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Issue 41 The official newsletter of HUNT Real Estate Corporation March 20

Leader’s Circle HonoreesSee who was honored for this award and will be

recognized at the 2012 ERA IBC in March! 

Continued on inside cover

Meet the Team!Meet the newest members of HUNT Corporate:

Jack Manley, Carley Mealey, Jillian Suttell and Brian Mullen.

The Changing Face of Consumers

Remember the MLS Book? That Sears

& Roebuck-type catalogue with all theinformation about current listings? And, the “hot

sheets” received every 48 hours with the latest

updates to the book? Now that was speedy

information delivery!

Years ago, REALTORS® were in fear of the

elimination of the MLS Book - because we fear

change. The book was eliminated because our

consumers were granted access to all the listing 

information on the Internet. Our fear was that the

Internet would replace the REALTOR®, keeper

of the “secret” book of listed properties. How

would we ever be able to attract buyers and secure

their loyalty if we were no longer the Gatekeepers

of Information?

Fast-forward to the 21st Century. The

Internet has not been the demise of the

REALTOR® - quite the opposite. NAR® tells us

that over 85% of buyers today not only use a

REALTOR®, but they actually find us on the

Internet! Consumers wanted access to the

information, and our industry changed to give it to

them. And we’re still here!

Fast forward again, to right now: What does the

new ‘Mobile buyer,’ who is accustomed to using the

Internet for information, want? This is an

important question we need to address. Because

change IS inevitable (except, maybe, from a

 vending machine.)

You can’t go anywhere today without seeing some-

one talking, texting or browsing t

internet on their mobile phone. Toda

‘Internet consumer’ wants it now and want

fast; not 1G, not 3G, not even 4G. They wan

as soon as they are ready, and v

importantly, they want it with anonymity.

This is no different in the real estate indust

Our consumer has changed, and we have

change with them! If we do not provide toda

consumer with the information that they w

when they want it, and communicate with th

in the method they prefer – we will lose the

It’s that simple. They wanted more photos a

detailed descriptions of listings, so we gave it

them. They started to visit different websites

real estate information, so we put our listings

more places. They wanted to view t

information on their phones, so we buil

mobile website.

So, in the ‘olden days,’ they walked into o

office and we sat down and looked at a bo

Today, they drive around online, then get intheir cars and drive neighborhoods, then stop

front of a sign and – what? Call us? If they

an ‘Internet consumer,’ then they want to vi

listing details on their phone and text us for m

information or an appointment. What th

want, when and where they want it, and w

anonymity! Are we there on the other end

that text to answer them? We’d better be, or th

will simply text someone else! (Think about th

if you like to shop for things online – cloth

books, etc. – do you wait if an item is on ba

order, or do you find another website that c

get it to you right away? We rest our case!)

The soon-to-be-launched HUNT HOM

HOTLINE will provide our consumer what th

want when they want it, and place YOU –

agent - at the new point of sale: in front of

house!

Continued on inside back cover

Distinguishing Ourselves A message from Peter F. Hunt,

Chairman & CEO

Over the last five issues of 

HUNT Since 1911, my ar-

ticles have focused on the

five attributes that separate

the successful from the not-

so-successful real estate

agents. Just to remind you,

successful real estate agentsdistinguish themselves by…

1) …constantly seeking to educate and train

themselves;

2) …knowing the value of good customer

relations;

3) …investing in their careers;

4) …anticipating market trends;

5) …building their “book of business”.

This is far from an all-inclusive list,

but it does represent what I have found to be

consistent among the elite of our industry. It is

my dream that every HUNT agent can rightfully

claim to be part of this superior group.

Our Company sees these five behaviors of the

industry’s best as a mutual effort and a true

reflection of the very real partnership that exists

between our agents and the company. This

partnership is an integral part of our Mission as

we seek to develop truly successful, highly

productive sales professionals that can stand

toe-to-toe with any professional. Along these

lines, the Company is busy distinguishing 

ourselves as the experts on everything real estate.

 How can and will this be accomplished? 

• By providing regular updates on internal

activities at our Company;

• Through accurate market data presented and

interpreted for our agents and customers;

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Recognizing our TopSales Agents of theMonth

Buffalo/NiagaraAmherst / Kathy AndersonEast Aurora / Steve StarkeHamburg / Lou Ann SpauldingKenTon / Marsha McCarthy

Lancaster / Barbara HoyLockport / Larissa McKennaMetropolitan / Ellen DalyOrchard Park / Anna Marie FalknerWest Seneca / Jan DoktorWheatfield / John FoxWilliamsville-Clarence / Barbara BakerWilliamsville Village / Beth Stablewski

RochesterBrighton-Pittsford / Peter PalermoCanandaigua / Sandi VanCampGreece / Esther LaFontainePerinton / John DennistonWebster / Jeff Pastorella

Syracuse / Carthage-WatertownCamillus / Beth LostyCazenovia / Chary Griffin

Cicero / Lisa LidellFayetteville-DeWitt / Team Litz-ManningLiverpool / Lynn CifonelliManlius / Robin TodyOneida / Jim LenahanCarthage-Watertown / Larry Boliver

Capital DistrictLoudonville / Jaime McCarthyS. Glens Falls / Jennifer BallSaratoga Springs / Felicia Cervera

ArizonaPhoenix / Tammy Hammerich

January 2012

Once again ... we are so glad Network Title is available to save a deal!

The ability to have ultra short title exams

done in super super quick fashion has again

enabled a deal that otherwise would not have

been possible. We need to close in 2 weeks for

an unexpected cash buyer on a sale and

Network has again delivered in a few

days when other Title Companies would have

taken way way longer to do.

HUNT agents that just let the attorney pick 

a title company other than Network may be

OK in general when the need is minimal ...

but Network always the best price &

superb service is absolutely the only 100%

dependable choice in a time crunch. If the

seller's lawyer had picked another company

... forget about it ... deal would not hav

happened!

Feel free to pass this on to our fello

HUNT agents, who may not fully reali

what an extraordinary advantage exists fthem when using our own Network Titl

This is the 3rd deal you have made possib

when others title companies just could n

or would not deliver.

Thanks again Michelle,

 David & Diana NathanLicensed Associate Real Estate Broker

Orchard Park Office

HUNT Real EstateERA Reaches PlatinumLevel Again!

It is with great pleasure that we announce

that HUNT Real Estate ERA has once

again been named a Platinum level firm by

the Cartus Broker Network! Platinum is the

highest of the Excellence

Award recognition levels presented to

qualifying principal brokers. Only 17

percent of the Network’s principal brokersreceived Excellence Award recognition for

2012. Platinum level recognition is based on

performance results

related to a wide variety

of goals including 

customer service, cost

management, and accuracy

on the Broker Market

Analysis. Congratulations

to us!

Distinguishing Ourselves (Continued from cover)

• Through internally-generated data on customer

behavior that analyzes advertising and other

responses to marketing efforts;

• Through data on the effectiveness of marketing 

in terms of what properties are being shown and

why, by analyzing data generated by ProShow;

• And through the most effective public display anddistribution of the most complete and authoritative

real estate industry data and interpretation of that

data.

There is another important source of data—those

of you active in the market each and every day. As

many of you know, I have been visiting our

branches (over 20 in the last few months) and

meeting on a monthly basis with representatives of 

each branch (our Senior Advisors) seeking your

input on market conditions, customer behavior, our

internal business processes, “best practices” among 

our most successful branches and teams, andanything else you deem to be important. This

process has been enlightening—and invigorating— 

for me. Among my findings so far:

• Some of our regions still are experiencing price

depreciation, mostly in the high-end;

• Newer homes and those in better condition (even

“staged”) are far more likely to sell quickly;

• Although most of our regions (Arizona excepted)

never experienced significant price declines, ALL

have been psychologically affected by the constant

barrage of negative media attention to the

housing market;

• Deals are tough to make and sometimes ev

tougher to keep together;

• Our better performing branches are charact

ized by agents using the office, attending bran

meetings and even going on tour (carava

building collegiality and social ties.

Again, this is not an exhaustive list and I s

have a bunch more branches to visit (and th

start over again), but this process has be

extremely helpful as we plan for our futu

together and our mutual professional needs.

addition to these findings, much has be

revealed to me in terms of how you see ma

aspects of our business operations, marketi

even our physical surroundings.

EVERYONE is invited to continue this proc

with me. Please offer your input to your AgAdvisors, our other executives as they visit yo

branches, directly to your Broker Consulta

and/or to me personally. We want this compa

to always be THE place to be in the industry

which can only happen with your involvemen

In the meantime, please take advantage of

best combination of market conditions I h

ever seen and the favorable weather, distingu

 yourselves among all competitors, and make t

“Spring Market” your

best ever!

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There have been some exciting newleadership moves in the Buffaloregion! Congratulations to:

 John Rummel has been appointedBroker Consultant for theHamburg Branch. John has beenin leadership with our firm forover 15 years, and has successfullyheld several different positions in

both the Rochester and Buffalo Niagara

Regions. John will remain Broker Consultant forthe Met Branch.

 John Schmelzinger will assumethe Broker Consultant role inKenTon, while continuing tolead our Niagara CountyBranches as well.

To support the company's growthinitiatives, Patrick Stanchak isbroadening his responsibilities asBusiness Development Managerto cover KenTon, Williamsville-Clarence as well as Niagara County.

United Way Success:With the help of theBuffalo Region’s hard

working and dedicated Broker Consultants,Agents and Staff, we were able to raise over$35,000 for this important cause! Thank youto all who got involved – you emulate ourcompany’s mission of always giving back tothe communities we serve!

Thank you to agents and staff from the following departments for your contributions! 

Head Office: Administration, Accounting,Relocation, Customer Support Center,Marketing and IT

HUNT Mortgage & HUNT Commercial

Offices: Orchard Park, Williamsville Village,Hamburg, Williamsville-Clarence, KenTon,The Met, Lancaster, and Amherst

Charles F. Hunt, Director

Corporate Relations, has recent

taken on the role of General Manag

 for our Columbus Division.

“Our company was found

on the belief that super

customer service, innovat

tools and the best train

agents in the business awhat savvy buyers and sellers are looki

for, and having lasted 101 years so

proves that we were right. Rochester

particular is an area of grow

opportunity for us, and I am looki

forward helping build this region ev

further while ensuring that our leadersh

team, staff and agents have everything th

need to serve this important marketpla

better than any company in the area.”

- Charlie Hunt 

Buffalo Rochester

“Managing Exceptions” A message from Jack Manley, Chief Operating Officer 

This being my first written

correspondence to the

entire company, I want to

thank Peter for the

opportunity to be part of 

this great company, and all

of you who have been so open minded andhelpful with our change initiatives thus far.

I value your trust, understand change is

oftentimes uncomfortable, and look forward

to “managing exceptions” together.

Personally, I will consider my efforts as

Chief Operating Officer at HUNT a

success when my efforts are focused entirely

on strategic issues in pursuit of our Mission,

particularly our commitment to provide

"the highest quality of service available in

the markets we serve". To do this we willimprove every aspect of this company and

provide the best working environment for

our employees and agents. Day by day, we

will then be effectively managing 

exceptions, as opposed to jumping from

crisis to crisis. Most issues which may then

arise will often simply resolve themselves. By

establishing efficient policies, procedures and

practices, all of our efforts become easier, and

our “victories” become more numerous and

collectively much greater.

During my first four months at HUNT, we

have begun a number of major initiatives, all

of which are well on their way to success.

Among these initiatives is the establishment of 

a finance and accounting group committed to

excellence. If you visit our Administration

  you will see some new faces among our

 veteran group who together are in the final

stages of a full accounting systems conversion

which will become the essential backbone our

group needs to provide a platform for the

efficient, consistent delivery of accurate,timely reporting and analysis. Once the

conversion is completed, our finance group

will be managing exceptions.

Another major initiative is the restructuring 

of the technological backbone of th

company. In addition to our own IT grou

led by VP and CTO Carlos Pegado, w

have contracted with an exceptional grou

of professionals ("EMCS") to assist in

Regions with our entire system o

connectivity, including our phone systemour hardware and software. We ha

established a long-term plan consiste

with our technology Vision and are now

the process of implementing the details

that plan. In time, we will see significa

benefits in the context of a more efficie

system, thus allowing each of us the abili

to more easily manage exceptions. Ov

the next several months, I will be updatin

 you on these and other initiatives now

soon to be underway.

Thank you for the opportunity to wo

with you as we together build an operatin

system that will be the envy of the industr

News Around Our Regions

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News Around Our Regions (Continued)

The greater Glens Falls region is off to a

stellar start for 2012, with lots of office

activity. In a comparison between 2010

and 2011, there were key indicators that

change was in the air. At first glance, 2011

did not fare well against 2010 as we actually

saw fewer sales and a modest 5% increase

in sale price as well as median price. The

real indicators of change were the drop in

active listings and our absorption rate

dropping from 19 months to 12,

making it a somewhat weaker buyer’s

market. This resulted in a surge of realism

finally reaching the listed sellers, enabling 

them to either lower their price or get out

of the market!

January 2012 statistics in our region show

a 28% increase in inventory and a 50%

increase in sales so far. Our agents can feel

the momentum!

Our own Jen Ball , our lead-

ing performer in the Glens

Falls office, has doubled her

 volume this year as well as

doubling her transactions. She has been

leading the way with a great winning attitude

and sets the benchmark for the office.

In other Capital news,  Joe

Woutersz, Broker Consultant

for the S. Glans Falls office, was

recently appointed President of 

the Warren County MLS. In this position, Joe

will be assisting the Warren County Board in

examining current policy and coordinating 

improvements within the MLS with the goal

of assisting the board's agents with

technological advancements. Other duties

will be guiding the board and its 600members through the maze of internet issues

facing all real estate brokerages today.

Congratulations Joe!

This just in… Forbes' annual list of Best

Cities for Jobs ranked the Albany-Schenectady

area fourth on the list of 100 top metropolitan

areas!

Congratulations to Domenick

 Losurdo, the Camillus

office’s Rookie of the Year

2011, for being selected to

appear in an upcoming episode of HGTV's

"House Hunters.” Be sure to keep an eye

out for the specific episode details so we can

all watch our real estate star in action!

Congratulations and best

wishes to Cicero Broker

Consultant Cheri Horan on

her recent wedding toGregory Scicchitano (one of our valued

Realty Club Attorneys).

The Syracuse region is buzzing with

activity in all areas at the start of 2012! 

• Our hardworking agents have taken 346

new listings (1st Quarter, FY 11/12)

• We’ve sold (under contract) 390 of our list-

ings so far this year (1st Quarter, FY 11/12)

• Fiscal YTD per agent productivity = 3.3

• Fiscal YTD Average commission (one side)

= 3.4%

• Fiscal YTD Market share = 27.4%

(Onandaga and Madison Cty)

Syracuse

Capital District

Business Leaders’Meeting 

  Randall Standard , CEO of VoicePa

will be the guest presenter at the BusineLeaders’ Meeting!

VoicePad provides the real estate industr

only integrated mobile solution th

generates leads using all three mob

technologies-Call Capture, Text an

Mobile Web. In the past year, VoiceP

generated and delivered over two-and-

half million qualified leads from motivat

buyers, instantly connecting them to a re

estate professional. Are you getting yoshare of mobile leads? Attend this sessi

and find out how to make the most of th

leading-edge mobile technology!

Tuesday, March 20

Buffalo/Niagara Region

Millenium Hotel

2040 Walden Avenue

Cheektowaga, New York 14225

8:30am Coffee | 9am Meeting 

Tuesday, March 20

Rochester Region

Eagle Vale Golf Club

4344 Nine Mile Point Road

Fairport, New York 14450

1:00pm Coffee | 1:30pm Meeting 

 Wednesday, March 21

Syracuse Region

Craftsman Inn

7300 East Genesee Street

Fayetteville, New York 13066

9:30am Coffee | 10:00am Meeting 

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Welcome to HUNT

We would like to welcome t

  following agents from across

company:

Wendy Naylon from Amherst, Virgin

Fiero from Brighton-Pittsford, Kathle

Brotz from Lancaster, Nick Banta a

Susan McNamara from Liverpool, Ann

Yensan from Lockport, AmanHernandez, Patrick Ireland and Jam

 Jamali from Tempe, Nancy Reynolds a

Andrew Cieslilca from West Seneca, Jas

Doxbeck from Wheatfield, and Bradl

Marshall from Williamsville Village.

We would also like

welcome Todd Aiching

to HUNT. Todd will working out of the E

Aurora Branch. Todd w

previously with Coldwell Banker for abo

3 years. Welcome to the team Todd!

HUNT would also like

welcome Ben Gernatt

the Hamburg Office. B

works for both sellers a

buyers and specializes

single family homes, multi-family, commerci

and vacant land as well. He trained

Cusack Center for Professional Developme

and received his real estate license in 200

Please give Ben Gernatt a warm welcom

Meet the Team!  Meet the newest members of HUNT 

Corporate: Jack Manley, Carley Mealey,

 Jillian Suttell and Brian Muller! 

 Jack Manley joined us on

November 1, 2011 as the

Chief Operating Officer for

HUNT Real Estate Corp.and its related companies.

In conjunction with Peter

Hunt, Jack is responsible for overall

corporate planning and strategies and the

day-to-day operations of the HUNT

companies. He is also a founder and the

President of Turning Point Capital Inc.

 Jack has over 20 years of experience in the

mortgage banking industry and was the

founder and President of U.S. Appraisal,

Inc. (USA), a real estate valuation company,

so he is certainly well versed in our industry!

 Jack is a certified public accountant (CPA)

and received his bachelor’s degree in

accounting from Niagara University.

Carley Mealey  joined

HUNT as Corporate

Controller on December

12, 2011. She is responsible

for all accounting, cash

management, employee

benefits and human resource functions. In

addition, she also manages HUNT’s

Customer Service Center (CSC). Carley

has over 15 years of experience in various

financial capacities including public

accounting and forensic accounting, and has

performed many business valuations. She is a

Certified Public Accountant (CPA) with

licenses in NY and Virginia and she is also a

Certified Valuation Analyst (CVA). Carley is

a graduate of Cameron University in Lawton,

Oklahoma.

  Jillian Suttell  joined

HUNT as a Senior Accountant

on February 9, 2012. She will

be assisting with general

accounting responsibilities and

will oversee some of HUNT’s

subsidiary accounting functions. Prior to

  joining HUNT, Jillian gained extensive

financial and accounting experience at HSBC

Mortgage and Citigroup. She graduated

magna cum laude with a Master’s degree of 

Business Administration from Medaille College.

 Brian Muller  joined HUNT

as Closing Coordinator on

December 27, 2011. He is

responsible for data entry

related to closings, settlements,

and escrow. Brian was

previously a construction consultant for

companies based in New York State

The point of sale used to be the kitchen table.

Buyers would leaf through print ads, eliminate

the homes that didn’t interest them and then call

or visit the office that had the listings they

wanted to see. Then, the point of sale moved

online. Buyers would surf websites, eliminate

homes and e-mail the listing agent when they

wanted more information or a chance to see thehome.

The new “Mobile” buyer has changed the point

of sale yet again! It has moved to the curb. A 

large percentage of the buyers that are driving 

through neighborhoods want to ’see’ more

information on the homes that interest them

right then – in front of the property. And for

them, a brochure box flyer is not enough.

The HUNT HOME HOTLINE puts you at the

curb with the consumer, to turn an anonymous

looker into an interested buyer! It will allow them

to get the information they want in the method

they prefer, 24 hours a day 7 days a week. It places

 you at the curb with them, while they are inter-

ested in the home, and allows them to contact you

in the manner they are comfortable with. They

can call, text, search or connect directly with you(during business hours of course), the listing agent.

You will know the moment someone shows interest

in your listing from anywhere - even in front of the

house!

So, are you ready for more leads? Are you ready

to meet your buyers at the new point of sale? Be

at the Business Leaders Meeting in your area

March 20 or 21st and we’ll make it happen for

 you!

The Changing Face of Consumers (Continued)

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For more information on these ven

dors and to search all of the servic

available through The Realty Club,

visit us at huntrealestate.com.

Follow us and join the conversation!

Featured RealtyClub Vendors

HUNTREALESTATE.COM

Always Accepting ApplicationsA message from Linda Mallia, President of HUNT Mortgage

It is hard to believe that any company would

be in a position to turn away business, but

apparently this is happening in the

mortgage industry. Recently an article was

published by American Banker, stating that

Bank of America is telling some customers

it could take up to 60 days to get their initial

phone call returned. This is due to the high

volume of calls they are receiving from

customers who are interested in the Home

Affordable Refinance Program (HARP). As

we all know, a lot can happen in 60 days

with regards to interest rates.

This can make you wonder why anyone

would put up with going almost two months

without even getting a phone call returned,

when they can visit another lender and close

on their mortgage in that same amount of 

time. HUNT Mortgage is always welcoming 

new customers, whether they are looking to

refinance or purchase a new home. Our staff 

is ready and available to give the highest

standard of service possible to all of our

customers. Mortgages are all we do, meaning 

our processors and underwriters are focused

on nothing other than guiding the customer

through the process and closing the loan.

While your customer waits to hear back from

one of the larger lenders, have them talk tous. We promise we can do a whole lot more

in 60 days than return a phone call.

Remember, we’re not one of the big guys,

we’re one of the good guys!

DCR Properties Inc.DCR Property ManagementPO Box 228West Seneca, NY 14224

Dominic C. Russo

Cell: 716.444.8643Fax: 716.656.2223Email: blessedmay17@yahoo.com

NYS License 16000010323

3892 Transit RdOrchard Park, NY 14127

716-440-0890

Phone: (716) 505-1140franksservices.com

90 Pearce Ave.Tonawanda, New York 14150

Good & Fair Carting & Moving Co.

300 Woodward AvenueKenmore, New York 14217

Phone: 716.876.6067 Fax: 716.876.3385

Mike PastoreNYS License 16000006173

(716) 825-4614

1661 Schoelkopf Road | Hamburg, NY 14085

Congratulations ERA Leader's Circlehonorees for your 2011 production!

Congratulations to thefollowing honorees

who will be recognized

at the 2012 ERA IBC

in March!

Barbara Baker - Williamsville-Clarence

Michael Burke - Williamsville-Clarence

Bonnie Clement - Williamsville Village

Sarah Collins - Liverpool

The Crocker Team - Camillus

Meghan Dabulweicz - Dewitt

 John Denniston - Perinton

Sharon Frisicaro - Williamsville-Clarence

Steve Frisicaro - Williamsville-Clarence

Elizabeth Gaulin - Manlius

 James Hoffman - Williamsville-Clarence

 Amy Mayfield - Williamsville-Clarence

 Jean Nicholas - Liverpool

 Autumn Starr - Liverpool

 Joseph Trifilo - Williamsville Village

Sandi Van Camp - Canandaigua

Top producers are recognized in the following categories:

•Total Units Closed (65+)

• Total AGC ($200,000+)

• Top 10 Total Commercial/Non-Residential

Units Closed (20+)

• Top 10 Total Commercial/Non-Residential

AGC ($150,000+)

• Top 3 Closings with the ERA Home

Protection Plan® (with a minimum of 30 home

warranties funded)

 Recognition Includes:

Induction into the ERA Leaders' Circle

• ERA Leadership Team Award

• Leaders' Circle Promotional Kit

• Leaders' Circle Lapel Pin (a diamond is added

for each additional year of membership on the

Leadership Team)

• Special VIP Treatment at the International Busi-

ness Conference

Congratulations to everyone

who made the list!