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PLUS BRING IN BUYERS 13 | NEW DESIGN CENTER 18 | GREAT OFFICE 42
T H E R E / M A X M A G A Z I N ESPRING 2013 REMAX.COM/ABOVE
DAVE’S INSPIRATIONAL
JOURNEYMY NEXT STEP
PAGE 16
BRAVO!R4 caps another great year
in a four-decade run of success PAGE 28
REMAX.COM/ABOVE • SPRING 2013 1
OPENING REMARKS
Where we’ve been and what we’ve
become is due to shared vision, hard
work and a little luck. None of this
would have happened without the
initial sacrifices and resolve of our
founders, Dave and Gail Liniger. R4
attendees who weren’t part of the
company early on got to see that sheer
determination firsthand when Dave
shared his journey from this past year
during the Opening General Session.
From coma to code blue to walking
those first 10 steps, his message for
achievement of any type has a place in
all of our lives. “Never, ever quit.” That’s
been a big part of the RE/MAX spirit
since day one.
RE/MAX has been my life for all
of my adult years. I’m thankful for
the friends I’ve met, the ways I’ve
been encouraged to grow and the
opportunity to see people’s lives
change when they come into the
RE/MAX family. I’m looking forward
to passing the baton to the next
generation as this company continues
to be a global force in real estate for
another 40 years!
I WAS REALLY EXCITED ABOUT
celebrating 40 years of RE/MAX
at R4. It’s amazing that it’s been so
many years since we first convened
at the Thunderbird Inn, but seeing the
photos and friends at R4 sure brought
it all back. We’ve come a long way in
that time, from unknown renegades
with a radical business plan to a
worldwide network of Broker/Owners
and Sales Associates who are
respected in their communities, both
professionally and personally.
It was by no means an overnight
success. The tough times we went
through early on – and more recently –
validated the premise of the RE/MAX
concept: Gather the best in the
business, have them participate in
the company overhead, give them
the most up-to-date tools available,
and get out of the way so they can do
what they do best. One of the beautiful
things about RE/MAX is its ability to
evolve and adapt to both time and
place, which makes us as relevant and
groundbreaking as ever. Our future is
as bright as our past – and that’s a very
exciting thing.
The best keep getting betterBY DENNIS CURTIN, REGION OWNER, RE/MAX MID-STATES & DIXIE
ABOUT THIS COLUMN
Opening Remarks
features the thoughts
of top RE/MAX leaders,
speaking on major
themes within ABOVE.
Dennis Curtin, Region Owner of the RE/MAX Mid-States & Dixie Region, holds a special place in RE/MAX history. He purchased the first RE/MAX franchise outside Colorado in 1975, essentially launching the network’s global growth.
2 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
features
ABOVE ONLINE View this and past editions of ABOVE at remax.com/above. Enhanced with videos and additional resources, the ABOVE website is a fun, interactive way to experience and share the magazine.
ON TOP OF THEIR GAMENate Martinez and Victor Vidales have dominated the
Phoenix market by staying ahead of the curve, adjust-
ing to change and using RE/MAX tools. These superstars
explain how any agent can become a top producer.
24ALL COMING TOGETHERMore than 7,000 agents came together in Las Vegas in February
for the annual R4 convention, which this year celebrated the
40th anniversary of RE/MAX. See the day-by-day highlights,
behind-the-scenes coverage and amazing award winners.
28
CONTENTS
I’ve achieved so much because I’ve busted my tail. Competitors tried to recruit me, but
I told them all that I don’t swim with ducks; I soar with eagles. I’m a
RE/MAX agent. – SUSAN C. COVENY,
INAUGURAL LUMINARY OF
DISTINCTION CAREER
AWARD WINNER (PAGE 40)
28
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HOM-0017.indd 1 12/17/12 5:11 PM
4 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
departments
IN EVERY ISSUE: 01 OPENING REMARKS 48 JUST FOR FUN
ABOVE®
SPRING 2013, VOL. 3, NO. 2
130159
ABOVE, a quarterly publication (January, April, July, October), is the official magazine of RE/MAX, LLC, the international real estate franchisor serving the industry’s
most productive sales network.
RE/MAX World Headquarters5075 S. Syracuse St.
Denver, CO 80237-2712
PO Box 3907 Englewood, CO 80155
remax.com®
RE/MAX, LLCCHAIRMAN & CO-FOUNDER Dave Liniger
VICE-CHAIRMAN & CO-FOUNDER Gail Liniger
CHIEF EXECUTIVE OFFICER Margaret Kelly
PRESIDENT Vinnie Tracey
EXECUTIVE VICE PRESIDENT, GLOBAL COMMUNICATIONS AND BRANDING Mike Ryan
ABOVEEXECUTIVE DIRECTOR, CORPORATE
COMMUNICATIONS George White
CREATIVE SERVICES DIRECTOR Collin Meek
MANAGING EDITOR Amanda Derengowski
SENIOR EDITOR Deborah Ball Kearns
EDITOR Dorota Wright-O’Neill
To reach the editors of ABOVE, call 303.796.3573 or email above@remax.com.
To order additional copies, call the RE/MAX Order Desk at 303.796.3672
or visit www.remax.net.
Copyright © 2013 RE/MAX, LLC. All rights reserved. ABOVE is a reg-istered trademark of RE/MAX, LLC. The material herein may not be duplicated, copied or reproduced – in whole or in part – in any way without written permission. ABOVE magazine is provided to RE/MAX Affiliates as one of many benefits. The opinions of guest contributors and interviewed guests are their own and not necessarily those of RE/MAX, LLC, or its Affiliates, or any of its owners, officers, employees or agents.
RE/MAX, LLC, is not responsible for the content of advertisements and assumes no liability for any claims arising therefrom.
RE/MAX, LLC, is an Equal Opportunity Employer and supports the Fair Housing Act. Each RE/MAX® office is independently owned and operated.
www.hungryeyemedia.com 800.852.0857
PRESIDENT Brendan Harrington
EDITOR Tom Wilmes
ART DIRECTOR Lindsay Burke
DESIGNER Alithea Doyle
PROJECT MANAGER Susan Humphrey
NATIONAL AD SALES Susan Wist
303.378.1626 susanwist@hungryeyemedia.com
INSIDE STORY
6 SNAPSHOTSRE/MAX enjoys a year of impressive accomplishments; Queen Elizabeth II Diamond Jubilee Medal winners; industry involvement and recognition; outstanding brokerages; and RE/MAX visionary Frank Polzler’s new memoir.
13 BRING IN BUYERSWondering how to find buyers in this seller’s market? Three top producers explain how they do it.
16 MY NEXT STEPDave Liniger shares his journey from debilitating illness to incredible recovery in his intimate and inspiring new book, My Next Step. His message: Never, ever quit.
BUILDING BLOCKS
18 REDISCOVER THE RE/MAX DESIGN CENTERSleeker, faster, better: The newly supercharged RE/MAX Design Center, powered by Imprev, delivers a streamlined solution for all of your marketing needs.
22 WHAT MOVES THEM?The 2013 National Ad Campaign hits home with targeted messages on buyers’ unique motivations.
FULL SPECTRUM
42 ALL FOR ONE, ONE FOR ALLMeet the unstoppable force behind a successful Canadian brokerage: its amazing owners, agents and staff.
ABOVE & BEYOND
46 MIRACLES ON THE RISERE/MAX Associates donated more than $8.2 million to Children’s Miracle Network Hospitals in 2012 – the highest total in several years.
47 REAL (ESTATE) ROCKERDenver-based Associate Bernie Clarke keeps the beat in busi-ness and with his band, Bernie and the Boomers.
22
13
42
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6 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
INSIDE STORY S N A P S H O T S
THE LEARNERS
EARNEDAverage 2012
commissions of RE/MAX Associates with
these credentials:
ABR......................$125,894
CCIM....................$172,525
CDPE..................$133,605
CERC..................$230,853
CLHMS..............$229,305
CRA......................$137,757
CRS......................$137,329
SFR.......................$109,764
SRES...................$119,906
Year in ReviewRE/MAX ENJOYED A DRAMATIC YEAR OF GAINS AND
ACCOMPLISHMENTS IN 2012. HERE ARE SOME HIGHLIGHTS:
WHILE THE NUMBER OF U.S. HOME
SALES GREW BY 10.1% OVERALL, RE/MAX
AGENTS SOLD 12.9% MORE HOMES.(Source: National Association of Realtors, U.S. Census Bureau and RE/MAX, LLC)
FOR THE FOURTH
YEAR IN A ROW,
RE/MAX EARNED
THE TOP REAL
ESTATE RANKING
IN THE FRANCHISE
TIMES TOP 200
SURVEY.
Fueled by remax.com, LeadStreet surpassed
12 million referral-free leads
to U.S. RE/MAX agents since 2006.
(Source: All data provided by RE/MAX, LLC, unless otherwise noted)
RE/MAX was named one of the Top 50 Franchises
for minorities by the National
Minority Franchising
Initiative through the World
Franchising Network.
2012 TV SHARE OF VOICE
RE/MAX percentage of total ad
impressions by national real
estate franchises for ads purchased
through nationwide buys.
48%
Coldwell Banker
42%
Century 21 10%
(Source: Nielsen Monitor-Plus / A25-54 GRPs Unequivalized / Q1-Q4 2012)
STA
TS
RE/MAXvs. competitors
Source: Experian Marketing Services Hitwise data, full-year 2012. “Real estate franchise” websites identified by RE/MAX.©2013 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 130199C
STA
TS
remax.comattracts more consumers than any other real estate franchise websiteTotal Visits for 12 Months (January - December 2012)
FRANCHISE WEBSITE TOTAL VISITS1 RE/MAX 52,466,6282 Century 21 41,071,7893 Weichert 37,847,4874 Coldwell Banker 28,226,5765 Keller Williams 23,550,1056 Prudential Real Estate 5,573,7567 Real Living 2,945,8838 Sotheby’s Realty 2,570,1449 Better Homes and Gardens 2,443,187
10 ERA Real Estate 2,418,129
STA
TS
RE/MAXvs. competitors
Source: Experian Marketing Services Hitwise data, full-year 2012. “Real estate franchise” websites identified by RE/MAX.©2013 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 130199C
STA
TS
remax.comattracts more consumers than any other real estate franchise websiteTotal Visits for 12 Months (January - December 2012)
FRANCHISE WEBSITE TOTAL VISITS1 RE/MAX 52,466,6282 Century 21 41,071,7893 Weichert 37,847,4874 Coldwell Banker 28,226,5765 Keller Williams 23,550,1056 Prudential Real Estate 5,573,7567 Real Living 2,945,8838 Sotheby’s Realty 2,570,1449 Better Homes and Gardens 2,443,187
10 ERA Real Estate 2,418,129(Source: Experian Marketing Services Hitwise data, full-year 2012, 2011, 2010.
“Real estate franchise” websites identified by RE/MAX)
GL
OB
AL
ST
AT
S
15.1AVERAGE
TRANSACTION SIDES
1.3 million
total transaction
sides
$297 BILLIONTOTAL SALES
VOLUME
6COUNTRIES
ADDED (China, Indonesia,
Morocco, Philippines, Thailand, United Arab
Emirates)
739NEW
RE/MAX franchises
14average years of
experience
©2013 RE/MAX, LLC. Each RE/MAX office independently owned and operated. Except as noted, Coldwell Banker, Century 21, ERA, Sotheby’s and Better Homes and Gardens data is as reported by Realogy Corporation on SEC Form 10-K, Annual Report for 2012; Keller Williams and Prudential data is from information available at kw.com and prudentialrealestate.com, respectively. 1Full-year 2012. 2Experian Marketing Services Hitwise data, full-year 2012. 3Full-year 2012 U.S. national-media ad spend, as a percentage of spend of all national real estate franchises, as reported by Nielsen Ad Views. Others: 5.7%. 4As of year-end 2012 unless noted. 5Based on lists of countries claimed at each franchisor website as of March 2013, excluding claimed locations that are not independent countries (i.e. territories, etc.). 6Based on agent roster count at kw.com as of 2/13/13. 130229
7REMAX.COM/ABOVE • SPRING 2013
RE/MAX is #1 in U.S. market share. Nobody sells more real estate than RE/MAX.
RE/MAX vs. the industry 2013
U.S. RESIDENTIAL TRANSACTION
SIDES1
TOTAL U.S. WEBSITE VISITS2
(Millions)
U.S. NATIONAL ADVERTISING3 COUNTRIES4 OFFICES
WORLDWIDE4
AGENTSWORLDWIDE4
828,960 52.47 32.8% 89 6,331 89,008
663,826 28.23 24.0% 445 3,100 82,200
390,391 41.07 20.1% 615 7,060 100,300
107,775 2.42 0.2% 335 2,322 31,000
64,515 2.57 6.5% 355 659 12,900
40,810 2.44 2.0% 25 252 8,300
Not released
23.55 1.8% 5 700 76,6626
Not released
5.57 6.8% 3 1,500 50,000
8 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
INSIDE STORY S N A P S H O T S
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SIX RE/MAX BROKER/OWNERS
have an amazing feat in com-
mon that came to light early
this year with the release of a
REAL Trends special report.
Over the past decade, their
four brokerages grew in all
three of these key metrics:
total number of agents, closed
transaction sides and per-agent
productivity. And they accom-
plished this through a severe
housing downturn.
The report, titled “Against
All Odds,” summarized
findings after REAL Trends
followed up with the broker-
ages listed in the 2002 REAL
Trends 500 report.
Of the 500 brokerages
qualifying that year, only 329
have survived. Ten years later,
217 had grown in agent count,
only 86 increased production
and just 43 boosted per-agent
productivity.
Only 17 were able to increase
in all three.
Triple PlayOF THE BROKERAGES IN THE 2002 REAL TRENDS 500, ONLY 17
WERE ABLE TO ADD AGENTS, SIDES AND PER-AGENT PRODUCTIVITY
IN THE DECADE SINCE. FOUR OF THEM ARE WITH RE/MAX.
DECADE OF GROWTH
These elite offices showed
gains in:
Agent count
Closed
transaction sides
Per-agent
productivity
LEADING THE WAY
Congratulations to the RE/MAX leaders who
pulled off the feat:
PATRICK FINNICKRE/MAX Center
Duluth, Ga.
EDDIE MALLADRE/MAX Team 2000
Dearborn, Mich.
JOHN MANGASKATHY KUYOTH
RE/MAX Preferred Associates
Toledo, Ohio
DENNIS STEEDMARY LOU STEEDRE/MAX Crossroads
PropertiesStrongsville, Ohio
REMAX.COM/ABOVE • SPRING 2013 9
PAMELA ALEXANDER, CEO OF RE/MAX
Ontario-Atlantic Canada, and Ron
Antalek, a Diamond Award Club
member with RE/MAX Lifestyles Realty
in Maple Ridge, British Columbia, were
awarded Queen Elizabeth II Diamond
Jubilee Medals, a once-in-a-lifetime
honor, at local ceremonies early this year.
Created to mark the 60th anniversa-
ry of the queen’s reign, the prestigious
medals are awarded to select individu-
als throughout Canada in recognition
of their dedication and exceptional
community service.
Alexander received her medal at
a formal ceremony and reception
held in Toronto in February. She was
commended for her long-standing
support of Plan Canada, which works
to secure social justice for children in
developing countries.
“Whether at home or abroad, there
is always a need to be filled or a life-
altering advancement to be made,”
Alexander says. “We are all inherently
global citizens, and there is no better
way to celebrate humanity than to be
stewards of its progress.”
Antalek, who was also awarded
the 2012 British Columbia Commu-
nity Achievement award, received
the queen’s medal for his extensive
involvement in local community causes.
In particular, he was thanked for his
generous support of Ridge Meadows
Hospital, where his major contributions
helped open the new Antalek Family
Psychiatric Unit.
“I grew up here,” Antalek says of
Maple Ridge. “I went to elementary
here, to high school here. My mother
nursed at this hospital. Involvement in
this community is built into my daily
life; it’s built into me.”
PAMELA ALEXANDER RON ANTALEK
TWO RE/MAX AFFILIATES IN CANADA RECEIVE QUEEN ELIZABETH II DIAMOND JUBILEE MEDALS
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10 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
INSIDE STORY S N A P S H O T S
REALTORS OF THE YEARANGELA BARNERRE/MAX Unlimited
Kennesaw, Ga.Cobb Association of Realtors
MARY LOU CHILDSRE/MAX Real Estate
AssociatesBenton, Ky.
Kentucky-Barkley Lakes Board of Realtors
LESLIE PYLERE/MAX Real Estate
AssociatesCrawfordsville, Ind.
Montgomery County Division of MIBOR
PAM HARRISON RE/MAX Leading Edge
Gambrills, Md.Anne Arundel Association
of Realtors
VIRGINIA KLEINRE/MAX HeritageWestport, Conn.
Greater Fairfield Board of Realtors
CYNTHIA KRUSERE/MAX Vail Valley
Edwards, Colo.Vail Board of Realtors
ROSEMARIE LONGMIRERE/MAX Whatcom County
Bellingham, Wash.Skagit County, North Puget
Sound Association of Realtors
KAREN PITKINRE/MAX Realty Professionals
Bloomington, Ind.Bloomington Board of
Realtors
KEN WALKERRE/MAX Diamond Realty
Mebane, N.C.Burlington Alamance County
Association of Realtors
JAMES T. WANZECKRE/MAX Masters
Greenwood Village, Colo.South Metro Denver Realtor
Association
STEVE WIGANDRE/MAX Realty Plus
Jasper, Ind.Southwest Indiana
Association of Realtors
Industry LeadersRE/MAX ASSOCIATES REGULARLY RECEIVE HONORS FOR THEIR
WORK AND SHAPE THE INDUSTRY IN LEADING ROLES
ON REAL ESTATE BOARDS AND ASSOCIATIONS. HERE ARE A FEW:
BILL CACIRE/MAX
Leading EdgeWinchester, Mass.
National Association of Realtors
AUDREY MARKERRE/MAX Realty Professionals
Bloomington, Ind.National Association
of Realtors
GARY ROGERSRE/MAX On the
CharlesWaltham, Mass.Chairman, NAR
Communications Committee
REALTOR EMERITUS
NATIONAL OFFICER
LOCAL PRESIDENTSLYNN ALLISON
RE/MAX Professionals
Muscatine, IowaMuscatine Board of
Realtors
KELLY HOWIERE/MAX Realty of
Rapid CityRapid City, S.D.
Black Hill Association of
Realtors
JUDY KLASSENRE/MAX CountryPrinceton, British
ColumbiaSouth Okanagan Real Estate Board
DENISE STORMRE/MAX Pinnacle
Durango, Colo.Durango Area Association of
Realtors
DWAYNE PATTERSON
RE/MAX PrestigeKingman, Ariz.
Kingman-Golden Valley Association
of Realtors
MONICA ROSSRE/MAX Resort
PropertiesBoyne City, Mich.
Antrim, Charlevoix, Kalkaska
Association of Realtors
MIKE WALLINRE/MAX Premier
GroupLongview, Wash.Lower Columbia Association of
Realtors
SPECIAL AWARDSJEFF BOWERS
RE/MAX Pro RealtyCharleston, S.C.CRS of the Year, South Carolina CRS Chapter
JULIE FOXRE/MAX on the Bay
Cambridge, Md.Community Service Award, Mid-Shore Board of Realtors
SUSAN GRAVESRE/MAX Realty Professionals
Bloomington, Ind.Melody Martin Humanitarian
Award, Bloomington Board
of Realtors
ALTA MONROERE/MAX 1st Choice
South Padre Island, Texas
Directors Award, South Padre
Island Chamber of Commerce
GARY ROGERSRE/MAX On the Charles
Waltham, Mass.CRS of the Year, Massachusetts CRS Chapter
REMAX.COM/ABOVE • SPRING 2013 11
INSIDE STORYL E A D E R S H I P
FRANK POLZLER HAS
ENJOYED tremendous
success in the real
estate world. For the past
three decades, he – along
with business partner Walter
Schneider – has blazed a trail
in the industry by bringing
RE/MAX to Ontario-Atlantic
Canada, Europe and several
U.S. regions.
The RE/MAX visionary
celebrates his 80th birthday
this year, so it’s fitting that
he wrote a new memoir to
chronicle his achievements
as one of the network’s most
prolific leaders.
The memoir, Journey
of a Lifetime, provides an
insightful look into the
secrets of success that
have served Polzler well in
his career. Polzler and his
memoir were featured on
the cover of Canada’s Real
Estate Magazine in April.
An additional story about
Polzler and
his family’s
dedication to
RE/MAX is
included in the
issue, too. Three
generations of Polzlers now
represent RE/MAX.
In the cover story, selected
excerpts from Polzler’s
memoir detail the elements
that have driven him to build
a storied real estate career.
These include: focusing on
customer service, having
a positive attitude, being
assertive, making good
impressions, being adaptable
and having perseverance.
Download the complete REM feature at rem.ax/13YLfCf.
Quite a Ride
AS HE TURNS 80,
A RE/MAX VISIONARY
RELEASES HIS
MEMOIR DETAILING THE
‘JOURNEY OF A LIFETIME’
R4 QUIZ ANSWERS (FROM PAGE 48) 1. B - 50,000 POUNDS (ON 3 SEMI-TRAILERS) 2. D – 10,414 MILES (ALL THE WAY FROM MAPUTO, MOZAMBIQUE) 3. C – 62
COUNTRIES (RE/MAX IS IN 89 COUNTRIES TOTAL) 4. C – 33% (2,500+ ROOMS PER NIGHT) 5. D – 65 SESSIONS (TIME AND SPACE WERE MAXIMIZED) 6. D – 2,405
TROPHIES (DOUBLE THE CAREER AND CLUB AWARDS GIVEN AWAY IN 2012) 7. C – 4,600 PHOTOS (ABOUT AS MUCH AS ONE MAN CAN BE ASKED TO DO) 8. B – 650
GALLONS (THE REMEDY FOR A NIGHT OF FUN IN VEGAS) 9. D – 1 MILLION SQUARE FEET (MAKES FOR A LOT OF SORE FEET, BUT IT’S TOTALLY WORTH IT) 10. D – 16,571%
(WHICH CAN ONLY MEAN ONE THING – R4 IS WHERE IT’S AT!)
A leader has to be visionary, a strategist. He has to be honest so people can trust him. You can’t force people to trust you; you have to earn and create trust. It’s very simple, really. I think I’ve done well because I’ve always had an open mind. I don’t just fixate on a certain way to do things and barrel my way through. – FRANK POLZLER, JOURNEY OF A LIFETIME
* Eligibility for the Bank of America at Work® program terminates when (a) you terminate your relationship with the sponsoring company or organization or (b) the sponsoring company’s or organization’s Bank of America at Work® program plan is terminated by either the company or organization or Bank of America, at which time rates and fees will revert to the current rates and fees as stated in the Personal Schedule of Fees.
THIS INFORMATION IS NOT INTENDED OR AUTHORIZED FOR CONSUMER DISTRIBUTION. Bank of America, N.A., Member FDIC. Equal Housing Lender. ©2013 Bank of America Corporation. Credit and collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates, terms and conditions are subject to change without notice. All trademarks are the property of Bank of America Corporation or their respective owners. Bank of America and other advertised companies are separate entities; each is independently responsible for its products, services and incentives. AD-03-13-0338 03-2013 AR2C830D
Let us help you build your businessHere’s to our continued commitment to success in 2013. Let’s build on our long-standing relationship and create an even stronger one. We can accomplish this together through:
• A variety of strategic alliances that can help you manage and grow your business
• Short Sale outreach programs, a dedicated escalation web tool and online education at the Bank of America Agent Resource Center
• Bank of America Merchant Services electronic payment processing solutions that can help Broker Owners streamline office operations
• Bank of America at Work® program for RE/MAX affiliates*
If you’d like to learn more about how we can work together to build your business, please contact Shay Shearer, National Relationship Executive, at 1.502.287.2675 or shay.shearer@bankofamerica.com.
Visit the Bank of America Agent Resource Center at bankofamerica.com/agentresources for tools and information to help you manage and grow your business.
REMAX.COM/ABOVE • SPRING 2013 13
INSIDE STORYB U I L D I N G B U S I N E S S
PHO
TO
BY
MA
TT
CA
LAB
RE
SE
* Eligibility for the Bank of America at Work® program terminates when (a) you terminate your relationship with the sponsoring company or organization or (b) the sponsoring company’s or organization’s Bank of America at Work® program plan is terminated by either the company or organization or Bank of America, at which time rates and fees will revert to the current rates and fees as stated in the Personal Schedule of Fees.
THIS INFORMATION IS NOT INTENDED OR AUTHORIZED FOR CONSUMER DISTRIBUTION. Bank of America, N.A., Member FDIC. Equal Housing Lender. ©2013 Bank of America Corporation. Credit and collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates, terms and conditions are subject to change without notice. All trademarks are the property of Bank of America Corporation or their respective owners. Bank of America and other advertised companies are separate entities; each is independently responsible for its products, services and incentives. AD-03-13-0338 03-2013 AR2C830D
Let us help you build your businessHere’s to our continued commitment to success in 2013. Let’s build on our long-standing relationship and create an even stronger one. We can accomplish this together through:
• A variety of strategic alliances that can help you manage and grow your business
• Short Sale outreach programs, a dedicated escalation web tool and online education at the Bank of America Agent Resource Center
• Bank of America Merchant Services electronic payment processing solutions that can help Broker Owners streamline office operations
• Bank of America at Work® program for RE/MAX affiliates*
If you’d like to learn more about how we can work together to build your business, please contact Shay Shearer, National Relationship Executive, at 1.502.287.2675 or shay.shearer@bankofamerica.com.
Visit the Bank of America Agent Resource Center at bankofamerica.com/agentresources for tools and information to help you manage and grow your business.
LL THE REAL ESTATE TALK THESE
days is centered on the turnaround in
housing from a buyer’s market to a seller’s
market. With inventory shrinking in some major
areas, buyers might get discouraged and head to
the sidelines. So how do you assure them that
you’re the one who can deliver the results – and
the home – they’re looking for? Three top-
producing RE/MAX agents explain. ➤
BRING IN BUYERSTHREE TOP PRODUCERS TELL YOU HOW TO FIND BUYERS IN A SELLER’S MARKET
– AND KEEP THEM SATISFIED SO THEY’LL BECOME CLIENTS FOR LIFE.
BY DEBORAH BALL KEARNS
PATRICK
HASTINGS
14 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
KELLY BENNETT’S SUCCESS COMES
down to a simple approach: She meets
face-to-face with clients. Two game-
changers have helped her break into
the luxury market and increase her
face time with affluent buyers. She
hosts frequent social mixers and
events for past and potential clients,
which helps her capture new buyer
leads. She also uses The RE/MAX
Collection to market luxury properties
and attract high-end buyers. So far,
it’s turning heads.
“Buyers are really impressed with the
look of the brochures, signs and mar-
keting materials,” says Bennett, who
Kelly BennettRE/MAX Gold, St. Louis, Mo.
Platinum Club, Hall of Fame member
HE DELIVERS THE UNEXPECTED
LAST YEAR WAS A GOOD ONE
for Patrick Hastings, who closed 77
transaction sides with a total sales
volume of more than $11 million. Forty
percent of those closed sales came
from working with buyers.
While a majority of his
business came from past-
client referrals, all of his
sales involved delivering
the pleasantly unexpected.
Hastings attributes his
increase in year-over-year
production (he was at $8
million for a long time) to
hiring a full-time assistant
to help increase his
interaction with clients and
handle all of his marketing.
Having the extra help
allows him to exceed his
clients’ expectations and
put in more face time with them.
“I believe repeat business and
referrals are earned while you conduct
business in real time,” Hastings says. “My
clients’ problems are my problems; my
wife thinks I’m nuts for catering to some
of the more strange requests my clients
come up with, but I do it because I want
to be their Realtor for life.”
One of the premier services Hast-
ings offers that other
agents sometimes forget
about: lining up success-
ful financing. Hastings has
worked with his lender
exclusively for 18 years, and
it can sometimes mean the
difference between losing
the sale and getting to the
closing table.
“You have to be a
calming influence in buyer
transactions, because
almost no one who gets a
mortgage goes unscathed
in the process,” Hastings
says. “I need a lender who
can provide all types of financing and
is thoroughly knowledgeable. The
solid rapport I have with my lender
adds extra value to my service that
buyers might not find in other agents.”
Patrick Hastings RE/MAX Plus, Rochester, N.Y.
Platinum Club, Hall of Fame member
Repeat
business and
referrals are earned while you conduct
business in real time.
REMAX.COM/ABOVE • SPRING 2013 15
KAREN KING HAS DISCOVERED A
gem for cultivating new buyer leads
and keeping in close contact with
past clients: online reviews.
After each closing, King emails
clients and asks them to post re-
views on Zillow and LinkedIn, and
she provides links directly to those
sites in her messages. When clients
write up reviews, she immediately
sends a thank-you note and a gift
card in the mail.
“Buyers are researching agents
online just like they’re researching
homes, so having online reviews
is a must if you want to
capture those potential
leads; it adds a lot to your
credibility,” King says.
“Buyers will call you if
other people recommend
you and rave about
your service.”
Her efforts are working;
she’s received several
buyer leads from online
reviews in the past six
months. Additionally,
King culls leads on
Facebook, where she
posts sellers’ virtual
tours on their pages
(as well as her own) for
their friends to see. She
also shares interesting
photos of home interiors
from Pinterest on her
Facebook page, and asks
her followers for their
opinions to engage them.
One other thing
she does to drum
up conversation on
Facebook is to post
photos of buyers with
their keys in front of
their new homes. She’ll “friend” her
clients first, then post the photo with
a congratulatory note.
“The key to generating online
leads is being visible,” King says.
“Post a mix of personal and business
updates, but don’t forget to engage
with people, too. Pay attention to
what your clients post online, what
their likes and activities are, and
interact with them online the way
you would in person. Their friends
will take notice and start asking
about working with you.”
Karen KingRE/MAX Prestige, Wilbraham, Mass.
100 Percent Club, Hall of Fame member
PHO
TO
S B
Y M
AT
T C
ALA
BR
ESE
(1
) D
AN
DO
NO
VA
N (
1)
WA
LT S
TE
INM
ET
Z (
1)
Buyers will call you if other people recommend you
and rave about your service.
Use every resource that
RE/MAX offers ... to
build a strong business.
SHE USES RE/MAX TOOLS
SHE GENERATES ONLINE LEADS
has delved into the $500,000-and-up
price range in the past year.
Another tool that Bennett loves:
LeadStreet. In fact, the seller of one of
her first luxury listings – a $1.9 million
property in St. Louis – was referred to
her through LeadStreet; she respond-
ed to the lead immediately.
If you want to find more buyers,
especially in the luxury market, don’t
reinvent the wheel – use the RE/MAX
tools that are out there, Bennett says.
“Drive your marketing to remax.com
(or theremaxcollection.com, for
luxury properties), respond to those
LeadStreet leads quickly, and keep
your Mainstreet Web Roster profile
updated with all of your designa-
tions and honors so you can generate
buyer referrals from other RE/MAX
agents,” Bennett advises. “Use every
resource that RE/MAX offers; there’s
more than enough there to build a
strong business.”
INSIDE STORYB U I L D I N G B U S I N E S S
16 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
INSIDE STORY M Y N E X T S T E P
WHEN DAVE LINIGER WENT
to a Galveston, Texas,
emergency room in the
early morning of Jan. 29, 2012, he
thought he’d be treated and released
for a back problem that was causing
him severe pain and puzzling paraly-
sis during the night.
But that’s not what happened. Not
even close.
As most everyone in the RE/MAX
network knows by now, Liniger’s
initial emergency room visit was just
the beginning of an infection-fueled
health crisis that would keep him
near death for weeks, hospitalized for
months and in some ways changed
for a lifetime. The year would involve
multiple surgeries, a terrifying brush
with death and the very real possibil-
ity that he would never walk again.
The RE/MAX Chairman and Co-
Founder chronicles the entire ordeal
in My Next Step, a 160-page hardcov-
er book released in April by California
publishing firm Hay House. It’s an
inspirational story of resolve, family,
support and courage that’s grounded
in the core values Liniger has always
embraced and encouraged. The pri-
mary one: “Never, ever quit.”
Written by Liniger with co-author
Laura Morton – who has helped craft
more than 15 New York Times Best
Sellers – the book
essentially covers
Liniger’s “extraordi-
nary journey of
healing and hope”
from January to
December 2012. It offers a very per-
sonal, raw and honest glimpse of the
man who’s led the world’s greatest real
estate network for the past 40 years.
Parts of the book will surprise those
who know Liniger as the toughest guy
in the room.
“I’ve always thought of myself as
a tough son of a bitch,” he writes.
“Well, that bravado works fine with the
curtains open and the sunlight shining
through the windows in daytime, but it
quickly disappears at one o’clock in the
morning when no one else is around
and unimaginable terror starts to seep
into the dark places of your mind.”
Ultimately, My Next Step is a story
of how Liniger – with incredibly strong
support from his family and friends, as
well as expert assistance from a large
group of doctors, nurses, technicians
and therapists – refused to give up,
no matter what. But it’s also a re-
minder that each of us, with the right
attitude and approach, can make it
through anything.
‘NEVER EVER QUIT’
AFTER A YEAR OF ILLNESS, STRUGGLE,
HARD WORK AND TRIUMPH, DAVE LINIGER
SHARES HIS STORY IN A COMPELLING
AND INSPIRING NEW BOOK, MY NEXT STEP
Everyone has moments in his or her life that turn into weeks and sometimes months
or even years. The most important thing to remember is that moments do pass. No
matter how bad it hurts, the world does come back into focus. You have to live your life
one step at a time. - DAVE LINIGER, MY NEXT STEP
REMAX.COM/ABOVE • SPRING 2013 17
EVERYBODY WINSDave Liniger is donating 100 percent of his author
proceeds on all book sales to three worthy causes:
Children’s Miracle Network Hospitals,
Susan G. Komen for the Cure and the U.S. Olympic
Committee Wounded Warrior Program.
BUY YOUR COPIES TODAYMy Next Step is available in
bookstores throughout the United
States and Canada, as well as
through virtually every major
online outlet – where international
purchases can be made. The list
price is $19.95, but Amazon, Barnes & Noble and others
are offering the book at significant
discounts. You can find portals
to these booksellers through
MyNextStepBook.com.
INSPIRING WORDSMuch of Dave Liniger’s survival in 2012 can be traced to the key elements of
success in the book Think & Grow Rich, written by Napoleon Hill in 1937. Liniger
first read the classic as a teen, and has reread it more than 40 times since.
The key elements
ANYTHING THE. MIND CAN CONCEIVE,. IT CAN ACHIEVE..
Liniger convinced himself
he would regain his ability
to walk, and he hung on
to that belief tightly.
CREATE A PLAN. WITH SMALL,. ACHIEVABLE GOALS..
Liniger broke his big
goal down to smaller
objectives. He realized
that if he could walk 10
feet, he could then move
on to walking 20. If he
could walk 20, he could
walk even more.
ADJUST YOUR GOALS. AS NEEDED..
Liniger viewed unmet
milestones as temporary
setbacks only. When,
for instance, he couldn’t
leave the hospital on the
date he had targeted,
he adjusted his goal and
chose a new date to
focus on.
HAVE A. MASTERMIND GROUP..
Being surrounded by
positive, energetic
individuals gave Liniger
the support he needed
throughout his ordeal. He
likens this factor to the
type of people – driven,
passionate and confident
– who are attracted to
the RE/MAX network.
DAVE LINIGER
SIGNED SEVERAL
THOUSAND LIMITED-
EDITION COPIES OF
HIS BOOK AT R4.
GET SOCIAL!FOLLOW THE MY NEXT STEP BUZZ
Like the My Next Step page on Facebook.
Follow @MyNextStepBook on Twitter.
And tell your friends too!
WHAT THEY’RE SAYINGSEVERAL INDUSTRY
HEAVYWEIGHTS OFFER THEIR THOUGHTS
ON MY NEXT STEP.
BRIAN BUFFINI: “No matter
what challenge you’re facing,
reading My Next Step might be
your next step to overcoming it.”
TOM FERRY: “Dave Liniger’s
fierce determination and unwill-
ingness to give up against all
odds is one of the best examples
of how a strong mind can over-
come just about any hurdle.”
STEVE MURRAY, REAL TRENDS:
“Dave Liniger has always been a
fighter. So when he got hit with
a life-threatening illness last
year, I knew he would survive.
My Next Step is a window into
the heart and mind of a man
who’s had a profound impact on
our industry.”
RICHARD ROBBINS: “Dave
revolutionized an industry and
built one of the most recognized
brands on the planet. My Next
Step adds a piece to his story:
He was able to do it because of
his incredible persistence, gen-
erosity and unshakeable belief in
what’s possible.”
18 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
BUILDING BLOCKS T E C H N O L O G Y
REDISCOVER RE/MAX DESIGN CENTER
TH
E
FASTTHE ENTIRE SITE IS NOW
BLAZINGLY QUICK.
➔ Pages load up to 10 times faster!
➔ Create and edit projects in about half the time.
➔ Every template can be completed in five steps or fewer.
➔ A new progress bar shows your completion status.
SIMPLESTART YOUR PROJECT
WITH LITTLE TO NO SETUP.
➔ Your profile information will trans-fer to your new account and auto-matically appear in your projects.
➔ Property, profile and other photos can be easily loaded on a single screen.
THE NEW RE/MAX DESIGN
CENTER IS ...
HE WORD “UPGRADE”
doesn’t quite capture
the full extent of the
fantastic modifications to
the RE/MAX Design Center,
powered by Imprev. The
new platform offers a
completely updated user
experience and so much
more – including all-new
premier services.
T
Watch the “Design Center Update” video
on
19REMAX.COM/ABOVE • SPRING 2013
I N T R O D U C I N G All-New Premier Services
You can take advantage of these innovative new digital services in
the Design Center for $199 per year separately. Or, to use all three,
purchase the Premier Agent Plus subscription for just $299 per year –
nearly half off the price of total individual pricing.
VIDEO-BASED HOME TOURS Power up your SEO by creating video
home tours for all of your listings, as well as neighborhood tours and
even personal-promotion videos. The subscription includes unlimited
usage for all your listings.
CAMPAIGNS Pre-written, automated marketing campaigns provide
a simple, relevant and easy way to stay in touch with past, current
and future clients. The subscription includes up to 1,000 emails per
month. You’ll pay just $0.03 per email over 1,000. A pay-as-you-go
option is also available.
PROPERTY WEBSITES Create a separate, custom and mobile-ready
website for each listing. The subscription includes unlimited usage
for all your listings, along with website analytics and traffic statistics.
SEARCH-CENTRICEASY AND POWERFUL SEARCH
DELIVERS RESULTS FAST.
➔ Search new designs by keyword, product type, task and occasion.
➔ Filter results by color, theme and other criteria.
ENGAGINGIT FEELS LESS LIKE WORK
AND MORE LIKE FUN!
➔ Connect with your contacts using the Address Book, now available to all users.
➔ Send emails to your contacts and pay only for the messages you send.
Learn more and sign up through
your Design Center account.
Office-wide pricing is available by
contacting Imprev at sales@imprev.com.
ORGANIZEDFIND YOUR WAY AROUND
QUICKLY AND EASILY.
➔ Choose a new design right on the home page – there are no more folders to open.
➔ Navigation includes new, simpler tabs – and fewer of them.
MANAGING THE DETAILS OF
your transaction can be a time-
consuming task, especially if
you’re still using paper files. Imagine,
though, if you could log on to a single
platform to update listings and photos,
route incoming offers from the MLS,
communicate with clients and vendors,
electronically sign documents, and
handle offer negotiations – all in one
place.
The RES.NET Agent Platform makes
it possible. It makes transaction man-
agement simple and seamless, which
means you can spend less time in front
of a computer and more time in front of
clients, doing what you do best.
Here’s a look at the exciting features
of this one-stop platform, now available
for all transaction types:
Communicate with clients through
real-time messaging, document sharing,
calendar invitations and tasking.
Send documents electronically to all
parties involved in the transaction for
review and signatures using e-signature
technology. Have control over offer
negotiations by countering, rejecting
and accepting offers – all online.
Log in anywhere there’s an Internet
connection, and easily access action
items that require immediate attention.
Use the new Connect tool to com-
municate with each person involved
in a real estate transaction.
Command CentralTHE RES.NET PORTAL HELPS YOU MANAGE TRANSACTIONS
EASILY AND EFFICIENTLY ONLINE
20 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
BUILDING BLOCKS T O O L S
Get started now by visiting
www.res.net/remax, or call (800) 760-7036.
REAL PRAISE FROM REAL USERSRE/MAX agents have long used RES.NET in the distressed-property
space and are excited that the system now works for virtually any listing.
Here’s what a few fans have to say about it:
RES.NET helps you get listings and
generate exposure for your properties. I
appreciate having all of my tasks and files
organized, and I enjoy the sense of com-
munity RES.NET builds. It’s fun to use. – TED REITHEL, RE/MAX IN THE PARK, HAZEL PARK, MICH.
This type of platform is the way of the future, especially as we try to go paperless. It’s easy to use – it just makes sense.
– NANCY POWERS, RE/MAX ISLAND REALTY, HILTON HEAD ISLAND, S.C.
With RES.NET,
everyone is up-
dated on the status
of a transaction at
the same time. The
program also offers
training and support,
and is easy to use. I’ve
been using RES.NET
for 10 years, and I’ve
noticed a lot of lend-
ers using it, too. – SANDY BOYLE-TAILLON, RE/MAX
EDGE REALTY, AKRON, OHIO
Step into my office
To sign up today, visit att.com/wireless/REMAXOr, to find the nearest AT&T store, visit att.com/find-a-store
Please have proof of eligibility (employee badge, pay stub or business card)Mention FAN: 22541
* IMPORTANT INFORMATION: Available only to RE/MAX. Other conditions and restrictions apply. See contract and rate plan brochure for details. Subscriber must live and have a mailing address within AT&T’s owned wireless network coverage area. Equipment price and availability may vary by market and may not be available from independent retailers. Purchase of additional equipment, services or features may be required. Not all features available on all devices or in all areas. A $36 activation fee may apply. See your AT&T Representative for more information. ©2012 AT&T Intellectual Property. All Rights Reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. Printed in the U.S.A.
22 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
BUILDING BLOCKS A D V E R T I S I N G
IT’S A CELEBRATION
of diversity that
echoes what RE/MAX agents see and hear in the field every day. The new RE/MAX TV ads examine the wide array of reasons that move consumers to buy or sell a home, and they speak directly to consumers by posing the question “What moves you?”
Six new RE/MAX TV spots are air-ing on primetime network and cable programming in the U.S. this year, and they’re com-plemented by print, radio, digital and out-of-home ad-vertising. All of the materials tie back to the national ad-vertising campaign, “For all the things that move you.”
THE 2013 NATIONAL AD CAMPAIGN ILLUSTRATES CONSUMERS’ UNIQUE MOTIVATIONS BY DEBORAH BALL KEARNS
What MOVES Them?
It’s not easy to capture a broad
spectrum of personalities in a
15- or 30-second TV spot, but the
new RE/MAX TV ads do this nicely
by giving viewers quick glimpses
into characters’ lives – a father and
his baby, a runner with a pros-
thetic leg, a single guy in his “nerd
cave,” a woman excited to have
her own patch of lawn – in order
for consumers to identify with
them on a more personal level.
THE 2013 TV ADS
SPEAK DIRECTLY
TO CONSUMERS.
TELEVISION
23REMAX.COM/ABOVE • SPRING 2013
BUILDING BLOCKS A D V E R T I S I N G
In addition to the TV spots,
there’s a collection of 10
print ads available in the
RE/MAX Design Center
for customization in flier,
postcard and email formats.
Agents also have access
to more than 40 static and
animated web banners on
Mainstreet, as well as 30
billboard designs – nine of
which are customizable.
The overall goal of these
advertising efforts is to drive
more traffic to remax.com
and, as a result, more leads
to RE/MAX agents. The key
to the RE/MAX advertis-
ing strategy is and always
has been consistency and
prominent visibility, says Abby
Lee, RE/MAX Vice President
of Advertising and Marketing.
“That’s why RE/MAX con-
tinually enjoys No. 1 TV Share
of Voice,” Lee says. “Con-
sumers recognize our brand
instantly, and they associate
it with high-caliber agents
who understand the diverse
needs of buyers and sellers.
“While our
competitors
have cut back
on TV advertising or have
placed all their eggs into
a single TV spot basket,
we continue to advertise
steadily to keep the RE/MAX
name top of mind.”
The next time you’re with
a prospective buyer or seller,
go ahead and ask: “What
moves you?” After you get an
answer, the rest is up to you.
PRINT & DIGITAL
©2013 RE/MAX, LLC. Each office independently owned and operated. 130248Nobody in the world sells more real estate than RE/MAX.®
find your agentremax.com
What moves you?What moves you?
A gourmet kitchen
Whether it’s a place to entertain or steal a bite, we can help. At RE/MAX, we have nearly 90,000 agents to find the perfect fit, for all the things that move you.
©2013 RE/MAX, LLC. Each office independently owned and operated. 130248Nobody in the world sells more real estate than RE/MAX.®
find your agentremax.com
What moves you?What moves you?
find your agentremax.com
Being close to my grandchildren
Whether it’s a place to relax, retire or watch your grandkids grow, we can help. At RE/MAX, we have nearly 90,000 agents to find the perfect fit, for all the things that move you.
What moves you?
DIGITAL, PRINT AND OUT-
OF-HOME COMPONENTS
COMPLEMENT THE OVERALL
MESSAGE, PROVIDE FURTHER
REACH AND INCREASE
IMPRESSIONS.
24 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
GAMEON TOP OF THEIR
REMAX.COM/ABOVE • SPRING 2013 25
PHO
TO
GR
APY
BY
JO
HN
MO
RR
IS
NATE MARTINEZ STARTED
at the bottom. Actually, he
started below the bottom
– 40 feet beneath street level in a
four-foot-wide hole, pouring con-
crete for sewer lines in the extreme
Phoenix summer heat. Today,
the RE/MAX Circle of Legends member co-owns the
six-office RE/MAX Professionals brokerage with Frank
Russo, and he’s a top team leader.
“When I had my first child, I knew I didn’t want her
to grow up in the same neighborhood I did,” says
Martinez, who lost many friends to drugs and violence
growing up in West Phoenix.
Although his mother didn’t graduate from high
school, she worked to keep him fed, clothed and out
of trouble. “But I wanted more, even as a little kid,”
Martinez says.
At 26, he had a good job – a $12-an-hour union
concrete-pouring position with benefits. But he thought
earning a real estate license could help him generate
some extra income. It changed his life. His confidence
went through the roof, and he was filled with a sense of
pride. “It helped me grow up,” he says.
Working only part time initially, Martinez sold 34
homes in his first year, while still pouring concrete
up to 60 hours a week. On his breaks, he prospected
carpenters, plumbers and other tradesmen.
Joining RE/MAX in 1991 was the tipping point that
allowed him to pursue real estate full time.
“Once I got the brand tied in, the referrals started
absolutely flowing,” Martinez says. “They haven’t
stopped since.”
VICTOR VIDALES IS A
persistent man. In real
estate, you have to be.
For example, he called the asset
manager of state contracts for
the Department of Housing and
Urban Development for two years.
When HUD started accepting Arizona agents for these
contracts in 2008, Vidales’ persistence paid off; he’s listed
more than 800 HUD homes over the past 30 months.
That focus on cultivating relationships has contributed
to Vidales becoming a true RE/MAX success story. The
RE/MAX Hall of Fame member became the first Latino
business owner to receive the Greater Phoenix Chamber
of Commerce Small Business of the Year Award in the
program’s 23-year history.
“Building and maintaining relationships has been my
highest priority,” says Vidales, a Sales Associate/Owner
of RE/MAX New Heights Realty.
“I can’t keep track of how many boards and organiza-
tions he helps,” says RE/MAX New Heights agent Armando
Banda. “He is sincerely committed to the community.”
The two met at church, where Vidales, a devoted father
of five, leads a men’s outreach ministry. His involvement
constantly yields leads; in fact, Vidales was introduced
to the HUD asset manager through someone he had
worked with for 15 years doing community clean-ups
and working with at-risk youths.
Vidales says his relationship-focused approach can
work for any agent.
“It’s all about managing yourself and your time the
best you can. Create a plan and pour your energy into it,
then constantly tweak it to make it work.”
RE/MAX had the strongest showing of any national real estate brand on the National Association of Hispanic Real Estate Professionals’
first list of Top 250 Latino Real Estate Agents in America. The top two RE/MAX agents on the list – superstars Nate Martinez and Victor Vidales – truly exemplify why RE/MAX shined in the rankings.
BY SHARA RUTBERG
LEARN HOW THESE TOP PRODUCERS STAY ON TOP ➤
26 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
Nate Martinez
USE THE BRAND.Martinez remembers
being envious of the
little balloons on the
name tags and lapels
of top sellers at the
very first National
Association of
Realtors convention
he attended. He was
inspired by the
RE/MAX brand and
the energy of RE/MAX
agents. “I knew
RE/MAX was bigger
than me, than what my
broker at the time had
to offer,” he says. After
he joined RE/MAX
and began integrating
that balloon and other
marketing materials
into his promotions,
business took off.
CONNECT WITH. PEOPLE.“Real estate came nat-
urally to me,” Martinez
says. “This business is
easy if you can connect
with people and want
to help them. Pouring
concrete foundations?
That was a hell of a lot
harder.” The dynamic
personality and steely
work ethic that en-
abled him to canvass
every single tradesman
on the high-rise build-
ing site when he first
started out continue to
fuel referrals today.
ADJUST TO. THE MARKET.Martinez’s business
partner Frank Russo
steered him toward
the REO market. At
the peak, about two
years ago, Martinez
managed about 265
REOs at a time. He
built that section of
his business through
education at formal
RE/MAX classes and
seminars, as well as
networking with asset
managers at related
events where he could
make connections.
Currently, he’s helping
his team readjust to
traditional resales by
systematically analyz-
ing neighborhoods
where his agents can
become dominant.
They send highly
targeted direct mail
to key communities.
Unlike several years
ago, when he would
mail pieces touting his
office as the special-
ist for all homes in
the community, today
Martinez’s marketing
is geared toward the
specific neighbor-
hood. “If they own
a half-million-dollar
home, I’m not sending
them comps on the
$100,000 condo down
the street,” he says.
KEEP LEARNING.Martinez regularly
attends RE/MAX
conventions and
classes to stay on top
of his game, and he
encourages his agents
to do the same. “I’m
constantly trying to
figure out a better way
to do things, to build
our team into better
agents,” he says. “If
there’s anything I’ve
wanted to learn, I’ve
always been able to
find it on RU.” He’s
constantly feeding his
brain and always asking
whether there’s a better
system or a better way.
“Gaining knowledge
gives me power,”
he says.
WINNING WAYS Nate Martinez and Victor Vidales say any agent can become a top producer. Here's how they did it.
Office: RE/MAX Professionals, Glendale, Ariz.
Closed transaction sides (2012): 156
Top 250 Ranking: 5 (#1 RE/MAX agent listed)
REMAX.COM/ABOVE • SPRING 2013 27
BE OPEN TO. CHANGE.Keen awareness and
being open to change
helps keep Vidales and
his agents primed to
embrace the ever-
changing market. “He’s
always staying a step
ahead,” says Sales
Associate Armando
Banda. “He’s up on his
statistics and pre-
pared well in advance
for changes.” Vidales
was way ahead of the
curve on REO and
short sales, and nimble
enough to capitalize
on the change. “He
saw exactly where the
market was going,”
Banda says.
KNOW THE. CUSTOMER.One change Vidales
is primed for is the
shifting demographics
in Phoenix. It’s
projected that Latinos
will make up 50
percent of that city’s
population in
the next decade.
“It’s important that
RE/MAX continues
to do its best to stay
in front of these new
clients,” Vidales says.
He remains in the
community where he
grew up, which has
helped him maintain
strong connections
with members of the
Latino community
there. Speaking
Spanish is a critical
tool in connecting with
the demographic, he
says, “even if it’s just
at the very basic level,
while you’re gathering
info to convert a lead.”
Another thing to keep
in mind, Vidales says,
is that many Latinos
are the first in their
family to own a home.
BE VISIBLE IN. THE COMMUNITY.Vidales volunteers with
a slew of community
boards, including the
Maricopa Industrial
Development Author-
ity, Phoenix Community
Alliance, Arizona State
University Board for
College and Public
Programs and the
Audubon Society.
Winner of the 2010
Impact Business of
the Year Award from
the Greater Phoenix
Chamber of Commerce
for his commitment
to improving lives in
the South Phoenix
neighborhoods where
he grew up, Vidales has
a deep commitment to
helping others. “There
are endless opportuni-
ties to serve and be
face-to-face with po-
tential clients,” he says.
CREATE A PLAN.Vidales develops
annual goals for
himself, as well as
daily and 10-day goals
to stay on track. He’s
constantly keeping an
eye on his progress,
and determining
what he might need
to adjust to achieve
his goals, such as the
number of phone calls
he makes a day. “Time
is the most valuable
resource we have,”
he says.
“Success is all about managing yourself and your time the best you can – create a plan and pour your energy into it. – VICTOR VIDALES
P
HO
TO
BY
MA
RK
PE
TE
RM
AN
Office: RE/MAX New Heights Realty, Ahwatukee, Ariz.
Closed transaction sides (2012): 246
Top 250 Ranking: 11 (#2 RE/MAX agent listed)
Victor Vidales
PHO
TO
BY
JO
HN
MO
RR
IS
COMINGALL
PICTURED (FROM LEFT):
REY LLANETA, MARY GOLBAKHSH,
CÉSAR CÁCERES, LYN LLANETA,
KIM LUND, ELIZABETH VELASCO,
GUSTAVO GUASTI
At the Opening General
Session, Dave Liniger reflected on his journey of healing and hope after
battling a life-threatening
staph infection last year…
CEO Margaret Kelly noted
that RE/MAX agents collectively closed an astounding 1.3 million transaction sides and sold $297 billion in real estate in 2012…
The legendary Natalie Cole
gave a surprise performance
of “Unforgettable” in honor
of RE/MAX Founders Dave
and Gail Liniger…
The R4 opener gave way to
a rocking Welcome Reception
where Kenny Loggins performed his many hits…
The festivities set the scene for
the next few days of learning
and networking, as Associates
embraced the advantages of
40 years of success.
MONDAY
IT WAS A CELEBRATION THAT WILL GO DOWN IN RE/MAX HISTORY.
More than 7,000
people traveled to
RE/MAX R4, Feb.
25-28 at the MGM
Grand in Las
Vegas, to mark the
network’s 40th
anniversary and a
tremendous year
of results. From
concerts by Kenny
Loggins and Stevie
Nicks to valuable
networking events,
inspiring sessions
and a whole lot of
celebrating, here’s a
glimpse of all the
excitement.
BY DEBORAH BALL
KEARNS
PHOTOGRAPHY BY
KEVIN MCILWAINE
Visit remax.com/above
to browse and download more
RE/MAX R4 photos.
ABOVE THE RE/MAX MAGAZINE • SPRING 2013 29
30 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
Powerhouse speaker
Brian Buffini offered his unique perspective on how
to do business in today’s
fast-paced world…
At the Global Referral
Exchange, RE/MAX Asso-ciates from around the world rubbed elbows and talked shop in a colorful
display of national pride…
More than $125,000 was raised for Children’s Miracle Network Hospitals
during the live auction…
RE/MAX Commercial Practi-
tioners loosened their ties to
rock out to music performed
by a few of their colleagues,
plus they raised $4,000 more for CMN Hospitals…
The unofficial Mixer to the Max party brought together
the 40-and-younger crowd
for conversation, dancing and
a whole lot of fun.
TUESDAY
ABOVE THE RE/MAX MAGAZINE • SPRING 2013 31
A T R E/ MAX R4 , THERE ’ S ALWAYS ONE
gathering that can be counted on to deliver high
energy, fun costumes, big smiles and a symphony
of accents and languages. It’s also the best example
of how interconnected RE/MAX Associates really
are, despite living worlds apart from one another.
With 62 countries represented at the convention,
the 2013 Global Referral Exchange was the biggest
and most dynamic gathering yet, as thousands of
RE/MAX agents from around the world packed into
a room to exchange referrals and put their coun-
try’s flag, culture and real estate on display.
Amid an endless bustle of conversation, laughter
and horns sounding, agents interested in expand-
ing the global side of their business made mean-
ingful connections.
Dulce Elorriaga hasn’t looked back since joining
RE/MAX Maya in Playa del Carmen, Mexico, eight
years ago. The brand’s credibility, global pres-
ence and strength in her home country – RE/MAX
Mexico just celebrated its 20-year anniversary –
have given her all the support she needs to work
her market with confidence.
“I had my best year in 2012,” Elorriaga says.
“The international referrals I can generate from
coming to R4 are invaluable, and it’s important to
be here and see the impact of the RE/MAX
brand’s expansion.”
Easy to spot in brightly colored lederhosen and
blonde pigtails, Pia Weisser was part of a large
contingent of Associates from Germany. The Sales
Associate with RE/MAX First in Vaihingen was in
awe of the diversity at her first R4.
“Everyone needs a positive spirit to do well in
their businesses, and this is the place to get that
motivation,” Weisser says. “I love my job!”
Small WorldWHEN RE/MAX ASSOCIATES FROM AROUND THE GLOBE
GET TOGETHER, THE ENERGY IS CONTAGIOUS
GLOBAL REFERRAL EXCHANGEPH
OT
OG
RA
PHY
BY
JO
HN
MO
RR
IS
Former U.S. Secretary of
State and author Dr. Condoleezza Rice dis-cussed her time at the White House and provided
an inside look at world affairs…
Continuing a beautiful cele-
bration of strength and grace,
four breast-cancer survivors
– Karen Symington, Shannon
Ferguson, Phyllis Stakem and
Julie Scott – shined in the
spotlight as models at the
Fashion Show and Lun-cheon benefiting Susan G. Komen for the Cure, and
bidders raised nearly $20,000
during a live auction…
The Best of RE/MAX Awards Night exuded glamour, success and even a surprise marriage proposal from Stewart
Ramirez, a Hall of Fame mem-
ber with RE/MAX Center in
Grayslake, Ill. Of course Jodie
Eich said “yes.”
WEDNESDAY32 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
On R4’s final day, the
education was even more
intense with sessions on distressed properties, technology and working niche markets…
Celebrity photographer
Platon delivered a memo-
rable look at the images and
personalities he has captured
over the years…
No R4 would be complete
without an epic party, and
rock goddess Stevie Nicks closed out the week with her classic hits as agents
danced and sang along…
The only question now is how will RE/MAX celebrate the next 40 years? You’ll
have to be there to find out!
THURSDAY
Watch 2013 RE/MAX R4 videos
on
33ABOVE THE RE/MAX MAGAZINE • SPRING 2013
SAVE THE DATES!2014 RE/MAX R4
March 3-6 Mandalay Bay Hotel & Casino, Las Vegas
TEAM LEADER COMMISSIONSTop 10 Team Leaders –
Worldwide (Residential & Commercial)
FOR THIS LIST, SEE PAGE 38
Top 10 Team Leaders – U.S. Residential 1. Marti A. Hampton, Raleigh, NC2. Ryan O’Neill, Lakeville, MN3. John Ahlbrand, Las Vegas, NV4. Ronnie Matthews, Spring, TX5. Bob J. Lucido, Fulton, MD6. Eric T. Pakulla, Columbia, MD7. David O. Flory, Houston, TX8. Ken E. Bowen, Rancho Santa Margarita, CA9. James D. Franklin, Katy, TX 10. Bruce Tyburski, Springfield, VA
Top 10 Team Leaders – Canada Residential 1. Christopher Invidiata, Oakville, ON2. Georges Bardagi, Montreal, QC3. Joyce E. Tourney, Regina, SK4. Donna J. Rooney, Calgary, AB5. Barry Cohen, Toronto, ON 6. Melanie Wright, Toronto, ON 7. Jim V. Burton, St. John’s, NL 8. Drew A. Woolcott, Dundas, ON9. Terry Paranych, Edmonton, AB 10. Yvan Drouin, Sillery, QC
Top 10 Team Leaders – International Residential 1. Kim D. Lund, Grand Cayman, Cayman Islands 2. Zelda Caddie, Weltevreden Park, South Africa 3. Deanne Hamilton, Durban, South Africa4. Madeleine De Waal, Kathu, South Africa5. Jacoba Potgieter, Port Elizabeth, South Africa 6. Mark Brickles, Grassy Park, South Africa
7. Deborah Evans, Morningside, Australia8. Neil E. Williams, Grand Cayman, Cayman Islands9. David Neilson, Victoria Point, Australia 10. Marianne Tavenier, Paraparaumu Beach, New Zealand
Top 5 Team Leaders – Worldwide Commercial 1. Joyce E. Tourney, Regina, SK2. William C. Goold, Vancouver, BC3. Peter Hall, Burnaby, BC4. Martin A. Ensbury, Torrance, CA5. Mark S. Kivley, Milwaukee, WI
Top 5 Team Leaders – U.S. Commercial1. Martin A. Ensbury, Torrance, CA2. Mark S. Kivley, Milwaukee, WI3. Scott Owens, Bloomington, IN4. Brenda S. Thompson, Minocqua, WI5. Vickie H. Gallimore, Asheboro, NC
Top 5 Team Leaders – Canada Commercial 1. Joyce E. Tourney, Regina, SK2. William C. Goold, Vancouver, BC3. Peter Hall, Burnaby, BC4. Pete Vanderham, Medicine Hat, AB5. Gino Bruno, Vaughan, ON
Top 5 Team Leaders – International Commercial1. Georgina Campos, Hagatna, Guam2. Neil E. Williams, Grand Cayman, Cayman Islands3. Jock Gaughan, Gladstone, Australia4. Mark John Clayton, Caloundra, Australia5. Aaron Thompson, Bundaberg, Australia
View additional award lists at
remax.com/above.
Honoring top producers and special award winners from across the RE/MAX network is what the annual Best of RE/MAX Awards Night is all about. This year, nearly 900 people crossed
the stage to well-deserved cheers and applause for a year of truly remarkable achievement.
Simply THE BEST
34 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
TRANSACTION SIDESNo. 1 Individual – WorldwideAvi Hayoun, RE/MAX Plus, Beer Sheva, Israel
No. 1 Individual – U.S. Joe Kadaf, RE/MAX Leading Edge, Dearborn Heights, MI
No. 1 Individual – CanadaPeter Hogeterp, RE/MAX Escarpment Realty, Stoney Creek, ON
No. 1 Individual – InternationalAvi Hayoun, RE/MAX Plus, Beer Sheva, Israel
No. 1 Team Leader – WorldwideRyan O’Neill, RE/MAX Advantage Plus, Lakeville, MN
No. 1 Team Leader – U.S.Ryan O’Neill, RE/MAX Advantage Plus, Lakeville, MN
No. 1 Team Leader – Canada Joyce Tourney, RE/MAX Crown Real Estate North, Regina, SK
No. 1 Team Leader – InternationalZelda Caddie, RE/MAX Masters, Weltevreden Park, South Africa
LEADERSHIPDistinguished ServiceLowell Martens, RE/MAX Real Estate (Mountain View), Calgary, ABJim Nelson, Bob Baker and Jim Nelson Jr., RE/MAX Suburban, Mount Prospect, IL
Regions of the Year RE/MAX Southern Africa, Peter Gilmour, Val Gilmour, Adrian Goslett and Vicky GoslettRE/MAX Switzerland, Teddy Keifer RE/MAX Florida, Adam ContosRE/MAX California & Hawaii, Jack Kreider and Paul Brewster
Broker/Owners of the Year – Single OfficeKate Bradley, RE/MAX Elite, Nelson, New ZealandStefano Filasto, RE/MAX Abacus, Rome, ItalyDave Coppins, RE/MAX Jazz, Oshawa, ONBill Burns, RE/MAX First, Jeffersonville, IN
Broker/Owners of the Year – Multi-Office NetworkBrett White and Alana White, RE/MAX Extreme, Butler, AustraliaGlenn Norton, RE/MAX Masters, Bryanston, South AfricaRichard Pilarski and Alex Pilarski, RE/MAX Realtron Realty, Markham, ONMarshall Saunders and John Collopy, RE/MAX Results, Eden Prairie, MNJoseph DeKroub, RE/MAX Platinum, Brighton, MI
Broker/Managers of the YearHenry Vagar, RE/MAX Crest Realty, North Vancouver, BCZennure Ozen, RE/MAX Garden, Antalya, Turkey
INDIVIDUAL COMMISSIONS
Top 10 Individuals – Worldwide
(Residential & Commercial)FOR THIS LIST, SEE PAGE 39
Top 10 Individuals – U.S. Residential 1. Michael Seder, The Woodlands, TX 2. Jordan B. Cohen, Westlake Village, CA 3. Sal Calabrese, Brooklyn, NY4. Edward R. DiTroia, Woodcliff Lake, NJ5. Joshua R. Barker, Redding, CA6. Casey Margenau, McLean, VA7. Terri H. Rutherford, Brentwood, TN8. Daniel Schaefer, Pleasanton, CA9. Kamran Montazami, Irvine, CA 10. Pauline Cheng, Arcadia, CA
Top 10 Individuals – Canada Residential1. Zia Abbas, Toronto, ON 2. Kafeel Waqar Chaudhry, Mississauga, ON 3. Sharon Soltanian, Toronto, ON 4. Edith Chan, West Vancouver, BC 5. David Batori, Toronto, ON 6. Sam Corea, Calgary, AB 7. Frank Leo, Toronto, ON8. Peter Kwan, Markham, ON 9. Gordon W. Ross, Calgary, AB 10. Danny Deng, Vancouver, BC Top 10 Individuals – International Residential 1. Avi Hayoun, Beer Sheva, Israel 2. Benjamin Mendoza, Queretaro, Mexico3. John D. Turley, Ambergris Caye, Belize 4. James Bovell, Grand Cayman, Cayman Islands 5. Katja Soentgerath, Grunwald, Germany
6. Reinhard Goetze, Vorarlberg, Austria 7. Rebecca M. Quintanilla Osorio, Valle de Bravo, Mexico 8. Carolina Naude, Pretoria, South Africa9. Cathy Lammie, Toowong, Australia 10. Luis Omar Mendez, Estado de Mexico, Mexico Top 5 Individuals – Worldwide Commercial1. Gokhan Tas, Esenler/Istanbul, Turkey 2. Ruby Sangha, Markham, ON3. Tim Walsh, Fort McMurray, AB4. Hasan Can, Istanbul, Turkey5. Benjamin J. Hsiang, Los Angeles, CA
Top 5 Individuals – U.S. Commercial1. Benjamin J. Hsiang, Los Angeles, CA 2. Robert L. Pratt, Charleston, SC3. Robert Hovsepian, Glendale, CA4. Jonathan D. Taksa, Los Angeles, CA5. William J. Ruane, El Segundo, CA
Top 5 Individuals – Canada Commercial 1. Ruby Sangha, Markham, ON2. Tim Walsh, Fort McMurray, AB3. Mark B. Thiessen, Winnipeg, MB4. Noel Llewellyn, Vancouver, BC5. Al Spizzirri, Toronto, ON
Top 5 Individuals – International Commercial1. Gokhan Tas, Esenler/Istanbul, Turkey2. Hasan Can, Istanbul, Turkey3. Ulvi Kocailik, Istanbul, Turkey4. Tomislav Zurej, Ljubljana, Slovenia5. Matthaeus Jiszda, Vienna, Austria
35ABOVE THE RE/MAX MAGAZINE • SPRING 2013
36 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
TOP OFFICESSales Volume – Single Office
INTERNATIONAL
Kim Lund and James Bovell, RE/MAX Cayman Islands, Grand Cayman, Cayman Islands
CANADA
Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB
U.S.
Tom Kalinski, RE/MAX of Boulder, Boulder, CO
WORLDWIDE
Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB
Sales Volume – Multi-Office Network
INTERNATIONAL
Robert Garlick, RE/MAX Leaders, Wellington, New Zealand
CANADA
Alex Pilarski and Richard Pilarski, RE/MAX Realtron Realty, Markham, ON
U.S.
Chad Ochsner, Chuck Ochsner, Gene Vaughan and Greg Smith, RE/MAX Alliance, Arvada, CO
WORLDWIDE
Alex Pilarski and Richard Pilarski, RE/MAX Realtron Realty, Markham, ON
Transaction Sides – Small Market
INTERNATIONAL
Pavel Hassman, RE/MAX 4 You, Chomutov, Czech Republic
CANADA
Keith Bradbury, RE/MAX United, Mount Pearl, NL
U.S.
John Sammon, RE/MAX United, Carrollton, GA
WORLDWIDE
John Sammon, RE/MAX United, Carrollton, GA
Transaction Sides – Metro Market
INTERNATIONAL
Jose Manuel de Abreu and Caron Leslie, RE/MAX Property Associates (Table View), Cape Town, South Africa
CANADA
Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB
U.S.
Jack Fry, RE/MAX of Reading, Wyomissing, PA
WORLDWIDE
Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB
Largest Single Office
INTERNATIONAL
Ken Lim and Thomas Tan, RE/MAX Real Centre Properties, Singapore
CANADA
Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB
U.S.
Jackie Danner and Mark Korting, RE/MAX Dynamic Properties, Anchorage, AK
WORLDWIDE
Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB
Largest Multi-Office Network
INTERNATIONAL
Robert Garlick, RE/MAX Leaders, Wellington, New Zealand
CANADA
Alex Pilarski and Richard Pilarski, RE/MAX Realtron Realty, Markham, ON
U.S.
Chad Ochsner, Chuck Ochsner, Gene Vaughan and Greg Smith, RE/MAX Alliance, Denver, CO
WORLDWIDE
Chad Ochsner, Chuck Ochsner, Gene Vaughan and Greg Smith, RE/MAX Alliance, Denver, CO
Net Gain in Associates – Small Market
INTERNATIONAL
Michael Bonello, RE/MAX Estate Consultants, Sliema, MaltaSolly Gershkovich, RE/MAX Success, Holon, Israel
CANADA
Barney Johnson, RE/MAX Crossroads Realty, Toronto, ON
U.S.
Andrew Armata and Stacey Alcorn, RE/MAX Prestige, Chelmsford, MA
WORLDWIDE
Andrew Armata and Stacey Alcorn, RE/MAX Prestige, Chelmsford, MA
Net Gain in Associates – Metro Market
INTERNATIONAL
Marco Ramberti, RE/MAX Place, Rome, Italy
CANADA
Gordy Khuman, RE/MAX Gold Realty, Mississauga, ON
U.S.
Jackie Danner and Mark Korting, RE/MAX Dynamic Properties, Anchorage, AK
WORLDWIDE
Jackie Danner and Mark Korting, RE/MAX Dynamic Properties, Anchorage, AK
Net Gain in Associates – Multi-Office Network
INTERNATIONAL
Antonio Aguirre and Miguel Canovas, RE/MAX Total I, Buenos Aires, Argentina
CANADA
Alex Pilarski and Richard Pilarski, RE/MAX Realtron Realty, Markham, ON
U.S.
Andrew Armata and Stacey Alcorn, RE/MAX Prestige, Chelmsford, MA
WORLDWIDE
Andrew Armata and Stacey Alcorn, RE/MAX Prestige, Chelmsford, MA
View additional award lists at
remax.com/above.
37ABOVE THE RE/MAX MAGAZINE • SPRING 2013
David BatoriRE/MAX Hallmark Realty Toronto, ON
Eva J. BauerRE/MAX DFW Associates IIIrving, TX
Jacques BelzilRE/MAX 2000 Chomeday Laval, QC
Jim V. BurtonRE/MAX Plus Realty St. John’s, NL
David J. CampbellRE/MAX Real Estate ServicesVancouver, BC
Jessica H. ChanRE/MAX Real Estate (Mountain View)Calgary, AB
Kass ColemanRE/MAX Cayman Islands, Grand Cayman, Cayman Islands
Bernie J. Cobb Jr.RE/MAX of NapervilleNaperville, IL
Susan E. CowenRE/MAX York Group Realty Aurora, ON
Gordon R. CrawfordRE/MAX Properties UnlimitedMorristown, NJ
Kelly DaCostaRE/MAX Real Estate Centre Cambridge, ON
Pam DeCourceyRE/MAX Professionals Saint John Saint John, NB
Ken DigalakisRE/MAX All-Stars Realty Toronto, ON
Keith DobbsRE/MAX Dallas SuburbsPlano, TX
Tracey A. DonleyRE/MAX ExcellenceLas Vegas, NV
Priscilla H. EnnisRE/MAX Space Center-Clear LakeHouston, TX
Barry EzerskiRE/MAX ProfessionalsLawton, OK
Donald C. Fedrigon Jr.RE/MAX of Elk RapidsElk Rapids, MI
Nancy ForliniRE/MAX Alliance Montreal, QC
Emily GillanRE/MAX Garden City Realty St. Catharines, ON
Andrew HasmanRE/MAX Real Estate ServicesVancouver, BC
Peter HogeterpRE/MAX Escarpment RealtyStoney Creek, ON
Peter KwanRE/MAX Realtron Realty Markham, ON
Victor KwanRE/MAX Select PropertiesVancouver, BC
Monique LaLondeRE/MAX Privilege St. Hubert, QC
Sean S. LawsonRE/MAX WestcoastRichmond, BC
Kyle D. MacDonnellRE/MAX Cinco RanchKaty, TX
Marshall MandellRE/MAX ClassicFarmington Hills, MI
Michael MartinRE/MAX Realty 100Hales Corners, WI
Audrey G. MasonRE/MAX of Eagle River Eagle River, AK
Shirley M. McDowellRE/MAX Eastern Realty Peterborough, ON
Lorin McLachlanRE/MAX Executives RealtyWinnipeg, MB
Geoffrey D. McLeanRE/MAX CamosunVictoria, BC
Lori L. MickelsonRE/MAX ResultsRochester, MN
Kamran MontazamiRE/MAX Premier RealtyIrvine, CA
Vickie MoxRE/MAX Dallas SuburbsPlano, TX
Albert F. NaticchioniRE/MAX of ReddingRedding, CA
Charles A. NorwoodRE/MAX of Gulf ShoresGulf Shores, AL
Scott W. PredenchukRE/MAX Crown Real Estate NorthRegina, SK
Linda H. RehwaltRE/MAX ProfessionalsAnthem, AZ
Chris P. RichieRE/MAX In The Hills Caledon East, ON
Mary RoyRE/MAX First RealtyAjax, ON
Joe SaraceniRE/MAX West Realty Toronto, ON
Joel SemmensRE/MAX Real Estate (Central)Calgary, AB
Diane K. StowRE/MAX Traditions Longmont, CO
Joy VerdeRE/MAX Hallmark Realty Toronto, ON
Greg WalshRE/MAX Fort McMurrayFort McMurray, AB
Andrew Werner Jr.RE/MAX Realty GroupGaithersburg, MD
Linda ZRE/MAX Executive RealtyBryn Mawr, PA
BY THE NUMBERS 2012 RE/MAX CAREER AWARDS
(AWARDED FOR TOTAL COMMISSIONS EARNED WITH RE/MAX)
NEW! Luminary of Distinction (20+ years and $20 million+)
NEWLY AWARDED.
18 TOTAL ACTIVE.
18Circle of Legends
(10+ years and $10 million+)
NEWLY AWARDED.
49 TOTAL ACTIVE.
243Lifetime Achievement Award
(7+ years and $3 million+)
NEWLY AWARDED.
539 TOTAL ACTIVE.
4,221Hall of Fame ($1 million+)
NEWLY AWARDED.
2,009 TOTAL ACTIVE.
19,746
One thing the superstars in real estate know: RE/MAX is the home of the top
producers. And these 49 agents are now part of an elite group of 243 active
RE/MAX Sales Associates who’ve made RE/MAX their home for more than
10 years and earned more than $10 million in commissions with the network.
2 0 1 2 R E / M A X C A R E E R A W A R D S
Circle of LEGENDS
2 | JOYCE E. TOURNEYRE/MAX Crown Real Estate NorthRegina, SK
3 | MARTI A. HAMPTONRE/MAX One RealtyRaleigh, NC 4 | RYAN O’NEILLRE/MAX Advantage PlusLakeville, MN 5 | JOHN AHLBRANDRE/MAX CentralLas Vegas, NV 6 | RONNIE MATTHEWSRE/MAX LegendsSpring, TX
7 | GEORGES BARDAGIRE/MAX du CartierMontreal, QC
8 | BOB J. LUCIDORE/MAX Advantage RealtyFulton, MD 9 | DONNA J. ROONEYRE/MAX Real Estate (Central)Calgary, AB
10 | ERIC T. PAKULLARE/MAX Advantage RealtyColumbia, MD
MY SUCCESS IS ROOTED IN
building relationships with
clients. The Invidiata Team has
the ability to listen and respond effective-
ly to the needs of our clients, which has
allowed us to generate notable achieve-
ments, such as the No. 1 RE/MAX
team worldwide.
Our clients often become friends for
life as we work with them on what is
generally the largest and most significant
investment they’ll make in their lifetime.
Reflecting on my career, I have no
regrets. To me, regret means that you
have not learned from a mistake. Each
mistake is an opportunity to learn. I be-
lieve every challenge I faced has been a
blessing in disguise and has allowed me
to be pushed further in my career; with-
out those “mistakes,” I may never have
reached the heights of success that my
team and I have achieved today.
One of the keys to longevity in your
career is passion. If you don’t love what
you do, you won’t succeed. I often say
I have never worked a day in my life,
because when you love what you do, it’s
not work. A second key is to care about
people. A common reason many sales
representatives join the real estate indus-
try is to make a lot of money quickly. If
that is your thinking, you will not succeed.
Ultimately, it is about loving people and
putting their interests first, before think-
ing about the financial gain. When you do
that, you build trust. Trust sets the foun-
dation for a long and successful career in
real estate.
CONGRATULATIONS TO
THESE TEAM LEADERS AND
INDIVIDUAL PRODUCERS,
WHO LED THE ENTIRE
RE/MAX NETWORK IN TOTAL
COMMISSIONS (RESIDENTIAL
AND COMMERCIAL
COMBINED) FOR 2012.
TOP 10WORLDWIDE
TEAM LEADERS
CHRISTOPHER G. INVIDIATA
RE/MAX Aboutowne Realty
Oakville, ON
1
My success is rooted in building
relationships with clients. - CHRISTOPHER G. INVIDIATA
ABOVE THE RE/MAX MAGAZINE • SPRING 201338
THIS YEAR, I HAVE ONE TAGLINE
on my marketing materials:
Consistency. Consistency is really
important in your business. When you’re
consistent, it means you’re reliable.
Consistency means that my success
this year isn’t an accident; I was No. 1
worldwide in individual sales last year,
too. I started out my business doing
a lot of advertising and, today, my best
advertising is word of mouth.
I’m glad that I’m known as a reliable
man – it’s a reputation that helps me
maintain credibility in the marketplace.
When I started out, I talked to different real
estate companies. But I quickly found out
that RE/MAX is synonymous with high-
quality agents. The RE/MAX name brings
recognition. I doubt any other company in
Canada can offer as much as RE/MAX.
Throughout my career, I have learned
to be a straight shooter. You have to be
definite; it’s either black or white. If you’re
grey, you’ll never be successful. And always,
always protect your client. If you don’t
think the deal is good, say so. You may lose
money now, but at the end of the day, you
will protect your client, and that’s business
you’ll regain down the road.
I’ve closed some big transactions and
made tons of money, but some of the
most important deals were ones where I
didn’t make a single penny, when I talked
someone out of a bad deal. You walk away
with a lot more self-satisfaction, knowing
you did the right thing.
2 | MICHAEL SEDERRE/MAX The Woodlands & Spring IIThe Woodlands, TX
3 | KAFEEL WAQAR CHAUDHRYRE/MAX Active Realty Mississauga, ON
4 | SHARON SOLTANIANRE/MAX Realtron RealtyToronto, ON
5 | EDITH CHANRE/MAX Masters RealtyWest Vancouver, BC
6 | AVI HAYOUNRE/MAX PlusBeer Sheva, Israel
7 | DAVID BATORIRE/MAX Hallmark RealtyToronto, ON
8 | SAM COREARE/MAX House of Real EstateCalgary, AB
9 | GOKHAN TASRE/MAX Extra 2Esenler/Istanbul, Turkey 10 | BENJAMIN MENDOZARE/MAX Property SolutionsQueretaro, Mexico
individuals
ZIA ABBAS RE/MAX
Vision Realty Toronto, ON
1Always
protect your client. If you don’t
think the deal is
good, say so. You
may lose money
now, but at the end of the day,
you will protect
your client – and that’s
business you’ll regain
down the road.
- ZIA ABBAS
39ABOVE THE RE/MAX MAGAZINE • SPRING 2013
DELENA CIAMACCORE/MAX Connection
RealtorsGahanna, OH
RON ANTALEKRE/MAX
Lifestyles RealtyMaple Ridge, BC
BARRY COHENRE/MAX Realtron
RealtyToronto, ON
SUSAN C. COVENYRE/MAX Prestige
Long Grove, IL
CLARE A. ESTLICKRE/MAX Professionals
Toronto, ON
“I started in 1977, and I’ve built my business by referral. It all comes back to delivering memorable customer service and doing whatever it takes to get a transaction to closing.” – CLARE A. ESTLICK
“I’ve achieved so much because I busted my tail – one transaction after another. In 1999, I became the first woman in the U.S. to be No. 1 worldwide. Competitors tried to recruit me, but I told them all that I don’t swim with ducks; I soar with eagles. I’m a RE/MAX agent.” – SUSAN C. COVENY
“Don’t let yourself fall into the trap
of getting so busy that you don’t take
time to analyze your business
and pursue new innovations. And
above all, surround yourself with good people.”– GEORGES BARDAGI
DAVID O. FLORYRE/MAX
Professional GroupHouston, TX
JAMES D. FRANKLINRE/MAX Grand
Katy, TX
SYLVIA T. HOUGHTON
RE/MAX Classic Properties
Unionville, ON
CHRISTOPHER G. INVIDIATA
RE/MAX Aboutowne Realty
Oakville, ON
“Focus on your business and keep
looking ahead. As you improve your production
and increase your listings, build a team approach that allows you to focus on your core strengths.”
- KIM D. LUND
KIM D. LUNDRE/MAX
Cayman IslandsGrand Cayman, Cayman Islands
GEORGES BARDAGIRE/MAX du Cartier
Montreal, QC
“I’ve stayed with RE/MAX for over 27 years because the organization has given me the freedom to create my own business
while being connected to the
world’s greatest real estate brand. It also gives me a complete platform of business
solutions that are easily accessible.”
- CHRISTOPHER G. INVIDIATA
EIGHTEEN EXEMPLARY RE/MAX ASSOCIATES HAVE SOMETHING NEW IN COMMON. In 2012, they were the first RE/MAX Associates to earn the Luminary of Distinction Career Award
– for surpassing $20 million in commissions in 20 years or more with RE/MAX.
That means there’s more than 360 years of real estate experience, wisdom and achievement
among them. They’ve earned well over $360 million in commissions combined. There’s so much to
glean from their success. Some of them offer a glimpse here.
Luminary of DISTINCTION
T H E 2 0 1 2 L U M I N A R Y O F D I S T I N C T I O N H O N O R E E S
ABOVE THE RE/MAX MAGAZINE • SPRING 201340
ROBERT W. SHALLOWRE/MAX ParadiseOrange Beach, AL
JOYCE E. TOURNEYRE/MAX Crown Real
Estate NorthRegina, SK
“I wish I had joined RE/MAX at the beginning of my career! Being in
this environment of productivity and support
drives you to be better. Education is huge; the ABR designation and
Brian Buffini coaching have been my best
investments. If you want to increase your income, talk
to other successful agents.”
- JOYCE E. TOURNEY
PHO
TO
GR
APH
Y B
Y J
OH
N M
OR
RIS
CASEY MARGENAURE/MAX Distinctive
Real EstateMcLean, VA
RONNIE MATTHEWSRE/MAX Legends
Spring, TX
DONNA J. ROONEYRE/MAX Real Estate
(Central)Calgary, AB
MICHAEL SEDERRE/MAX
The Woodlands & Spring II
The Woodlands, TX
TERRY PARANYCHRE/MAX Elite (South)
Edmonton, AB
“We’ve been the top RE/MAX team in Texas for 15 years – and in the U.S. Top 10 for about 13 years. But I think the best thing we’ve ever done is support our employees, our city and our country. We have absolutely the best team in America!” - RONNIE MATTHEWS
“I didn’t get to where I am because I’m smarter; I was willing to put in the work required, and I never quit. The great thing about real estate is that it’s so multifaceted, and you can change your business up to do what you want to do. Your success really is up to you.” - CASEY MARGENAU
“Having sold over 10,000 homes, my advice when climbing the mountain is to focus on getting to the top and never, ever quitting – no matter how tough it gets. With that burning desire, you’ll prevail.” - TERRY PARANYCH
“In my first year at RE/MAX, I made $1 million. Having a business plan is
crucial, but more importantly, you have to show up and do a good job.
Go to RE/MAX conventions, don’t stop learning and build relationships with
your clients for life.” - ROBERT W. SHALLOW
FROM LEFT: MICHAEL SEDER, CASEY MARGENAU,
CHRISTOPHER INVIDIATA, BARRY COHEN,
RONNIE MATTHEWS
LU • MI• NARY:a person of
prominence
or brilliant
achievement
CLOCKWISE FROM LEFT: JOYCE TOURNEY,
GEORGES BARDAGI, CLARE ESTLICK,
KIM LUND, ROBERT W. SHALLOW
41ABOVE THE RE/MAX MAGAZINE • SPRING 2013
42 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
FULL SPECTRUM G R E A T O F F I C E
ALL FOR ONE,
ONE FOR ALL
JACK WRUTH
DORIS SHANK
A CANADIAN RE/MAX OFFICE SETS UP ITS AGENTS FOR SUCCESS WITH STRONG SUPPORT AND AN INCLUSIVE ATMOSPHERE – AND
DOMINATES ITS SASKATCHEWAN MARKETPLACE IN THE PROCESS. BY SUZANNE BOPP | PHOTOGRAPHY BY CAROL GILLIS
43REMAX.COM/ABOVE • SPRING 2013
FULL SPECTRUM G R E A T O F F I C E
HOW DO YOU TAKE an office with $3.7
million in annual gross
sales and raise it to $90
million in just eight years? Ask
Jack Wruth and Doris Shank,
owners of a thriving RE/MAX
brokerage in rural Canada.
“We hire grounded,
reputable, ethical people,
and we give them the tools
to be successful,” says Wruth,
who purchased RE/MAX
Blue Chip Realty in Yorkton,
Saskatchewan, in 2005.
“We expect our agents
to work and live at their
peak performance, and we
reward those who excel.”
That simple approach has
paid tremendous dividends
in Yorkton, a community
of 20,000 that’s roughly
200 miles from the U.S.
border along North Dakota.
Yorkton is in many ways a
typical prairie town, with
wide open spaces; vast
fields of canola, barley and
wheat; scattered oil and
gas wells; summer days
that can top 100 degrees
and snowy winter nights
that can reach 30 below.
The 37 Sales Associates
at RE/MAX Blue Chip
Realty serve not only the
town’s residents, but also
the outlying population for
hundreds of miles around –
a reach of about 200,000
people. The local market is
growing at a steady pace
of 2 percent to 4 percent a
year, and RE/MAX Blue Chip
Realty grabs more than its
fair share of the business.
THE RE/MAX BLUE CHIP
REALTY TEAM AT ITS
OFFICE IN YORKTON, SK
“Our company is like a wheel, and each person is a spoke. If one spoke is broken, the wheel can’t
move forward.”– DORIS SHANK
44 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
FULL SPECTRUM G R E A T O F F I C E
BETTING ON POTENTIALThe brokerage was 17 years
old when Wruth bought
it in 2005. He’d worked
there as a salesperson for
nearly a decade and saw
the operation’s potential,
though it always ranked third
among the community’s
three franchise competitors.
A stronger salesman
and businessman than
administrator, Wruth brought
in Shank – then working at
Century 21 – to help him
manage the office. Starting
with five Sales Associates,
the pair recruited constantly,
and outgrew one space
after another. In 2011, they
built a new facility twice as
large as the previous one.
Wruth and Shank
organized the sales force
into four segments –
agricultural, commercial,
city residential and rural
residential – and each agent
has an area of specialization.
It’s unusual in the real
estate world, but it works.
Wruth notes the success
of Brent Haas, who has deep
knowledge of commercial
real estate and closed 32
transaction sides last year.
“Brent’s competitors
don’t do 5 percent of the
commercial business he
does,” Wruth says.
Haas agrees that
specialization is one key
to the office’s success. He
also credits the “open-
door culture,” where no
one steps on anyone
else’s toes over leads.
About half of the
RE/MAX Blue Chip Realty
agents work outside the
office – some as far as two-
and-a-half hours away – but
they come in to the office
often and
feel a strong
connection to
the brokerage.
Rural
residential
specialist Lisa
Kirkwood is
one of those
agents, working
in Melville,
about 30 miles
away; she speaks with another
agent at least once a day, and
Wruth and Shank keep her
updated. “You feel like a big
part of the picture,” she says,
“and that’s not by accident.”
Wruth and Shank
encourage constant training,
whether it’s pursuing a
broker’s license, participating
in RE/MAX University
webinars or hearing
speakers on subjects such as
prospecting and motivation.
“We’re huge advocates
of education, and a lot of
it is simply learning how to
serve people,” Wruth says.
“It may be easy to sell a
house, but it’s even more
important to know how to
do it ethically and morally.”
SUPPORTIVE STAFFFrom the start, Wruth
and Shank had definite
ideas about the office’s
atmosphere and operation.
“Our biggest objective was
that we wanted a place where
people would feel good about
coming to work,” Shank says.
They’ve built that
by creating a sense of
community, where everyone
celebrates birthdays
together, attends potlucks
and barbecues, helps with
charitable fundraising, and
calls on each other whenever
they need assistance.
“I’m constantly being
supported by my fellow
agents,” Haas says. “Each
one has given me a lead
on a property, asked my
advice or helped me with a
client when I asked.” For her
part, Kirkwood remembers
reaching out many times
to Bill Harrison, known
affectionately as the office
“godfather” because of all
the mentoring he’s done.
These types of interactions
fit perfectly with Wruth and
Shank’s vision for their office.
“Our company is like a
wheel, and each person
is a spoke. If one spoke is
broken, the wheel can’t
move forward,” Shank says.
“We support each other,
motivate each other and
celebrate each other.”
And how are those other
two competitors faring
– the ones who always
beat RE/MAX Blue Chip
Realty a decade ago?
“As of February, one of
them has 8.5 percent of the
market and the other has
22 percent,” Wruth says.
“We have the rest.”
3.7million
2005
90million
2012
GROSS SALES
$
$ $
$
46 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
ABOVE & BEYOND C I T I Z E N S H I P
TOP DONORS
UNITED STATES
Most funds:
RE/MAX of Texas
Highest average
donation per agent:
RE/MAX of Texas
CANADA
Most funds:
RE/MAX of
Western Canada
Highest average
donation per agent:
RE/MAX Québec
A RECOVERING
economy isn’t just
benefiting the housing
market. It’s also boosting
support for Children’s Miracle
Network Hospitals in North
America. RE/MAX agents
participating in the Miracle
Home program raised more
than $8.2 million in 2012 – a
14 percent increase over 2011,
and the best fundraising year
since 2008. They helped
CMN Hospitals surpass its
goal of raising $300 million
for the year.
Funds weren’t the only
thing RE/MAX raised for local
Children’s Miracle Network
Hospitals. In 2012, agents,
offices and regions placed
more than 2,700 print and
online media mentions,
resulting in an estimated
$8.3 million in publicity value.
This included the push in
August that promoted and
celebrated the first RE/MAX
Month of Miracles.
HOW’D THEY DO IT?Since 1992, agents and
offices across the U.S. and
Canada have participated in
the Miracle Home program,
an exclusive program for
RE/MAX Affiliates that
benefits all 170 Children’s
Miracle Network Hospitals.
Participants make regular
donations in one of two ways:
+ Making a donation on
behalf of buyers or sellers
after each closed transaction.
+ Creative fundraisers, such
as golf tournaments and
auctions.
Some also take advantage
of opportunities to tour their
CMN Hospital and see first-
hand all the great ways their
donations make a difference.
The Miracle Home and
Miracle Property (for
commercial listings) programs
are simple but effective ways
to make a direct impact,
says Jessica Clausen, a Sales
Associate with RE/MAX New
Beginnings in Baltimore.
“I tell all of my clients about
the Miracle Home program,”
she says. “I can tell you that
they consistently remember
me as the agent who gives
back with every sale.”
ASSOCIATES AT R4 GAVE AN ADDI-
TIONAL $125,000 TO CMN HOSPITALS
THROUGH LIVE AND SILENT AUCTIONS,
A RAFFLE AND THE “TEE IT UP FOR
KIDS!” GOLF TOURNAMENT.
Miracles RISERE/MAX ASSOCIATES DONATED MORE THAN $8.2 MILLION
TO CHILDREN’S MIRACLE NETWORK HOSPITALS IN 2012
on t
he
AGENTS OF DISTINCTIONTo inquire about the Miracle Home and Miracle Property programs and how you can make a difference, contact Rod Hamson at rhamson@cmnhospitals.org (U.S.) or Jay Shapansky at jshapansky@childrensmiraclenetwork.ca (Canada). The moment you reach one of these goals, you earn the title for the calendar year:
Miracle Agents: individuals who donate $500+ (U.S.)
Miracle Team: any RE/MAX Team donating $1,000+
Miracle Office: a single-address location donating $2,000+
Miracle Region: any RE/MAX Region achieving $50,000+ through any fundraising activity
To make your donation, log into the Miracle System via RE/MAX Mainstreet.
47REMAX.COM/ABOVE • SPRING 2013
ABOVE & BEYONDM O R E T H A N A N A G E N T
creative life, when Clarke
and his wife, Janel, had
the first of their three chil-
dren in 1979, he chose real
estate as a more reliable
source of income. He joined
RE/MAX in 1991 and has
gone on to earn his way into
the RE/MAX Hall of Fame.
Through the decades,
Clarke has never stopped
rocking. He loves playing his
Fender Stratocaster into the
wee hours in his basement
practice space.
“When my kids moved
out of our house, the neigh-
bors thought the late-night
jam sessions would quiet
down,” he says. “Little did
they know, it was me!”
Clarke has to keep up his
chops for regular gigs at
venues around Denver. Past
and present clients
are often in the audience
clapping along.
He also enjoys popping in
one of his CDs while taking
clients on home tours.
“They’re always tickled to
learn that the guy singing is
the guy who’s driving them
around,” he says.
Described by one critic as
“the ghost of Roy Orbison
meets Chris Isaak,” Clarke
continues to write and
perform original songs, and
last year completed both
a screenplay and a novel.
He’s also close to finishing
another musical based on
iconic rock and pop tunes.
But before that musical
opens on stage, Clarke will be
busy with a slew of closings.
“The Denver market is defi-
nitely looking up,” he says.
PHO
TO
BY
WA
YN
E A
RM
STR
ON
G
Clients are tickled to learn that the guy driving them around on home tours is the same guy singing on the CD.
Real (ESTATE)
THE HITS KEEP COMING FOR
COLORADO ASSOCIATE BERNIE CLARKE
BY SHARA RUTBERG
ROCKER
BERNIE CLARKE CAN
be found between
Jimmy Buffet and
Mick Jagger – on Denver’s
rock-and-roll airwaves, that is.
The Broker Associate with
RE/MAX Central Alliance has
written and produced nine
albums, both solo and with
his band, Bernie and The
Boomers. His most recent,
All of My Days, gets airplay
right alongside The Rolling
Stones and The Beatles on
local radio.
“It’s nice company to rock
and roll with,” Clarke says.
Clarke, 63, played in a
band in high school and
was penning songs long
before he wrote his first real
estate agreement. In 1975,
the Denver Center for the
Performing Arts produced
his musical, Bits of Junk,
about the trials of a young
songwriter. The show won
him a PEN Literary Award
and a writing grant from the
National Endowment for
the Arts.
Though he loved the
LISTING/LISTENING LIST BERNIE’S TOP FIVE REAL ESTATE-RELATED SONGS
1 “Gimme Shelter” - Rolling Stones
2 “Home” - Karla Bonoff
3 “Street Where You Lived” - Bernie & The Boomers
4 “ She Came in Through the Bathroom Window”
- The Beatles
5 “Up on the Roof” - James Taylor
48 ABOVE THE RE/MAX MAGAZINE • SPRING 2013
1How many pounds of freight were shipped to Las Vegas?
A 15,000
B 50,000
C 90,000
D 150,000
2What’s the farthest distance, in miles, that an attendee traveled to be there?
A 3,453
B 5,730
C 8,805
D 10,414
3How many countries were represented?
A 25
B 48
C 62
D 89
4What percentage of guest rooms at the MGM Grand were occupied by RE/MAX Affiliates?
A 9%
B 15%
C 33%
D 56%
5How many educational and breakout sessions were offered?
A 35
B 45
C 55
D 65
6How many trophies were given out during R4 and the “Best of RE/MAX” Awards Gala?
A 127
B 565
C 1,342
D 2,405
7How many pictures did the R4 photographer take?
A 1,500
B 3,500
C 4,600
D 7,300
8How many gallons of coffee were dispensed?
A 300
B 650
C 800
D 1,200
9How many square feet of meeting space did RE/MAX fill?
A 75,000
B 300,000
C 650,000
D 1,000,000
10What was the percentage increase in attendance in 2013 from the first RE/MAX Convention in 1976?
A 638%
B 2,945%
C 9,477%
D 16,571%
JUST FOR FUN T R I V I A
Behind-the-ScenesQuizSO MUCH GOES INTO PULLING OFF THE RE/MAX R4 CONVENTION EVERY YEAR – FROM
THE PLANNING AT RE/MAX WORLD HEADQUARTERS TO THE PLANNING YOU PUT INTO BEING THERE.
AND THEN THERE’S THE AMAZING EVENT ITSELF!
WHAT’S THE VERDICT?Check your answers
on page 11.
See if you can guess some hidden facts about the 2013 R4 that helped make it another unforgettable event.
Each Office Independently Owned and Operated
Smith Realty3211 1st Avenue NorthBillings, MT 59101Office: (406) 839-2205Fax: (406) 839-2207Web: www.smithprintingshop.com
Natasha SimonsREALTOR®
Celebrating 40 Years
of Real Estate
Celebrating 40 Years
of Real Estate
Smith RealtyMichelle AdamsSales Associate
3211 1st Avenue NorthBillings, MT 59101Office: (406) 839-2205Fax: (406) 829-2207Web: www.smithprintingshop.comEach Office is Independently Owned and Operated
®
Natasha SimonsREALTOR®
Each Office is Independently Owned and Operated
®
3211 1st Ave. N.
Billings, MT 59101
Office: (406) 839-2205
Fax: (406) 839-2207
Web: www.smithprintingshop.com
Smith Real Estate
The Jones TeamREALTORS®
3211 1st Avenue NorthBillings, MT 59101Office: (406) 839-2205Fax: (406) 839-2207Cell: (406) 839-2206Email: customerservice@smithprintingshop.comWeb: www.smithprintingshop.com Each Office is Independently Owned and Operated
Smith RealtyRichard Smith
REALTOR®
3211 1st Avenue North
Billings, MT 59101
Office: (406) 839-2205
Fax: (406) 839-2207
Email: rsmith@smithprintingshop.com
Web: www.smithprintingshop.com
Each Office is Independently Owned and Operated
Smith Realty
Richard SmithREALTOR®
3211 1st Avenue NorthBillings, MT 59101Office: (406) 839-2205Fax: (406) 839-2207Email: rsmith@smithprintingshop.comWeb: www.smithprintingshop.com Each Office is Independently Owned and Operated
Smith RealtySmith Realty
3211 1st Avenue North
Billings, MT 59101
Office: (406) 839-2205
Fax: (406) 839-2207
Cell: (406) 839-2206
Email: customerservice@smithprintingshop.com
Web: www.smithprintingshop.com
Each Office is Independently Owned and Operated
Denise WilliamsREALTOR®
Each Office Is Independently Owned and Operated
ITEM NO. RX3-5B Letter
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ITEM NO. RX3-5A Legal
If your property is currently listed with a real estate broker, please disregard this offer.
©2012 Smith Printing (406) 839-2205 www.smithprintingshop.com www.edgereports.com
Each Office Is Independently Owned and Operated
ITEM NO. RX3-5B Letter
Litho in U.S.A. Offer void where prohibited by law.
ITEM NO. RX3-5A Legal
If your property is currently listed with a real estate broker, please disregard this offer.
©2012 Smith Printing (406) 839-2205 www.smithprintingshop.com www.edgereports.com
45642 RX3-900 Cloud Balloon Note Card CMYK BLUE RED
Each Office is Independently Owned and Operated.
If your property is currently listed with a real estate broker, please disregard this offer.
RE/MAX and the hot air balloon logo are registered marks owned by RE/MAX International, Inc.
The REALTOR® logos are marks owned by The National Association of Realtors®
Litho in U.S.A. Offer void where prohibited. ©2009 Smith Printing (406) 839-2205 Form No. RX1-900
O U T S T A N D I N G A G E N T S . O U T S T A N D I N G R E S U L T S .sm
Each Office is Independently Owned and Operated.
If your property is currently listed with a real estate broker, please disregard this offer.
RE/MAX and the hot air balloon logo are registered marks owned by RE/MAX International, Inc.
The REALTOR® logos are marks owned by The National Association of Realtors®
Litho in U.S.A. Offer void where prohibited. ©2009 Smith Printing (406) 839-2205 Form No. RX1-900
O U T S T A N D I N G A G E N T S . O U T S T A N D I N G R E S U L T S .sm
Each Office is Independently Owned and Operated.
If your property is currently listed with a real estate broker, please disregard this offer.
RE/MAX and the hot air balloon logo are registered marks owned by RE/MAX International, Inc.
The REALTOR® logos are marks owned by The National Association of Realtors®
Litho in U.S.A. Offer void where prohibited. ©2009 Smith Printing (406) 839-2205 Form No. RX1-920
OUTSTANDING AGENTS. OUTSTANDING RESULTS.sm
Thank You
Each Office is Independently Owned and Operated.
If your property is currently listed with a real estate broker, please disregard this offer.
RE/MAX and the hot air balloon logo are registered marks owned by RE/MAX International, Inc.
The REALTOR® logos are marks owned by The National Association of Realtors®
Litho in U.S.A. Offer void where prohibited. ©2009 Smith Printing (406) 839-2205 Form No. RX1-925
OUTSTANDING AGENTS. OUTSTANDING RESULTS.sm
Just-A-Note
Enter Code RXABOVE
Each Office Is Independently Owned and Operated
Letter RX3-1030
Litho in U.S.A. Offer void where prohibited by law.
Legal RX3-1040
If your property is currently listed with a real estate broker, please disregard this offer.
©2009 Smith Printing (406) 839-2205 www.smithprintingshop.com
OUTSTANDING AGENTS. OUTSTANDING RESULTS.
Each Office Is Independently Owned and Operated
Letter RX3-1030
Litho in U.S.A. Offer void where prohibited by law.
Legal RX3-1040
If your property is currently listed with a real estate broker, please disregard this offer.
©2009 Smith Printing (406) 839-2205 www.smithprintingshop.com
O U T S T A N D I N G A G E N T S . O U T S T A N D I N G R E S U L T S .
Each Office is Independently Owned and Operated.ITEM NO. RX3-300B
Each Office is Independently Owned and Operated.ITEM NO. RX3-300B
Each Office is Independently Owned and Operated.ITEM NO. RX3-300B
Smith Real EstateNatasha BarnesREALTOR®
3211 1st Ave. N.Billings, MT 59101Office (406) 839-2205Fax (406) 839-2207Web: smithprintingshop.comToll Free (800) 854-8362
ALL other products
20% off!
ALL other products
20% off!
Outstanding Agents. Outstanding Results.
®
45642 RX3-900 Cloud Balloon Note Card CMYK BLUE REDEach Office is Independently Owned and Operated.
If your property is currently listed with a real estate broker, please disregard this offer.
RE/MAX and the hot air balloon logo are registered marks owned by RE/MAX International, Inc.
The REALTOR® logos are marks owned by The National Association of Realtors®
Litho in U.S.A. Offer void where prohibited. ©2009 Smith Printing (406) 839-2205 Form No. RX1-900
OUTSTANDING AGENTS. OUTSTANDING RESULTS.sm
Each Office is Independently Owned and Operated.
If your property is currently listed with a real estate broker, please disregard this offer.
RE/MAX and the hot air balloon logo are registered marks owned by RE/MAX International, Inc.
The REALTOR® logos are marks owned by The National Association of Realtors®
Litho in U.S.A. Offer void where prohibited. ©2009 Smith Printing (406) 839-2205 Form No. RX1-900
OUTSTANDING AGENTS. OUTSTANDING RESULTS.sm
Each Office is Independently Owned and Operated.
If your property is currently listed with a real estate broker, please disregard this offer.
RE/MAX and the hot air balloon logo are registered marks owned by RE/MAX International, Inc.
The REALTOR® logos are marks owned by The National Association of Realtors®
Litho in U.S.A. Offer void where prohibited. ©2009 Smith Printing (406) 839-2205 Form No. RX1-920
O U T S T A N D I N G A G E N T S . O U T S T A N D I N G R E S U L T S .smThank You
Each Office is Independently Owned and Operated.
If your property is currently listed with a real estate broker, please disregard this offer.
RE/MAX and the hot air balloon logo are registered marks owned by RE/MAX International, Inc.
The REALTOR® logos are marks owned by The National Association of Realtors®
Litho in U.S.A. Offer void where prohibited. ©2009 Smith Printing (406) 839-2205 Form No. RX1-925
O U T S T A N D I N G A G E N T S . O U T S T A N D I N G R E S U L T S .smJust-A-Note
Each Office is Independently Owned and Operated
If your property is currently listed with a real esate broker, please disregard this offer.
Offer void where prohibited by law. Litho in U.S.A.
©2010 Smith Printing (406) 839-2205 www.smithprintingshop.com ITEM No. RX4-5035
Thinking
Selling?of
How does
deliver benefitsto you?
In selling your home, you will
want every benefit possible.
Your RE/MAX Professional is
committed to accomplishing
your goals and negotiating a sale
that is hassle free and, above all,
most beneficial - financially as
well as emotionally.
My goal is your
satisfaction!
Outstanding Agents.
Outstanding Results.
Each Office is Independently Owned and Operated
If your property is currently listed with a real esate broker, please disregard this offer.
Offer void where prohibited by law. Litho in U.S.A.
©2010 Smith Printing (406) 839-2205 www.smithprintingshop.com ITEM No. RX4-5035
Thinking
Selling?of
How does
deliver benefitsto you?
In selling your home, you will
want every benefit possible.
Your RE/MAX Professional is
committed to accomplishing
your goals and negotiating a sale
that is hassle
free and, above all,
most beneficial - financially as
well as emotionally.
My goal is your
satisfaction!
Outstanding Agents.
Outstanding Results.
Each Office is Independently Owned and Operated
If your property is currently listed with a real esate broker, please disregard this offer.
Offer void where prohibited by law. Litho in U.S.A.
©2010 Smith Printing (406) 839-2205 www.smithprintingshop.com ITEM No. RX4-5035
ThinkingSelling?of
How does
deliver benefitsto you?
In selling your home, you will
want every benefit possible.
Your RE/MAX Professional is
committed to accomplishing
your goals and negotiating a sale
that is hassle free and, above all,
most beneficial - financially as
well as emotionally.
My goal is your satisfaction!
Outstanding Agents.
Outstanding Results.
1000 Full Color Business Cards
ONLY $48.
00
1000 Full Color Business Cards
ONLY $48.
00
www.smithprintingshop.com/rxMust enter discount code in comments section. Discount will be taken when charged. *Business Card price is before shipping and does not include Foil Cards.
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1-800-294-5591pillartopost.com*Where available/applicable
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