since 1911 - february 2012
TRANSCRIPT
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This is the last in my
five-part series on what
separates the successful
from the not-so-successful
real estate agents. Last
month I discussed how we
can anticipate markettrends and in so doing,
add value to our relationships with our
customers and clients. In an earlier article some
time ago, I wrote about the secrets to success in
this industry, at least as they have been
demonstrated or described to me by the elite of
real estate. One of those secrets was to prospect
regularly and on a schedule. Allow me to
expand on this most important “secret” again.
Years ago there was a movie about a real estate
office, Glen Gary Glen Ross, where at one point
the manager of the office said something to theeffect that “it’s about the leads”. Real estate
companies still try to sell agents on coming into
the industry or leave their current company and
join a new one because the company somehow
controls a vast number of leads that its current
agents are somehow unable to handle:
“Join us and we’ll give you an endless supply of
qualified buyers and sellers. We belong to the
_________ referral or relocation network and
we control all the incoming ‘out-of-towners’
with great jobs and inflationary equity!”
“Our website gets more ‘hits’, unique visitors,
‘click-throughs’ and leads than our
competitors—see, look at this chart.”
“At our company, we even buy leads and we
can’t wait to just hand them over to you!”
Issue 40 The official newsletter of HUNT Real Estate Corporation February 20
iPhone or Droid, the Final ChapterThe final chapter & comparison to help
you decide which phone to choose!
Continued on inside cover
Welcome Dave Evans!Dave Evans takes on the role as
General Manager in the Capital District!
Building a “Book of Business” A message from Peter F. Hunt,Chairman & CEO
The all new HUNTREALESTATE.COM is here
Hopefully you have all browsed the
new look, features and tools of
HUNTREALESTATE.COM, and shared
some of these consumer-driven features with
your clients and prospects. One feature worth
spending some time on is the Real Estate
Videos and Real Estate News section at the
bottom of the home page.
To win the Information Revolution is to
become THE source of accurate and
worthwhile content, and HUNT has given
you that opportunity through our investment
in Rismedia’s REIN (Real Estate Information
Network). As the exclusive provider of this
customized industry-specific content in our
market area, HUNT agents have the chance
to provide customers and clients with what’s
really going on in the industry. Feel free to
share links to these videos and articles with
your contacts, post to your blog or Facebook
page, and start leading the charge towards
educating the public! Keep reading the REIN
newsletters coming to your email fro
Peter Hunt weekly – there’s more gre
news in those as well! For more ideas
how to use this content to build yo
business, reach out to your Brok
Consultant or our Career Developme
department for help.
Web StatsDec 30 2011 - Jan 30 2012
47,996 Unique Visitors (up from
47,127 for the same period the year prio
816,389 Page Views (WAY up from
673,255 for the same period the year prio
10.49 Pages/Visit (WAY up from 7.6
pages/visit for the same period the year
prior)
48.32% New Visits (up from 41.15%
for the same period the year prior)
Source: Google Analytics
After a month of going live with
the new HUNTREALESTATE.COM
our site visits are UP!
Our Customer Service Reps schedul
4,611 showings within the past month
Proshow StatsJanuary 2012
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Welcome to HUNT!
The Greece branch wel-
comes Esther LaFontaine
and Jack Kronenberg to
the team. What sets Esther
and Jack apart is that they
do not take listings and do
not represent sellers. Their focus is on the
needs of the home buyer and providing
them with the best service possible. Wel-
come to HUNT Esther & Jack!
The Loudonville branch
welcomes Jaime McCarthy
to the team. Jaime is an
experienced agent who
holds the SFR designation
specializing in short sales and foreclosures
with a primary focus on residential real
estate. Welcome to HUNT Jaime!
The Loudonville branch also welcomesKen Champagne & Joe Carusone to
the team. Both were previously with
RE/MAX.
The S. Glen Falls Branch welcomes Sandy
Austin & Stephanie Krzysik, formerly
with Prudential.
The Carthage Branch welcomes Shelby
Lenten to the team.
We would also like to welcome the following newly licensed agents from
across the company:
James Dunn from Hamburg, Dan Buccieri
from Brighton-Pittsford, Marie Cancilla &
John Scott Jones from Scottsdale, Stephanie
Krzyski from South Glens Falls, Larry
Clark from Webster, Bradly Zych from West
Seneca and Julie Pfalzer from Akron.
Coming Soon to a cell phone near you!
Be on the look-out for a new technology, soon
to be joining the long list of HUNT tools and
resources for agents. This one’s both
high-tech and high-touch, delivering quality
leads to you, the agent, in whatever method
your customers prefer. Whether it is through
voice, text, or mobile web, this new HUNT
tool will deliver a customer lead to you
immediately – all through the power of one
innovative technology!
More details to follow – so stay tuned,
and stay glued to your cell phones!
Curb-side Lead Generation
Here's how ...
“One of our top agents, ____________, is building
a ‘team’. Join us and we’ll put you on her team.
She has so many leads, you’ll be swimming in
business in no time!”
“Our better agents are always looking for someone
to hold their listings open. Want to start fast or
experiencing a slump? Join us and we’ll put you
in open houses every weekend guaranteed to be
‘high-traffic’.”
“We have an ‘open floor time’ policy. Join us and
we’ll guarantee all kinds of floor time. We
advertise so much that our phone rings off the
hook.”
“Our office is so well-located that buyers are
regularly walking in looking for an agent.”
The intent of any of these statements and
countless others is to lead agents to think that they
don’t have to generate their own leads. The result
of this kind of company promotion internally and
externally is that the vast majority of real estate
agents in this country simply don’t prospect or
market themselves and the services of their
company, relying almost solely on their “center of
influence”, distributing (maybe) seasonal postcards,
calendars or refrigerator magnets.
Examining the practices of the industry’s elite
agents, it is easy to see why they command significant
market shares: they prospect regularly and on a
schedule. They have significant personal marketing
budgets and they employ methods not unique to
our industry, but are proven to be effective. And
they leverage the brand power of their company
while building their own personal brand pow
in the market niche they choose to serve.
At HUNT Real Estate, we believe that the m
effective prospecting and marketing is a t
partnership between the agent and the compa
Since 1955 we have lead the industry in market
our services to relocation management firm
generating listing and buy-side opportuni
consistently for our agents. To serve the lo
corporate community, we developed an emplo
benefit program (“On the House”), free to
corporate client, that produces tangible financ
benefits for all real estate and homeowners
services. To prepare our agents, we educate
the most effective personal marketing system
provide institutional support through our Market
Department and train and coach on how
budget and execute a personal marketing a
promotional campaign. We also offer concentrat
high-impact training on the fundamentals prospecting, proven to increase an agent’s perso
production and income.
Among the benefits of all of this is that wh
you choose to “retire” from real estate busin
you actually have a “book of business” that
real value. We’ll even show you how to mone
this valuable asset and continue to receive finan
rewards for years to come.
And it all begins with a personal marketing p
and the discipline of prospecting regularly a
on a schedule. Talk with your Broker Consulttoday about building your
book of business!
Building a “Book of Business”... Continued from cover
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This month’s region news for Arizona
serves to illustrate just how local real estate
is!
Short Sales represent 32% of the Closings
for December and 36% of the active List-
ings, for 3.9 Months of Supply. Distressed
Sales (Short Sales and REOs combined) ac-
counted for 59% of the region’s total sales
for December. REO property sales have
dropped to 27% of the sales from 30% last
month. The listing success rate for Short
Sales is 60.8%!
Closings are up 2% in December vs.
November, and up 12% over December of 2010 (units are up 9%).
Reality Check: The Median Sold Price for
Maricopa County for December 2011 was
$129,214. In December 2006, the Median
Sold Price was $265,000!
Luxury: The Luxury Market of $1.0
Million and above continues to be the
lowest absorption rate of any market
segment. There was a 6% absorption rate
for the month of December. Only 66
properties in all of the MLS were sold formore than $1.0 million.
Buffalo region is proud
to announce that our own
Lisa Avery was namedREALTOR®-Associate of
the Year by the Buffalo/
Niagara Board of REAL-
TORS®! This prestigious
award is to acknowledge
exemplary service and
participation to the real
estate industry, the com-
munity and the BNAR.
Congratulations, Lisa, on this amaz-
ing achievement – you deserve it!
The CNY region has been abuzz with excite-
ment as our new office was opened in Oneida
at 730 Lenox Ave. We have 1600 square feet,
and a very open floor plan. We have one
large Agent room in the back with 9 cubicles
and a large round meeting table. There are
no individual offices at all! There are three
different meeting areas for Agents and clients,
plus 2 Agent work areas with desktopcomputers and a “laptop bar,” where Agents
can work with wireless. It is decorated very
trendy with dark cherry wood and beautiful
granite counters - compliments of the
previous business that was in here! Broker
Consultant Mary Rouse believes this is what
the office of the future looks like, and invites
everyone to visit because “you really have to
see it in person to appreciate how beautiful it
turned out!”
The Syracuse region congratulates David
Manzano Jr., a sales associate with the
Camillus office, for winning this year’s
Shining Star award from the
Greater Syracuse Association
of REALTORS®. Way to go,
David, you are OUR shining
star too!
It seems like only yesterday we we
celebrating the New Year! Shortly aft
ringing in 2012, we welcomed some neagents to the Capital team: Ke
Champagne & Joe Carusone, previous
with RE/MAX, and Jaime McCarth
from CB Prime all joined our Loudonvi
office. Sandy Austin & Stephanie Krzys
formerly with Prudential, joined our Gle
Falls office.
As HUNT grows in the Capital Regio
(sometimes referred to as “Tech Valley
the communities around us are al
growing. Everyone knows that the stacapital and a large share of its workfor
reside in and around Albany. Additional
our area boasts of 21 colleges with 65,00
students & staff. While discussing th
Capital Region economy with a frien
once, he said “our highs aren’t too hig
and our lows aren’t too low”; we attribu
this to our large state workforce an
numerous colleges which have always bee
a stabilizing force in the area econom
What most people don’t know is that Tec
Valley is home to the largest constructioproject in the US. In Malta (betwee
Albany & Saratoga Springs) Glo
Foundries is starting the 2nd phase
construction on their $4.2 Billion comput
chip plant, to manufacture the worlds mo
advanced “wafer” computer chips. Th
plant and its supporting businesses a
resulting in one of the largest job grow
and relocation opportunities in our state
history. With HUNTs rich tradition
being a leader in relocation, we are a
excited about this new opportunity in oback yard.
The Capital Region team is eager to get
know team members from other areas
the company, so if you are coming to tow
or passing through town, make sure to sto
by one of our offices and say “Hi!”
News Around Our Regions
Rochester
Arizona Capital District
Syracuse
Buffalo/Niagara
Rochester Leaders are on Board! The
Greater Rochester Board of REALTORS®,
that is!
Ellen DeMar, BC from Perinton and Jim
Sauer, Co-BC in the Brighton/Pittsford
office, have been appointed to the Industry
Advocacy Committee for GRAR. LaurieDietrich, BC in the Webster office, has been
appointed to the Professional Development
GRAR committee. Brighton/Pittsford
Co-BC Catherine Peters is a member of the
Agents Fair committee.
In other news… the Webster office has been
collecting non-perishable food for the
Webster Community Food Cupboard. The
office has also been named a Penfield
Rotary Partner for their contributions to the
local Rotary International organization events.
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Recognizing ourTop Sales Agentsof the Month
Buffalo/Niagara
Amherst / Judy Jack Lewis
East Aurora / Rosa McCabe
Hamburg / Candy Koch
KenTon / Karen Loffredo
Lancaster / Ann & Ed Dunning
Lockport / Kevin Jordan & Jason Castricone
Metropolitan / Ellen Daly
Orchard Park / Barb Janish
West Seneca / Peter Scarcello
Wheatfield / Jennifer Schreckengost
Williamsville-Clarence / Michael Burke
Williamsville Village / Joe Trifilo
Rochester
Brighton-Pittsford / Peter Palermo
Canandaigua / Sandi VanCamp
Greece / Molly Nolan
Perinton / John Denniston
Webster / Doug DeMar
Syracuse / Carthage-Watertown
Camillus / Beth Losty
Cazenovia / Brian Coughlin
Cicero / Shane Tibbitts
Fayetteville-DeWitt / Tom O'Hara
Liverpool / Sarah Collins
Manlius / Liz & Dan Gaulin
Oneida / Ryan Kirch
Carthage-Watertown / Erin Meyer
Capital District
Loudonville / Tony Huynh
S. Glens Falls / Jennifer Ball
Saratoga Springs / Felicia Cervera
Arizona
Phoenix / Sharon Bickford
December 2011
Welcome, Dave Evans!Please join the HUNT
Leadership Team andeveryone in the Capital
region in welcoming
Dave Evans to our
organization. Dave was
recently appointed to
the position of General Manager for the
Albany region, and brings a wealth of
knowledge and 20 years of real estate
experience to the team. Evans began his real
estate career in 1989, and by 1994 had risento a regional manager position overseeing
branch operations and training for his
brokerage. After holding leadership positions
at this and other Albany real estate
organizations, Evans went on to form his own
brokerage and over a 7-8 year period
organically built and recruited to make it the
area’s fastest growing real estate
company.
Evans’ accreditations include GRI, CR
ABR, CRB and Certified Distress PropeSpecialist (CDPE). He is a Busin
Reviews “40 under 40” recipient, and w
named one of RISMedia’s top 300 brok
in 2007. He is a former Director
the Greater Capital Association
REALTORS®, and has held direct
positions for the Albany Medical Cen
Foundation Board and the Albany Chap
Entrepreneur’s organization. Dave can
reached at [email protected] by calling 518-495-8500.
Welcome aboard, Dave!
ERA Real Estate 2012 IBC
The countdown to this year’s IBC conference
in New Orleans continues, and there is still
time to join your colleagues at this powerful
skill-building and networking event. With
impactful seminars conducted by industry
leaders, your real estate expertise is sure to
grow - not to mention your database of refer-
ral prospects when you interact with fellow
ERA agents from around the world! For more
information and to register for the conference,
visit ibcera2012.com NOW – before it’s too
late!
"New Orleans will
my 9th ERA IB
The information at t
break out sessions
fantastic! I usu
attend 1 to 3 sessio
and get great tips
how to deal with unreasonable sellers regardi
pricing. One speaker used a fishing analogy
explain why we should price their home where mo
of the fish are swimming to get the highest pri
not by pricing it high. My business has increas
by 5 to 7 deals since I started going to the ER
IBC. Just listening to experts in our field h
increased my confidence and my sales ability."
Maureen Prinzbach - Lancaster Branc
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The Downside of thePayroll Tax Cut
The recent extension of the payroll tax c
may sound like good news for yo
paycheck, however it has brought abo
some negative consequences for t
housing industry. The lost revenue from th
tax cut must be made up somehow, a
Congress has opted to pass on part of t
cost to homebuyers.
On April 12th, housing giants Fannie M
and Freddie Mac will be increasing th
guarantee fee currently charged
mortgage originators by 0.1%. This c
will ultimately be passed along in the for
of a higher interest rate to those who a
looking to purchase or refinance a hom
While the increase in the guarantee
sounds small, some experts are predicti
it could actually result in a rate increase up to .5%. This could certainly outwei
any benefit the borrower may receive fro
the tax cut over the term of the loan.
This news also lessens the chance of Fann
Mae and Freddie Mac being phased out
initially planned. By turning them into
new and consistent source of revenue ov
the next ten years, it is unlikely that they w
continue to decrease their presence in t
mortgage market. Many critics of this n
initiative are concerned about this new u
of the guarantee fee. This fee that w
originally designed to help offset the r
that is taken on when backing a mortga
is now shifted to becoming just anoth
revenue source for the government.
iPhone or Droid, the Final Chapter A message from Carlos Pegado, VP and Chief Technology Officer
Save The Date for the next Business Leaders’ Meeting!
Join us at the quarterly Business
Leaders Meeting with Randall
Standard, CEO and founder of
Voicepad. Details coming soon!
Rochester Region - Tuesday, March 20
Eagle Vale Golf Club1p Coffee - 1:30p Meeting4344 Nine Mile Point RoadFairport, N Y 14450
Syracuse Region - Wednesday, March 21
Craftsman Inn9:30a coffee - 10a Meeting7300 East Genesee Street
Fayetteville, NY 13066
4 million people
purchased the
iPhone 4S in the first
weekend of its re-
lease and was tem-
porarily sold out on
all 3 carrier partners
- that's when you
know your product is doing well.
Over the last two months, we compared the
iPhone & the Android in the areas of: Ease of
Use, Communications & Social Tools. Let's end
this series by comparing the major tactical areas:
INTERFACE: The iPhone row-of-icons
interface is rather simple, not very creative but
its ease of use helps, especially for first-time
smartphone users. While the Droid displays a far
more sophisticated interface integrating widgets
and flexible arrangement of icons, it can also bemore confusing. From my perspective, simplicity
will always win.
MULTITASKING: With the iPhone you
double-press the Home button and swipe to
either side to switch apps. To shut down apps,
you press & hold the screen and tap the X next
to that app's icon. On the Droid you must long
press the Home button, but then you might only
see the subset of all your running apps, and you
can't close your apps from this view. Again, this
is more confusing and as stated earlier, simplicity
will win.
SCREEN SIZE AND QUALITY: The iPhone
still has the 3.5 inch screen size, but the LCD's
resolution is higher than most Droid phones.
This means the display is crisper & brighter.
However, bigger screens are easier on the eyes
& you won’t need to zoom in as much to read
text. The Droid line recently introduced phones
using Super Amoled displays, like the Samsung
Galaxy S II & the Droid Razr which offer better
contrasts and more vibrant colors. Coupled with
a much larger screen (varying from 4.3 inches
and up) these phones dwarf the iPhone.
KEYBOARD AND TYPING: This is the most
surprising factor from my perspective; the iPhone's
multitouch keyboard remains one of the best in the
market, despite the much smaller
display. Whether on landscape or portrait mode, I
can type quickly and more accurately than on the
keyboard of a much larger Droid screen. That's
because with Droid phones, keyboards tend to vary
from manufacturer to manufacturer, but I love the
Swype keyboard (easily available on the
marketplace as a download) and some Droid
phones come with physical keyboards.
WEB AND DATA SPEEDS: Here the clear
winner for now is Droid phones, with access to 4G
networks - there is just no comparison because 4G
speeds are double and sometimes 4X faster than
the iPhone’s 3G network speeds. But, 4G networks
can drain your battery very quickly. You’ll need to
buy extended batteries, which will change the
form, size & weight of your device.
THE FINAL CHAPTER: And then, Steve Jobs
gave us SIRI the iPhone's most coveted feature,
Apple's secret weapon. Only the iPhone 4S has
SIRI, a voice-controlled assistant that through the
use of artificial intelligence understands
context - it's like you’re having a conversation!
Ultimately, it comes down to what you value most
in a smartphone.
Ease of use: the iPhone 4S can’t be beat.
SIRI: the iPhone 4S is the phone you are looking
for.
Blazing high-speeds that 4G networks offer: then
you want a Droid (at least for now).
If it’s a phone that you want to ‘pimp it up’ - in
other words fully customize the interface so that
your phone is very unique, very you, then the
Droid is the phone for you.
Buffalo/Niagara Region - Tuesday, March 20
Millenium Hotel8:30a Coffee - 9a Meeting
2040 Walden Avenue
Cheektowaga, NY 14225
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For more information on this vend
and to search all of the services
available through The Realty Club,
visit us at huntrealestate.com.
Follow us and join the conversation!
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HUNT Mortgage Benefits By Linda Mallia, President - HUNT Mortgage
As we finish celebrating HUNT Real Estate
reaching its 100th year as a family owned
company, I would like to remind you of the
benefits you can bring to your customers by
keeping them in the HUNT family of
services. HUNT Mortgage continues the
same personalized service that begins with
our agents. Our staff of in-houseprocessors, underwriters, and closing
associates treats every file as if it were their
own mortgage.
What does this mean for you? This
continuation of KYSO (knock your socks
off) service greatly reduces the amount of
stress and frustration that can come from
some of the larger lenders. This makes your
customers happier at the end of the process.
This re-enforces our HUNT brand. In
addition to making your customers more
satisfied, HUNT Mortgage also makes
everything run smoothly for you, the agent.
You know that you can call one phone
number and reach everyone who is working
on your file. There is also your Mortgage
Consultant who works long hours to help
guide both you and your buyer through their
entire mortgage experience.
If you have not yet been referring your
buyers to get pre-qualified by a HUNT
Mortgage Consultant, you may not know that
in addition to providing the highest quality of
service available, we also shop a variety of
lenders to ensure that your buyer is getting
the absolute best rate that they qualify for. I
would like to thank all of our agents who have
given us the opportunity to assist their
customers with their mortgage needs.
If you are still not convinced that HUNT
Mortgage is the best option for your buyers,
please call me at (716) 633-3700 x3106 to find
out more about how we can help you and
your business.
164 HUNT Real Estate ERA
agents worked hard enough over
the holidays to qualify for
membership in our 100 Club,and will be gathering soon at an
event in their region to celebrate
and be recognized for their
dedication.
Thank you to all who
participated in this business-
building event, and be sure to keep the
momentum going as 2012 gets
underway. When the economy
and the real estate market chal-
lenge us, HUNT agents buckle
down and get busy.
With the right tools, the most ex-
tensive services, and the
strongest support network
around, we have the chance to
SHINE when it comes to
serving our customers and
clients. Keep up the great work, and stay
focused on your goals!
Did You Make the Club?
The 2011 Annual Awards Programhas arrived!
The 2011 Annual Awards Program is he
Have you checked it out yet?
View the interactive program online a
share the good news! E-mail it to yo
family, friends & contacts, post it on yo
Facebook page and more! You can ev
print a copy of your own to have a reco
of your accomplishments.
View the 2011 Annual Awards
Program TODAY!