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Transcript of Since 1911 - March 2012 Newsletter
8/2/2019 Since 1911 - March 2012 Newsletter
http://slidepdf.com/reader/full/since-1911-march-2012-newsletter 1/6
Issue 41 The official newsletter of HUNT Real Estate Corporation March 20
Leader’s Circle HonoreesSee who was honored for this award and will be
recognized at the 2012 ERA IBC in March!
Continued on inside cover
Meet the Team!Meet the newest members of HUNT Corporate:
Jack Manley, Carley Mealey, Jillian Suttell and Brian Mullen.
The Changing Face of Consumers
Remember the MLS Book? That Sears
& Roebuck-type catalogue with all theinformation about current listings? And, the “hot
sheets” received every 48 hours with the latest
updates to the book? Now that was speedy
information delivery!
Years ago, REALTORS® were in fear of the
elimination of the MLS Book - because we fear
change. The book was eliminated because our
consumers were granted access to all the listing
information on the Internet. Our fear was that the
Internet would replace the REALTOR®, keeper
of the “secret” book of listed properties. How
would we ever be able to attract buyers and secure
their loyalty if we were no longer the Gatekeepers
of Information?
Fast-forward to the 21st Century. The
Internet has not been the demise of the
REALTOR® - quite the opposite. NAR® tells us
that over 85% of buyers today not only use a
REALTOR®, but they actually find us on the
Internet! Consumers wanted access to the
information, and our industry changed to give it to
them. And we’re still here!
Fast forward again, to right now: What does the
new ‘Mobile buyer,’ who is accustomed to using the
Internet for information, want? This is an
important question we need to address. Because
change IS inevitable (except, maybe, from a
vending machine.)
You can’t go anywhere today without seeing some-
one talking, texting or browsing t
internet on their mobile phone. Toda
‘Internet consumer’ wants it now and want
fast; not 1G, not 3G, not even 4G. They wan
as soon as they are ready, and v
importantly, they want it with anonymity.
This is no different in the real estate indust
Our consumer has changed, and we have
change with them! If we do not provide toda
consumer with the information that they w
when they want it, and communicate with th
in the method they prefer – we will lose the
It’s that simple. They wanted more photos a
detailed descriptions of listings, so we gave it
them. They started to visit different websites
real estate information, so we put our listings
more places. They wanted to view t
information on their phones, so we buil
mobile website.
So, in the ‘olden days,’ they walked into o
office and we sat down and looked at a bo
Today, they drive around online, then get intheir cars and drive neighborhoods, then stop
front of a sign and – what? Call us? If they
an ‘Internet consumer,’ then they want to vi
listing details on their phone and text us for m
information or an appointment. What th
want, when and where they want it, and w
anonymity! Are we there on the other end
that text to answer them? We’d better be, or th
will simply text someone else! (Think about th
if you like to shop for things online – cloth
books, etc. – do you wait if an item is on ba
order, or do you find another website that c
get it to you right away? We rest our case!)
The soon-to-be-launched HUNT HOM
HOTLINE will provide our consumer what th
want when they want it, and place YOU –
agent - at the new point of sale: in front of
house!
Continued on inside back cover
Distinguishing Ourselves A message from Peter F. Hunt,
Chairman & CEO
Over the last five issues of
HUNT Since 1911, my ar-
ticles have focused on the
five attributes that separate
the successful from the not-
so-successful real estate
agents. Just to remind you,
successful real estate agentsdistinguish themselves by…
1) …constantly seeking to educate and train
themselves;
2) …knowing the value of good customer
relations;
3) …investing in their careers;
4) …anticipating market trends;
5) …building their “book of business”.
This is far from an all-inclusive list,
but it does represent what I have found to be
consistent among the elite of our industry. It is
my dream that every HUNT agent can rightfully
claim to be part of this superior group.
Our Company sees these five behaviors of the
industry’s best as a mutual effort and a true
reflection of the very real partnership that exists
between our agents and the company. This
partnership is an integral part of our Mission as
we seek to develop truly successful, highly
productive sales professionals that can stand
toe-to-toe with any professional. Along these
lines, the Company is busy distinguishing
ourselves as the experts on everything real estate.
How can and will this be accomplished?
• By providing regular updates on internal
activities at our Company;
• Through accurate market data presented and
interpreted for our agents and customers;
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Recognizing our TopSales Agents of theMonth
Buffalo/NiagaraAmherst / Kathy AndersonEast Aurora / Steve StarkeHamburg / Lou Ann SpauldingKenTon / Marsha McCarthy
Lancaster / Barbara HoyLockport / Larissa McKennaMetropolitan / Ellen DalyOrchard Park / Anna Marie FalknerWest Seneca / Jan DoktorWheatfield / John FoxWilliamsville-Clarence / Barbara BakerWilliamsville Village / Beth Stablewski
RochesterBrighton-Pittsford / Peter PalermoCanandaigua / Sandi VanCampGreece / Esther LaFontainePerinton / John DennistonWebster / Jeff Pastorella
Syracuse / Carthage-WatertownCamillus / Beth LostyCazenovia / Chary Griffin
Cicero / Lisa LidellFayetteville-DeWitt / Team Litz-ManningLiverpool / Lynn CifonelliManlius / Robin TodyOneida / Jim LenahanCarthage-Watertown / Larry Boliver
Capital DistrictLoudonville / Jaime McCarthyS. Glens Falls / Jennifer BallSaratoga Springs / Felicia Cervera
ArizonaPhoenix / Tammy Hammerich
January 2012
Once again ... we are so glad Network Title is available to save a deal!
The ability to have ultra short title exams
done in super super quick fashion has again
enabled a deal that otherwise would not have
been possible. We need to close in 2 weeks for
an unexpected cash buyer on a sale and
Network has again delivered in a few
days when other Title Companies would have
taken way way longer to do.
HUNT agents that just let the attorney pick
a title company other than Network may be
OK in general when the need is minimal ...
but Network always the best price &
superb service is absolutely the only 100%
dependable choice in a time crunch. If the
seller's lawyer had picked another company
... forget about it ... deal would not hav
happened!
Feel free to pass this on to our fello
HUNT agents, who may not fully reali
what an extraordinary advantage exists fthem when using our own Network Titl
This is the 3rd deal you have made possib
when others title companies just could n
or would not deliver.
Thanks again Michelle,
David & Diana NathanLicensed Associate Real Estate Broker
Orchard Park Office
HUNT Real EstateERA Reaches PlatinumLevel Again!
It is with great pleasure that we announce
that HUNT Real Estate ERA has once
again been named a Platinum level firm by
the Cartus Broker Network! Platinum is the
highest of the Excellence
Award recognition levels presented to
qualifying principal brokers. Only 17
percent of the Network’s principal brokersreceived Excellence Award recognition for
2012. Platinum level recognition is based on
performance results
related to a wide variety
of goals including
customer service, cost
management, and accuracy
on the Broker Market
Analysis. Congratulations
to us!
Distinguishing Ourselves (Continued from cover)
• Through internally-generated data on customer
behavior that analyzes advertising and other
responses to marketing efforts;
• Through data on the effectiveness of marketing
in terms of what properties are being shown and
why, by analyzing data generated by ProShow;
• And through the most effective public display anddistribution of the most complete and authoritative
real estate industry data and interpretation of that
data.
There is another important source of data—those
of you active in the market each and every day. As
many of you know, I have been visiting our
branches (over 20 in the last few months) and
meeting on a monthly basis with representatives of
each branch (our Senior Advisors) seeking your
input on market conditions, customer behavior, our
internal business processes, “best practices” among
our most successful branches and teams, andanything else you deem to be important. This
process has been enlightening—and invigorating—
for me. Among my findings so far:
• Some of our regions still are experiencing price
depreciation, mostly in the high-end;
• Newer homes and those in better condition (even
“staged”) are far more likely to sell quickly;
• Although most of our regions (Arizona excepted)
never experienced significant price declines, ALL
have been psychologically affected by the constant
barrage of negative media attention to the
housing market;
• Deals are tough to make and sometimes ev
tougher to keep together;
• Our better performing branches are charact
ized by agents using the office, attending bran
meetings and even going on tour (carava
building collegiality and social ties.
Again, this is not an exhaustive list and I s
have a bunch more branches to visit (and th
start over again), but this process has be
extremely helpful as we plan for our futu
together and our mutual professional needs.
addition to these findings, much has be
revealed to me in terms of how you see ma
aspects of our business operations, marketi
even our physical surroundings.
EVERYONE is invited to continue this proc
with me. Please offer your input to your AgAdvisors, our other executives as they visit yo
branches, directly to your Broker Consulta
and/or to me personally. We want this compa
to always be THE place to be in the industry
which can only happen with your involvemen
In the meantime, please take advantage of
best combination of market conditions I h
ever seen and the favorable weather, distingu
yourselves among all competitors, and make t
“Spring Market” your
best ever!
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There have been some exciting newleadership moves in the Buffaloregion! Congratulations to:
John Rummel has been appointedBroker Consultant for theHamburg Branch. John has beenin leadership with our firm forover 15 years, and has successfullyheld several different positions in
both the Rochester and Buffalo Niagara
Regions. John will remain Broker Consultant forthe Met Branch.
John Schmelzinger will assumethe Broker Consultant role inKenTon, while continuing tolead our Niagara CountyBranches as well.
To support the company's growthinitiatives, Patrick Stanchak isbroadening his responsibilities asBusiness Development Managerto cover KenTon, Williamsville-Clarence as well as Niagara County.
United Way Success:With the help of theBuffalo Region’s hard
working and dedicated Broker Consultants,Agents and Staff, we were able to raise over$35,000 for this important cause! Thank youto all who got involved – you emulate ourcompany’s mission of always giving back tothe communities we serve!
Thank you to agents and staff from the following departments for your contributions!
Head Office: Administration, Accounting,Relocation, Customer Support Center,Marketing and IT
HUNT Mortgage & HUNT Commercial
Offices: Orchard Park, Williamsville Village,Hamburg, Williamsville-Clarence, KenTon,The Met, Lancaster, and Amherst
Charles F. Hunt, Director
Corporate Relations, has recent
taken on the role of General Manag
for our Columbus Division.
“Our company was found
on the belief that super
customer service, innovat
tools and the best train
agents in the business awhat savvy buyers and sellers are looki
for, and having lasted 101 years so
proves that we were right. Rochester
particular is an area of grow
opportunity for us, and I am looki
forward helping build this region ev
further while ensuring that our leadersh
team, staff and agents have everything th
need to serve this important marketpla
better than any company in the area.”
- Charlie Hunt
Buffalo Rochester
“Managing Exceptions” A message from Jack Manley, Chief Operating Officer
This being my first written
correspondence to the
entire company, I want to
thank Peter for the
opportunity to be part of
this great company, and all
of you who have been so open minded andhelpful with our change initiatives thus far.
I value your trust, understand change is
oftentimes uncomfortable, and look forward
to “managing exceptions” together.
Personally, I will consider my efforts as
Chief Operating Officer at HUNT a
success when my efforts are focused entirely
on strategic issues in pursuit of our Mission,
particularly our commitment to provide
"the highest quality of service available in
the markets we serve". To do this we willimprove every aspect of this company and
provide the best working environment for
our employees and agents. Day by day, we
will then be effectively managing
exceptions, as opposed to jumping from
crisis to crisis. Most issues which may then
arise will often simply resolve themselves. By
establishing efficient policies, procedures and
practices, all of our efforts become easier, and
our “victories” become more numerous and
collectively much greater.
During my first four months at HUNT, we
have begun a number of major initiatives, all
of which are well on their way to success.
Among these initiatives is the establishment of
a finance and accounting group committed to
excellence. If you visit our Administration
you will see some new faces among our
veteran group who together are in the final
stages of a full accounting systems conversion
which will become the essential backbone our
group needs to provide a platform for the
efficient, consistent delivery of accurate,timely reporting and analysis. Once the
conversion is completed, our finance group
will be managing exceptions.
Another major initiative is the restructuring
of the technological backbone of th
company. In addition to our own IT grou
led by VP and CTO Carlos Pegado, w
have contracted with an exceptional grou
of professionals ("EMCS") to assist in
Regions with our entire system o
connectivity, including our phone systemour hardware and software. We ha
established a long-term plan consiste
with our technology Vision and are now
the process of implementing the details
that plan. In time, we will see significa
benefits in the context of a more efficie
system, thus allowing each of us the abili
to more easily manage exceptions. Ov
the next several months, I will be updatin
you on these and other initiatives now
soon to be underway.
Thank you for the opportunity to wo
with you as we together build an operatin
system that will be the envy of the industr
News Around Our Regions
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News Around Our Regions (Continued)
The greater Glens Falls region is off to a
stellar start for 2012, with lots of office
activity. In a comparison between 2010
and 2011, there were key indicators that
change was in the air. At first glance, 2011
did not fare well against 2010 as we actually
saw fewer sales and a modest 5% increase
in sale price as well as median price. The
real indicators of change were the drop in
active listings and our absorption rate
dropping from 19 months to 12,
making it a somewhat weaker buyer’s
market. This resulted in a surge of realism
finally reaching the listed sellers, enabling
them to either lower their price or get out
of the market!
January 2012 statistics in our region show
a 28% increase in inventory and a 50%
increase in sales so far. Our agents can feel
the momentum!
Our own Jen Ball , our lead-
ing performer in the Glens
Falls office, has doubled her
volume this year as well as
doubling her transactions. She has been
leading the way with a great winning attitude
and sets the benchmark for the office.
In other Capital news, Joe
Woutersz, Broker Consultant
for the S. Glans Falls office, was
recently appointed President of
the Warren County MLS. In this position, Joe
will be assisting the Warren County Board in
examining current policy and coordinating
improvements within the MLS with the goal
of assisting the board's agents with
technological advancements. Other duties
will be guiding the board and its 600members through the maze of internet issues
facing all real estate brokerages today.
Congratulations Joe!
This just in… Forbes' annual list of Best
Cities for Jobs ranked the Albany-Schenectady
area fourth on the list of 100 top metropolitan
areas!
Congratulations to Domenick
Losurdo, the Camillus
office’s Rookie of the Year
2011, for being selected to
appear in an upcoming episode of HGTV's
"House Hunters.” Be sure to keep an eye
out for the specific episode details so we can
all watch our real estate star in action!
Congratulations and best
wishes to Cicero Broker
Consultant Cheri Horan on
her recent wedding toGregory Scicchitano (one of our valued
Realty Club Attorneys).
The Syracuse region is buzzing with
activity in all areas at the start of 2012!
• Our hardworking agents have taken 346
new listings (1st Quarter, FY 11/12)
• We’ve sold (under contract) 390 of our list-
ings so far this year (1st Quarter, FY 11/12)
• Fiscal YTD per agent productivity = 3.3
• Fiscal YTD Average commission (one side)
= 3.4%
• Fiscal YTD Market share = 27.4%
(Onandaga and Madison Cty)
Syracuse
Capital District
Business Leaders’Meeting
Randall Standard , CEO of VoicePa
will be the guest presenter at the BusineLeaders’ Meeting!
VoicePad provides the real estate industr
only integrated mobile solution th
generates leads using all three mob
technologies-Call Capture, Text an
Mobile Web. In the past year, VoiceP
generated and delivered over two-and-
half million qualified leads from motivat
buyers, instantly connecting them to a re
estate professional. Are you getting yoshare of mobile leads? Attend this sessi
and find out how to make the most of th
leading-edge mobile technology!
Tuesday, March 20
Buffalo/Niagara Region
Millenium Hotel
2040 Walden Avenue
Cheektowaga, New York 14225
8:30am Coffee | 9am Meeting
Tuesday, March 20
Rochester Region
Eagle Vale Golf Club
4344 Nine Mile Point Road
Fairport, New York 14450
1:00pm Coffee | 1:30pm Meeting
Wednesday, March 21
Syracuse Region
Craftsman Inn
7300 East Genesee Street
Fayetteville, New York 13066
9:30am Coffee | 10:00am Meeting
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Welcome to HUNT
We would like to welcome t
following agents from across
company:
Wendy Naylon from Amherst, Virgin
Fiero from Brighton-Pittsford, Kathle
Brotz from Lancaster, Nick Banta a
Susan McNamara from Liverpool, Ann
Yensan from Lockport, AmanHernandez, Patrick Ireland and Jam
Jamali from Tempe, Nancy Reynolds a
Andrew Cieslilca from West Seneca, Jas
Doxbeck from Wheatfield, and Bradl
Marshall from Williamsville Village.
We would also like
welcome Todd Aiching
to HUNT. Todd will working out of the E
Aurora Branch. Todd w
previously with Coldwell Banker for abo
3 years. Welcome to the team Todd!
HUNT would also like
welcome Ben Gernatt
the Hamburg Office. B
works for both sellers a
buyers and specializes
single family homes, multi-family, commerci
and vacant land as well. He trained
Cusack Center for Professional Developme
and received his real estate license in 200
Please give Ben Gernatt a warm welcom
Meet the Team! Meet the newest members of HUNT
Corporate: Jack Manley, Carley Mealey,
Jillian Suttell and Brian Muller!
Jack Manley joined us on
November 1, 2011 as the
Chief Operating Officer for
HUNT Real Estate Corp.and its related companies.
In conjunction with Peter
Hunt, Jack is responsible for overall
corporate planning and strategies and the
day-to-day operations of the HUNT
companies. He is also a founder and the
President of Turning Point Capital Inc.
Jack has over 20 years of experience in the
mortgage banking industry and was the
founder and President of U.S. Appraisal,
Inc. (USA), a real estate valuation company,
so he is certainly well versed in our industry!
Jack is a certified public accountant (CPA)
and received his bachelor’s degree in
accounting from Niagara University.
Carley Mealey joined
HUNT as Corporate
Controller on December
12, 2011. She is responsible
for all accounting, cash
management, employee
benefits and human resource functions. In
addition, she also manages HUNT’s
Customer Service Center (CSC). Carley
has over 15 years of experience in various
financial capacities including public
accounting and forensic accounting, and has
performed many business valuations. She is a
Certified Public Accountant (CPA) with
licenses in NY and Virginia and she is also a
Certified Valuation Analyst (CVA). Carley is
a graduate of Cameron University in Lawton,
Oklahoma.
Jillian Suttell joined
HUNT as a Senior Accountant
on February 9, 2012. She will
be assisting with general
accounting responsibilities and
will oversee some of HUNT’s
subsidiary accounting functions. Prior to
joining HUNT, Jillian gained extensive
financial and accounting experience at HSBC
Mortgage and Citigroup. She graduated
magna cum laude with a Master’s degree of
Business Administration from Medaille College.
Brian Muller joined HUNT
as Closing Coordinator on
December 27, 2011. He is
responsible for data entry
related to closings, settlements,
and escrow. Brian was
previously a construction consultant for
companies based in New York State
The point of sale used to be the kitchen table.
Buyers would leaf through print ads, eliminate
the homes that didn’t interest them and then call
or visit the office that had the listings they
wanted to see. Then, the point of sale moved
online. Buyers would surf websites, eliminate
homes and e-mail the listing agent when they
wanted more information or a chance to see thehome.
The new “Mobile” buyer has changed the point
of sale yet again! It has moved to the curb. A
large percentage of the buyers that are driving
through neighborhoods want to ’see’ more
information on the homes that interest them
right then – in front of the property. And for
them, a brochure box flyer is not enough.
The HUNT HOME HOTLINE puts you at the
curb with the consumer, to turn an anonymous
looker into an interested buyer! It will allow them
to get the information they want in the method
they prefer, 24 hours a day 7 days a week. It places
you at the curb with them, while they are inter-
ested in the home, and allows them to contact you
in the manner they are comfortable with. They
can call, text, search or connect directly with you(during business hours of course), the listing agent.
You will know the moment someone shows interest
in your listing from anywhere - even in front of the
house!
So, are you ready for more leads? Are you ready
to meet your buyers at the new point of sale? Be
at the Business Leaders Meeting in your area
March 20 or 21st and we’ll make it happen for
you!
The Changing Face of Consumers (Continued)
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For more information on these ven
dors and to search all of the servic
available through The Realty Club,
visit us at huntrealestate.com.
Follow us and join the conversation!
Featured RealtyClub Vendors
HUNTREALESTATE.COM
Always Accepting ApplicationsA message from Linda Mallia, President of HUNT Mortgage
It is hard to believe that any company would
be in a position to turn away business, but
apparently this is happening in the
mortgage industry. Recently an article was
published by American Banker, stating that
Bank of America is telling some customers
it could take up to 60 days to get their initial
phone call returned. This is due to the high
volume of calls they are receiving from
customers who are interested in the Home
Affordable Refinance Program (HARP). As
we all know, a lot can happen in 60 days
with regards to interest rates.
This can make you wonder why anyone
would put up with going almost two months
without even getting a phone call returned,
when they can visit another lender and close
on their mortgage in that same amount of
time. HUNT Mortgage is always welcoming
new customers, whether they are looking to
refinance or purchase a new home. Our staff
is ready and available to give the highest
standard of service possible to all of our
customers. Mortgages are all we do, meaning
our processors and underwriters are focused
on nothing other than guiding the customer
through the process and closing the loan.
While your customer waits to hear back from
one of the larger lenders, have them talk tous. We promise we can do a whole lot more
in 60 days than return a phone call.
Remember, we’re not one of the big guys,
we’re one of the good guys!
DCR Properties Inc.DCR Property ManagementPO Box 228West Seneca, NY 14224
Dominic C. Russo
Cell: 716.444.8643Fax: 716.656.2223Email: [email protected]
NYS License 16000010323
3892 Transit RdOrchard Park, NY 14127
716-440-0890
Phone: (716) 505-1140franksservices.com
90 Pearce Ave.Tonawanda, New York 14150
Good & Fair Carting & Moving Co.
300 Woodward AvenueKenmore, New York 14217
Phone: 716.876.6067 Fax: 716.876.3385
Mike PastoreNYS License 16000006173
(716) 825-4614
1661 Schoelkopf Road | Hamburg, NY 14085
Congratulations ERA Leader's Circlehonorees for your 2011 production!
Congratulations to thefollowing honorees
who will be recognized
at the 2012 ERA IBC
in March!
Barbara Baker - Williamsville-Clarence
Michael Burke - Williamsville-Clarence
Bonnie Clement - Williamsville Village
Sarah Collins - Liverpool
The Crocker Team - Camillus
Meghan Dabulweicz - Dewitt
John Denniston - Perinton
Sharon Frisicaro - Williamsville-Clarence
Steve Frisicaro - Williamsville-Clarence
Elizabeth Gaulin - Manlius
James Hoffman - Williamsville-Clarence
Amy Mayfield - Williamsville-Clarence
Jean Nicholas - Liverpool
Autumn Starr - Liverpool
Joseph Trifilo - Williamsville Village
Sandi Van Camp - Canandaigua
Top producers are recognized in the following categories:
•Total Units Closed (65+)
• Total AGC ($200,000+)
• Top 10 Total Commercial/Non-Residential
Units Closed (20+)
• Top 10 Total Commercial/Non-Residential
AGC ($150,000+)
• Top 3 Closings with the ERA Home
Protection Plan® (with a minimum of 30 home
warranties funded)
Recognition Includes:
Induction into the ERA Leaders' Circle
• ERA Leadership Team Award
• Leaders' Circle Promotional Kit
• Leaders' Circle Lapel Pin (a diamond is added
for each additional year of membership on the
Leadership Team)
• Special VIP Treatment at the International Busi-
ness Conference
Congratulations to everyone
who made the list!