr., Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania • Offices: 1 • Associates: 40 Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 4432295 (Toll Free) • Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) • Offices: 9 • Associates: 415 RE/MAX 440 and RE/MAX Central 701 West Market St., Perkasie, PA 18944 Contact: Tom Skiffington, Broker/Owner • Tel: (215) 453-7653 or (215) 643-3200 • Email: tom@tomskiffington.com URLs: www.pahomesforsale.com • www.lehighvalleyrealestate.com Coverage Areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

RHODE ISLAND Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

SOUTH CAROLINA Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Dr., Greenville, SC 29607 Contacts: Nichole Moore, Director of Relocation, (864) 678-5362, nmoore@cdanjoyner.com, Jo Anne Conner, Destination & Broker-to-Broker Mgr., (864) 678-5227, jconner@cdanjoyner.com • URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 10 • Associates: 400+ CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation

102 April 2022 RISMedia’s REAL ESTATE

Email: move@c21nm.com • URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. • Offices: 16 • Associates: 700+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. • Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

INDEX OF SERVICE PROVIDERS ABR® ........................................................................................10

National Association of REALTORS® ............................... 6, 87

American Home Shield® .......................................................IFC

Pillar To Post Home Inspectors® ...............................................2

Asian Real Estate Association of America (AREAA) ............28

Real Estate Webmasters .................................................. 24-25

Berkshire Hathaway HomeServices .................................... IBC

RISMedia’s ACESocial .............................................7, 9, 33, 103

The CE Shop ............................................................................39

RISMedia’s CEO/Leadership Exchange ................................ 34

Century 21 Real Estate LLC ....................................................15

RISMedia’s Daily News ............................................................99

Crush It In Real Estate ..................................................................... 19

RISMedia’s Premier ...................................................................... 8

Darryl Davis Seminars, Inc. ....................................................84

RISMedia’s RealEdge Podcast.................................................. 73

HomeSmart ............................................................................ BC

Rocket Mortgage .................................................................... 13

Leading Real Estate Companies of the World®.............................1

Sherri Johnson Coaching & Consulting ............................... 45

McKissock Learning .......................................................................26

Weichert, Realtors® .................................................................23

NAR’s Green Designation .......................................................16

Workman Success Systems ................................................... 90

National Association of Hispanic Real Estate Professionals (NAHREP)® .......................................................20

Simplify Your Social Media Strategy “I think anyone getting into this business who is looking to reach out and have some type of identity on social media needs to look at ACESocial.” - Andrew Velez, Real Estate Consultant/Licensed REALTOR®, RE/MAX Advisors

For more information, visit acesocial.rismedia.com

RE: REAL ESTATE

Expertise, Ethics and Excellence Showcasing What Sets REALTORS® Apart

n the 2022 release of the National Association of REALTORS®’ (NAR) highly impactful “That’s Who We R” advertising campaign, REALTORS® are featured going above and beyond to serve their clients through several real-life scenarios. Launched in February, the campaign includes a far-ranging series of TV commercials, radio spots, social ads and branded content partnerships that show REALTORS® in action as they handle unexpected obstacles, employ their expertise, put ethics first and literally go the extra mile.

The Difference Is Real While any licensed agent can help buy or sell a property, the campaign focuses on the many ways, large and small, that consumers benefit from the professionalism and trusted partnership that a REALTOR®, a member of NAR, brings to the transaction in both residential and commercial scenarios. The creative focuses on REALTORS®’ deep industry expertise, extraordinary caring and community involvement, and unparalleled commitment to ethics. These human stories demonstrate the tangibly different consumer experiences as compared to that with a non-member agent or tech platform. As you’ll hear in the ads, “There’s a difference between an agent and a REALTOR®, and the difference is real.” Exceptional Value and Benefit Karen Bebart, director of Consumer Strategy and Brand Advertising, has spearheaded the campaign strategy and its deliverables since the inception of That’s Who We R nearly four years ago. “Keeping our brand top of mind, driving home the distinction REALTORS® have and demonstrating the value of a REALTOR® to consumers throughout an increasingly competitive and complex transaction is essential,” says Bebart. “If we don’t tell our brand story in a way that matters to consumers, using effective messaging in media that reaches our target audience, the essence of who REALTORS® are could become diluted. “This ad campaign serves as a unifier for all members,” adds Bebart. “Every REALTOR® contributes to and benefits from this national initiative, resulting in a scale and scope that is rare among associations, and a major advantage for members.”

104 April 2022 RISMedia’s REAL ESTATE

Impressive Results Since the That’s Who We R campaign began in 2019, the ads have enjoyed strong reach—with 2.85 billion impressions in 2021 alone. Created with agency partner Havas Chicago, the spots’ realistic and relevant approach, sincere storytelling and high production value have earned the campaign a multitude of prestigious national awards and accolades. As part of a fully integrated media strategy, the ads are seen on a diverse array of platforms, and sophisticated analytics show that the campaign is moving the needle for the REALTOR® brand by being in the right channels to reach the right audience with the right message.

“If we don’t tell our brand story in a way that matters to consumers, using effective messaging in media that reaches our target audience, the essence of who REALTORS® are could become diluted.” -KAREN BEBART Director of Consumer Strategy and Brand Advertising, NAR

Keeping it Real As in past years, the Consumer Communications Committee proved to be key in ensuring authenticity. Led by 2022 Chair Justin Knoll and Vice Chair Shane Cook, the committee helped elevate the ads and fine-tune the story by consulting on elements like wardrobe, casting and scripts. “I can see my past clients and fellow members in these spots, so while these may be acted out commercials, they are as true to life as they can be,” says Knoll. Valuable Assets for Members You and your agents can showcase your expertise and put the power of That’s Who We R to work for your business by taking advantage of the 2022 campaign assets, including digital banners, print ads, social images, billboards, Zoom backgrounds and infographics—all available to download and use locally. Also, REALTORS® can leverage social assets and images using NAR’s Photofy app, which allows you to personalize the library of campaign assets with your photo or logo and contact information. Access the app at Photofy.com/nar. RE Visit ThatsWhoWeR.realtor for more information about your advertising campaign.

With the right name behind you, there’s a strong future in front of you. What’s in a name? Ours stands for stability, wisdom and expertise, not only in real estate, but in all we do. With access to the best tools, resources and training in the industry, it’s easy to see why so many have joined one of the most respected names in the business. See what becoming a Berkshire Hathaway HomeServices network Forever Agent can do for your name at JoinBerkshireHathawayHS.com

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